{"docs":[{"a":["1.5°C pathway"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"An emissions pathway intended to limit warming to around 1.5°C under specified assumptions.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"An emissions pathway intended to limit warming to around 1.5°C under specified assumptions.","i":0,"id":"sustainability.1-5-degree-pathway","lv":"core","ph":"1 5 degree pathway 1 5 c pathway 1 5 degree pathway 1 5 c pathway 1 5 degree pathway an emissions pathway intended to limit warming to around 1 5 c under specified assumptions an emissions pathway intended to limit warming to around 1 5 c under specified assumptions the sustainability report needs the method exclusions and assurance status for 1 5 degree pathway you will see 1 5 degree pathway in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here 1 5 degree pathway means an emissions pathway intended to limit warming to around 1 5 c under specified assumptions sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"1.5-degree pathway","t":"1.5-degree pathway","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/1-5-degree-pathway/","ui":"The sustainability report needs the method, exclusions and assurance status for 1.5-degree pathway."},{"a":["percentage stacked bar"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A stacked bar chart normalised so every bar totals 100 percent, emphasising composition rather than absolute size.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"Bars show proportions, not total size.","i":1,"id":"bizpitch.100-stacked-bar-chart","lv":"working","ph":"100 stacked bar chart percentage stacked bar 100 stacked bar chart percentage stacked bar 100 stacked bar chart bars show proportions not total size a stacked bar chart normalised so every bar totals 100 percent emphasising composition rather than absolute size the 100 stacked bar chart hides the fall in total volume you will see 100 stacked bar chart in business pitches proposals executive summaries and decision decks when the discussion reaches business charts and exhibits it helps a reader interpret business charts and exhibits without confusing the measure decision role or evidence being discussed here 100 stacked bar chart means a stacked bar chart normalised so every bar totals 100 percent emphasising composition rather than absolute size business pitching and presentation materials business pitches decks and decision materials business charts and exhibits startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"100% stacked bar chart","t":"100% stacked bar chart","tp":"Business charts & exhibits","tpid":"business-pitching-artifacts.business-charts","u":"terms/100-stacked-bar-chart/","ui":"The 100% stacked bar chart hides the fall in total volume."},{"a":["409A"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A US tax-focused valuation of common stock used for certain equity compensation purposes.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","investor","finance","corporate","business"],"e":"A US tax-focused valuation of common stock used for certain equity compensation purposes.","i":2,"id":"bizfinance.409a-valuation","lv":"specialist","ph":"409 a valuation 409 a 409 a 409 a valuation 409 a valuation a us tax focused valuation of common stock used for certain equity compensation purposes a us tax focused valuation of common stock used for certain equity compensation purposes the valuation memo needs to state the assumptions behind 409 a valuation you will see 409 a valuation in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here 409 a valuation means a us tax focused valuation of common stock used for certain equity compensation purposes finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup investor finance corporate business fundraising financing due diligence governance accounting planning forecasting valuation reporting finance commerce workflow process global context dependent startup","sn":"409A valuation","t":"409A valuation","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/409a-valuation/","ui":"The valuation memo needs to state the assumptions behind 409A valuation."},{"a":["five S"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A workplace organisation method commonly translated as sort, set in order, shine, standardise and sustain.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A workplace organisation method commonly translated as sort, set in order, shine, standardise and sustain.","i":3,"id":"operations.5s","lv":"core","ph":"5 s five s 5 s five s 5 s a workplace organisation method commonly translated as sort set in order shine standardise and sustain a workplace organisation method commonly translated as sort set in order shine standardise and sustain the operating model needs to show how 5 s works in practice you will see 5 s in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here 5 s means a workplace organisation method commonly translated as sort set in order shine standardise and sustain operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process organisation party global context dependent","sn":"5S","t":"5S","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/5s/","ui":"The operating model needs to show how 5S works in practice."},{"a":["Section 83(b) election"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A US tax election allowing certain restricted-property recipients to elect taxation at grant rather than vesting.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A US tax form that may change when restricted shares are taxed.","i":4,"id":"startup.83-b-election","lv":"specialist","ph":"83 b election section 83 b election 83 b election section 83 b election 83 b election a us tax form that may change when restricted shares are taxed a us tax election allowing certain restricted property recipients to elect taxation at grant rather than vesting the 83 b election has a strict deadline you will see 83 b election in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here 83 b election means a us tax election allowing certain restricted property recipients to elect taxation at grant rather than vesting startups venture and fundraising startup formation venture capital and fundraising founder and employee equity startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"83(b) election","t":"83(b) election","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/83-b-election/","ui":"The 83(b) election has a strict deadline."},{"a":["split test"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An experiment comparing two variants by randomly assigning eligible participants and measuring outcomes.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Compare two versions with similar groups.","i":5,"id":"product.a-b-test","lv":"core","ph":"a b test split test a b test split test a b test compare two versions with similar groups an experiment comparing two variants by randomly assigning eligible participants and measuring outcomes the a b test needs enough exposure and a preselected primary metric you will see a b test in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here a b test means an experiment comparing two variants by randomly assigning eligible participants and measuring outcomes product technology and innovation product management technology and innovation experiments testing and rollout startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"A/B test","t":"A/B test","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/a-b-test/","ui":"The A/B test needs enough exposure and a preselected primary metric."},{"a":["A3"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A concise problem-solving document structured on one large sheet or equivalent format.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A concise problem-solving document structured on one large sheet or equivalent format.","i":6,"id":"operations.a3-report","lv":"working","ph":"a 3 report a 3 a 3 a 3 report a 3 report a concise problem solving document structured on one large sheet or equivalent format a concise problem solving document structured on one large sheet or equivalent format the team needs one controlled copy of a 3 report with an owner and date you will see a 3 report in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here a 3 report means a concise problem solving document structured on one large sheet or equivalent format operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"A3 report","t":"A3 report","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/a3-report/","ui":"The team needs one controlled copy of a3 report, with an owner and date."},{"a":["pirate metrics"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A growth framework covering acquisition, activation, retention, referral and revenue.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A growth framework covering acquisition, activation, retention, referral and revenue.","i":7,"id":"marketing.aarrr","lv":"core","ph":"aarrr pirate metrics aarrr pirate metrics aarrr a growth framework covering acquisition activation retention referral and revenue a growth framework covering acquisition activation retention referral and revenue can we separate sustainable movement in aarrr from a one off campaign effect you will see aarrr in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here aarrr means a growth framework covering acquisition activation retention referral and revenue marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"AARRR","t":"AARRR","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/aarrr/","ui":"Can we separate sustainable movement in AARRR from a one-off campaign effect?"},{"a":["emissions abatement"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Reduction or avoidance of emissions from a source.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Reduction or avoidance of emissions from a source.","i":8,"id":"sustainability.abatement","lv":"core","ph":"abatement emissions abatement abatement emissions abatement abatement reduction or avoidance of emissions from a source reduction or avoidance of emissions from a source state the boundary and evidence behind abatement before publishing the claim you will see abatement in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here abatement means reduction or avoidance of emissions from a source sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Abatement","t":"Abatement","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/abatement/","ui":"State the boundary and evidence behind abatement before publishing the claim."},{"a":["ABC classification"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Classifying inventory by relative value, importance or control priority.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Classifying inventory by relative value, importance or control priority.","i":9,"id":"operations.abc-analysis","lv":"core","ph":"abc analysis abc classification abc analysis abc classification abc analysis classifying inventory by relative value importance or control priority classifying inventory by relative value importance or control priority compare abc analysis with the same cohort and period before drawing a conclusion you will see abc analysis in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here abc analysis means classifying inventory by relative value importance or control priority operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"ABC analysis","t":"ABC analysis","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/abc-analysis/","ui":"Compare aBC analysis with the same cohort and period before drawing a conclusion."},{"a":["absenteeism rate"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Lost work time due to absence divided by scheduled time under a stated method.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Lost work time due to absence divided by scheduled time under a stated method.","i":10,"id":"people.absence-rate","lv":"core","ph":"absence rate absenteeism rate absence rate absenteeism rate absence rate lost work time due to absence divided by scheduled time under a stated method lost work time due to absence divided by scheduled time under a stated method how are we defining absence rate in this deck you will see absence rate in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here absence rate means lost work time due to absence divided by scheduled time under a stated method people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management document artifact metric standard specification workflow process organisation party global context dependent","sn":"Absence rate","t":"Absence rate","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/absence-rate/","ui":"How are we defining absence rate in this deck?"},{"a":["unqualified green claim"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A broad claim such as green, sustainable or eco-friendly requiring strong substantiation.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A broad claim such as green, sustainable or eco-friendly requiring strong substantiation.","i":11,"id":"sustainability.absolute-environmental-claim","lv":"core","ph":"absolute environmental claim unqualified green claim absolute environmental claim unqualified green claim absolute environmental claim a broad claim such as green sustainable or eco friendly requiring strong substantiation a broad claim such as green sustainable or eco friendly requiring strong substantiation do not describe absolute environmental claim as assured beyond the scope of the engagement you will see absolute environmental claim in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here absolute environmental claim means a broad claim such as green sustainable or eco friendly requiring strong substantiation sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Absolute environmental claim","t":"Absolute environmental claim","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/absolute-environmental-claim/","ui":"Do not describe absolute environmental claim as assured beyond the scope of the engagement."},{"a":["absolute reduction target"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A target to reduce total emissions by a stated amount.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A target to reduce total emissions by a stated amount.","i":12,"id":"sustainability.absolute-target","lv":"core","ph":"absolute target absolute reduction target absolute reduction target absolute target absolute target a target to reduce total emissions by a stated amount a target to reduce total emissions by a stated amount which standard and reporting period govern absolute target you will see absolute target in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here absolute target means a target to reduce total emissions by a stated amount sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Absolute target","t":"Absolute target","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/absolute-target/","ui":"Which standard and reporting period govern absolute target?"},{"a":["abstain"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A decision not to vote on a matter.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A decision not to vote on a matter.","i":13,"id":"governance.abstention","lv":"core","ph":"abstention abstain abstain abstention abstention a decision not to vote on a matter a decision not to vote on a matter the minutes should record the decision on abstention not reconstruct it later you will see abstention in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here abstention means a decision not to vote on a matter corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law status decision global context dependent","sn":"Abstention","t":"Abstention","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/abstention/","ui":"The minutes should record the decision on abstention, not reconstruct it later."},{"a":["debt acceleration"],"amb":["Acceleration"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Making outstanding debt immediately due after a specified event.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Making outstanding debt immediately due after a specified event.","i":14,"id":"bizfinance.acceleration.debt-acceleration","lv":"core","ph":"acceleration debt acceleration acceleration debt acceleration acceleration making outstanding debt immediately due after a specified event making outstanding debt immediately due after a specified event keep acceleration on the dashboard but show the definition and reporting period beside it you will see acceleration in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here acceleration means making outstanding debt immediately due after a specified event finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure acceleration startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Acceleration","t":"Acceleration","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/acceleration--bizfinance-acceleration-debt-acceleration/","ui":"Keep acceleration on the dashboard, but show the definition and reporting period beside it."},{"a":["accelerated vesting"],"amb":["Acceleration"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Earlier vesting of equity after specified events.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Equity becomes earned sooner than scheduled.","i":15,"id":"startup.acceleration.vesting-acceleration","lv":"core","ph":"acceleration accelerated vesting accelerated vesting acceleration acceleration equity becomes earned sooner than scheduled earlier vesting of equity after specified events the agreement grants partial acceleration on termination after a sale you will see acceleration in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here acceleration means earlier vesting of equity after specified events startups venture and fundraising startup formation venture capital and fundraising founder and employee equity acceleration startup investor finance corporate fundraising financing due diligence governance metric standard specification role person finance commerce organisation party global context dependent","sn":"Acceleration","t":"Acceleration","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/acceleration--startup-acceleration-vesting-acceleration/","ui":"The agreement grants partial acceleration on termination after a sale."},{"a":["commission accelerator"],"amb":["Accelerator"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A higher commission rate applied after performance passes a threshold.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A higher commission rate applied after performance passes a threshold.","i":16,"id":"revenue.accelerator.revenue-sales-gtm-sales-forecasting","lv":"working","ph":"accelerator commission accelerator accelerator commission accelerator accelerator a higher commission rate applied after performance passes a threshold a higher commission rate applied after performance passes a threshold how are we defining accelerator in this deck you will see accelerator in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here accelerator means a higher commission rate applied after performance passes a threshold revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity accelerator startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce status decision global context dependent","sn":"Accelerator","t":"Accelerator","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/accelerator--revenue-accelerator-revenue-sales-gtm-sales-forecasting/","ui":"How are we defining accelerator in this deck?"},{"a":["startup accelerator"],"amb":["Accelerator"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A time-limited programme offering mentorship, network, education and sometimes capital to a cohort of startups.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A programme that helps startups progress quickly.","i":17,"id":"startup.accelerator.startup-venture-fundraising-founders-ecosystem","lv":"core","ph":"accelerator startup accelerator accelerator startup accelerator accelerator a programme that helps startups progress quickly a time limited programme offering mentorship network education and sometimes capital to a cohort of startups the accelerator ends with a demo day you will see accelerator in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here accelerator means a time limited programme offering mentorship network education and sometimes capital to a cohort of startups startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem accelerator startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent startup","sn":"Accelerator","t":"Accelerator","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/accelerator--startup-accelerator-startup-venture-fundraising-founders-ecosystem/","ui":"The accelerator ends with a demo day."},{"a":["AUP"],"amb":["AUP"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Rules describing prohibited or permitted use of a system or service.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Rules describing prohibited or permitted use of a system or service.","i":18,"id":"governance.acceptable-use-policy","lv":"core","ph":"acceptable use policy aup acceptable use policy aup acceptable use policy rules describing prohibited or permitted use of a system or service rules describing prohibited or permitted use of a system or service attach the latest acceptable use policy to the decision pack before the meeting you will see acceptable use policy in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here acceptable use policy means rules describing prohibited or permitted use of a system or service corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents agreed upon procedures startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law equipment technology global context dependent","sn":"Acceptable-use policy","t":"Acceptable-use policy","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/acceptable-use-policy/","ui":"Attach the latest acceptable-use policy to the decision pack before the meeting."},{"a":["sign-off"],"amb":["sign-off"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Formal or deemed confirmation that a deliverable meets applicable conditions.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Formal or deemed confirmation that a deliverable meets applicable conditions.","i":19,"id":"revenue.acceptance","lv":"core","ph":"acceptance sign off acceptance sign off acceptance formal or deemed confirmation that a deliverable meets applicable conditions formal or deemed confirmation that a deliverable meets applicable conditions can we state who receives the right created by acceptance and when it applies you will see acceptance in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here acceptance means formal or deemed confirmation that a deliverable meets applicable conditions revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure sign off startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law organisation party global context dependent","sn":"Acceptance","t":"Acceptance","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/acceptance/","ui":"Can we state who receives the right created by acceptance, and when it applies?"},{"a":["certificate of acceptance"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A document confirming that specified deliverables have met agreed acceptance requirements.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A document confirming that specified deliverables have met agreed acceptance requirements.","i":20,"id":"governance.acceptance-certificate","lv":"working","ph":"acceptance certificate certificate of acceptance acceptance certificate certificate of acceptance acceptance certificate a document confirming that specified deliverables have met agreed acceptance requirements a document confirming that specified deliverables have met agreed acceptance requirements can we circulate acceptance certificate with the assumptions and open questions marked you will see acceptance certificate in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here acceptance certificate means a document confirming that specified deliverables have met agreed acceptance requirements corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law organisation party global context dependent","sn":"Acceptance certificate","t":"Acceptance certificate","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/acceptance-certificate/","ui":"Can we circulate acceptance certificate with the assumptions and open questions marked?"},{"a":["AC","acceptance tests","acceptance standard"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Conditions that must be met for work or output to be accepted.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","product","technology","sales","finance","operations","procurement"],"e":"Conditions that must be met for work or output to be accepted.","i":21,"id":"operations.acceptance-criteria","lv":"core","ph":"acceptance criteria ac acceptance tests acceptance standard ac acceptance criteria acceptance standard acceptance tests acceptance criteria conditions that must be met for work or output to be accepted conditions that must be met for work or output to be accepted do not close acceptance criteria until the evidence has been checked you will see acceptance criteria in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here acceptance criteria means conditions that must be met for work or output to be accepted operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action startup business corporate product technology sales finance operations procurement product discovery product development testing launch operations go to market sales contracting customer success renewal procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Acceptance criteria","t":"Acceptance criteria","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/acceptance-criteria/","ui":"Do not close acceptance criteria until the evidence has been checked."},{"a":["AQL"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A specified quality level used in acceptance sampling.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A specified quality level used in acceptance sampling.","i":22,"id":"operations.acceptance-quality-limit","lv":"working","ph":"acceptance quality limit aql acceptance quality limit aql acceptance quality limit a specified quality level used in acceptance sampling a specified quality level used in acceptance sampling can we distinguish prevention from inspection in the way we handle acceptance quality limit you will see acceptance quality limit in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here acceptance quality limit means a specified quality level used in acceptance sampling operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Acceptance quality limit","t":"Acceptance quality limit","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/acceptance-quality-limit/","ui":"Can we distinguish prevention from inspection in the way we handle acceptance quality limit?"},{"a":["workplace accessibility","disability access"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Removal of barriers preventing disabled people from participating.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["startup","business","corporate","people","operations","investor","sustainability","finance"],"e":"Removal of barriers preventing disabled people from participating.","i":23,"id":"sustainability.accessibility","lv":"core","ph":"accessibility workplace accessibility disability access accessibility disability access workplace accessibility accessibility removal of barriers preventing disabled people from participating removal of barriers preventing disabled people from participating which standard and reporting period govern accessibility you will see accessibility in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here accessibility means removal of barriers preventing disabled people from participating sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition startup business corporate people operations investor sustainability finance people planning employment performance management change management strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Accessibility","t":"Accessibility","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/accessibility/","ui":"Which standard and reporting period govern accessibility?"},{"a":["customer account"],"amb":["customer account"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"In B2B contexts, the customer organisation managed as a commercial relationship.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product","sales","finance"],"e":"The organisation being sold to or served.","i":24,"id":"strategy.account","lv":"core","ph":"account customer account account customer account account the organisation being sold to or served in b 2 b contexts the customer organisation managed as a commercial relationship the account has five business units and one master agreement you will see account in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here account means in b 2 b contexts the customer organisation managed as a commercial relationship strategy markets and business models strategy market analysis and business models customers users and segmentation customer startup business corporate investor marketing product sales finance strategy market research planning pitching go to market sales contracting customer success renewal metric standard specification role person equipment technology format genre model organisation party global context dependent","sn":"Account","t":"Account","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/account/","ui":"The account has five business units and one master agreement."},{"a":["ABM"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Coordinated marketing and sales activity aimed at a selected set of accounts.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Coordinated marketing and sales activity aimed at a selected set of accounts.","i":25,"id":"revenue.account-based-marketing","lv":"core","ph":"account based marketing abm abm account based marketing account based marketing coordinated marketing and sales activity aimed at a selected set of accounts coordinated marketing and sales activity aimed at a selected set of accounts who can verify account based marketing on the buyers side you will see account based marketing in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here account based marketing means coordinated marketing and sales activity aimed at a selected set of accounts revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce workflow process format genre model global context dependent","sn":"Account-based marketing","t":"Account-based marketing","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/account-based-marketing/","ui":"Who can verify account-based marketing on the buyer’s side?"},{"a":["ABS"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Coordinated pursuit of selected accounts using tailored research, outreach and stakeholder coverage.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Coordinated pursuit of selected accounts using tailored research, outreach and stakeholder coverage.","i":26,"id":"revenue.account-based-selling","lv":"working","ph":"account based selling abs abs account based selling account based selling coordinated pursuit of selected accounts using tailored research outreach and stakeholder coverage coordinated pursuit of selected accounts using tailored research outreach and stakeholder coverage do not move the opportunity until account based selling is confirmed you will see account based selling in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here account based selling means coordinated pursuit of selected accounts using tailored research outreach and stakeholder coverage revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce workflow process global context dependent","sn":"Account-based selling","t":"Account-based selling","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/account-based-selling/","ui":"Do not move the opportunity until account-based selling is confirmed."},{"a":["account servicing"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Ongoing commercial and relationship management of existing customers.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Ongoing commercial and relationship management of existing customers.","i":27,"id":"revenue.account-management","lv":"core","ph":"account management account servicing account management account servicing account management ongoing commercial and relationship management of existing customers ongoing commercial and relationship management of existing customers who owns the recovery plan if account management moves in the wrong direction you will see account management in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here account management means ongoing commercial and relationship management of existing customers revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce workflow process global context dependent","sn":"Account management","t":"Account management","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/account-management/","ui":"Who owns the recovery plan if account management moves in the wrong direction?"},{"a":["account lead"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The salesperson or team accountable for the commercial relationship with an account.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The salesperson or team accountable for the commercial relationship with an account.","i":28,"id":"revenue.account-owner","lv":"core","ph":"account owner account lead account lead account owner account owner the salesperson or team accountable for the commercial relationship with an account the salesperson or team accountable for the commercial relationship with an account the team needs one controlled copy of account owner with an owner and date you will see account owner in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here account owner means the salesperson or team accountable for the commercial relationship with an account revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce organisation party global context dependent","sn":"Account owner","t":"Account owner","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/account-owner/","ui":"The team needs one controlled copy of account owner, with an owner and date."},{"a":["answerability"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Ownership of an outcome and obligation to answer for it.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Ownership of an outcome and obligation to answer for it.","i":29,"id":"people.accountability","lv":"core","ph":"accountability answerability accountability answerability accountability ownership of an outcome and obligation to answer for it ownership of an outcome and obligation to answer for it do not describe accountability as agreed until the operative document says so you will see accountability in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here accountability means ownership of an outcome and obligation to answer for it people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Accountability","t":"Accountability","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/accountability/","ui":"Do not describe accountability as agreed until the operative document says so."},{"a":["orphan accountability"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"An outcome for which no person is clearly accountable.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"An outcome for which no person is clearly accountable.","i":30,"id":"people.accountability-gap","lv":"core","ph":"accountability gap orphan accountability accountability gap orphan accountability accountability gap an outcome for which no person is clearly accountable an outcome for which no person is clearly accountable the people plan needs to explain how accountability gap affects roles and decisions you will see accountability gap in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here accountability gap means an outcome for which no person is clearly accountable people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Accountability gap","t":"Accountability gap","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/accountability-gap/","ui":"The people plan needs to explain how accountability gap affects roles and decisions."},{"a":["estimate"],"amb":["estimate"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A monetary amount subject to measurement uncertainty.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A monetary amount subject to measurement uncertainty.","i":31,"id":"bizfinance.accounting-estimate","lv":"core","ph":"accounting estimate estimate accounting estimate estimate accounting estimate a monetary amount subject to measurement uncertainty a monetary amount subject to measurement uncertainty finance needs to reconcile accounting estimate before the numbers are released you will see accounting estimate in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here accounting estimate means a monetary amount subject to measurement uncertainty finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments estimate startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce global context dependent","sn":"Accounting estimate","t":"Accounting estimate","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/accounting-estimate/","ui":"Finance needs to reconcile accounting estimate before the numbers are released."},{"a":["judgment"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A management conclusion required when applying accounting rules to facts and circumstances.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A management conclusion required when applying accounting rules to facts and circumstances.","i":32,"id":"bizfinance.accounting-judgement","lv":"working","ph":"accounting judgement judgment accounting judgement judgment accounting judgement a management conclusion required when applying accounting rules to facts and circumstances a management conclusion required when applying accounting rules to facts and circumstances which accounting policy governs accounting judgement you will see accounting judgement in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here accounting judgement means a management conclusion required when applying accounting rules to facts and circumstances finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Accounting judgement","t":"Accounting judgement","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/accounting-judgement/","ui":"Which accounting policy governs accounting judgement?"},{"a":["reporting period"],"amb":["Accounting period","reporting period"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The time span covered by financial records or reports.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The time span covered by financial records or reports.","i":33,"id":"bizfinance.accounting-period","lv":"core","ph":"accounting period reporting period accounting period reporting period accounting period the time span covered by financial records or reports the time span covered by financial records or reports which version of accounting period should the board treat as current you will see accounting period in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here accounting period means the time span covered by financial records or reports finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records reporting period startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Accounting period","t":"Accounting period","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/accounting-period/","ui":"Which version of accounting period should the board treat as current?"},{"a":["accounting treatment"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The specific principles, bases and practices applied in preparing financial statements.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The specific principles, bases and practices applied in preparing financial statements.","i":34,"id":"bizfinance.accounting-policy","lv":"core","ph":"accounting policy accounting treatment accounting policy accounting treatment accounting policy the specific principles bases and practices applied in preparing financial statements the specific principles bases and practices applied in preparing financial statements which version of accounting policy should the board treat as current you will see accounting policy in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here accounting policy means the specific principles bases and practices applied in preparing financial statements finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Accounting policy","t":"Accounting policy","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/accounting-policy/","ui":"Which version of accounting policy should the board treat as current?"},{"a":["trade payables","AP"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Amounts owed to suppliers for goods or services received.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Amounts owed to suppliers for goods or services received.","i":35,"id":"bizfinance.accounts-payable","lv":"core","ph":"accounts payable trade payables ap accounts payable ap trade payables accounts payable amounts owed to suppliers for goods or services received amounts owed to suppliers for goods or services received finance will reconcile accounts payable before the board pack goes out you will see accounts payable in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here accounts payable means amounts owed to suppliers for goods or services received finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing role person finance commerce global context dependent","sn":"Accounts payable","t":"Accounts payable","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/accounts-payable/","ui":"Finance will reconcile accounts payable before the board pack goes out."},{"a":["trade receivables","AR"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Amounts owed by customers for goods or services already supplied.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Amounts owed by customers for goods or services already supplied.","i":36,"id":"bizfinance.accounts-receivable","lv":"core","ph":"accounts receivable trade receivables ar accounts receivable ar trade receivables accounts receivable amounts owed by customers for goods or services already supplied amounts owed by customers for goods or services already supplied finance will reconcile accounts receivable before the board pack goes out you will see accounts receivable in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here accounts receivable means amounts owed by customers for goods or services already supplied finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing role person finance commerce global context dependent","sn":"Accounts receivable","t":"Accounts receivable","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/accounts-receivable/","ui":"Finance will reconcile accounts receivable before the board pack goes out."},{"a":["accredited investor status"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A person or entity meeting jurisdiction-specific criteria that allow participation in certain exempt securities offerings.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An investor legally eligible for some private offerings.","i":37,"id":"startup.accredited-investor","lv":"working","ph":"accredited investor accredited investor status accredited investor accredited investor status accredited investor an investor legally eligible for some private offerings a person or entity meeting jurisdiction specific criteria that allow participation in certain exempt securities offerings accredited investor rules are jurisdiction specific and should be checked with counsel you will see accredited investor in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here accredited investor means a person or entity meeting jurisdiction specific criteria that allow participation in certain exempt securities offerings startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"Accredited investor","t":"Accredited investor","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/accredited-investor/","ui":"Accredited-investor rules are jurisdiction-specific and should be checked with counsel."},{"a":["accretion dilution"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A model estimating whether a transaction increases or decreases per-share earnings or another measure.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A model estimating whether a transaction increases or decreases per-share earnings or another measure.","i":38,"id":"bizfinance.accretion-dilution-model","lv":"specialist","ph":"accretion dilution model accretion dilution accretion dilution accretion dilution model accretion dilution model a model estimating whether a transaction increases or decreases per share earnings or another measure a model estimating whether a transaction increases or decreases per share earnings or another measure the board will want to know which inputs move accretion dilution model most you will see accretion dilution model in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here accretion dilution model means a model estimating whether a transaction increases or decreases per share earnings or another measure finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce equipment technology format genre model global context dependent","sn":"Accretion-dilution model","t":"Accretion-dilution model","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/accretion-dilution-model/","ui":"The board will want to know which inputs move accretion-dilution model most."},{"a":["accrual basis"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Accounting that recognises economic events when earned or incurred rather than only when cash moves.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Accounting that recognises economic events when earned or incurred rather than only when cash moves.","i":39,"id":"bizfinance.accrual-accounting","lv":"core","ph":"accrual accounting accrual basis accrual accounting accrual basis accrual accounting accounting that recognises economic events when earned or incurred rather than only when cash moves accounting that recognises economic events when earned or incurred rather than only when cash moves finance needs to reconcile accrual accounting before the numbers are released you will see accrual accounting in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here accrual accounting means accounting that recognises economic events when earned or incurred rather than only when cash moves finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Accrual accounting","t":"Accrual accounting","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/accrual-accounting/","ui":"Finance needs to reconcile accrual accounting before the numbers are released."},{"a":["accrual"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An expense recognised before it is invoiced or paid.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An expense recognised before it is invoiced or paid.","i":40,"id":"bizfinance.accrued-expense","lv":"core","ph":"accrued expense accrual accrual accrued expense accrued expense an expense recognised before it is invoiced or paid an expense recognised before it is invoiced or paid state the period currency and accounting basis for accrued expense you will see accrued expense in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here accrued expense means an expense recognised before it is invoiced or paid finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Accrued expense","t":"Accrued expense","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/accrued-expense/","ui":"State the period, currency and accounting basis for accrued expense."},{"a":["AOCI"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Cumulative specified gains and losses recognised outside net income.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Cumulative specified gains and losses recognised outside net income.","i":41,"id":"bizfinance.accumulated-other-comprehensive-income","lv":"specialist","ph":"accumulated other comprehensive income aoci accumulated other comprehensive income aoci accumulated other comprehensive income cumulative specified gains and losses recognised outside net income cumulative specified gains and losses recognised outside net income state the period currency and accounting basis for accumulated other comprehensive income you will see accumulated other comprehensive income in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here accumulated other comprehensive income means cumulative specified gains and losses recognised outside net income finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Accumulated other comprehensive income","t":"Accumulated other comprehensive income","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/accumulated-other-comprehensive-income/","ui":"State the period, currency and accounting basis for accumulated other comprehensive income."},{"a":["talent acquisition"],"amb":["talent acquisition"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An acquisition made primarily to obtain a company's team rather than its product or business.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A buyer purchases a startup mainly to hire its people.","i":42,"id":"startup.acqui-hire","lv":"working","ph":"acqui hire talent acquisition acqui hire talent acquisition acqui hire a buyer purchases a startup mainly to hire its people an acquisition made primarily to obtain a companys team rather than its product or business the acqui hire may not return invested capital you will see acqui hire in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here acqui hire means an acquisition made primarily to obtain a companys team rather than its product or business startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns talent acquisition startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Acqui-hire","t":"Acqui-hire","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/acqui-hire/","ui":"The acqui-hire may not return invested capital."},{"a":["customer acquisition"],"amb":["Acquisition"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Gaining a new user, customer or account under a defined threshold.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Gaining a new user, customer or account under a defined threshold.","i":43,"id":"marketing.acquisition.marketing-brand-growth-growth-funnels","lv":"core","ph":"acquisition customer acquisition acquisition customer acquisition acquisition gaining a new user customer or account under a defined threshold gaining a new user customer or account under a defined threshold compare acquisition with the baseline cohort before calling it growth you will see acquisition in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here acquisition means gaining a new user customer or account under a defined threshold marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle acquisition startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent","sn":"Acquisition","t":"Acquisition","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/acquisition--marketing-acquisition-marketing-brand-growth-growth-funnels/","ui":"Compare acquisition with the baseline cohort before calling it growth."},{"a":["company sale","M&A acquisition"],"amb":["Acquisition"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Purchase of a company, business or assets by another party.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"One company buys another.","i":44,"id":"startup.acquisition.startup-venture-fundraising-exits-returns","lv":"core","ph":"acquisition company sale m and a acquisition acquisition company sale m and a acquisition acquisition one company buys another purchase of a company business or assets by another party the acquisition gives the buyer technology and customers you will see acquisition in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here acquisition means purchase of a company business or assets by another party startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns acquisition startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent startup","sn":"Acquisition","t":"Acquisition","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/acquisition--startup-acquisition-startup-venture-fundraising-exits-returns/","ui":"The acquisition gives the buyer technology and customers."},{"a":["initialism brand"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A brand name formed from initials or shortened words.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A brand name formed from initials or shortened words.","i":45,"id":"marketing.acronym-name","lv":"working","ph":"acronym name initialism brand acronym name initialism brand acronym name a brand name formed from initials or shortened words a brand name formed from initials or shortened words can we show how acronym name changes the audiences experience not just the language you will see acronym name in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here acronym name means a brand name formed from initials or shortened words marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Acronym name","t":"Acronym name","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/acronym-name/","ui":"Can we show how acronym name changes the audience’s experience, not just the language?"},{"a":["action point","action"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A specific task assigned to an owner, usually with a due date.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales","finance","people"],"e":"A named task someone must complete.","i":46,"id":"bizpitch.action-item","lv":"core","ph":"action item action point action action action item action point action item a named task someone must complete a specific task assigned to an owner usually with a due date every action item needs one accountable owner you will see action item in business pitches proposals executive summaries and decision decks when the discussion reaches decision narrative and persuasion in decision narrative and persuasion a loose definition can change rights obligations approval disclosure or enforceability here action item means a specific task assigned to an owner usually with a due date business pitching and presentation materials business pitches decks and decision materials decision narrative and persuasion startup business corporate investor sales finance people planning pitching submission decision governance contracting compliance risk management reporting role person status decision global context dependent corporate","sn":"Action item","t":"Action item","tp":"Decision narrative & persuasion","tpid":"business-pitching-artifacts.decision-story","u":"terms/action-item/","ui":"Every action item needs one accountable owner."},{"a":["action register"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A record of agreed actions, owners and deadlines.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A record of agreed actions, owners and deadlines.","i":47,"id":"reporting.action-log","lv":"core","ph":"action log action register action log action register action log a record of agreed actions owners and deadlines a record of agreed actions owners and deadlines the team needs one controlled copy of action log with an owner and date you will see action log in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here action log means a record of agreed actions owners and deadlines corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce organisation party global context dependent","sn":"Action log","t":"Action log","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/action-log/","ui":"The team needs one controlled copy of action log, with an owner and date."},{"a":["execution plan"],"amb":["execution plan"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A list of actions, owners, dates and expected outcomes.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A list of actions, owners, dates and expected outcomes.","i":48,"id":"people.action-plan","lv":"core","ph":"action plan execution plan action plan execution plan action plan a list of actions owners dates and expected outcomes a list of actions owners dates and expected outcomes keep action plan on the dashboard but show the definition and reporting period beside it you will see action plan in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here action plan means a list of actions owners dates and expected outcomes people organisation and change organisation design people systems and change okrs kpis and performance goals implementation plan startup business corporate people operations people planning employment performance management change management document artifact role person organisation party global context dependent","sn":"Action plan","t":"Action plan","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/action-plan/","ui":"Keep action plan on the dashboard, but show the definition and reporting period beside it."},{"a":["message title"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide title written as a complete takeaway or conclusion rather than a topic label.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A slide title that states the point.","i":49,"id":"bizpitch.action-title","lv":"core","ph":"action title message title action title message title action title a slide title that states the point a slide title written as a complete takeaway or conclusion rather than a topic label rewrite market as an action title that explains what the market evidence means you will see action title in business pitches proposals executive summaries and decision decks when the discussion reaches business presentation delivery it helps a reader interpret business presentation delivery without confusing the measure decision role or evidence being discussed here action title means a slide title written as a complete takeaway or conclusion rather than a topic label business pitching and presentation materials business pitches decks and decision materials business presentation delivery startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Action title","t":"Action title","tp":"Business presentation delivery","tpid":"business-pitching-artifacts.presentation-delivery","u":"terms/action-title/","ui":"Rewrite “Market” as an action title that explains what the market evidence means."},{"a":["activated user"],"amb":["Activation"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The point or behaviour indicating that a new user has experienced meaningful early value.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","sales","finance","product","marketing"],"e":"The point or behaviour indicating that a new user has experienced meaningful early value.","i":50,"id":"marketing.activation","lv":"core","ph":"activation activated user activated user activation activation the point or behaviour indicating that a new user has experienced meaningful early value the point or behaviour indicating that a new user has experienced meaningful early value what happens to activation after the initial acquisition spike you will see activation in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here activation means the point or behaviour indicating that a new user has experienced meaningful early value marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle activation rate startup business corporate sales finance product marketing go to market sales contracting customer success renewal market research marketing growth reporting role person format genre model global context dependent startup","sn":"Activation","t":"Activation","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/activation/","ui":"What happens to activation after the initial acquisition spike?"},{"a":["activation"],"amb":["Activation"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The share of new users or accounts reaching a defined early value event.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"How many new users reach the first meaningful success point.","i":51,"id":"startup.activation-rate","lv":"core","ph":"activation rate activation activation activation rate activation rate how many new users reach the first meaningful success point the share of new users or accounts reaching a defined early value event activation rate improved after onboarding changed you will see activation rate in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup traction burn and capital efficiency it helps a reader interpret startup traction burn and capital efficiency without confusing the measure decision role or evidence being discussed here activation rate means the share of new users or accounts reaching a defined early value event startups venture and fundraising startup formation venture capital and fundraising startup traction burn and capital efficiency activation startup investor finance corporate fundraising financing due diligence governance metric standard specification role person finance commerce organisation party global context dependent","sn":"Activation rate","t":"Activation rate","tp":"Startup traction, burn & capital efficiency","tpid":"startup-venture-fundraising.startup-metrics","u":"terms/activation-rate/","ui":"Activation rate improved after onboarding changed."},{"a":["shareholder activist"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"An investor seeking changes in strategy, governance or capital allocation.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"An investor seeking changes in strategy, governance or capital allocation.","i":52,"id":"reporting.activist-investor","lv":"core","ph":"activist investor shareholder activist activist investor shareholder activist activist investor an investor seeking changes in strategy governance or capital allocation an investor seeking changes in strategy governance or capital allocation the market will compare activist investor with last quarter so keep the definition stable you will see activist investor in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here activist investor means an investor seeking changes in strategy governance or capital allocation corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce equipment technology format genre model global context dependent","sn":"Activist investor","t":"Activist investor","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/activist-investor/","ui":"The market will compare activist investor with last quarter, so keep the definition stable."},{"a":["ABB"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Budgeting built from planned activities and their resource requirements.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Budgeting built from planned activities and their resource requirements.","i":53,"id":"bizfinance.activity-based-budgeting","lv":"specialist","ph":"activity based budgeting abb abb activity based budgeting activity based budgeting budgeting built from planned activities and their resource requirements budgeting built from planned activities and their resource requirements can you walk me through how activity based budgeting works in the model you will see activity based budgeting in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here activity based budgeting means budgeting built from planned activities and their resource requirements finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Activity-based budgeting","t":"Activity-based budgeting","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/activity-based-budgeting/","ui":"Can you walk me through how activity-based budgeting works in the model?"},{"a":["activity method"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Estimating emissions from physical activity data and relevant factors.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Estimating emissions from physical activity data and relevant factors.","i":54,"id":"sustainability.activity-based-method","lv":"core","ph":"activity based method activity method activity based method activity method activity based method estimating emissions from physical activity data and relevant factors estimating emissions from physical activity data and relevant factors which standard and reporting period govern activity based method you will see activity based method in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here activity based method means estimating emissions from physical activity data and relevant factors sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology workflow process risk ethics access global context dependent","sn":"Activity-based method","t":"Activity-based method","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/activity-based-method/","ui":"Which standard and reporting period govern activity-based method?"},{"a":["source activity data"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Quantitative information about energy, fuel, travel, production or another emissions-generating activity.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Quantitative information about energy, fuel, travel, production or another emissions-generating activity.","i":55,"id":"sustainability.activity-data","lv":"core","ph":"activity data source activity data activity data source activity data activity data quantitative information about energy fuel travel production or another emissions generating activity quantitative information about energy fuel travel production or another emissions generating activity which standard and reporting period govern activity data you will see activity data in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here activity data means quantitative information about energy fuel travel production or another emissions generating activity sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology risk ethics access global context dependent","sn":"Activity data","t":"Activity data","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/activity-data/","ui":"Which standard and reporting period govern activity data?"},{"a":["acute climate hazard"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Risk from event-driven hazards such as storms, floods, fires or heatwaves.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Risk from event-driven hazards such as storms, floods, fires or heatwaves.","i":56,"id":"sustainability.acute-physical-risk","lv":"core","ph":"acute physical risk acute climate hazard acute climate hazard acute physical risk acute physical risk risk from event driven hazards such as storms floods fires or heatwaves risk from event driven hazards such as storms floods fires or heatwaves the control is not complete until we can evidence how acute physical risk is monitored you will see acute physical risk in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here acute physical risk means risk from event driven hazards such as storms floods fires or heatwaves sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Acute physical risk","t":"Acute physical risk","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/acute-physical-risk/","ui":"The control is not complete until we can evidence how acute physical risk is monitored."},{"a":["advertising exchange"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A marketplace connecting buyers and sellers of digital advertising inventory.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A marketplace connecting buyers and sellers of digital advertising inventory.","i":57,"id":"marketing.ad-exchange","lv":"working","ph":"ad exchange advertising exchange ad exchange advertising exchange ad exchange a marketplace connecting buyers and sellers of digital advertising inventory a marketplace connecting buyers and sellers of digital advertising inventory which audience channel and period does ad exchange cover you will see ad exchange in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here ad exchange means a marketplace connecting buyers and sellers of digital advertising inventory marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent","sn":"Ad exchange","t":"Ad exchange","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/ad-exchange/","ui":"Which audience, channel and period does ad exchange cover?"},{"a":["advertising network"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"An intermediary aggregating advertising inventory for sale to advertisers.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"An intermediary aggregating advertising inventory for sale to advertisers.","i":58,"id":"marketing.ad-network","lv":"working","ph":"ad network advertising network ad network advertising network ad network an intermediary aggregating advertising inventory for sale to advertisers an intermediary aggregating advertising inventory for sale to advertisers define ad network before we compare campaign performance you will see ad network in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here ad network means an intermediary aggregating advertising inventory for sale to advertisers marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Ad network","t":"Ad network","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/ad-network/","ui":"Define ad network before we compare campaign performance."},{"a":["climate adaptation"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Adjustment to actual or expected climate effects to reduce harm or capture benefits.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Adjustment to actual or expected climate effects to reduce harm or capture benefits.","i":59,"id":"sustainability.adaptation","lv":"core","ph":"adaptation climate adaptation adaptation climate adaptation adaptation adjustment to actual or expected climate effects to reduce harm or capture benefits adjustment to actual or expected climate effects to reduce harm or capture benefits the board will ask what happens if adaptation moves outside tolerance you will see adaptation in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here adaptation means adjustment to actual or expected climate effects to reduce harm or capture benefits sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Adaptation","t":"Adaptation","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/adaptation/","ui":"The board will ask what happens if adaptation moves outside tolerance."},{"a":["capacity to adapt"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Ability to adjust, cope and recover in response to climate effects.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Ability to adjust, cope and recover in response to climate effects.","i":60,"id":"sustainability.adaptive-capacity","lv":"working","ph":"adaptive capacity capacity to adapt adaptive capacity capacity to adapt adaptive capacity ability to adjust cope and recover in response to climate effects ability to adjust cope and recover in response to climate effects the board will ask what happens if adaptive capacity moves outside tolerance you will see adaptive capacity in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here adaptive capacity means ability to adjust cope and recover in response to climate effects sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Adaptive capacity","t":"Adaptive capacity","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/adaptive-capacity/","ui":"The board will ask what happens if adaptive capacity moves outside tolerance."},{"a":["extra"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"An optional additional feature, service or capacity sold on top of a base offer.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"An optional additional feature, service or capacity sold on top of a base offer.","i":61,"id":"revenue.add-on","lv":"core","ph":"add on extra add on extra add on an optional additional feature service or capacity sold on top of a base offer an optional additional feature service or capacity sold on top of a base offer the pricing slide needs to separate add on from the commercial assumptions around it you will see add on in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here add on means an optional additional feature service or capacity sold on top of a base offer revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Add-on","t":"Add-on","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/add-on/","ui":"The pricing slide needs to separate add-on from the commercial assumptions around it."},{"a":["contract addendum","tender addendum"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A formal change or supplement to solicitation documents.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","investor","finance","people","operations","procurement","sales"],"e":"A formal change or supplement to solicitation documents.","i":62,"id":"operations.addendum","lv":"core","ph":"addendum contract addendum tender addendum addendum contract addendum tender addendum addendum a formal change or supplement to solicitation documents a formal change or supplement to solicitation documents which version of addendum should the board treat as current you will see addendum in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here addendum means a formal change or supplement to solicitation documents operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents startup business corporate investor finance people operations procurement sales governance contracting compliance risk management reporting operations procurement quality control delivery document artifact metric standard specification workflow process global context dependent","sn":"Addendum","t":"Addendum","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/addendum/","ui":"Which version of addendum should the board treat as current?"},{"a":["APIC","share premium"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Equity contributed by shareholders above specified nominal or par amounts.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Equity contributed by shareholders above specified nominal or par amounts.","i":63,"id":"bizfinance.additional-paid-in-capital","lv":"working","ph":"additional paid in capital apic share premium additional paid in capital apic share premium additional paid in capital equity contributed by shareholders above specified nominal or par amounts equity contributed by shareholders above specified nominal or par amounts can you walk me through how additional paid in capital works in the model you will see additional paid in capital in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here additional paid in capital means equity contributed by shareholders above specified nominal or par amounts finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology global context dependent","sn":"Additional paid-in capital","t":"Additional paid-in capital","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/additional-paid-in-capital/","ui":"Can you walk me through how additional paid-in capital works in the model?"},{"a":["impact additionality"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The extent to which an outcome would not have occurred without an intervention or investment.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The extent to which an outcome would not have occurred without an intervention or investment.","i":64,"id":"sustainability.additionality","lv":"working","ph":"additionality impact additionality additionality impact additionality additionality the extent to which an outcome would not have occurred without an intervention or investment the extent to which an outcome would not have occurred without an intervention or investment state the boundary and evidence behind additionality before publishing the claim you will see additionality in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here additionality means the extent to which an outcome would not have occurred without an intervention or investment sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Additionality","t":"Additionality","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/additionality/","ui":"State the boundary and evidence behind additionality before publishing the claim."},{"a":["reachable market"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The portion of a broad market a company could realistically serve given its offer and constraints.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The customers the company could actually serve.","i":65,"id":"strategy.addressable-market","lv":"core","ph":"addressable market reachable market addressable market reachable market addressable market the customers the company could actually serve the portion of a broad market a company could realistically serve given its offer and constraints the addressable market is smaller than the headline industry number you will see addressable market in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here addressable market means the portion of a broad market a company could realistically serve given its offer and constraints strategy markets and business models strategy market analysis and business models markets industries and categories startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Addressable market","t":"Addressable market","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/addressable-market/","ui":"The addressable market is smaller than the headline industry number."},{"a":["adequacy finding"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A regulator's decision that another jurisdiction provides sufficiently comparable data protection.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A regulator's decision that another jurisdiction provides sufficiently comparable data protection.","i":66,"id":"governance.adequacy-decision","lv":"specialist","ph":"adequacy decision adequacy finding adequacy decision adequacy finding adequacy decision a regulators decision that another jurisdiction provides sufficiently comparable data protection a regulators decision that another jurisdiction provides sufficiently comparable data protection counsel wants adequacy decision clarified before anyone signs you will see adequacy decision in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here adequacy decision means a regulators decision that another jurisdiction provides sufficiently comparable data protection corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law equipment technology risk ethics access status decision global context dependent","sn":"Adequacy decision","t":"Adequacy decision","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/adequacy-decision/","ui":"Counsel wants adequacy decision clarified before anyone signs."},{"a":["adjacent market"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A nearby market, customer, product or capability that can be entered using some existing strengths.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A nearby growth area connected to what the company already does.","i":67,"id":"strategy.adjacency","lv":"core","ph":"adjacency adjacent market adjacency adjacent market adjacency a nearby growth area connected to what the company already does a nearby market customer product or capability that can be entered using some existing strengths this product is a credible adjacency because the buyer and channel are shared you will see adjacency in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here adjacency means a nearby market customer product or capability that can be entered using some existing strengths strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Adjacency","t":"Adjacency","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/adjacency/","ui":"This product is a credible adjacency because the buyer and channel are shared."},{"a":["adjourned meeting"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Suspension or postponement of a meeting to another time.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Suspension or postponement of a meeting to another time.","i":68,"id":"governance.adjournment","lv":"working","ph":"adjournment adjourned meeting adjourned meeting adjournment adjournment suspension or postponement of a meeting to another time suspension or postponement of a meeting to another time which committee has oversight of adjournment you will see adjournment in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here adjournment means suspension or postponement of a meeting to another time corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Adjournment","t":"Adjournment","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/adjournment/","ui":"Which committee has oversight of adjournment?"},{"a":["underlying earnings"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A company-defined earnings measure excluding specified items.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","finance","investor"],"e":"A company-defined earnings measure excluding specified items.","i":69,"id":"reporting.adjusted-earnings","lv":"core","ph":"adjusted earnings underlying earnings adjusted earnings underlying earnings adjusted earnings a company defined earnings measure excluding specified items a company defined earnings measure excluding specified items can we reconcile adjusted earnings to the reported numbers you will see adjusted earnings in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here adjusted earnings means a company defined earnings measure excluding specified items corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance startup business corporate finance investor accounting planning forecasting valuation reporting financing governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Adjusted earnings","t":"Adjusted earnings","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/adjusted-earnings/","ui":"Can we reconcile adjusted earnings to the reported numbers?"},{"a":["normalised EBITDA"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"EBITDA modified to exclude specified items; adjustments must be transparent and consistently defined.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"EBITDA modified to exclude specified items; adjustments must be transparent and consistently defined.","i":70,"id":"bizfinance.adjusted-ebitda","lv":"working","ph":"adjusted ebitda normalised ebitda adjusted ebitda normalised ebitda adjusted ebitda ebitda modified to exclude specified items adjustments must be transparent and consistently defined ebitda modified to exclude specified items adjustments must be transparent and consistently defined how are we defining adjusted ebitda in this deck you will see adjusted ebitda in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here adjusted ebitda means ebitda modified to exclude specified items adjustments must be transparent and consistently defined finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit ebitda startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Adjusted EBITDA","t":"Adjusted EBITDA","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/adjusted-ebitda/","ui":"How are we defining adjusted EBITDA in this deck?"},{"a":["controlled pay gap"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Pay difference estimated after controlling for specified job and workforce factors.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Pay difference estimated after controlling for specified job and workforce factors.","i":71,"id":"people.adjusted-pay-gap","lv":"working","ph":"adjusted pay gap controlled pay gap adjusted pay gap controlled pay gap adjusted pay gap pay difference estimated after controlling for specified job and workforce factors pay difference estimated after controlling for specified job and workforce factors compare adjusted pay gap with the same cohort and period before drawing a conclusion you will see adjusted pay gap in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here adjusted pay gap means pay difference estimated after controlling for specified job and workforce factors people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Adjusted pay gap","t":"Adjusted pay gap","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/adjusted-pay-gap/","ui":"Compare adjusted pay gap with the same cohort and period before drawing a conclusion."},{"a":["admin"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A user responsible for configuring, managing or governing a product for others.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A user responsible for configuring, managing or governing a product for others.","i":72,"id":"revenue.administrator","lv":"core","ph":"administrator admin admin administrator administrator a user responsible for configuring managing or governing a product for others a user responsible for configuring managing or governing a product for others sales needs one agreed definition of administrator before the forecast review you will see administrator in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here administrator means a user responsible for configuring managing or governing a product for others revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Administrator","t":"Administrator","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/administrator/","ui":"Sales needs one agreed definition of administrator before the forecast review."},{"a":["product adoption","change adoption"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The extent to which intended users begin and continue using a change.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","sales","finance","product","people","operations"],"e":"The extent to which intended users begin and continue using a change.","i":73,"id":"people.adoption","lv":"core","ph":"adoption product adoption change adoption adoption change adoption product adoption adoption the extent to which intended users begin and continue using a change the extent to which intended users begin and continue using a change what behaviour should be different after adoption you will see adoption in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here adoption means the extent to which intended users begin and continue using a change people organisation and change organisation design people systems and change culture transformation and change startup business corporate sales finance product people operations go to market sales contracting customer success renewal people planning employment performance management change management role person organisation party global context dependent","sn":"Adoption","t":"Adoption","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/adoption/","ui":"What behaviour should be different after adoption?"},{"a":["adoption motion"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A documented set of actions used to increase meaningful product use.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A documented set of actions used to increase meaningful product use.","i":74,"id":"revenue.adoption-playbook","lv":"working","ph":"adoption playbook adoption motion adoption motion adoption playbook adoption playbook a documented set of actions used to increase meaningful product use a documented set of actions used to increase meaningful product use which version of adoption playbook should the board treat as current you will see adoption playbook in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here adoption playbook means a documented set of actions used to increase meaningful product use revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal document artifact role person finance commerce global context dependent","sn":"Adoption playbook","t":"Adoption playbook","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/adoption-playbook/","ui":"Which version of adoption playbook should the board treat as current?"},{"a":["uptake rate"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The proportion of the target group using the new process, system or behaviour.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The proportion of the target group using the new process, system or behaviour.","i":75,"id":"people.adoption-rate","lv":"core","ph":"adoption rate uptake rate adoption rate uptake rate adoption rate the proportion of the target group using the new process system or behaviour the proportion of the target group using the new process system or behaviour how are we defining adoption rate in this deck you will see adoption rate in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here adoption rate means the proportion of the target group using the new process system or behaviour people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management metric standard specification equipment technology workflow process organisation party global context dependent","sn":"Adoption rate","t":"Adoption rate","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/adoption-rate/","ui":"How are we defining adoption rate in this deck?"},{"a":["carryover effect"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A modelling concept representing advertising effects that persist and decay over time.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A modelling concept representing advertising effects that persist and decay over time.","i":76,"id":"marketing.adstock","lv":"specialist","ph":"adstock carryover effect adstock carryover effect adstock a modelling concept representing advertising effects that persist and decay over time a modelling concept representing advertising effects that persist and decay over time how are we defining adstock in this deck you will see adstock in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here adstock means a modelling concept representing advertising effects that persist and decay over time marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting equipment technology format genre model global context dependent","sn":"Adstock","t":"Adstock","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/adstock/","ui":"How are we defining adstock in this deck?"},{"a":["harmful impact"],"amb":["Adverse impact"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A negative effect on people or environment.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A negative effect on people or environment.","i":77,"id":"sustainability.adverse-impact","lv":"core","ph":"adverse impact harmful impact adverse impact harmful impact adverse impact a negative effect on people or environment a negative effect on people or environment state the boundary and evidence behind adverse impact before publishing the claim you will see adverse impact in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here adverse impact means a negative effect on people or environment sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition negative impact corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Adverse impact","t":"Adverse impact","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/adverse-impact/","ui":"State the boundary and evidence behind adverse impact before publishing the claim."},{"a":["adverse audit report"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An audit opinion stating that misstatements are material and pervasive.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An audit opinion stating that misstatements are material and pervasive.","i":78,"id":"governance.adverse-opinion","lv":"working","ph":"adverse opinion adverse audit report adverse audit report adverse opinion adverse opinion an audit opinion stating that misstatements are material and pervasive an audit opinion stating that misstatements are material and pervasive which version of adverse opinion should the board treat as current you will see adverse opinion in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here adverse opinion means an audit opinion stating that misstatements are material and pervasive corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Adverse opinion","t":"Adverse opinion","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/adverse-opinion/","ui":"Which version of adverse opinion should the board treat as current?"},{"a":["claim substantiation"],"amb":["claim substantiation"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Evidence sufficient to support objective advertising claims before they are made.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Evidence sufficient to support objective advertising claims before they are made.","i":79,"id":"marketing.advertising-substantiation","lv":"core","ph":"advertising substantiation claim substantiation advertising substantiation claim substantiation advertising substantiation evidence sufficient to support objective advertising claims before they are made evidence sufficient to support objective advertising claims before they are made can we state who receives the right created by advertising substantiation and when it applies you will see advertising substantiation in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here advertising substantiation means evidence sufficient to support objective advertising claims before they are made marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns substantiation startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Advertising substantiation","t":"Advertising substantiation","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/advertising-substantiation/","ui":"Can we state who receives the right created by advertising substantiation, and when it applies?"},{"a":["ad-supported model"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model in which advertisers fund access for users or reduce the price users pay.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Users get access while advertisers pay for attention.","i":80,"id":"strategy.advertising-supported-model","lv":"core","ph":"advertising supported model ad supported model ad supported model advertising supported model advertising supported model users get access while advertisers pay for attention a model in which advertisers fund access for users or reduce the price users pay the advertising supported model needs scale and usable inventory you will see advertising supported model in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here advertising supported model means a model in which advertisers fund access for users or reduce the price users pay strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model organisation party global context dependent","sn":"Advertising-supported model","t":"Advertising-supported model","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/advertising-supported-model/","ui":"The advertising-supported model needs scale and usable inventory."},{"a":["sponsored article"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Advertising presented in a format resembling editorial content.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Advertising presented in a format resembling editorial content.","i":81,"id":"marketing.advertorial","lv":"core","ph":"advertorial sponsored article advertorial sponsored article advertorial advertising presented in a format resembling editorial content advertising presented in a format resembling editorial content can we state who receives the right created by advertorial and when it applies you will see advertorial in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here advertorial means advertising presented in a format resembling editorial content marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Advertorial","t":"Advertorial","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/advertorial/","ui":"Can we state who receives the right created by advertorial, and when it applies?"},{"a":["startup adviser"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A person formally or informally providing specialised guidance to a company.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Someone who gives expert guidance to the company.","i":82,"id":"startup.advisor","lv":"core","ph":"advisor startup adviser advisor startup adviser advisor someone who gives expert guidance to the company a person formally or informally providing specialised guidance to a company the advisors role and equity should be documented you will see advisor in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here advisor means a person formally or informally providing specialised guidance to a company startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Advisor","t":"Advisor","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/advisor/","ui":"The advisor's role and equity should be documented."},{"a":["advisory shares","advisor options"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Equity granted to an advisor in exchange for defined services.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A small equity grant for meaningful advice.","i":83,"id":"startup.advisor-equity","lv":"core","ph":"advisor equity advisory shares advisor options advisor equity advisor options advisory shares advisor equity a small equity grant for meaningful advice equity granted to an advisor in exchange for defined services advisor equity should match actual contribution and vest over time you will see advisor equity in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here advisor equity means equity granted to an advisor in exchange for defined services startups venture and fundraising startup formation venture capital and fundraising founder and employee equity startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"Advisor equity","t":"Advisor equity","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/advisor-equity/","ui":"Advisor equity should match actual contribution and vest over time."},{"a":["board of advisers"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A group providing advice and credibility without the formal governance powers of a board of directors.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A group that advises but does not govern the company.","i":84,"id":"startup.advisory-board","lv":"working","ph":"advisory board board of advisers advisory board board of advisers advisory board a group that advises but does not govern the company a group providing advice and credibility without the formal governance powers of a board of directors do not present the advisory board as if it has fiduciary authority you will see advisory board in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here advisory board means a group providing advice and credibility without the formal governance powers of a board of directors startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem board of directors startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Advisory board","t":"Advisory board","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/advisory-board/","ui":"Do not present the advisory board as if it has fiduciary authority."},{"a":["customer advocacy"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Customer behaviour that voluntarily recommends, promotes or supports a company or product.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Customer behaviour that voluntarily recommends, promotes or supports a company or product.","i":85,"id":"revenue.advocacy","lv":"core","ph":"advocacy customer advocacy advocacy customer advocacy advocacy customer behaviour that voluntarily recommends promotes or supports a company or product customer behaviour that voluntarily recommends promotes or supports a company or product track advocacy before the renewal conversation starts you will see advocacy in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here advocacy means customer behaviour that voluntarily recommends promotes or supports a company or product revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce organisation party global context dependent","sn":"Advocacy","t":"Advocacy","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/advocacy/","ui":"Track advocacy before the renewal conversation starts."},{"a":["impacted stakeholder"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A person or group whose interests are or could be affected by organisational activity.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A person or group whose interests are or could be affected by organisational activity.","i":86,"id":"sustainability.affected-stakeholder","lv":"core","ph":"affected stakeholder impacted stakeholder affected stakeholder impacted stakeholder affected stakeholder a person or group whose interests are or could be affected by organisational activity a person or group whose interests are or could be affected by organisational activity which standard and reporting period govern affected stakeholder you will see affected stakeholder in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here affected stakeholder means a person or group whose interests are or could be affected by organisational activity sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance role person organisation party risk ethics access global context dependent","sn":"Affected stakeholder","t":"Affected stakeholder","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/affected-stakeholder/","ui":"Which standard and reporting period govern affected stakeholder?"},{"a":["affiliated company"],"amb":["Affiliate"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An entity connected through ownership, control or another defined relationship, with scope varying by document.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An entity connected through ownership, control or another defined relationship, with scope varying by document.","i":87,"id":"governance.affiliate.governance-legal-compliance-company-forms","lv":"core","ph":"affiliate affiliated company affiliate affiliated company affiliate an entity connected through ownership control or another defined relationship with scope varying by document an entity connected through ownership control or another defined relationship with scope varying by document the team needs one controlled copy of affiliate with an owner and date you will see affiliate in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here affiliate means an entity connected through ownership control or another defined relationship with scope varying by document corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures affiliate startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law organisation party global context dependent","sn":"Affiliate","t":"Affiliate","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/affiliate--governance-affiliate-governance-legal-compliance-company-forms/","ui":"The team needs one controlled copy of affiliate, with an owner and date."},{"a":["affiliate partner"],"amb":["Affiliate"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A partner paid or rewarded for directing attributable traffic or sales.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A partner paid or rewarded for directing attributable traffic or sales.","i":88,"id":"revenue.affiliate.revenue-sales-gtm-go-to-market-models","lv":"core","ph":"affiliate affiliate partner affiliate affiliate partner affiliate a partner paid or rewarded for directing attributable traffic or sales a partner paid or rewarded for directing attributable traffic or sales which version of affiliate should the board treat as current you will see affiliate in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here affiliate means a partner paid or rewarded for directing attributable traffic or sales revenue sales and go to market go to market sales pricing and customer success go to market models and channels affiliate startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce equipment technology format genre model global context dependent","sn":"Affiliate","t":"Affiliate","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/affiliate--revenue-affiliate-revenue-sales-gtm-go-to-market-models/","ui":"Which version of affiliate should the board treat as current?"},{"a":["affiliate channel"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Performance-based marketing in which partners earn for attributable actions or sales.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Performance-based marketing in which partners earn for attributable actions or sales.","i":89,"id":"marketing.affiliate-marketing","lv":"core","ph":"affiliate marketing affiliate channel affiliate channel affiliate marketing affiliate marketing performance based marketing in which partners earn for attributable actions or sales performance based marketing in which partners earn for attributable actions or sales can we circulate affiliate marketing with the assumptions and open questions marked you will see affiliate marketing in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here affiliate marketing means performance based marketing in which partners earn for attributable actions or sales marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent","sn":"Affiliate marketing","t":"Affiliate marketing","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/affiliate-marketing/","ui":"Can we circulate affiliate marketing with the assumptions and open questions marked?"},{"a":["affiliate revenue"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model earning commission for referring customers to another seller.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The business earns a fee for sending customers elsewhere.","i":90,"id":"strategy.affiliate-model","lv":"core","ph":"affiliate model affiliate revenue affiliate model affiliate revenue affiliate model the business earns a fee for sending customers elsewhere a model earning commission for referring customers to another seller the affiliate model should disclose commercial relationships you will see affiliate model in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here affiliate model means a model earning commission for referring customers to another seller strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Affiliate model","t":"Affiliate model","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/affiliate-model/","ui":"The affiliate model should disclose commercial relationships."},{"a":["commercial agency agreement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contract authorising an agent to act for a principal within defined powers.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A contract authorising an agent to act for a principal within defined powers.","i":91,"id":"governance.agency-agreement","lv":"working","ph":"agency agreement commercial agency agreement agency agreement commercial agency agreement agency agreement a contract authorising an agent to act for a principal within defined powers a contract authorising an agent to act for a principal within defined powers counsel wants agency agreement clarified before anyone signs you will see agency agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here agency agreement means a contract authorising an agent to act for a principal within defined powers corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Agency agreement","t":"Agency agreement","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/agency-agreement/","ui":"Counsel wants agency agreement clarified before anyone signs."},{"a":["agency creds"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A credentials presentation prepared by an agency to demonstrate strategic, creative or delivery capability.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"An agency's proof that it is right for the assignment.","i":92,"id":"bizpitch.agency-credentials","lv":"working","ph":"agency credentials agency creds agency credentials agency creds agency credentials an agencys proof that it is right for the assignment a credentials presentation prepared by an agency to demonstrate strategic creative or delivery capability the agency credentials should show the people who will actually work on the account you will see agency credentials in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here agency credentials means a credentials presentation prepared by an agency to demonstrate strategic creative or delivery capability business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact metric standard specification global context dependent","sn":"Agency credentials","t":"Agency credentials","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/agency-credentials/","ui":"The agency credentials should show the people who will actually work on the account."},{"a":["temporary-agency worker"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A worker supplied by an employment agency to another organisation.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A worker supplied by an employment agency to another organisation.","i":93,"id":"people.agency-worker","lv":"working","ph":"agency worker temporary agency worker agency worker temporary agency worker agency worker a worker supplied by an employment agency to another organisation a worker supplied by an employment agency to another organisation the people plan needs to explain how agency worker affects roles and decisions you will see agency worker in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here agency worker means a worker supplied by an employment agency to another organisation people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact role person workflow process organisation party global context dependent","sn":"Agency worker","t":"Agency worker","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/agency-worker/","ui":"The people plan needs to explain how agency worker affects roles and decisions."},{"a":["meeting agenda"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The ordered list of matters to be considered at a meeting.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The ordered list of matters to be considered at a meeting.","i":94,"id":"governance.agenda","lv":"core","ph":"agenda meeting agenda agenda meeting agenda agenda the ordered list of matters to be considered at a meeting the ordered list of matters to be considered at a meeting put agenda on the agenda while the board can still influence the decision you will see agenda in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here agenda means the ordered list of matters to be considered at a meeting corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent corporate","sn":"Agenda","t":"Agenda","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/agenda/","ui":"Put agenda on the agenda while the board can still influence the decision."},{"a":["AI agent"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"In AI products, a system that uses models and tools to pursue tasks through multiple steps with some autonomy.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"AI that can take several actions to complete a task.","i":95,"id":"product.agent","lv":"core","ph":"agent ai agent agent ai agent agent ai that can take several actions to complete a task in ai products a system that uses models and tools to pursue tasks through multiple steps with some autonomy the agent needs narrow permissions and clear stop conditions you will see agent in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here agent means in ai products a system that uses models and tools to pursue tasks through multiple steps with some autonomy product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology format genre model global context dependent","sn":"Agent","t":"Agent","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/agent/","ui":"The agent needs narrow permissions and clear stop conditions."},{"a":["agile development"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A family of approaches emphasising iterative delivery, customer feedback, collaboration and adaptation; it is not one prescribed method.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Build and learn in small cycles rather than one giant plan.","i":96,"id":"product.agile","lv":"core","ph":"agile agile development agile agile development agile build and learn in small cycles rather than one giant plan a family of approaches emphasising iterative delivery customer feedback collaboration and adaptation it is not one prescribed method agile does not mean no planning or documentation you will see agile in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here agile means a family of approaches emphasising iterative delivery customer feedback collaboration and adaptation it is not one prescribed method product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology product discovery product development testing launch operations metric standard specification role person equipment technology workflow process global context dependent","sn":"Agile","t":"Agile","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/agile/","ui":"Agile does not mean no planning or documentation."},{"a":["AUP"],"amb":["AUP"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Procedures performed as agreed, with factual findings reported but no assurance opinion.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Procedures performed as agreed, with factual findings reported but no assurance opinion.","i":97,"id":"governance.agreed-upon-procedures","lv":"core","ph":"agreed upon procedures aup agreed upon procedures aup agreed upon procedures procedures performed as agreed with factual findings reported but no assurance opinion procedures performed as agreed with factual findings reported but no assurance opinion can we circulate agreed upon procedures with the assumptions and open questions marked you will see agreed upon procedures in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here agreed upon procedures means procedures performed as agreed with factual findings reported but no assurance opinion corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence acceptable use policy startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law workflow process global context dependent","sn":"Agreed-upon procedures","t":"Agreed-upon procedures","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/agreed-upon-procedures/","ui":"Can we circulate agreed-upon procedures with the assumptions and open questions marked?"},{"a":["algorithm governance"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Policies, roles and controls governing development, procurement, deployment and oversight of AI systems.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Rules and accountability for how AI is used.","i":98,"id":"product.ai-governance","lv":"core","ph":"ai governance algorithm governance ai governance algorithm governance ai governance rules and accountability for how ai is used policies roles and controls governing development procurement deployment and oversight of ai systems ai governance assigns risk owners and approval thresholds you will see ai governance in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here ai governance means policies roles and controls governing development procurement deployment and oversight of ai systems product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations role person equipment technology workflow process global context dependent","sn":"AI governance","t":"AI governance","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/ai-governance/","ui":"AI governance assigns risk owners and approval thresholds."},{"a":["algorithmic impact assessment"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A structured evaluation of potential harm, likelihood, affected people and controls for an AI use.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Check what the AI could harm and how to reduce it.","i":99,"id":"product.ai-risk-assessment","lv":"core","ph":"ai risk assessment algorithmic impact assessment ai risk assessment algorithmic impact assessment ai risk assessment check what the ai could harm and how to reduce it a structured evaluation of potential harm likelihood affected people and controls for an ai use the ai risk assessment occurs before procurement approval you will see ai risk assessment in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here ai risk assessment means a structured evaluation of potential harm likelihood affected people and controls for an ai use product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology workflow process risk ethics access global context dependent","sn":"AI risk assessment","t":"AI risk assessment","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/ai-risk-assessment/","ui":"The AI risk assessment occurs before procurement approval."},{"a":["prompted awareness"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Recognition measured after respondents are shown or told the brand name.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Recognition measured after respondents are shown or told the brand name.","i":100,"id":"marketing.aided-awareness","lv":"core","ph":"aided awareness prompted awareness aided awareness prompted awareness aided awareness recognition measured after respondents are shown or told the brand name recognition measured after respondents are shown or told the brand name the finding on aided awareness is directional not universal you will see aided awareness in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here aided awareness means recognition measured after respondents are shown or told the brand name marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Aided awareness","t":"Aided awareness","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/aided-awareness/","ui":"The finding on aided awareness is directional, not universal."},{"a":["air emission"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A harmful substance released into air, distinct from greenhouse gases unless both categories apply.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A harmful substance released into air, distinct from greenhouse gases unless both categories apply.","i":101,"id":"sustainability.air-pollutant","lv":"core","ph":"air pollutant air emission air emission air pollutant air pollutant a harmful substance released into air distinct from greenhouse gases unless both categories apply a harmful substance released into air distinct from greenhouse gases unless both categories apply state the boundary and evidence behind air pollutant before publishing the claim you will see air pollutant in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here air pollutant means a harmful substance released into air distinct from greenhouse gases unless both categories apply sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Air pollutant","t":"Air pollutant","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/air-pollutant/","ui":"State the boundary and evidence behind air pollutant before publishing the claim."},{"a":["system alert"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An automated notification triggered when a monitored condition crosses a threshold or rule.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A warning that something may be wrong.","i":102,"id":"product.alert","lv":"core","ph":"alert system alert alert system alert alert a warning that something may be wrong an automated notification triggered when a monitored condition crosses a threshold or rule the alert needs an owner and response playbook you will see alert in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here alert means an automated notification triggered when a monitored condition crosses a threshold or rule product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations right contract law equipment technology global context dependent","sn":"Alert","t":"Alert","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/alert/","ui":"The alert needs an owner and response playbook."},{"a":["stakeholder alignment"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"Sufficient shared understanding and support to move forward, which does not necessarily mean total agreement.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"People understand the direction well enough to act together.","i":103,"id":"bizpitch.alignment","lv":"core","ph":"alignment stakeholder alignment alignment stakeholder alignment alignment people understand the direction well enough to act together sufficient shared understanding and support to move forward which does not necessarily mean total agreement we have alignment on the goal but not on the budget you will see alignment in business pitches proposals executive summaries and decision decks when the discussion reaches decision narrative and persuasion it helps a reader interpret decision narrative and persuasion without confusing the measure decision role or evidence being discussed here alignment means sufficient shared understanding and support to move forward which does not necessarily mean total agreement business pitching and presentation materials business pitches decks and decision materials decision narrative and persuasion startup business corporate investor sales planning pitching submission decision document artifact status decision global context dependent","sn":"Alignment","t":"Alignment","tp":"Decision narrative & persuasion","tpid":"business-pitching-artifacts.decision-story","u":"terms/alignment/","ui":"We have alignment on the goal but not on the budget."},{"a":["investor allocation"],"amb":["Allocation"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The amount of a round assigned to a particular investor.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The portion of the round an investor is allowed to buy.","i":104,"id":"startup.allocation","lv":"core","ph":"allocation investor allocation allocation investor allocation allocation the portion of the round an investor is allowed to buy the amount of a round assigned to a particular investor the investor requested a larger allocation you will see allocation in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here allocation means the amount of a round assigned to a particular investor startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline cost allocation startup investor finance corporate fundraising financing due diligence governance role person finance commerce workflow process organisation party global context dependent","sn":"Allocation","t":"Allocation","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/allocation/","ui":"The investor requested a larger allocation."},{"a":["bad-debt allowance"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An estimate reducing receivables for expected non-collection under applicable policy.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An estimate reducing receivables for expected non-collection under applicable policy.","i":105,"id":"bizfinance.allowance-for-doubtful-accounts","lv":"working","ph":"allowance for doubtful accounts bad debt allowance allowance for doubtful accounts bad debt allowance allowance for doubtful accounts an estimate reducing receivables for expected non collection under applicable policy an estimate reducing receivables for expected non collection under applicable policy the headline changes once we calculate allowance for doubtful accounts consistently you will see allowance for doubtful accounts in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here allowance for doubtful accounts means an estimate reducing receivables for expected non collection under applicable policy finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Allowance for doubtful accounts","t":"Allowance for doubtful accounts","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/allowance-for-doubtful-accounts/","ui":"The headline changes once we calculate allowance for doubtful accounts consistently."},{"a":["alpha release"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An early product stage used for internal or limited testing while significant change and defects remain.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A very early test version.","i":106,"id":"product.alpha","lv":"core","ph":"alpha alpha release alpha alpha release alpha a very early test version an early product stage used for internal or limited testing while significant change and defects remain the alpha is restricted to employees and design partners you will see alpha in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here alpha means an early product stage used for internal or limited testing while significant change and defects remain product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations equipment technology status decision global context dependent","sn":"Alpha","t":"Alpha","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/alpha/","ui":"The alpha is restricted to employees and design partners."},{"a":["backup vendor"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A pre-identified backup source used if the primary supplier fails.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A pre-identified backup source used if the primary supplier fails.","i":107,"id":"operations.alternate-supplier","lv":"core","ph":"alternate supplier backup vendor alternate supplier backup vendor alternate supplier a pre identified backup source used if the primary supplier fails a pre identified backup source used if the primary supplier fails add alternate supplier to the risk register with an owner and mitigation you will see alternate supplier in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here alternate supplier means a pre identified backup source used if the primary supplier fails operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process global context dependent","sn":"Alternate supplier","t":"Alternate supplier","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/alternate-supplier/","ui":"Add alternate supplier to the risk register with an owner and mitigation."},{"a":["APM"],"amb":["Alternative performance measure","APM"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A company-defined financial measure outside the applicable accounting framework.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A company-defined financial measure outside the applicable accounting framework.","i":108,"id":"bizfinance.alternative-performance-measure","lv":"core","ph":"alternative performance measure apm alternative performance measure apm alternative performance measure a company defined financial measure outside the applicable accounting framework a company defined financial measure outside the applicable accounting framework the note should explain the judgement behind alternative performance measure you will see alternative performance measure in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here alternative performance measure means a company defined financial measure outside the applicable accounting framework finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments non gaap measure startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce format genre model organisation party global context dependent","sn":"Alternative performance measure","t":"Alternative performance measure","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/alternative-performance-measure/","ui":"The note should explain the judgement behind alternative performance measure."},{"a":["evergreen marketing"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Continuous activity maintained outside short campaign bursts.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Continuous activity maintained outside short campaign bursts.","i":109,"id":"marketing.always-on-marketing","lv":"core","ph":"always on marketing evergreen marketing always on marketing evergreen marketing always on marketing continuous activity maintained outside short campaign bursts continuous activity maintained outside short campaign bursts define always on marketing before we compare campaign performance you will see always on marketing in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here always on marketing means continuous activity maintained outside short campaign bursts marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Always-on marketing","t":"Always-on marketing","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/always-on-marketing/","ui":"Define always-on marketing before we compare campaign performance."},{"a":["amendment"],"amb":["amendment"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A revised regulatory filing correcting or adding information.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A revised regulatory filing correcting or adding information.","i":110,"id":"reporting.amended-filing","lv":"core","ph":"amended filing amendment amended filing amendment amended filing a revised regulatory filing correcting or adding information a revised regulatory filing correcting or adding information the team needs one controlled copy of amended filing with an owner and date you will see amended filing in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here amended filing means a revised regulatory filing correcting or adding information corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings amendment corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Amended filing","t":"Amended filing","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/amended-filing/","ui":"The team needs one controlled copy of amended filing, with an owner and date."},{"a":["contract amendment"],"amb":["amendment"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A formal change to an existing agreement.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A formal change to an existing agreement.","i":111,"id":"governance.amendment","lv":"core","ph":"amendment contract amendment amendment contract amendment amendment a formal change to an existing agreement a formal change to an existing agreement do not describe amendment as agreed until the operative document says so you will see amendment in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here amendment means a formal change to an existing agreement corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language amended filing startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Amendment","t":"Amendment","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/amendment/","ui":"Do not describe amendment as agreed until the operative document says so."},{"a":["amortization"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Systematic allocation of an intangible asset or other deferred amount over time.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Systematic allocation of an intangible asset or other deferred amount over time.","i":112,"id":"bizfinance.amortisation","lv":"core","ph":"amortisation amortization amortisation amortization amortisation systematic allocation of an intangible asset or other deferred amount over time systematic allocation of an intangible asset or other deferred amount over time how are we defining amortisation in this deck you will see amortisation in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here amortisation means systematic allocation of an intangible asset or other deferred amount over time finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce equipment technology global context dependent","sn":"Amortisation","t":"Amortisation","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/amortisation/","ui":"How are we defining amortisation in this deck?"},{"a":["repayment schedule"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The planned repayment of principal over time.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The planned repayment of principal over time.","i":113,"id":"bizfinance.amortisation-schedule","lv":"core","ph":"amortisation schedule repayment schedule amortisation schedule repayment schedule amortisation schedule the planned repayment of principal over time the planned repayment of principal over time the team needs one controlled copy of amortisation schedule with an owner and date you will see amortisation schedule in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here amortisation schedule means the planned repayment of principal over time finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Amortisation schedule","t":"Amortisation schedule","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/amortisation-schedule/","ui":"The team needs one controlled copy of amortisation schedule, with an owner and date."},{"a":["amortized cost"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Measurement of a financial asset or liability using the effective-interest method, subject to applicable rules.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Measurement of a financial asset or liability using the effective-interest method, subject to applicable rules.","i":114,"id":"bizfinance.amortised-cost","lv":"specialist","ph":"amortised cost amortized cost amortised cost amortized cost amortised cost measurement of a financial asset or liability using the effective interest method subject to applicable rules measurement of a financial asset or liability using the effective interest method subject to applicable rules counsel wants amortised cost clarified before anyone signs you will see amortised cost in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here amortised cost means measurement of a financial asset or liability using the effective interest method subject to applicable rules finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce right contract law workflow process global context dependent","sn":"Amortised cost","t":"Amortised cost","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/amortised-cost/","ui":"Counsel wants amortised cost clarified before anyone signs."},{"a":["research analyst"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A professional researching and estimating a company, industry or security.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A professional researching and estimating a company, industry or security.","i":115,"id":"reporting.analyst","lv":"core","ph":"analyst research analyst analyst research analyst analyst a professional researching and estimating a company industry or security a professional researching and estimating a company industry or security can we explain the movement in analyst without hiding the underlying driver you will see analyst in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here analyst means a professional researching and estimating a company industry or security corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce equipment technology organisation party global context dependent","sn":"Analyst","t":"Analyst","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/analyst/","ui":"Can we explain the movement in analyst without hiding the underlying driver?"},{"a":["street estimate"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A research analyst's forecast for a financial measure.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A research analyst's forecast for a financial measure.","i":116,"id":"reporting.analyst-estimate","lv":"core","ph":"analyst estimate street estimate analyst estimate street estimate analyst estimate a research analysts forecast for a financial measure a research analysts forecast for a financial measure the reader should be able to distinguish analyst estimate from managements interpretation of it you will see analyst estimate in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here analyst estimate means a research analysts forecast for a financial measure corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Analyst estimate","t":"Analyst estimate","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/analyst-estimate/","ui":"The reader should be able to distinguish analyst estimate from management’s interpretation of it."},{"a":["analytical review"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Evaluation of relationships and trends to identify expected or unusual results.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Evaluation of relationships and trends to identify expected or unusual results.","i":117,"id":"governance.analytical-procedures","lv":"working","ph":"analytical procedures analytical review analytical procedures analytical review analytical procedures evaluation of relationships and trends to identify expected or unusual results evaluation of relationships and trends to identify expected or unusual results the process map needs an exception path for analytical procedures you will see analytical procedures in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here analytical procedures means evaluation of relationships and trends to identify expected or unusual results corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law workflow process global context dependent","sn":"Analytical procedures","t":"Analytical procedures","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/analytical-procedures/","ui":"The process map needs an exception path for analytical procedures."},{"a":["data analytics"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Systematic analysis of data to understand performance, behaviour or outcomes.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Study data to answer questions and improve decisions.","i":118,"id":"product.analytics","lv":"core","ph":"analytics data analytics analytics data analytics analytics study data to answer questions and improve decisions systematic analysis of data to understand performance behaviour or outcomes analytics shows the pattern but not necessarily the cause you will see analytics in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here analytics means systematic analysis of data to understand performance behaviour or outcomes product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Analytics","t":"Analytics","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/analytics/","ui":"Analytics shows the pattern but not necessarily the cause."},{"a":["anchor"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A credible early investor whose commitment helps attract others or validate a financing.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An early major investor who gives others confidence.","i":119,"id":"startup.anchor-investor","lv":"working","ph":"anchor investor anchor anchor anchor investor anchor investor an early major investor who gives others confidence a credible early investor whose commitment helps attract others or validate a financing the anchor investor committed before the public launch you will see anchor investor in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here anchor investor means a credible early investor whose commitment helps attract others or validate a financing startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance role person finance commerce workflow process organisation party global context dependent","sn":"Anchor investor","t":"Anchor investor","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/anchor-investor/","ui":"The anchor investor committed before the public launch."},{"a":["line alert"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A visual or audible signal indicating status or a problem requiring attention.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A visual or audible signal indicating status or a problem requiring attention.","i":120,"id":"operations.andon","lv":"specialist","ph":"andon line alert andon line alert andon a visual or audible signal indicating status or a problem requiring attention a visual or audible signal indicating status or a problem requiring attention can we remove the ambiguity around andon before the process changes you will see andon in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here andon means a visual or audible signal indicating status or a problem requiring attention operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process status decision global context dependent","sn":"Andon","t":"Andon","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/andon/","ui":"Can we remove the ambiguity around andon before the process changes?"},{"a":["angel"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An individual investing personal capital in an early-stage company.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A person investing their own money in a startup.","i":121,"id":"startup.angel-investor","lv":"core","ph":"angel investor angel angel angel investor angel investor a person investing their own money in a startup an individual investing personal capital in an early stage company the angel investor is helping with early customer introductions you will see angel investor in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here angel investor means an individual investing personal capital in an early stage company startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party status decision global context dependent","sn":"Angel investor","t":"Angel investor","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/angel-investor/","ui":"The angel investor is helping with early customer introductions."},{"a":["angel group"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A group of angel investors pooling or coordinating investment into a deal.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Several individuals invest together.","i":122,"id":"startup.angel-syndicate","lv":"working","ph":"angel syndicate angel group angel group angel syndicate angel syndicate several individuals invest together a group of angel investors pooling or coordinating investment into a deal the angel syndicate follows one experienced lead you will see angel syndicate in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here angel syndicate means a group of angel investors pooling or coordinating investment into a deal startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"Angel syndicate","t":"Angel syndicate","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/angel-syndicate/","ui":"The angel syndicate follows one experienced lead."},{"a":["annexure"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An attached supplementary document, often containing detail or technical material.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An attached supplementary document, often containing detail or technical material.","i":123,"id":"governance.annex","lv":"core","ph":"annex annexure annex annexure annex an attached supplementary document often containing detail or technical material an attached supplementary document often containing detail or technical material which version of annex should the board treat as current you will see annex in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here annex means an attached supplementary document often containing detail or technical material corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Annex","t":"Annex","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/annex/","ui":"Which version of annex should the board treat as current?"},{"a":["annual term"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A customer agreement with a one-year committed term.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A customer agreement with a one-year committed term.","i":124,"id":"revenue.annual-contract","lv":"core","ph":"annual contract annual term annual contract annual term annual contract a customer agreement with a one year committed term a customer agreement with a one year committed term counsel wants annual contract clarified before anyone signs you will see annual contract in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here annual contract means a customer agreement with a one year committed term revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal document artifact role person finance commerce right contract law global context dependent","sn":"Annual contract","t":"Annual contract","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/annual-contract/","ui":"Counsel wants annual contract clarified before anyone signs."},{"a":["ACV"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The annualised value of a contract, with inclusion rules varying by company.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The annualised value of a contract, with inclusion rules varying by company.","i":125,"id":"revenue.annual-contract-value","lv":"core","ph":"annual contract value acv acv annual contract value annual contract value the annualised value of a contract with inclusion rules varying by company the annualised value of a contract with inclusion rules varying by company can we state who receives the right created by annual contract value and when it applies you will see annual contract value in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here annual contract value means the annualised value of a contract with inclusion rules varying by company revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics total contract value startup business corporate sales finance product go to market sales contracting customer success renewal document artifact metric standard specification finance commerce right contract law organisation party global context dependent","sn":"Annual contract value","t":"Annual contract value","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/annual-contract-value/","ui":"Can we state who receives the right created by annual contract value, and when it applies?"},{"a":["annual regulatory report"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A legally required yearly securities or corporate filing.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A legally required yearly securities or corporate filing.","i":126,"id":"reporting.annual-filing","lv":"core","ph":"annual filing annual regulatory report annual filing annual regulatory report annual filing a legally required yearly securities or corporate filing a legally required yearly securities or corporate filing keep annual filing on the dashboard but show the definition and reporting period beside it you will see annual filing in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here annual filing means a legally required yearly securities or corporate filing corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce right contract law global context dependent","sn":"Annual filing","t":"Annual filing","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/annual-filing/","ui":"Keep annual filing on the dashboard, but show the definition and reporting period beside it."},{"a":["AGM","annual meeting"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A recurring formal meeting of shareholders required or customary under applicable law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A recurring formal meeting of shareholders required or customary under applicable law.","i":127,"id":"governance.annual-general-meeting","lv":"core","ph":"annual general meeting agm annual meeting agm annual general meeting annual meeting annual general meeting a recurring formal meeting of shareholders required or customary under applicable law a recurring formal meeting of shareholders required or customary under applicable law the minutes should record the decision on annual general meeting not reconstruct it later you will see annual general meeting in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here annual general meeting means a recurring formal meeting of shareholders required or customary under applicable law corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Annual general meeting","t":"Annual general meeting","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/annual-general-meeting/","ui":"The minutes should record the decision on annual general meeting, not reconstruct it later."},{"a":["annual rate"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Percentage change over one year.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How much a number changed in a year.","i":128,"id":"strategy.annual-growth-rate","lv":"core","ph":"annual growth rate annual rate annual growth rate annual rate annual growth rate how much a number changed in a year percentage change over one year the annual growth rate needs a comparable currency basis you will see annual growth rate in strategy decks market analyses business plans and planning workshops when the discussion reaches market sizing and growth it helps a reader interpret market sizing and growth without confusing the measure decision role or evidence being discussed here annual growth rate means percentage change over one year strategy markets and business models strategy market analysis and business models market sizing and growth startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Annual growth rate","t":"Annual growth rate","tp":"Market sizing & growth","tpid":"strategy-market-models.market-sizing","u":"terms/annual-growth-rate/","ui":"The annual growth rate needs a comparable currency basis."},{"a":["AOP"],"amb":["Annual operating plan","AOP"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A yearly plan connecting strategic priorities, operational targets, headcount and budget.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A yearly plan connecting strategic priorities, operational targets, headcount and budget.","i":129,"id":"bizfinance.annual-operating-plan","lv":"core","ph":"annual operating plan aop annual operating plan aop annual operating plan a yearly plan connecting strategic priorities operational targets headcount and budget a yearly plan connecting strategic priorities operational targets headcount and budget how are we defining annual operating plan in this deck you will see annual operating plan in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here annual operating plan means a yearly plan connecting strategic priorities operational targets headcount and budget finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios operating plan startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce workflow process global context dependent","sn":"Annual operating plan","t":"Annual operating plan","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/annual-operating-plan/","ui":"How are we defining annual operating plan in this deck?"},{"a":["ARR"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Normalised recurring contract revenue expected over a year under a stated method.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Normalised recurring contract revenue expected over a year under a stated method.","i":130,"id":"revenue.annual-recurring-revenue","lv":"core","ph":"annual recurring revenue arr annual recurring revenue arr annual recurring revenue normalised recurring contract revenue expected over a year under a stated method normalised recurring contract revenue expected over a year under a stated method the draft mentions annual recurring revenue but the scope and jurisdiction are still unclear you will see annual recurring revenue in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here annual recurring revenue means normalised recurring contract revenue expected over a year under a stated method revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics monthly recurring revenue run rate startup business corporate sales finance product go to market sales contracting customer success renewal document artifact metric standard specification finance commerce right contract law workflow process global context dependent startup","sn":"Annual recurring revenue","t":"Annual recurring revenue","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/annual-recurring-revenue/","ui":"The draft mentions annual recurring revenue, but the scope and jurisdiction are still unclear."},{"a":["yearly report"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A yearly report describing a company's performance, governance and financial information.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A yearly report describing a company's performance, governance and financial information.","i":131,"id":"reporting.annual-report","lv":"core","ph":"annual report yearly report annual report yearly report annual report a yearly report describing a companys performance governance and financial information a yearly report describing a companys performance governance and financial information can we circulate annual report with the assumptions and open questions marked you will see annual report in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here annual report means a yearly report describing a companys performance governance and financial information corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings form 10 k corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent corporate","sn":"Annual report","t":"Annual report","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/annual-report/","ui":"Can we circulate annual report with the assumptions and open questions marked?"},{"a":["anonymization"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Processing intended to make individuals no longer identifiable, with the legal threshold varying by regime.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Processing intended to make individuals no longer identifiable, with the legal threshold varying by regime.","i":132,"id":"governance.anonymisation","lv":"core","ph":"anonymisation anonymization anonymisation anonymization anonymisation processing intended to make individuals no longer identifiable with the legal threshold varying by regime processing intended to make individuals no longer identifiable with the legal threshold varying by regime counsel wants anonymisation clarified before anyone signs you will see anonymisation in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here anonymisation means processing intended to make individuals no longer identifiable with the legal threshold varying by regime corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law equipment technology workflow process risk ethics access global context dependent","sn":"Anonymisation","t":"Anonymisation","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/anonymisation/","ui":"Counsel wants anonymisation clarified before anyone signs."},{"a":["product-market growth matrix"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A growth framework comparing existing and new products with existing and new markets.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A four-box tool for thinking about growth directions.","i":133,"id":"strategy.ansoff-matrix","lv":"working","ph":"ansoff matrix product market growth matrix ansoff matrix product market growth matrix ansoff matrix a four box tool for thinking about growth directions a growth framework comparing existing and new products with existing and new markets the ansoff matrix shows this move is diversification not market penetration you will see ansoff matrix in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here ansoff matrix means a growth framework comparing existing and new products with existing and new markets strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Ansoff matrix","t":"Ansoff matrix","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/ansoff-matrix/","ui":"The Ansoff matrix shows this move is diversification, not market penetration."},{"a":["price-based anti-dilution"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A mechanism adjusting preferred conversion terms after certain lower-priced issuances.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investor conversion terms may improve after a cheaper round.","i":134,"id":"startup.anti-dilution-protection","lv":"core","ph":"anti dilution protection price based anti dilution anti dilution protection price based anti dilution anti dilution protection investor conversion terms may improve after a cheaper round a mechanism adjusting preferred conversion terms after certain lower priced issuances the down round triggers anti dilution protection you will see anti dilution protection in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet economics in term sheet economics a loose definition can change rights obligations approval disclosure or enforceability here anti dilution protection means a mechanism adjusting preferred conversion terms after certain lower priced issuances startups venture and fundraising startup formation venture capital and fundraising term sheet economics startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent startup","sn":"Anti-dilution protection","t":"Anti-dilution protection","tp":"Term-sheet economics","tpid":"startup-venture-fundraising.term-sheet-economics","u":"terms/anti-dilution-protection/","ui":"The down round triggers anti-dilution protection."},{"a":["AML"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Laws, controls and procedures intended to prevent, detect and report money laundering.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate","business","people"],"e":"Rules and checks designed to stop dirty money entering the system.","i":135,"id":"startup.anti-money-laundering","lv":"core","ph":"anti money laundering aml aml anti money laundering anti money laundering rules and checks designed to stop dirty money entering the system laws controls and procedures intended to prevent detect and report money laundering the funds aml checks apply to beneficial owners you will see anti money laundering in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here anti money laundering means laws controls and procedures intended to prevent detect and report money laundering startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting document artifact finance commerce right contract law equipment technology workflow process organisation party global context dependent","sn":"Anti-money laundering","t":"Anti-money laundering","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/anti-money-laundering/","ui":"The fund's AML checks apply to beneficial owners."},{"a":["endpoint"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A specific address and operation exposed through an API.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"One specific place in an API where a request is made.","i":136,"id":"product.api-endpoint","lv":"working","ph":"api endpoint endpoint api endpoint endpoint api endpoint one specific place in an api where a request is made a specific address and operation exposed through an api the endpoint returns customer status you will see api endpoint in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here api endpoint means a specific address and operation exposed through an api product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology global context dependent","sn":"API endpoint","t":"API endpoint","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/api-endpoint/","ui":"The endpoint returns customer status."},{"a":["application key"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A credential used to identify or authorise an application calling an API.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A secret code allowing software to use an API.","i":137,"id":"product.api-key","lv":"core","ph":"api key application key api key application key api key a secret code allowing software to use an api a credential used to identify or authorise an application calling an api never place the api key in public client code you will see api key in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here api key means a credential used to identify or authorise an application calling an api product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"API key","t":"API key","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/api-key/","ui":"Never place the API key in public client code."},{"a":["backup slide"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A supporting slide placed after the main narrative for questions, detail or evidence.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"An extra slide kept for deeper questions.","i":138,"id":"bizpitch.appendix-slide","lv":"core","ph":"appendix slide backup slide appendix slide backup slide appendix slide an extra slide kept for deeper questions a supporting slide placed after the main narrative for questions detail or evidence put the methodology in an appendix slide and link to it from the chart you will see appendix slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here appendix slide means a supporting slide placed after the main narrative for questions detail or evidence business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Appendix slide","t":"Appendix slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/appendix-slide/","ui":"Put the methodology in an appendix slide and link to it from the chart."},{"a":["job applicant"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A person who formally applies for a role.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A person who formally applies for a role.","i":139,"id":"people.applicant","lv":"core","ph":"applicant job applicant applicant job applicant applicant a person who formally applies for a role a person who formally applies for a role can we make applicant accountable for one clear decision you will see applicant in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here applicant means a person who formally applies for a role people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact role person workflow process organisation party global context dependent","sn":"Applicant","t":"Applicant","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/applicant/","ui":"Can we make applicant accountable for one clear decision?"},{"a":["API"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A defined interface allowing software systems to communicate or request functions and data.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A controlled way for software systems to talk to each other.","i":140,"id":"product.application-programming-interface","lv":"core","ph":"application programming interface api api application programming interface application programming interface a controlled way for software systems to talk to each other a defined interface allowing software systems to communicate or request functions and data the api lets customers create records from their own systems you will see application programming interface in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here application programming interface means a defined interface allowing software systems to communicate or request functions and data product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Application programming interface","t":"Application programming interface","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/application-programming-interface/","ui":"The API lets customers create records from their own systems."},{"a":["apprenticeship worker"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A worker learning an occupation through structured employment and training.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A worker learning an occupation through structured employment and training.","i":141,"id":"people.apprentice","lv":"core","ph":"apprentice apprenticeship worker apprentice apprenticeship worker apprentice a worker learning an occupation through structured employment and training a worker learning an occupation through structured employment and training the people plan needs to explain how apprentice affects roles and decisions you will see apprentice in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here apprentice means a worker learning an occupation through structured employment and training people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact role person workflow process organisation party global context dependent","sn":"Apprentice","t":"Apprentice","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/apprentice/","ui":"The people plan needs to explain how apprentice affects roles and decisions."},{"a":["consent right"],"amb":["Approval right","consent right"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Authority to approve or reject a defined action.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Authority to approve or reject a defined action.","i":142,"id":"people.approval-right","lv":"core","ph":"approval right consent right approval right consent right approval right authority to approve or reject a defined action authority to approve or reject a defined action the announcement should not get ahead of the agreed process for approval right you will see approval right in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here approval right means authority to approve or reject a defined action people organisation and change organisation design people systems and change roles responsibility and decision rights consent right startup business corporate people operations people planning employment performance management change management role person right contract law organisation party status decision global context dependent","sn":"Approval right","t":"Approval right","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/approval-right/","ui":"The announcement should not get ahead of the agreed process for approval right."},{"a":["headcount budget"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Positions authorised in a workforce plan or budget.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Positions authorised in a workforce plan or budget.","i":143,"id":"people.approved-headcount","lv":"core","ph":"approved headcount headcount budget approved headcount headcount budget approved headcount positions authorised in a workforce plan or budget positions authorised in a workforce plan or budget the announcement should not get ahead of the agreed process for approved headcount you will see approved headcount in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here approved headcount means positions authorised in a workforce plan or budget people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Approved headcount","t":"Approved headcount","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/approved-headcount/","ui":"The announcement should not get ahead of the agreed process for approved headcount."},{"a":["preferred vendor list","AVL"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A controlled list of suppliers authorised for specified purchases.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A controlled list of suppliers authorised for specified purchases.","i":144,"id":"operations.approved-supplier-list","lv":"working","ph":"approved supplier list preferred vendor list avl approved supplier list avl preferred vendor list approved supplier list a controlled list of suppliers authorised for specified purchases a controlled list of suppliers authorised for specified purchases can we separate a mandatory requirement in approved supplier list from a scored preference you will see approved supplier list in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here approved supplier list means a controlled list of suppliers authorised for specified purchases operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process status decision global context dependent","sn":"Approved supplier list","t":"Approved supplier list","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/approved-supplier-list/","ui":"Can we separate a mandatory requirement in approved supplier list from a scored preference?"},{"a":["arbitral process"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Private dispute resolution in which an arbitrator issues a decision under agreed rules.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"Private dispute resolution in which an arbitrator issues a decision under agreed rules.","i":145,"id":"governance.arbitration","lv":"core","ph":"arbitration arbitral process arbitral process arbitration arbitration private dispute resolution in which an arbitrator issues a decision under agreed rules private dispute resolution in which an arbitrator issues a decision under agreed rules keep arbitration on the dashboard but show the definition and reporting period beside it you will see arbitration in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here arbitration means private dispute resolution in which an arbitrator issues a decision under agreed rules corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact metric standard specification right contract law status decision global context dependent","sn":"Arbitration","t":"Arbitration","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/arbitration/","ui":"Keep arbitration on the dashboard, but show the definition and reporting period beside it."},{"a":["system architecture"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The high-level structure of a system, including components, relationships, constraints and principles.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"How a technical system is organised.","i":146,"id":"product.architecture","lv":"core","ph":"architecture system architecture architecture system architecture architecture how a technical system is organised the high level structure of a system including components relationships constraints and principles the architecture should reflect failure and security boundaries you will see architecture in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here architecture means the high level structure of a system including components relationships constraints and principles product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Architecture","t":"Architecture","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/architecture/","ui":"The architecture should reflect failure and security boundaries."},{"a":["recurring-revenue multiple"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Enterprise or equity value divided by annual recurring revenue under a stated basis.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Enterprise or equity value divided by annual recurring revenue under a stated basis.","i":147,"id":"bizfinance.arr-multiple","lv":"core","ph":"arr multiple recurring revenue multiple arr multiple recurring revenue multiple arr multiple enterprise or equity value divided by annual recurring revenue under a stated basis enterprise or equity value divided by annual recurring revenue under a stated basis keep arr multiple on the dashboard but show the definition and reporting period beside it you will see arr multiple in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here arr multiple means enterprise or equity value divided by annual recurring revenue under a stated basis finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process global context dependent","sn":"ARR multiple","t":"ARR multiple","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/arr-multiple/","ui":"Keep aRR multiple on the dashboard, but show the definition and reporting period beside it."},{"a":["facility fee"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Fee paid for organising or underwriting financing.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Fee paid for organising or underwriting financing.","i":148,"id":"bizfinance.arrangement-fee","lv":"working","ph":"arrangement fee facility fee arrangement fee facility fee arrangement fee fee paid for organising or underwriting financing fee paid for organising or underwriting financing can you walk me through how arrangement fee works in the model you will see arrangement fee in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here arrangement fee means fee paid for organising or underwriting financing finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Arrangement fee","t":"Arrangement fee","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/arrangement-fee/","ui":"Can you walk me through how arrangement fee works in the model?"},{"a":["demand arrival rate"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The rate at which new work enters a system.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The rate at which new work enters a system.","i":149,"id":"operations.arrival-rate","lv":"working","ph":"arrival rate demand arrival rate arrival rate demand arrival rate arrival rate the rate at which new work enters a system the rate at which new work enters a system keep arrival rate on the dashboard but show the definition and reporting period beside it you will see arrival rate in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here arrival rate means the rate at which new work enters a system operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Arrival rate","t":"Arrival rate","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/arrival-rate/","ui":"Keep arrival rate on the dashboard, but show the definition and reporting period beside it."},{"a":["articles","company constitution"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A constitutional document setting a company's internal rules in many jurisdictions.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A constitutional document setting a company's internal rules in many jurisdictions.","i":150,"id":"governance.articles-of-association","lv":"core","ph":"articles of association articles company constitution articles articles of association company constitution articles of association a constitutional document setting a companys internal rules in many jurisdictions a constitutional document setting a companys internal rules in many jurisdictions the draft mentions articles of association but the scope and jurisdiction are still unclear you will see articles of association in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here articles of association means a constitutional document setting a companys internal rules in many jurisdictions corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law organisation party global context dependent","sn":"Articles of association","t":"Articles of association","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/articles-of-association/","ui":"The draft mentions articles of association, but the scope and jurisdiction are still unclear."},{"a":["AI"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A broad field of systems performing tasks associated with perception, prediction, language, reasoning or decision support.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Computer systems performing tasks that seem to require intelligence.","i":151,"id":"product.artificial-intelligence","lv":"core","ph":"artificial intelligence ai ai artificial intelligence artificial intelligence computer systems performing tasks that seem to require intelligence a broad field of systems performing tasks associated with perception prediction language reasoning or decision support the deck should state what the artificial intelligence actually does you will see artificial intelligence in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here artificial intelligence means a broad field of systems performing tasks associated with perception prediction language reasoning or decision support product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology status decision global context dependent","sn":"Artificial intelligence","t":"Artificial intelligence","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/artificial-intelligence/","ui":"The deck should state what the artificial intelligence actually does."},{"a":["as converted"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A calculation treating convertible or preferred securities as if already converted into common shares.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Calculate ownership as though conversion has happened.","i":152,"id":"startup.as-converted-basis","lv":"working","ph":"as converted basis as converted as converted as converted basis as converted basis calculate ownership as though conversion has happened a calculation treating convertible or preferred securities as if already converted into common shares voting is measured on an as converted basis under the agreement you will see as converted basis in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here as converted basis means a calculation treating convertible or preferred securities as if already converted into common shares startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"As-converted basis","t":"As-converted basis","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/as-converted-basis/","ui":"Voting is measured on an as-converted basis under the agreement."},{"a":["the ask","request slide"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide stating what the presenter wants from the audience.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that says exactly what you are asking for.","i":153,"id":"bizpitch.ask-slide","lv":"core","ph":"ask slide the ask request slide ask slide request slide the ask ask slide the slide that says exactly what you are asking for a slide stating what the presenter wants from the audience put the amount use and desired next step on the ask slide you will see ask slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here ask slide means a slide stating what the presenter wants from the audience business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact global context dependent business foundation","sn":"Ask slide","t":"Ask slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/ask-slide/","ui":"Put the amount, use and desired next step on the ask slide."},{"a":["assessment center"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A structured combination of exercises used to assess candidates or employees.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A structured combination of exercises used to assess candidates or employees.","i":154,"id":"people.assessment-centre","lv":"working","ph":"assessment centre assessment center assessment center assessment centre assessment centre a structured combination of exercises used to assess candidates or employees a structured combination of exercises used to assess candidates or employees can we test the claim about assessment centre against employee data and lived experience you will see assessment centre in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here assessment centre means a structured combination of exercises used to assess candidates or employees people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact role person workflow process organisation party global context dependent","sn":"Assessment centre","t":"Assessment centre","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/assessment-centre/","ui":"Can we test the claim about assessment centre against employee data and lived experience?"},{"a":["economic resource"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A present economic resource controlled by an entity as a result of past events under the applicable framework.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A present economic resource controlled by an entity as a result of past events under the applicable framework.","i":155,"id":"bizfinance.asset.finance-accounting-valuation-balance-sheet","lv":"core","ph":"asset economic resource asset economic resource asset a present economic resource controlled by an entity as a result of past events under the applicable framework a present economic resource controlled by an entity as a result of past events under the applicable framework finance will reconcile asset before the board pack goes out you will see asset in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here asset means a present economic resource controlled by an entity as a result of past events under the applicable framework finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce format genre model organisation party global context dependent","sn":"Asset","t":"Asset","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/asset/","ui":"Finance will reconcile asset before the board pack goes out."},{"a":["ABL"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Lending secured and sized substantially by eligible assets such as receivables or inventory.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Lending secured and sized substantially by eligible assets such as receivables or inventory.","i":156,"id":"bizfinance.asset-based-lending","lv":"working","ph":"asset based lending abl abl asset based lending asset based lending lending secured and sized substantially by eligible assets such as receivables or inventory lending secured and sized substantially by eligible assets such as receivables or inventory finance will reconcile asset based lending before the board pack goes out you will see asset based lending in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here asset based lending means lending secured and sized substantially by eligible assets such as receivables or inventory finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Asset-based lending","t":"Asset-based lending","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/asset-based-lending/","ui":"Finance will reconcile asset-based lending before the board pack goes out."},{"a":["net asset value approach"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Valuation based on assets less liabilities, adjusted as appropriate.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Valuation based on assets less liabilities, adjusted as appropriate.","i":157,"id":"bizfinance.asset-based-valuation","lv":"core","ph":"asset based valuation net asset value approach asset based valuation net asset value approach asset based valuation valuation based on assets less liabilities adjusted as appropriate valuation based on assets less liabilities adjusted as appropriate how sensitive is asset based valuation to the discount rate and terminal assumptions you will see asset based valuation in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here asset based valuation means valuation based on assets less liabilities adjusted as appropriate finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce workflow process global context dependent","sn":"Asset-based valuation","t":"Asset-based valuation","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/asset-based-valuation/","ui":"How sensitive is asset-based valuation to the discount rate and terminal assumptions?"},{"a":["site-level risk assessment"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Climate-risk analysis performed for specific sites or assets.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Climate-risk analysis performed for specific sites or assets.","i":158,"id":"sustainability.asset-level-assessment","lv":"working","ph":"asset level assessment site level risk assessment asset level assessment site level risk assessment asset level assessment climate risk analysis performed for specific sites or assets climate risk analysis performed for specific sites or assets the board will ask what happens if asset level assessment moves outside tolerance you will see asset level assessment in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here asset level assessment means climate risk analysis performed for specific sites or assets sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Asset-level assessment","t":"Asset-level assessment","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/asset-level-assessment/","ui":"The board will ask what happens if asset-level assessment moves outside tolerance."},{"a":["capital-light"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A model requiring relatively little owned physical capital to operate or grow.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The company grows without owning many expensive assets.","i":159,"id":"startup.asset-light","lv":"core","ph":"asset light capital light asset light capital light asset light the company grows without owning many expensive assets a model requiring relatively little owned physical capital to operate or grow asset light does not mean cost free you will see asset light in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup traction burn and capital efficiency it helps a reader interpret startup traction burn and capital efficiency without confusing the measure decision role or evidence being discussed here asset light means a model requiring relatively little owned physical capital to operate or grow startups venture and fundraising startup formation venture capital and fundraising startup traction burn and capital efficiency startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce equipment technology format genre model organisation party global context dependent","sn":"Asset-light","t":"Asset-light","tp":"Startup traction, burn & capital efficiency","tpid":"startup-venture-fundraising.startup-metrics","u":"terms/asset-light/","ui":"Asset-light does not mean cost-free."},{"a":["asset efficiency"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Revenue divided by assets under a stated method.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Revenue divided by assets under a stated method.","i":160,"id":"bizfinance.asset-turnover","lv":"working","ph":"asset turnover asset efficiency asset efficiency asset turnover asset turnover revenue divided by assets under a stated method revenue divided by assets under a stated method keep asset turnover on the dashboard but show the definition and reporting period beside it you will see asset turnover in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here asset turnover means revenue divided by assets under a stated method finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process global context dependent","sn":"Asset turnover","t":"Asset turnover","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/asset-turnover/","ui":"Keep asset turnover on the dashboard, but show the definition and reporting period beside it."},{"a":["contract assignment","contractual assignment"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Transfer of contractual rights or obligations, subject to applicable law and contract.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"Transfer of contractual rights or obligations, subject to applicable law and contract.","i":161,"id":"revenue.assignment","lv":"core","ph":"assignment contract assignment contractual assignment assignment contract assignment contractual assignment assignment transfer of contractual rights or obligations subject to applicable law and contract transfer of contractual rights or obligations subject to applicable law and contract the draft mentions assignment but the scope and jurisdiction are still unclear you will see assignment in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here assignment means transfer of contractual rights or obligations subject to applicable law and contract revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact finance commerce right contract law global context dependent","sn":"Assignment","t":"Assignment","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/assignment/","ui":"The draft mentions assignment, but the scope and jurisdiction are still unclear."},{"a":["associated undertaking"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An entity over which an investor has significant influence but not control under the applicable framework.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An entity over which an investor has significant influence but not control under the applicable framework.","i":162,"id":"governance.associate-company","lv":"working","ph":"associate company associated undertaking associate company associated undertaking associate company an entity over which an investor has significant influence but not control under the applicable framework an entity over which an investor has significant influence but not control under the applicable framework counsel wants associate company clarified before anyone signs you will see associate company in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here associate company means an entity over which an investor has significant influence but not control under the applicable framework corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law format genre model organisation party global context dependent","sn":"Associate company","t":"Associate company","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/associate-company/","ui":"Counsel wants associate company clarified before anyone signs."},{"a":["modelling assumption","planning assumption"],"amb":["Assumption"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A condition treated as true for modelling despite uncertainty.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","investor","sales","finance"],"e":"A condition treated as true for modelling despite uncertainty.","i":163,"id":"bizfinance.assumption","lv":"core","ph":"assumption modelling assumption planning assumption assumption modelling assumption planning assumption assumption a condition treated as true for modelling despite uncertainty a condition treated as true for modelling despite uncertainty finance will reconcile assumption before the board pack goes out you will see assumption in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here assumption means a condition treated as true for modelling despite uncertainty finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios model assumption startup business corporate investor sales finance planning pitching submission decision accounting forecasting valuation reporting financing document artifact finance commerce equipment technology workflow process format genre model global context dependent","sn":"Assumption","t":"Assumption","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/assumption/","ui":"Finance will reconcile assumption before the board pack goes out."},{"a":["assumption map"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A practice of identifying assumptions and ranking them by importance and evidence.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"List the guesses and test the riskiest important ones first.","i":164,"id":"product.assumption-mapping","lv":"core","ph":"assumption mapping assumption map assumption map assumption mapping assumption mapping list the guesses and test the riskiest important ones first a practice of identifying assumptions and ranking them by importance and evidence assumption mapping moved data access ahead of feature discovery you will see assumption mapping in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here assumption mapping means a practice of identifying assumptions and ranking them by importance and evidence product technology and innovation product management technology and innovation product discovery and research startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Assumption mapping","t":"Assumption mapping","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/assumption-mapping/","ui":"Assumption mapping moved data access ahead of feature discovery."},{"a":["assumption log"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A maintained list of model assumptions, owners, evidence and status.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A maintained list of model assumptions, owners, evidence and status.","i":165,"id":"bizfinance.assumption-register","lv":"working","ph":"assumption register assumption log assumption log assumption register assumption register a maintained list of model assumptions owners evidence and status a maintained list of model assumptions owners evidence and status can we circulate assumption register with the assumptions and open questions marked you will see assumption register in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here assumption register means a maintained list of model assumptions owners evidence and status finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact role person finance commerce equipment technology workflow process format genre model status decision global context dependent","sn":"Assumption register","t":"Assumption register","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/assumption-register/","ui":"Can we circulate assumption register with the assumptions and open questions marked?"},{"a":["exclusions","proposal assumptions"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"Stated conditions the proposal relies on and work that is not included.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"What the proposal assumes and does not cover.","i":166,"id":"bizpitch.assumptions-and-exclusions","lv":"core","ph":"assumptions and exclusions exclusions proposal assumptions assumptions and exclusions exclusions proposal assumptions assumptions and exclusions what the proposal assumes and does not cover stated conditions the proposal relies on and work that is not included put assumptions and exclusions beside the price you will see assumptions and exclusions in business pitches proposals executive summaries and decision decks when the discussion reaches proposals bids and tender materials it helps a reader interpret proposals bids and tender materials without confusing the measure decision role or evidence being discussed here assumptions and exclusions means stated conditions the proposal relies on and work that is not included business pitching and presentation materials business pitches decks and decision materials proposals bids and tender materials startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Assumptions and exclusions","t":"Assumptions and exclusions","tp":"Proposals, bids & tender materials","tpid":"business-pitching-artifacts.proposal-materials","u":"terms/assumptions-and-exclusions/","ui":"Put assumptions and exclusions beside the price."},{"a":["assurance engagement","ESG assurance"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Independent work increasing confidence in sustainability information against stated criteria.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["startup","business","corporate","investor","finance","people","sustainability","operations"],"e":"Independent work increasing confidence in sustainability information against stated criteria.","i":167,"id":"sustainability.assurance","lv":"core","ph":"assurance assurance engagement esg assurance assurance assurance engagement esg assurance assurance independent work increasing confidence in sustainability information against stated criteria independent work increasing confidence in sustainability information against stated criteria the control owner needs to resolve the exception around assurance you will see assurance in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here assurance means independent work increasing confidence in sustainability information against stated criteria sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance audit startup business corporate investor finance people sustainability operations governance contracting compliance risk management reporting strategy sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Assurance","t":"Assurance","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/assurance/","ui":"The control owner needs to resolve the exception around assurance."},{"a":["suitable criteria"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The standards or rules used to evaluate reported information.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["startup","business","corporate","investor","finance","people","sustainability","operations"],"e":"The standards or rules used to evaluate reported information.","i":168,"id":"sustainability.assurance-criteria","lv":"working","ph":"assurance criteria suitable criteria assurance criteria suitable criteria assurance criteria the standards or rules used to evaluate reported information the standards or rules used to evaluate reported information the team needs one controlled copy of assurance criteria with an owner and date you will see assurance criteria in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here assurance criteria means the standards or rules used to evaluate reported information sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance startup business corporate investor finance people sustainability operations governance contracting compliance risk management reporting strategy sustainability reporting disclosure assurance document artifact risk ethics access global context dependent","sn":"Assurance criteria","t":"Assurance criteria","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/assurance-criteria/","ui":"The team needs one controlled copy of assurance criteria, with an owner and date."},{"a":["sustainability assurer"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The independent practitioner or firm performing an assurance engagement.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The independent practitioner or firm performing an assurance engagement.","i":169,"id":"sustainability.assurance-provider","lv":"core","ph":"assurance provider sustainability assurer assurance provider sustainability assurer assurance provider the independent practitioner or firm performing an assurance engagement the independent practitioner or firm performing an assurance engagement the assurance team asked for the evidence supporting assurance provider you will see assurance provider in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here assurance provider means the independent practitioner or firm performing an assurance engagement sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance organisation party risk ethics access global context dependent","sn":"Assurance provider","t":"Assurance provider","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/assurance-provider/","ui":"The assurance team asked for the evidence supporting assurance provider."},{"a":["audit readiness"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The degree to which data, controls and evidence are prepared for external assurance.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The degree to which data, controls and evidence are prepared for external assurance.","i":170,"id":"sustainability.assurance-readiness","lv":"core","ph":"assurance readiness audit readiness assurance readiness audit readiness assurance readiness the degree to which data controls and evidence are prepared for external assurance the degree to which data controls and evidence are prepared for external assurance the assurance team asked for the evidence supporting assurance readiness you will see assurance readiness in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here assurance readiness means the degree to which data controls and evidence are prepared for external assurance sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology risk ethics access global context dependent","sn":"Assurance readiness","t":"Assurance readiness","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/assurance-readiness/","ui":"The assurance team asked for the evidence supporting assurance readiness."},{"a":["ESG assurance boundary"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The disclosures, entities, period and criteria covered by assurance.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The disclosures, entities, period and criteria covered by assurance.","i":171,"id":"sustainability.assurance-scope","lv":"core","ph":"assurance scope esg assurance boundary assurance scope esg assurance boundary assurance scope the disclosures entities period and criteria covered by assurance the disclosures entities period and criteria covered by assurance do not describe assurance scope as assured beyond the scope of the engagement you will see assurance scope in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here assurance scope means the disclosures entities period and criteria covered by assurance sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Assurance scope","t":"Assurance scope","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/assurance-scope/","ui":"Do not describe assurance scope as assured beyond the scope of the engagement."},{"a":["assurance report"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The public report describing the assurance conclusion and scope.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The public report describing the assurance conclusion and scope.","i":172,"id":"sustainability.assurance-statement","lv":"core","ph":"assurance statement assurance report assurance report assurance statement assurance statement the public report describing the assurance conclusion and scope the public report describing the assurance conclusion and scope which version of assurance statement should the board treat as current you will see assurance statement in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here assurance statement means the public report describing the assurance conclusion and scope sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact risk ethics access global context dependent","sn":"Assurance statement","t":"Assurance statement","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/assurance-statement/","ui":"Which version of assurance statement should the board treat as current?"},{"a":["fake grassroots"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Activity designed to appear like independent grassroots support while being organised or funded by an interested party.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Activity designed to appear like independent grassroots support while being organised or funded by an interested party.","i":173,"id":"marketing.astroturfing","lv":"working","ph":"astroturfing fake grassroots astroturfing fake grassroots astroturfing activity designed to appear like independent grassroots support while being organised or funded by an interested party activity designed to appear like independent grassroots support while being organised or funded by an interested party the draft mentions astroturfing but the scope and jurisdiction are still unclear you will see astroturfing in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here astroturfing means activity designed to appear like independent grassroots support while being organised or funded by an interested party marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model organisation party risk ethics access global context dependent","sn":"Astroturfing","t":"Astroturfing","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/astroturfing/","ui":"The draft mentions astroturfing, but the scope and jurisdiction are still unclear."},{"a":["amber status"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Status indicating a target may not be met without intervention.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Status indicating a target may not be met without intervention.","i":174,"id":"people.at-risk","lv":"core","ph":"at risk amber status amber status at risk at risk status indicating a target may not be met without intervention status indicating a target may not be met without intervention keep at risk on the dashboard but show the definition and reporting period beside it you will see at risk in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here at risk means status indicating a target may not be met without intervention people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate people operations people planning employment performance management change management organisation party risk ethics access status decision global context dependent","sn":"At risk","t":"At risk","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/at-risk/","ui":"Keep at risk on the dashboard, but show the definition and reporting period beside it."},{"a":["attestation report"],"amb":["Attestation"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A formal statement or engagement confirming specified information or controls.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A formal statement or engagement confirming specified information or controls.","i":175,"id":"governance.attestation","lv":"working","ph":"attestation attestation report attestation attestation report attestation a formal statement or engagement confirming specified information or controls a formal statement or engagement confirming specified information or controls the team needs one controlled copy of attestation with an owner and date you will see attestation in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here attestation means a formal statement or engagement confirming specified information or controls corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance attestation engagement startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law organisation party global context dependent","sn":"Attestation","t":"Attestation","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/attestation/","ui":"The team needs one controlled copy of attestation, with an owner and date."},{"a":["attestation"],"amb":["Attestation"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An engagement reporting on subject matter or an assertion against criteria.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An engagement reporting on subject matter or an assertion against criteria.","i":176,"id":"governance.attestation-engagement","lv":"working","ph":"attestation engagement attestation attestation attestation engagement attestation engagement an engagement reporting on subject matter or an assertion against criteria an engagement reporting on subject matter or an assertion against criteria which version of attestation engagement should the board treat as current you will see attestation engagement in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here attestation engagement means an engagement reporting on subject matter or an assertion against criteria corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence attestation startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Attestation engagement","t":"Attestation engagement","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/attestation-engagement/","ui":"Which version of attestation engagement should the board treat as current?"},{"a":["marketing attribution"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Assignment of credit for an outcome to marketing interactions under a chosen model.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Assignment of credit for an outcome to marketing interactions under a chosen model.","i":177,"id":"marketing.attribution","lv":"core","ph":"attribution marketing attribution attribution marketing attribution attribution assignment of credit for an outcome to marketing interactions under a chosen model assignment of credit for an outcome to marketing interactions under a chosen model the number is useful only if everyone calculates attribution the same way you will see attribution in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here attribution means assignment of credit for an outcome to marketing interactions under a chosen model marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting equipment technology format genre model global context dependent business","sn":"Attribution","t":"Attribution","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/attribution/","ui":"The number is useful only if everyone calculates attribution the same way."},{"a":["credit model"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The rule or method used to distribute conversion credit across interactions.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The rule or method used to distribute conversion credit across interactions.","i":178,"id":"marketing.attribution-model","lv":"core","ph":"attribution model credit model attribution model credit model attribution model the rule or method used to distribute conversion credit across interactions the rule or method used to distribute conversion credit across interactions how are we defining attribution model in this deck you will see attribution model in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here attribution model means the rule or method used to distribute conversion credit across interactions marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting equipment technology workflow process format genre model global context dependent","sn":"Attribution model","t":"Attribution model","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/attribution-model/","ui":"How are we defining attribution model in this deck?"},{"a":["lookback window"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The time after an interaction during which a later conversion may receive credit.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The time after an interaction during which a later conversion may receive credit.","i":179,"id":"marketing.attribution-window","lv":"core","ph":"attribution window lookback window attribution window lookback window attribution window the time after an interaction during which a later conversion may receive credit the time after an interaction during which a later conversion may receive credit compare attribution window with the same cohort and period before drawing a conclusion you will see attribution window in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here attribution window means the time after an interaction during which a later conversion may receive credit marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Attribution window","t":"Attribution window","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/attribution-window/","ui":"Compare attribution window with the same cohort and period before drawing a conclusion."},{"a":["workforce attrition"],"amb":["Attrition"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Reduction in workforce through departures, sometimes excluding immediate replacement.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Reduction in workforce through departures, sometimes excluding immediate replacement.","i":180,"id":"people.attrition","lv":"core","ph":"attrition workforce attrition attrition workforce attrition attrition reduction in workforce through departures sometimes excluding immediate replacement reduction in workforce through departures sometimes excluding immediate replacement how are we defining attrition in this deck you will see attrition in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here attrition means reduction in workforce through departures sometimes excluding immediate replacement people organisation and change organisation design people systems and change retention engagement and workforce metrics churn startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Attrition","t":"Attrition","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/attrition/","ui":"How are we defining attrition in this deck?"},{"a":["replacement hire"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Hiring to replace employees who leave.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Hiring to replace employees who leave.","i":181,"id":"people.attrition-backfill","lv":"working","ph":"attrition backfill replacement hire attrition backfill replacement hire attrition backfill hiring to replace employees who leave hiring to replace employees who leave can we test the claim about attrition backfill against employee data and lived experience you will see attrition backfill in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here attrition backfill means hiring to replace employees who leave people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact role person workflow process organisation party global context dependent","sn":"Attrition backfill","t":"Attrition backfill","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/attrition-backfill/","ui":"Can we test the claim about attrition backfill against employee data and lived experience?"},{"a":["stakeholder message"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A version of the message adapted to a particular stakeholder group.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A version of the message adapted to a particular stakeholder group.","i":182,"id":"marketing.audience-message","lv":"core","ph":"audience message stakeholder message audience message stakeholder message audience message a version of the message adapted to a particular stakeholder group a version of the message adapted to a particular stakeholder group keep audience message consistent between the deck talk track and follow up you will see audience message in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here audience message means a version of the message adapted to a particular stakeholder group marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Audience message","t":"Audience message","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/audience-message/","ui":"Keep audience message consistent between the deck, talk track and follow-up."},{"a":["media segment"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A group defined for communication or media based on selected characteristics or behaviour.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A group defined for communication or media based on selected characteristics or behaviour.","i":183,"id":"marketing.audience-segment","lv":"core","ph":"audience segment media segment audience segment media segment audience segment a group defined for communication or media based on selected characteristics or behaviour a group defined for communication or media based on selected characteristics or behaviour define audience segment before we compare campaign performance you will see audience segment in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here audience segment means a group defined for communication or media based on selected characteristics or behaviour marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Audience segment","t":"Audience segment","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/audience-segment/","ui":"Define audience segment before we compare campaign performance."},{"a":["audio ads"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Paid messages delivered through radio, streaming audio or podcasts.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Paid messages delivered through radio, streaming audio or podcasts.","i":184,"id":"marketing.audio-advertising","lv":"core","ph":"audio advertising audio ads audio ads audio advertising audio advertising paid messages delivered through radio streaming audio or podcasts paid messages delivered through radio streaming audio or podcasts the report should separate the effect of audio advertising from correlation you will see audio advertising in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here audio advertising means paid messages delivered through radio streaming audio or podcasts marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Audio advertising","t":"Audio advertising","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/audio-advertising/","ui":"The report should separate the effect of audio advertising from correlation."},{"a":["audit engagement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An independent or structured examination of information, controls or compliance against criteria.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An independent or structured examination of information, controls or compliance against criteria.","i":185,"id":"governance.audit","lv":"core","ph":"audit audit engagement audit audit engagement audit an independent or structured examination of information controls or compliance against criteria an independent or structured examination of information controls or compliance against criteria can we trace audit from the report back to the source record you will see audit in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here audit means an independent or structured examination of information controls or compliance against criteria corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence assurance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent business foundation","sn":"Audit","t":"Audit","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/audit/","ui":"Can we trace audit from the report back to the source record?"},{"a":["proposed adjustment"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An accounting correction proposed or recorded during an audit.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An accounting correction proposed or recorded during an audit.","i":186,"id":"bizfinance.audit-adjustment","lv":"working","ph":"audit adjustment proposed adjustment audit adjustment proposed adjustment audit adjustment an accounting correction proposed or recorded during an audit an accounting correction proposed or recorded during an audit finance needs to reconcile audit adjustment before the numbers are released you will see audit adjustment in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here audit adjustment means an accounting correction proposed or recorded during an audit finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Audit adjustment","t":"Audit adjustment","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/audit-adjustment/","ui":"Finance needs to reconcile audit adjustment before the numbers are released."},{"a":["audit and risk committee"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A board committee overseeing financial reporting, audit, controls and related risks.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A board committee overseeing financial reporting, audit, controls and related risks.","i":187,"id":"governance.audit-committee","lv":"core","ph":"audit committee audit and risk committee audit and risk committee audit committee audit committee a board committee overseeing financial reporting audit controls and related risks a board committee overseeing financial reporting audit controls and related risks the team needs one controlled copy of audit committee with an owner and date you will see audit committee in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here audit committee means a board committee overseeing financial reporting audit controls and related risks corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law organisation party risk ethics access global context dependent corporate","sn":"Audit committee","t":"Audit committee","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/audit-committee/","ui":"The team needs one controlled copy of audit committee, with an owner and date."},{"a":["evidential matter"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Information used to support audit findings and conclusions.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Information used to support audit findings and conclusions.","i":188,"id":"governance.audit-evidence","lv":"core","ph":"audit evidence evidential matter audit evidence evidential matter audit evidence information used to support audit findings and conclusions information used to support audit findings and conclusions the control owner needs to resolve the exception around audit evidence you will see audit evidence in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here audit evidence means information used to support audit findings and conclusions corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Audit evidence","t":"Audit evidence","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/audit-evidence/","ui":"The control owner needs to resolve the exception around audit evidence."},{"a":["exception"],"amb":["exception"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An item that does not meet tested criteria.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An item that does not meet tested criteria.","i":189,"id":"governance.audit-exception","lv":"core","ph":"audit exception exception audit exception exception audit exception an item that does not meet tested criteria an item that does not meet tested criteria the assurance team asked for the evidence supporting audit exception you will see audit exception in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here audit exception means an item that does not meet tested criteria corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence exception startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Audit exception","t":"Audit exception","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/audit-exception/","ui":"The assurance team asked for the evidence supporting audit exception."},{"a":["audit observation"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A documented condition, criterion, cause, effect or recommendation arising from audit work.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A documented condition, criterion, cause, effect or recommendation arising from audit work.","i":190,"id":"governance.audit-finding","lv":"core","ph":"audit finding audit observation audit finding audit observation audit finding a documented condition criterion cause effect or recommendation arising from audit work a documented condition criterion cause effect or recommendation arising from audit work attach the latest audit finding to the decision pack before the meeting you will see audit finding in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here audit finding means a documented condition criterion cause effect or recommendation arising from audit work corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Audit finding","t":"Audit finding","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/audit-finding/","ui":"Attach the latest audit finding to the decision pack before the meeting."},{"a":["materiality threshold"],"amb":["materiality threshold"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The threshold used to plan and evaluate misstatements in an audit.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The threshold used to plan and evaluate misstatements in an audit.","i":191,"id":"governance.audit-materiality","lv":"core","ph":"audit materiality materiality threshold audit materiality materiality threshold audit materiality the threshold used to plan and evaluate misstatements in an audit the threshold used to plan and evaluate misstatements in an audit attach the latest audit materiality to the decision pack before the meeting you will see audit materiality in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here audit materiality means the threshold used to plan and evaluate misstatements in an audit corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence materiality threshold startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Audit materiality","t":"Audit materiality","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/audit-materiality/","ui":"Attach the latest audit materiality to the decision pack before the meeting."},{"a":["auditor's opinion"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The auditor's formal conclusion on financial statements or subject matter.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The auditor's formal conclusion on financial statements or subject matter.","i":192,"id":"governance.audit-opinion","lv":"core","ph":"audit opinion auditors opinion audit opinion auditors opinion audit opinion the auditors formal conclusion on financial statements or subject matter the auditors formal conclusion on financial statements or subject matter can we circulate audit opinion with the assumptions and open questions marked you will see audit opinion in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here audit opinion means the auditors formal conclusion on financial statements or subject matter corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law global context dependent","sn":"Audit opinion","t":"Audit opinion","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/audit-opinion/","ui":"Can we circulate audit opinion with the assumptions and open questions marked?"},{"a":["audit strategy"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A document describing audit objectives, scope, timing, resources and approach.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A document that explains audit objectives, scope, timing, resources and approach.","i":193,"id":"governance.audit-plan","lv":"core","ph":"audit plan audit strategy audit plan audit strategy audit plan a document that explains audit objectives scope timing resources and approach a document describing audit objectives scope timing resources and approach which version of audit plan should the board treat as current you will see audit plan in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here audit plan means a document describing audit objectives scope timing resources and approach corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Audit plan","t":"Audit plan","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/audit-plan/","ui":"Which version of audit plan should the board treat as current?"},{"a":["audit program"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Detailed procedures to be performed during an audit.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Detailed procedures to be performed during an audit.","i":194,"id":"governance.audit-programme","lv":"working","ph":"audit programme audit program audit program audit programme audit programme detailed procedures to be performed during an audit detailed procedures to be performed during an audit the operating model needs to show how audit programme works in practice you will see audit programme in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here audit programme means detailed procedures to be performed during an audit corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law workflow process global context dependent","sn":"Audit programme","t":"Audit programme","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/audit-programme/","ui":"The operating model needs to show how audit programme works in practice."},{"a":["right to audit"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contractual right to inspect or verify specified records, systems or compliance.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A contractual right to inspect or verify specified records, systems or compliance.","i":195,"id":"governance.audit-right","lv":"core","ph":"audit right right to audit audit right right to audit audit right a contractual right to inspect or verify specified records systems or compliance a contractual right to inspect or verify specified records systems or compliance can we state who receives the right created by audit right and when it applies you will see audit right in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here audit right means a contractual right to inspect or verify specified records systems or compliance corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact right contract law equipment technology global context dependent","sn":"Audit right","t":"Audit right","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/audit-right/","ui":"Can we state who receives the right created by audit right, and when it applies?"},{"a":["sample testing"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Testing less than the full population to draw a conclusion under a sampling approach.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Testing less than the full population to draw a conclusion under a sampling approach.","i":196,"id":"governance.audit-sampling","lv":"core","ph":"audit sampling sample testing audit sampling sample testing audit sampling testing less than the full population to draw a conclusion under a sampling approach testing less than the full population to draw a conclusion under a sampling approach the control owner needs to resolve the exception around audit sampling you will see audit sampling in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here audit sampling means testing less than the full population to draw a conclusion under a sampling approach corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Audit sampling","t":"Audit sampling","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/audit-sampling/","ui":"The control owner needs to resolve the exception around audit sampling."},{"a":["scope of audit"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The boundaries, period, locations, systems and subject matter included in an audit.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The boundaries, period, locations, systems and subject matter included in an audit.","i":197,"id":"governance.audit-scope","lv":"core","ph":"audit scope scope of audit audit scope scope of audit audit scope the boundaries period locations systems and subject matter included in an audit the boundaries period locations systems and subject matter included in an audit can we trace audit scope from the report back to the source record you will see audit scope in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here audit scope means the boundaries period locations systems and subject matter included in an audit corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law equipment technology global context dependent","sn":"Audit scope","t":"Audit scope","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/audit-scope/","ui":"Can we trace audit scope from the report back to the source record?"},{"a":["evidentiary trail"],"amb":["Audit trail"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A traceable record showing actions, approvals, changes or transactions over time.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A traceable record showing actions, approvals, changes or transactions over time.","i":198,"id":"governance.audit-trail","lv":"core","ph":"audit trail evidentiary trail audit trail evidentiary trail audit trail a traceable record showing actions approvals changes or transactions over time a traceable record showing actions approvals changes or transactions over time do not describe audit trail as agreed until the operative document says so you will see audit trail in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here audit trail means a traceable record showing actions approvals changes or transactions over time corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance evidence trail startup business corporate investor finance people governance contracting compliance risk management reporting right contract law status decision global context dependent","sn":"Audit trail","t":"Audit trail","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/audit-trail/","ui":"Do not describe audit trail as agreed until the operative document says so."},{"a":["independence"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Freedom from interests or relationships that impair or appear to impair objective assurance.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Freedom from interests or relationships that impair or appear to impair objective assurance.","i":199,"id":"governance.auditor-independence","lv":"core","ph":"auditor independence independence auditor independence independence auditor independence freedom from interests or relationships that impair or appear to impair objective assurance freedom from interests or relationships that impair or appear to impair objective assurance the assurance team asked for the evidence supporting auditor independence you will see auditor independence in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here auditor independence means freedom from interests or relationships that impair or appear to impair objective assurance corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law global context dependent","sn":"Auditor independence","t":"Auditor independence","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/auditor-independence/","ui":"The assurance team asked for the evidence supporting auditor independence."},{"a":["authn"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Verification of the identity of a user, device or system.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Check who someone or something is.","i":200,"id":"product.authentication","lv":"core","ph":"authentication authn authentication authn authentication check who someone or something is verification of the identity of a user device or system authentication requires a second factor for administrators you will see authentication in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here authentication means verification of the identity of a user device or system product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations role person right contract law equipment technology organisation party global context dependent","sn":"Authentication","t":"Authentication","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/authentication/","ui":"Authentication requires a second factor for administrators."},{"a":["authorization","authz"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Determination of what an authenticated identity is allowed to do.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Decide what an identified user may access or change.","i":201,"id":"product.authorisation","lv":"core","ph":"authorisation authorization authz authorisation authorization authz authorisation decide what an identified user may access or change determination of what an authenticated identity is allowed to do authorisation is checked on every request you will see authorisation in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here authorisation means determination of what an authenticated identity is allowed to do product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations right contract law equipment technology organisation party global context dependent","sn":"Authorisation","t":"Authorisation","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/authorisation/","ui":"Authorisation is checked on every request."},{"a":["authorized shares","authorized stock"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The maximum number of shares a company is permitted to issue under its constitutional documents.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate","business","people"],"e":"The legal maximum number of shares the company can issue without amendment.","i":202,"id":"startup.authorised-shares","lv":"working","ph":"authorised shares authorized shares authorized stock authorised shares authorized shares authorized stock authorised shares the legal maximum number of shares the company can issue without amendment the maximum number of shares a company is permitted to issue under its constitutional documents the financing requires increasing authorised shares you will see authorised shares in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here authorised shares means the maximum number of shares a company is permitted to issue under its constitutional documents startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting document artifact finance commerce organisation party global context dependent","sn":"Authorised shares","t":"Authorised shares","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/authorised-shares/","ui":"The financing requires increasing authorised shares."},{"a":["decision authority"],"amb":["decision authority"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The formal right to make decisions, direct resources or bind an organisation within limits.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The formal right to make decisions, direct resources or bind an organisation within limits.","i":203,"id":"people.authority","lv":"core","ph":"authority decision authority authority decision authority authority the formal right to make decisions direct resources or bind an organisation within limits the formal right to make decisions direct resources or bind an organisation within limits the draft mentions authority but the scope and jurisdiction are still unclear you will see authority in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here authority means the formal right to make decisions direct resources or bind an organisation within limits people organisation and change organisation design people systems and change roles responsibility and decision rights decision right startup business corporate people operations people planning employment performance management change management role person right contract law organisation party status decision global context dependent","sn":"Authority","t":"Authority","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/authority/","ui":"The draft mentions authority, but the scope and jurisdiction are still unclear."},{"a":["delegation matrix","approval matrix"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A table showing who may approve which decisions and up to what limits.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A table showing who may approve which decisions and up to what limits.","i":204,"id":"governance.authority-matrix","lv":"core","ph":"authority matrix delegation matrix approval matrix approval matrix authority matrix delegation matrix authority matrix a table showing who may approve which decisions and up to what limits a table showing who may approve which decisions and up to what limits the team needs one controlled copy of authority matrix with an owner and date you will see authority matrix in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here authority matrix means a table showing who may approve which decisions and up to what limits corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law format genre model status decision global context dependent","sn":"Authority matrix","t":"Authority matrix","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/authority-matrix/","ui":"The team needs one controlled copy of authority matrix, with an owner and date."},{"a":["evergreen renewal"],"amb":["Auto-renewal","evergreen renewal"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Automatic contract renewal unless notice is given within the required period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Automatic contract renewal unless notice is given within the required period.","i":205,"id":"revenue.auto-renewal","lv":"core","ph":"auto renewal evergreen renewal auto renewal evergreen renewal auto renewal automatic contract renewal unless notice is given within the required period automatic contract renewal unless notice is given within the required period can we state who receives the right created by auto renewal and when it applies you will see auto renewal in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here auto renewal means automatic contract renewal unless notice is given within the required period revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure automatic renewal startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Auto-renewal","t":"Auto-renewal","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/auto-renewal/","ui":"Can we state who receives the right created by auto-renewal, and when it applies?"},{"a":["system control"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A control executed by technology under defined logic.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A control executed by technology under defined logic.","i":206,"id":"operations.automated-control","lv":"core","ph":"automated control system control automated control system control automated control a control executed by technology under defined logic a control executed by technology under defined logic the process map needs an exception path for automated control you will see automated control in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here automated control means a control executed by technology under defined logic operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Automated control","t":"Automated control","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/automated-control/","ui":"The process map needs an exception path for automated control."},{"a":["ADM"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A decision made substantially by automated processing, with obligations varying by law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A decision made substantially by automated processing, with obligations varying by law.","i":207,"id":"governance.automated-decision-making","lv":"core","ph":"automated decision making adm adm automated decision making automated decision making a decision made substantially by automated processing with obligations varying by law a decision made substantially by automated processing with obligations varying by law do not describe automated decision making as agreed until the operative document says so you will see automated decision making in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here automated decision making means a decision made substantially by automated processing with obligations varying by law corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law equipment technology workflow process risk ethics access status decision global context dependent","sn":"Automated decision-making","t":"Automated decision-making","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/automated-decision-making/","ui":"Do not describe automated decision-making as agreed until the operative document says so."},{"a":["auto-renewal","evergreen renewal"],"amb":["Auto-renewal","evergreen renewal"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Renewal that occurs without a new signature unless a party gives required notice.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Renewal that occurs without a new signature unless a party gives required notice.","i":208,"id":"governance.automatic-renewal","lv":"core","ph":"automatic renewal auto renewal evergreen renewal auto renewal automatic renewal evergreen renewal automatic renewal renewal that occurs without a new signature unless a party gives required notice renewal that occurs without a new signature unless a party gives required notice the draft mentions automatic renewal but the scope and jurisdiction are still unclear you will see automatic renewal in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here automatic renewal means renewal that occurs without a new signature unless a party gives required notice corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language auto renewal startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Automatic renewal","t":"Automatic renewal","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/automatic-renewal/","ui":"The draft mentions automatic renewal, but the scope and jurisdiction are still unclear."},{"a":["process automation"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Use of technology to perform tasks with reduced manual intervention.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Use of technology to perform tasks with reduced manual intervention.","i":209,"id":"operations.automation","lv":"core","ph":"automation process automation automation process automation automation use of technology to perform tasks with reduced manual intervention use of technology to perform tasks with reduced manual intervention attach the latest automation to the decision pack before the meeting you will see automation in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here automation means use of technology to perform tasks with reduced manual intervention operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification equipment technology workflow process global context dependent","sn":"Automation","t":"Automation","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/automation/","ui":"Attach the latest automation to the decision pack before the meeting."},{"a":["agent autonomy"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The degree to which a system can act without immediate human instruction or approval.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"How much the system can do on its own.","i":210,"id":"product.autonomy","lv":"core","ph":"autonomy agent autonomy agent autonomy autonomy autonomy how much the system can do on its own the degree to which a system can act without immediate human instruction or approval higher autonomy requires stronger controls and recovery paths you will see autonomy in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here autonomy means the degree to which a system can act without immediate human instruction or approval product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology status decision global context dependent","sn":"Autonomy","t":"Autonomy","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/autonomy/","ui":"Higher autonomy requires stronger controls and recovery paths."},{"a":["service availability"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The proportion of time a service is usable under a stated definition.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"How often the service is working when needed.","i":211,"id":"product.availability.product-technology-innovation-reliability-security","lv":"core","ph":"availability service availability availability service availability availability how often the service is working when needed the proportion of time a service is usable under a stated definition availability is measured at the customer facing service boundary you will see availability in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here availability means the proportion of time a service is usable under a stated definition product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations right contract law equipment technology global context dependent","sn":"Availability","t":"Availability","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/availability/","ui":"Availability is measured at the customer-facing service boundary."},{"a":["net capacity"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Capacity actually available after planned losses, constraints and commitments.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Capacity actually available after planned losses, constraints and commitments.","i":212,"id":"operations.available-capacity","lv":"core","ph":"available capacity net capacity available capacity net capacity available capacity capacity actually available after planned losses constraints and commitments capacity actually available after planned losses constraints and commitments keep available capacity on the dashboard but show the definition and reporting period beside it you will see available capacity in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here available capacity means capacity actually available after planned losses constraints and commitments operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Available capacity","t":"Available capacity","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/available-capacity/","ui":"Keep available capacity on the dashboard, but show the definition and reporting period beside it."},{"a":["ATP"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Quantity that can be promised to customers from current or planned supply.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Quantity that can be promised to customers from current or planned supply.","i":213,"id":"operations.available-to-promise","lv":"core","ph":"available to promise atp atp available to promise available to promise quantity that can be promised to customers from current or planned supply quantity that can be promised to customers from current or planned supply keep available to promise on the dashboard but show the definition and reporting period beside it you will see available to promise in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here available to promise means quantity that can be promised to customers from current or planned supply operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification role person workflow process global context dependent","sn":"Available to promise","t":"Available to promise","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/available-to-promise/","ui":"Keep available to promise on the dashboard, but show the definition and reporting period beside it."},{"a":["average ACV"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Mean contract value across an eligible set of contracts.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Mean contract value across an eligible set of contracts.","i":214,"id":"revenue.average-contract-value","lv":"working","ph":"average contract value average acv average acv average contract value average contract value mean contract value across an eligible set of contracts mean contract value across an eligible set of contracts the draft mentions average contract value but the scope and jurisdiction are still unclear you will see average contract value in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here average contract value means mean contract value across an eligible set of contracts revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics startup business corporate sales finance product go to market sales contracting customer success renewal document artifact metric standard specification finance commerce right contract law global context dependent","sn":"Average contract value","t":"Average contract value","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/average-contract-value/","ui":"The draft mentions average contract value, but the scope and jurisdiction are still unclear."},{"a":["ADS"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Mean value of deals under a stated measure and period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Mean value of deals under a stated measure and period.","i":215,"id":"revenue.average-deal-size","lv":"core","ph":"average deal size ads ads average deal size average deal size mean value of deals under a stated measure and period mean value of deals under a stated measure and period compare average deal size with the same cohort and period before drawing a conclusion you will see average deal size in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here average deal size means mean value of deals under a stated measure and period revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Average deal size","t":"Average deal size","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/average-deal-size/","ui":"Compare average deal size with the same cohort and period before drawing a conclusion."},{"a":["engaged time"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Average time a site or app was actively in focus under the analytics platform's method.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Average time a site or app was actively in focus under the analytics platform's method.","i":216,"id":"marketing.average-engagement-time","lv":"working","ph":"average engagement time engaged time average engagement time engaged time average engagement time average time a site or app was actively in focus under the analytics platforms method average time a site or app was actively in focus under the analytics platforms method compare average engagement time with the same cohort and period before drawing a conclusion you will see average engagement time in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here average engagement time means average time a site or app was actively in focus under the analytics platforms method marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification workflow process format genre model global context dependent","sn":"Average engagement time","t":"Average engagement time","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/average-engagement-time/","ui":"Compare average engagement time with the same cohort and period before drawing a conclusion."},{"a":["AOV"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Revenue divided by orders under a stated period and inclusion rule.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales","finance","investor"],"e":"Revenue divided by orders under a stated period and inclusion rule.","i":217,"id":"marketing.average-order-value","lv":"core","ph":"average order value aov aov average order value average order value revenue divided by orders under a stated period and inclusion rule revenue divided by orders under a stated period and inclusion rule keep average order value on the dashboard but show the definition and reporting period beside it you will see average order value in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here average order value means revenue divided by orders under a stated period and inclusion rule marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales finance investor market research marketing growth reporting accounting planning forecasting valuation financing metric standard specification format genre model global context dependent","sn":"Average order value","t":"Average order value","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/average-order-value/","ui":"Keep average order value on the dashboard, but show the definition and reporting period beside it."},{"a":["ARPA"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Revenue divided by customer accounts under a stated period and account definition.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Revenue divided by customer accounts under a stated period and account definition.","i":218,"id":"revenue.average-revenue-per-account","lv":"core","ph":"average revenue per account arpa arpa average revenue per account average revenue per account revenue divided by customer accounts under a stated period and account definition revenue divided by customer accounts under a stated period and account definition keep average revenue per account on the dashboard but show the definition and reporting period beside it you will see average revenue per account in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here average revenue per account means revenue divided by customer accounts under a stated period and account definition revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce global context dependent","sn":"Average revenue per account","t":"Average revenue per account","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/average-revenue-per-account/","ui":"Keep average revenue per account on the dashboard, but show the definition and reporting period beside it."},{"a":["ARPU"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Revenue divided by users under the chosen definition and period.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","sales","finance","product","investor"],"e":"Revenue divided by users under the chosen definition and period.","i":219,"id":"bizfinance.average-revenue-per-user","lv":"core","ph":"average revenue per user arpu arpu average revenue per user average revenue per user revenue divided by users under the chosen definition and period revenue divided by users under the chosen definition and period how are we defining average revenue per user in this deck you will see average revenue per user in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here average revenue per user means revenue divided by users under the chosen definition and period finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate sales finance product investor go to market sales contracting customer success renewal accounting planning forecasting valuation reporting financing metric standard specification role person finance commerce global context dependent","sn":"Average revenue per user","t":"Average revenue per user","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/average-revenue-per-user/","ui":"How are we defining average revenue per user in this deck?"},{"a":["reduction credit"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A credit based on preventing emissions relative to a counterfactual.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A credit based on preventing emissions relative to a counterfactual.","i":220,"id":"sustainability.avoidance-credit","lv":"working","ph":"avoidance credit reduction credit avoidance credit reduction credit avoidance credit a credit based on preventing emissions relative to a counterfactual a credit based on preventing emissions relative to a counterfactual state the boundary and evidence behind avoidance credit before publishing the claim you will see avoidance credit in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here avoidance credit means a credit based on preventing emissions relative to a counterfactual sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Avoidance credit","t":"Avoidance credit","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/avoidance-credit/","ui":"State the boundary and evidence behind avoidance credit before publishing the claim."},{"a":["emissions avoided"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Estimated emissions prevented relative to a defined counterfactual, reported separately from inventory emissions.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Estimated emissions prevented relative to a defined counterfactual, reported separately from inventory emissions.","i":221,"id":"sustainability.avoided-emissions","lv":"working","ph":"avoided emissions emissions avoided avoided emissions emissions avoided avoided emissions estimated emissions prevented relative to a defined counterfactual reported separately from inventory emissions estimated emissions prevented relative to a defined counterfactual reported separately from inventory emissions the team needs one controlled copy of avoided emissions with an owner and date you will see avoided emissions in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here avoided emissions means estimated emissions prevented relative to a defined counterfactual reported separately from inventory emissions sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact metric standard specification risk ethics access global context dependent","sn":"Avoided emissions","t":"Avoided emissions","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/avoided-emissions/","ui":"The team needs one controlled copy of avoided emissions, with an owner and date."},{"a":["contract award notice"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Formal communication that a contract has been awarded.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Formal communication that a contract has been awarded.","i":222,"id":"operations.award-notice","lv":"core","ph":"award notice contract award notice award notice contract award notice award notice formal communication that a contract has been awarded formal communication that a contract has been awarded do not describe award notice as agreed until the operative document says so you will see award notice in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here award notice means formal communication that a contract has been awarded operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification right contract law workflow process status decision global context dependent","sn":"Award notice","t":"Award notice","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/award-notice/","ui":"Do not describe award notice as agreed until the operative document says so."},{"a":["procurement recommendation"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The documented rationale recommending a supplier for contract award.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The documented rationale recommending a supplier for contract award.","i":223,"id":"operations.award-recommendation","lv":"core","ph":"award recommendation procurement recommendation award recommendation procurement recommendation award recommendation the documented rationale recommending a supplier for contract award the documented rationale recommending a supplier for contract award can we state who receives the right created by award recommendation and when it applies you will see award recommendation in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here award recommendation means the documented rationale recommending a supplier for contract award operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification role person right contract law workflow process status decision global context dependent","sn":"Award recommendation","t":"Award recommendation","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/award-recommendation/","ui":"Can we state who receives the right created by award recommendation, and when it applies?"},{"a":["top of funnel"],"amb":["top of funnel"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A stage in which the audience becomes aware of a problem, need, category or brand.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A stage in which the audience becomes aware of a problem, need, category or brand.","i":224,"id":"marketing.awareness-stage","lv":"core","ph":"awareness stage top of funnel awareness stage top of funnel awareness stage a stage in which the audience becomes aware of a problem need category or brand a stage in which the audience becomes aware of a problem need category or brand define awareness stage before we compare campaign performance you will see awareness stage in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here awareness stage means a stage in which the audience becomes aware of a problem need category or brand marketing brand and growth brand marketing media and growth marketing strategy and planning top of funnel startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model status decision global context dependent","sn":"Awareness stage","t":"Awareness stage","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/awareness-stage/","ui":"Define awareness stage before we compare campaign performance."},{"a":["back end","server side"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The server-side systems, data and logic supporting a product.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The hidden systems doing the work behind the interface.","i":225,"id":"product.backend","lv":"core","ph":"backend back end server side back end backend server side backend the hidden systems doing the work behind the interface the server side systems data and logic supporting a product the backend needs stronger permission checks you will see backend in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here backend means the server side systems data and logic supporting a product product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Backend","t":"Backend","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/backend/","ui":"The backend needs stronger permission checks."},{"a":["background screening","pre-employment screening"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Verification of specified history or eligibility, subject to law and consent.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","investor","finance","corporate","business","people","operations"],"e":"Verification of specified history or eligibility, subject to law and consent.","i":226,"id":"people.background-check","lv":"core","ph":"background check background screening pre employment screening background check background screening pre employment screening background check verification of specified history or eligibility subject to law and consent verification of specified history or eligibility subject to law and consent can we state who receives the right created by background check and when it applies you will see background check in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here background check means verification of specified history or eligibility subject to law and consent people organisation and change organisation design people systems and change headcount hiring and workforce planning startup investor finance corporate business people operations fundraising financing due diligence governance people planning employment performance management change management document artifact right contract law workflow process organisation party global context dependent","sn":"Background check","t":"Background check","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/background-check/","ui":"Can we state who receives the right created by background check, and when it applies?"},{"a":["work backlog"],"amb":["Backlog"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Accumulated work not yet completed.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Accumulated work not yet completed.","i":227,"id":"operations.backlog.work-items","lv":"core","ph":"backlog work backlog backlog work backlog backlog accumulated work not yet completed accumulated work not yet completed can we remove the ambiguity around backlog before the process changes you will see backlog in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here backlog means accumulated work not yet completed operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems bookings product roadmap backlog product backlog business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Backlog","t":"Backlog","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/backlog--operations-backlog-work-items/","ui":"Can we remove the ambiguity around backlog before the process changes?"},{"a":["order backlog"],"amb":["Backlog"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Contracted or ordered work not yet recognised as revenue or delivered, defined by the company.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","sales","finance","product","investor"],"e":"Contracted or ordered work not yet recognised as revenue or delivered, defined by the company.","i":228,"id":"reporting.backlog.commercial-order","lv":"core","ph":"backlog order backlog backlog order backlog backlog contracted or ordered work not yet recognised as revenue or delivered defined by the company contracted or ordered work not yet recognised as revenue or delivered defined by the company the filing needs the basis and boundary for backlog you will see backlog in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here backlog means contracted or ordered work not yet recognised as revenue or delivered defined by the company corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance backlog product backlog startup business corporate sales finance product investor go to market sales contracting customer success renewal reporting governance investor relations disclosure document artifact metric standard specification finance commerce right contract law organisation party global context dependent","sn":"Backlog","t":"Backlog","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/backlog--reporting-backlog-commercial-order/","ui":"The filing needs the basis and boundary for backlog."},{"a":["backlog aging"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The time unresolved work items have remained open.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The time unresolved work items have remained open.","i":229,"id":"operations.backlog-ageing","lv":"working","ph":"backlog ageing backlog aging backlog ageing backlog aging backlog ageing the time unresolved work items have remained open the time unresolved work items have remained open keep backlog ageing on the dashboard but show the definition and reporting period beside it you will see backlog ageing in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here backlog ageing means the time unresolved work items have remained open operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Backlog ageing","t":"Backlog ageing","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/backlog-ageing/","ui":"Keep backlog ageing on the dashboard, but show the definition and reporting period beside it."},{"a":["grooming"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Ongoing work to clarify, split, estimate and order Product Backlog items.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Keep future work understandable and ready enough.","i":230,"id":"product.backlog-refinement","lv":"core","ph":"backlog refinement grooming backlog refinement grooming backlog refinement keep future work understandable and ready enough ongoing work to clarify split estimate and order product backlog items backlog refinement is continuous not a required scrum event you will see backlog refinement in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here backlog refinement means ongoing work to clarify split estimate and order product backlog items product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Backlog refinement","t":"Backlog refinement","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/backlog-refinement/","ui":"Backlog refinement is continuous, not a required Scrum event."},{"a":["back-order"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A customer order accepted for later fulfilment because stock is unavailable.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A customer order accepted for later fulfilment because stock is unavailable.","i":231,"id":"operations.backorder","lv":"core","ph":"backorder back order back order backorder backorder a customer order accepted for later fulfilment because stock is unavailable a customer order accepted for later fulfilment because stock is unavailable the number is useful only if everyone calculates backorder the same way you will see backorder in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here backorder means a customer order accepted for later fulfilment because stock is unavailable operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification role person workflow process global context dependent","sn":"Backorder","t":"Backorder","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/backorder/","ui":"The number is useful only if everyone calculates backorder the same way."},{"a":["data backup"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A protected copy of data or configuration used for recovery.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","product","technology","operations","procurement","sales"],"e":"A protected copy of data or configuration used for recovery.","i":232,"id":"operations.backup","lv":"core","ph":"backup data backup backup data backup backup a protected copy of data or configuration used for recovery a protected copy of data or configuration used for recovery how are we defining backup in this deck you will see backup in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here backup means a protected copy of data or configuration used for recovery operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience startup business corporate product technology operations procurement sales product discovery product development testing launch operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Backup","t":"Backup","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/backup/","ui":"How are we defining backup in this deck?"},{"a":["bad-leaver status"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A person leaving under specified adverse circumstances and receiving less favourable equity treatment.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Someone leaves under defined bad circumstances and may lose more equity.","i":233,"id":"startup.bad-leaver","lv":"working","ph":"bad leaver bad leaver status bad leaver bad leaver status bad leaver someone leaves under defined bad circumstances and may lose more equity a person leaving under specified adverse circumstances and receiving less favourable equity treatment the bad leaver clause is unusually broad you will see bad leaver in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here bad leaver means a person leaving under specified adverse circumstances and receiving less favourable equity treatment startups venture and fundraising startup formation venture capital and fundraising founder and employee equity startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"Bad leaver","t":"Bad leaver","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/bad-leaver/","ui":"The bad-leaver clause is unusually broad."},{"a":["bait advertising"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Advertising an attractive offer that is unavailable or used to steer customers toward another offer.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Advertising an attractive offer that is unavailable or used to steer customers toward another offer.","i":234,"id":"marketing.bait-and-switch","lv":"core","ph":"bait and switch bait advertising bait advertising bait and switch bait and switch advertising an attractive offer that is unavailable or used to steer customers toward another offer advertising an attractive offer that is unavailable or used to steer customers toward another offer can we state who receives the right created by bait and switch and when it applies you will see bait and switch in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here bait and switch means advertising an attractive offer that is unavailable or used to steer customers toward another offer marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting role person format genre model risk ethics access global context dependent","sn":"Bait and switch","t":"Bait and switch","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/bait-and-switch/","ui":"Can we state who receives the right created by bait and switch, and when it applies?"},{"a":["competitive bake-off"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A competitive process in which multiple firms or teams pitch for the same assignment.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"Several contenders pitch for one piece of work.","i":235,"id":"bizpitch.bake-off","lv":"working","ph":"bake off competitive bake off bake off competitive bake off bake off several contenders pitch for one piece of work a competitive process in which multiple firms or teams pitch for the same assignment before entering the bake off ask whether the process pays for speculative work you will see bake off in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here bake off means a competitive process in which multiple firms or teams pitch for the same assignment business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations startup business corporate investor sales planning pitching submission decision metric standard specification workflow process organisation party global context dependent","sn":"Bake-off","t":"Bake-off","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/bake-off/","ui":"Before entering the bake-off, ask whether the process pays for speculative work."},{"a":["balance-sheet check"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A check confirming assets equal liabilities plus equity.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A check confirming assets equal liabilities plus equity.","i":236,"id":"bizfinance.balance-check","lv":"core","ph":"balance check balance sheet check balance check balance sheet check balance check a check confirming assets equal liabilities plus equity a check confirming assets equal liabilities plus equity run a downside case for balance check before the review you will see balance check in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here balance check means a check confirming assets equal liabilities plus equity finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model organisation party global context dependent","sn":"Balance check","t":"Balance check","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/balance-check/","ui":"Run a downside case for balance check before the review."},{"a":["statement of financial position"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A report showing assets, liabilities and equity at a point in time.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A report showing assets, liabilities and equity at a point in time.","i":237,"id":"bizfinance.balance-sheet","lv":"core","ph":"balance sheet statement of financial position balance sheet statement of financial position balance sheet a report showing assets liabilities and equity at a point in time a report showing assets liabilities and equity at a point in time can we circulate balance sheet with the assumptions and open questions marked you will see balance sheet in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here balance sheet means a report showing assets liabilities and equity at a point in time finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent corporate","sn":"Balance sheet","t":"Balance sheet","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/balance-sheet/","ui":"Can we circulate balance sheet with the assumptions and open questions marked?"},{"a":["BSC"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A management framework tracking performance across financial and non-financial perspectives.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","investor","marketing","product","people","operations"],"e":"A management framework tracking performance across financial and non-financial perspectives.","i":238,"id":"people.balanced-scorecard","lv":"working","ph":"balanced scorecard bsc balanced scorecard bsc balanced scorecard a management framework tracking performance across financial and non financial perspectives a management framework tracking performance across financial and non financial perspectives the number is useful only if everyone calculates balanced scorecard the same way you will see balanced scorecard in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here balanced scorecard means a management framework tracking performance across financial and non financial perspectives people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate investor marketing product people operations strategy market research planning pitching people planning employment performance management change management metric standard specification workflow process format genre model organisation party global context dependent","sn":"Balanced scorecard","t":"Balanced scorecard","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/balanced-scorecard/","ui":"The number is useful only if everyone calculates balanced scorecard the same way."},{"a":["balloon"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A comparatively large payment due near the end of a financing term.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A comparatively large payment due near the end of a financing term.","i":239,"id":"bizfinance.balloon-payment","lv":"working","ph":"balloon payment balloon balloon balloon payment balloon payment a comparatively large payment due near the end of a financing term a comparatively large payment due near the end of a financing term finance will reconcile balloon payment before the board pack goes out you will see balloon payment in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here balloon payment means a comparatively large payment due near the end of a financing term finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Balloon payment","t":"Balloon payment","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/balloon-payment/","ui":"Finance will reconcile balloon payment before the board pack goes out."},{"a":["bank rec"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Matching accounting records with bank statements and resolving differences.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Matching accounting records with bank statements and resolving differences.","i":240,"id":"bizfinance.bank-reconciliation","lv":"core","ph":"bank reconciliation bank rec bank rec bank reconciliation bank reconciliation matching accounting records with bank statements and resolving differences matching accounting records with bank statements and resolving differences can we circulate bank reconciliation with the assumptions and open questions marked you will see bank reconciliation in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here bank reconciliation means matching accounting records with bank statements and resolving differences finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Bank reconciliation","t":"Bank reconciliation","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/bank-reconciliation/","ui":"Can we circulate bank reconciliation with the assumptions and open questions marked?"},{"a":["Budget Authority Need Timing"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A qualification framework examining budget, authority, need and timing.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A qualification framework examining budget, authority, need and timing.","i":241,"id":"revenue.bant","lv":"working","ph":"bant budget authority need timing bant budget authority need timing bant a qualification framework examining budget authority need and timing a qualification framework examining budget authority need and timing who can verify bant on the buyers side you will see bant in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here bant means a qualification framework examining budget authority need and timing revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce workflow process format genre model status decision global context dependent","sn":"BANT","t":"BANT","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/bant/","ui":"Who can verify BANT on the buyer’s side?"},{"a":["entry barrier"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A condition that makes it difficult or costly for new competitors to enter a market.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Something that keeps new competitors out.","i":242,"id":"strategy.barrier-to-entry","lv":"core","ph":"barrier to entry entry barrier barrier to entry entry barrier barrier to entry something that keeps new competitors out a condition that makes it difficult or costly for new competitors to enter a market certification creates a barrier to entry you will see barrier to entry in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here barrier to entry means a condition that makes it difficult or costly for new competitors to enter a market strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Barrier to entry","t":"Barrier to entry","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/barrier-to-entry/","ui":"Certification creates a barrier to entry."},{"a":["central case"],"amb":["Base case"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The central scenario considered most representative or useful for planning.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The central scenario considered most representative or useful for planning.","i":243,"id":"bizfinance.base-case","lv":"core","ph":"base case central case base case central case base case the central scenario considered most representative or useful for planning the central scenario considered most representative or useful for planning state the period currency and accounting basis for base case you will see base case in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here base case means the central scenario considered most representative or useful for planning finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios baseline startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Base case","t":"Base case","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/base-case/","ui":"State the period, currency and accounting basis for base case."},{"a":["comparison effect"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The influence of an unusually high or low comparison period on growth rates.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The influence of an unusually high or low comparison period on growth rates.","i":244,"id":"reporting.base-effect","lv":"core","ph":"base effect comparison effect base effect comparison effect base effect the influence of an unusually high or low comparison period on growth rates the influence of an unusually high or low comparison period on growth rates the filing needs the basis and boundary for base effect you will see base effect in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here base effect means the influence of an unusually high or low comparison period on growth rates corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Base effect","t":"Base effect","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/base-effect/","ui":"The filing needs the basis and boundary for base effect."},{"a":["base pay"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Fixed recurring pay before variable compensation.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Fixed recurring pay before variable compensation.","i":245,"id":"people.base-salary","lv":"core","ph":"base salary base pay base pay base salary base salary fixed recurring pay before variable compensation fixed recurring pay before variable compensation the announcement should not get ahead of the agreed process for base salary you will see base salary in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here base salary means fixed recurring pay before variable compensation people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Base salary","t":"Base salary","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/base-salary/","ui":"The announcement should not get ahead of the agreed process for base salary."},{"a":["emissions baseline year"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The reference year against which emissions performance is compared.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The reference year against which emissions performance is compared.","i":246,"id":"sustainability.base-year","lv":"core","ph":"base year emissions baseline year base year emissions baseline year base year the reference year against which emissions performance is compared the reference year against which emissions performance is compared can we separate the target for base year from measured performance you will see base year in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here base year means the reference year against which emissions performance is compared sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Base year","t":"Base year","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/base-year/","ui":"Can we separate the target for base year from measured performance?"},{"a":["baseline recalculation"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Updating historic emissions when structural or methodological changes meet the stated policy.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Updating historic emissions when structural or methodological changes meet the stated policy.","i":247,"id":"sustainability.base-year-recalculation","lv":"working","ph":"base year recalculation baseline recalculation base year recalculation baseline recalculation base year recalculation updating historic emissions when structural or methodological changes meet the stated policy updating historic emissions when structural or methodological changes meet the stated policy which standard and reporting period govern base year recalculation you will see base year recalculation in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here base year recalculation means updating historic emissions when structural or methodological changes meet the stated policy sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact workflow process risk ethics access global context dependent","sn":"Base-year recalculation","t":"Base-year recalculation","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/base-year-recalculation/","ui":"Which standard and reporting period govern base-year recalculation?"},{"a":["base case","starting point"],"amb":["Base case"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The starting measurement used for comparison.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","marketing","sales","finance","investor","people","operations"],"e":"The starting measurement used for comparison.","i":248,"id":"people.baseline","lv":"core","ph":"baseline base case starting point base case baseline starting point baseline the starting measurement used for comparison the starting measurement used for comparison keep baseline on the dashboard but show the definition and reporting period beside it you will see baseline in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals different calculation boundaries periods or accounting treatments can change the number and the decision here baseline means the starting measurement used for comparison people organisation and change organisation design people systems and change okrs kpis and performance goals benchmark base case startup business corporate marketing sales finance investor people operations market research marketing growth reporting accounting planning forecasting valuation financing people planning employment performance management change management metric standard specification organisation party global context dependent business foundation","sn":"Baseline","t":"Baseline","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/baseline/","ui":"Keep baseline on the dashboard, but show the definition and reporting period beside it."},{"a":["basic earnings per share"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Earnings per share calculated using the weighted average ordinary shares outstanding.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Earnings per share calculated using the weighted average ordinary shares outstanding.","i":249,"id":"bizfinance.basic-eps","lv":"working","ph":"basic eps basic earnings per share basic earnings per share basic eps basic eps earnings per share calculated using the weighted average ordinary shares outstanding earnings per share calculated using the weighted average ordinary shares outstanding compare basic eps with the same cohort and period before drawing a conclusion you will see basic eps in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here basic eps means earnings per share calculated using the weighted average ordinary shares outstanding finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Basic EPS","t":"Basic EPS","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/basic-eps/","ui":"Compare basic EPS with the same cohort and period before drawing a conclusion."},{"a":["basic share count"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The shares currently outstanding without assuming options or convertible securities are exercised or converted.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Current shares before counting possible future shares.","i":250,"id":"startup.basic-shares-outstanding","lv":"working","ph":"basic shares outstanding basic share count basic share count basic shares outstanding basic shares outstanding current shares before counting possible future shares the shares currently outstanding without assuming options or convertible securities are exercised or converted the basic share count is lower than the fully diluted count you will see basic shares outstanding in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here basic shares outstanding means the shares currently outstanding without assuming options or convertible securities are exercised or converted startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Basic shares outstanding","t":"Basic shares outstanding","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/basic-shares-outstanding/","ui":"The basic share count is lower than the fully diluted count."},{"a":["production batch"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A group of items processed together.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A group of items processed together.","i":251,"id":"operations.batch","lv":"core","ph":"batch production batch batch production batch batch a group of items processed together a group of items processed together keep batch on the dashboard but show the definition and reporting period beside it you will see batch in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here batch means a group of items processed together operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Batch","t":"Batch","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/batch/","ui":"Keep batch on the dashboard, but show the definition and reporting period beside it."},{"a":["lot number"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"An identifier linking units to a specific production batch.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"An identifier linking units to a specific production batch.","i":252,"id":"operations.batch-number","lv":"core","ph":"batch number lot number batch number lot number batch number an identifier linking units to a specific production batch an identifier linking units to a specific production batch can we show the capacity constraint behind batch number you will see batch number in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here batch number means an identifier linking units to a specific production batch operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Batch number","t":"Batch number","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/batch-number/","ui":"Can we show the capacity constraint behind batch number?"},{"a":["production batch record"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A controlled record of how a production batch was made and checked.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A controlled record of how a production batch was made and checked.","i":253,"id":"operations.batch-record","lv":"working","ph":"batch record production batch record batch record production batch record batch record a controlled record of how a production batch was made and checked a controlled record of how a production batch was made and checked the quality report should record batch record and the corrective action you will see batch record in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here batch record means a controlled record of how a production batch was made and checked operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Batch record","t":"Batch record","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/batch-record/","ui":"The quality report should record batch record and the corrective action."},{"a":["lot size"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The number of items handled or produced together.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The number of items handled or produced together.","i":254,"id":"operations.batch-size","lv":"core","ph":"batch size lot size batch size lot size batch size the number of items handled or produced together the number of items handled or produced together compare batch size with the same cohort and period before drawing a conclusion you will see batch size in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here batch size means the number of items handled or produced together operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Batch size","t":"Batch size","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/batch-size/","ui":"Compare batch size with the same cohort and period before drawing a conclusion."},{"a":["competitor battle card"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A concise sales guide for positioning against a competitor or handling a recurring scenario.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A concise sales guide for positioning against a competitor or handling a recurring scenario.","i":255,"id":"revenue.battlecard","lv":"working","ph":"battlecard competitor battle card battlecard competitor battle card battlecard a concise sales guide for positioning against a competitor or handling a recurring scenario a concise sales guide for positioning against a competitor or handling a recurring scenario do not move the opportunity until battlecard is confirmed you will see battlecard in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here battlecard means a concise sales guide for positioning against a competitor or handling a recurring scenario revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce workflow process global context dependent","sn":"Battlecard","t":"Battlecard","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/battlecard/","ui":"Do not move the opportunity until battlecard is confirmed."},{"a":["growth-share matrix"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A portfolio framework classifying businesses by market growth and relative market share.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A four-box tool for comparing businesses by growth and market position.","i":256,"id":"strategy.bcg-matrix","lv":"working","ph":"bcg matrix growth share matrix bcg matrix growth share matrix bcg matrix a four box tool for comparing businesses by growth and market position a portfolio framework classifying businesses by market growth and relative market share the bcg matrix is a prompt for discussion not a mechanical capital rule you will see bcg matrix in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here bcg matrix means a portfolio framework classifying businesses by market growth and relative market share strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"BCG matrix","t":"BCG matrix","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/bcg-matrix/","ui":"The BCG matrix is a prompt for discussion, not a mechanical capital rule."},{"a":["beachhead"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A deliberately narrow initial market chosen to establish traction before expansion.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The first focused market a company plans to win.","i":257,"id":"strategy.beachhead-market","lv":"core","ph":"beachhead market beachhead beachhead beachhead market beachhead market the first focused market a company plans to win a deliberately narrow initial market chosen to establish traction before expansion the beachhead market needs enough urgency and reference value you will see beachhead market in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here beachhead market means a deliberately narrow initial market chosen to establish traction before expansion strategy markets and business models strategy market analysis and business models markets industries and categories startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent startup","sn":"Beachhead market","t":"Beachhead market","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/beachhead-market/","ui":"The beachhead market needs enough urgency and reference value."},{"a":["earnings beat"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Actual performance exceeding the relevant analyst estimate or guidance benchmark.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Actual performance exceeding the relevant analyst estimate or guidance benchmark.","i":258,"id":"reporting.beat.corporate-reporting-ir-earnings","lv":"core","ph":"beat earnings beat beat earnings beat beat actual performance exceeding the relevant analyst estimate or guidance benchmark actual performance exceeding the relevant analyst estimate or guidance benchmark the reader should be able to distinguish beat from managements interpretation of it you will see beat in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here beat means actual performance exceeding the relevant analyst estimate or guidance benchmark corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Beat","t":"Beat","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/beat/","ui":"The reader should be able to distinguish beat from management’s interpretation of it."},{"a":["beat-and-raise quarter"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Reporting results above expectations and increasing future guidance.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Reporting results above expectations and increasing future guidance.","i":259,"id":"reporting.beat-and-raise","lv":"working","ph":"beat and raise beat and raise quarter beat and raise beat and raise quarter beat and raise reporting results above expectations and increasing future guidance reporting results above expectations and increasing future guidance can we circulate beat and raise with the assumptions and open questions marked you will see beat and raise in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here beat and raise means reporting results above expectations and increasing future guidance corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Beat and raise","t":"Beat and raise","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/beat-and-raise/","ui":"Can we circulate beat and raise with the assumptions and open questions marked?"},{"a":["beauty contest","credentials pitch"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"An informal term for a competitive presentation in which advisers or suppliers pitch to win an appointment.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"Several firms present so a client can choose one.","i":260,"id":"bizpitch.beauty-parade","lv":"specialist","ph":"beauty parade beauty contest credentials pitch beauty contest beauty parade credentials pitch beauty parade several firms present so a client can choose one an informal term for a competitive presentation in which advisers or suppliers pitch to win an appointment we are one of four firms in the beauty parade next thursday you will see beauty parade in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here beauty parade means an informal term for a competitive presentation in which advisers or suppliers pitch to win an appointment business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations startup business corporate investor sales planning pitching submission decision role person global context dependent","sn":"Beauty parade","t":"Beauty parade","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/beauty-parade/","ui":"We are one of four firms in the beauty parade next Thursday."},{"a":["workplace behaviour"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Observable action by individuals or groups.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Observable action by individuals or groups.","i":261,"id":"people.behaviour","lv":"core","ph":"behaviour workplace behaviour behaviour workplace behaviour behaviour observable action by individuals or groups observable action by individuals or groups what behaviour should be different after behaviour you will see behaviour in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here behaviour means observable action by individuals or groups people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Behaviour","t":"Behaviour","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/behaviour/","ui":"What behaviour should be different after behaviour?"},{"a":["behavioral segmentation"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Grouping customers by actions such as usage, loyalty, purchase or response.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Group customers by what they do.","i":262,"id":"strategy.behavioural-segmentation","lv":"core","ph":"behavioural segmentation behavioral segmentation behavioral segmentation behavioural segmentation behavioural segmentation group customers by what they do grouping customers by actions such as usage loyalty purchase or response behavioural segmentation predicts adoption better than job title here you will see behavioural segmentation in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here behavioural segmentation means grouping customers by actions such as usage loyalty purchase or response strategy markets and business models strategy market analysis and business models customers users and segmentation startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Behavioural segmentation","t":"Behavioural segmentation","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/behavioural-segmentation/","ui":"Behavioural segmentation predicts adoption better than job title here."},{"a":["sense of belonging"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A person's sense of acceptance, connection and value within a group.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A person's sense of acceptance, connection and value within a group.","i":263,"id":"people.belonging","lv":"core","ph":"belonging sense of belonging belonging sense of belonging belonging a persons sense of acceptance connection and value within a group a persons sense of acceptance connection and value within a group the change plan needs to show how people will be supported through belonging you will see belonging in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here belonging means a persons sense of acceptance connection and value within a group people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Belonging","t":"Belonging","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/belonging/","ui":"The change plan needs to show how people will be supported through belonging."},{"a":["succession depth"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The depth of ready or developing successors for important roles.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The depth of ready or developing successors for important roles.","i":264,"id":"people.bench-strength","lv":"working","ph":"bench strength succession depth bench strength succession depth bench strength the depth of ready or developing successors for important roles the depth of ready or developing successors for important roles the announcement should not get ahead of the agreed process for bench strength you will see bench strength in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here bench strength means the depth of ready or developing successors for important roles people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact role person workflow process organisation party global context dependent","sn":"Bench strength","t":"Bench strength","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/bench-strength/","ui":"The announcement should not get ahead of the agreed process for bench strength."},{"a":["model benchmark","comparative standard"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A reference point used to compare performance.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","product","technology","people","operations"],"e":"A reference point used to compare performance.","i":265,"id":"people.benchmark","lv":"core","ph":"benchmark model benchmark comparative standard benchmark comparative standard model benchmark benchmark a reference point used to compare performance a reference point used to compare performance how are we defining benchmark in this deck you will see benchmark in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the scope can change what data may be used who may access it and which controls are required here benchmark means a reference point used to compare performance people organisation and change organisation design people systems and change okrs kpis and performance goals baseline startup business corporate product technology people operations product discovery product development testing launch operations people planning employment performance management change management organisation party global context dependent","sn":"Benchmark","t":"Benchmark","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/benchmark/","ui":"How are we defining benchmark in this deck?"},{"a":["benchmark company"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A company used as a reference point for performance, model or capability, whether or not it competes directly.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A company used for comparison.","i":266,"id":"strategy.benchmark-competitor","lv":"working","ph":"benchmark competitor benchmark company benchmark company benchmark competitor benchmark competitor a company used for comparison a company used as a reference point for performance model or capability whether or not it competes directly the benchmark competitor has a different margin structure you will see benchmark competitor in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here benchmark competitor means a company used as a reference point for performance model or capability whether or not it competes directly strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Benchmark competitor","t":"Benchmark competitor","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/benchmark-competitor/","ui":"The benchmark competitor has a different margin structure."},{"a":["benchmark study"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Comparing performance or practices with relevant peers or standards to identify improvement.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Comparing performance or practices with relevant peers or standards to identify improvement.","i":267,"id":"operations.benchmarking","lv":"core","ph":"benchmarking benchmark study benchmark study benchmarking benchmarking comparing performance or practices with relevant peers or standards to identify improvement comparing performance or practices with relevant peers or standards to identify improvement can we remove the ambiguity around benchmarking before the process changes you will see benchmarking in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here benchmarking means comparing performance or practices with relevant peers or standards to identify improvement operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Benchmarking","t":"Benchmarking","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/benchmarking/","ui":"Can we remove the ambiguity around benchmarking before the process changes?"},{"a":["market test clause"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A clause allowing comparison of price or performance against an external benchmark.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A clause allowing comparison of price or performance against an external benchmark.","i":268,"id":"revenue.benchmarking-clause","lv":"specialist","ph":"benchmarking clause market test clause benchmarking clause market test clause benchmarking clause a clause allowing comparison of price or performance against an external benchmark a clause allowing comparison of price or performance against an external benchmark do not describe benchmarking clause as agreed until the operative document says so you will see benchmarking clause in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here benchmarking clause means a clause allowing comparison of price or performance against an external benchmark revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Benchmarking clause","t":"Benchmarking clause","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/benchmarking-clause/","ui":"Do not describe benchmarking clause as agreed until the operative document says so."},{"a":["beneficial owner of shares"],"amb":["Beneficial holder"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The person or entity that receives the economic benefit of securities held through another name or intermediary.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The person or entity that receives the economic benefit of securities held through another name or intermediary.","i":269,"id":"governance.beneficial-holder","lv":"working","ph":"beneficial holder beneficial owner of shares beneficial holder beneficial owner of shares beneficial holder the person or entity that receives the economic benefit of securities held through another name or intermediary the person or entity that receives the economic benefit of securities held through another name or intermediary do not describe beneficial holder as agreed until the operative document says so you will see beneficial holder in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here beneficial holder means the person or entity that receives the economic benefit of securities held through another name or intermediary corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting beneficial owner startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Beneficial holder","t":"Beneficial holder","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/beneficial-holder/","ui":"Do not describe beneficial holder as agreed until the operative document says so."},{"a":["beneficial holder"],"amb":["Beneficial holder"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A person who ultimately owns, controls or benefits from an asset or entity, under the relevant legal test.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","investor","finance","corporate","business","people"],"e":"A person who ultimately owns, controls or benefits from an asset or entity, under the relevant legal test.","i":270,"id":"governance.beneficial-owner","lv":"core","ph":"beneficial owner beneficial holder beneficial holder beneficial owner beneficial owner a person who ultimately owns controls or benefits from an asset or entity under the relevant legal test a person who ultimately owns controls or benefits from an asset or entity under the relevant legal test the draft mentions beneficial owner but the scope and jurisdiction are still unclear you will see beneficial owner in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here beneficial owner means a person who ultimately owns controls or benefits from an asset or entity under the relevant legal test corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures beneficial holder startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Beneficial owner","t":"Beneficial owner","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/beneficial-owner/","ui":"The draft mentions beneficial owner, but the scope and jurisdiction are still unclear."},{"a":["ownership reporting threshold"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An ownership level that triggers disclosure, approval or other rules under applicable law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An ownership level that triggers disclosure, approval or other rules under applicable law.","i":271,"id":"governance.beneficial-ownership-threshold","lv":"specialist","ph":"beneficial ownership threshold ownership reporting threshold beneficial ownership threshold ownership reporting threshold beneficial ownership threshold an ownership level that triggers disclosure approval or other rules under applicable law an ownership level that triggers disclosure approval or other rules under applicable law counsel wants beneficial ownership threshold clarified before anyone signs you will see beneficial ownership threshold in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here beneficial ownership threshold means an ownership level that triggers disclosure approval or other rules under applicable law corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law status decision global context dependent","sn":"Beneficial ownership threshold","t":"Beneficial ownership threshold","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/beneficial-ownership-threshold/","ui":"Counsel wants beneficial ownership threshold clarified before anyone signs."},{"a":["UBO verification"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Checking the natural persons who ultimately own or control an entity.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Checking the natural persons who ultimately own or control an entity.","i":272,"id":"governance.beneficial-ownership-verification","lv":"core","ph":"beneficial ownership verification ubo verification beneficial ownership verification ubo verification beneficial ownership verification checking the natural persons who ultimately own or control an entity checking the natural persons who ultimately own or control an entity the draft mentions beneficial ownership verification but the scope and jurisdiction are still unclear you will see beneficial ownership verification in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here beneficial ownership verification means checking the natural persons who ultimately own or control an entity corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Beneficial-ownership verification","t":"Beneficial-ownership verification","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/beneficial-ownership-verification/","ui":"The draft mentions beneficial-ownership verification, but the scope and jurisdiction are still unclear."},{"a":["programme beneficiary"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A person or group intended to receive benefit, a term that can obscure agency and should be used carefully.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A person or group intended to receive benefit, a term that can obscure agency and should be used carefully.","i":273,"id":"sustainability.beneficiary","lv":"working","ph":"beneficiary programme beneficiary beneficiary programme beneficiary beneficiary a person or group intended to receive benefit a term that can obscure agency and should be used carefully a person or group intended to receive benefit a term that can obscure agency and should be used carefully which standard and reporting period govern beneficiary you will see beneficiary in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here beneficiary means a person or group intended to receive benefit a term that can obscure agency and should be used carefully sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance role person risk ethics access global context dependent","sn":"Beneficiary","t":"Beneficiary","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/beneficiary/","ui":"Which standard and reporting period govern beneficiary?"},{"a":["customer benefit"],"amb":["customer benefit"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A useful or desirable outcome a person receives from a feature or service.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A useful or desirable outcome a person receives from a feature or service.","i":274,"id":"marketing.benefit","lv":"core","ph":"benefit customer benefit benefit customer benefit benefit a useful or desirable outcome a person receives from a feature or service a useful or desirable outcome a person receives from a feature or service can we make benefit specific enough that another team could use it correctly you will see benefit in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here benefit means a useful or desirable outcome a person receives from a feature or service marketing brand and growth brand marketing media and growth messaging proposition and voice customer gain startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent","sn":"Benefit","t":"Benefit","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/benefit/","ui":"Can we make benefit specific enough that another team could use it correctly?"},{"a":["public benefit corporation","PBC"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A statutory company form requiring consideration of specified public-benefit purposes alongside profit.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A statutory company form requiring consideration of specified public-benefit purposes alongside profit.","i":275,"id":"governance.benefit-corporation","lv":"working","ph":"benefit corporation public benefit corporation pbc benefit corporation pbc public benefit corporation benefit corporation a statutory company form requiring consideration of specified public benefit purposes alongside profit a statutory company form requiring consideration of specified public benefit purposes alongside profit compare benefit corporation with the same cohort and period before drawing a conclusion you will see benefit corporation in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here benefit corporation means a statutory company form requiring consideration of specified public benefit purposes alongside profit corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting document artifact metric standard specification right contract law organisation party global context dependent","sn":"Benefit corporation","t":"Benefit corporation","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/benefit-corporation/","ui":"Compare benefit corporation with the same cohort and period before drawing a conclusion."},{"a":["employee benefits"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Non-wage compensation such as health coverage, retirement or leave.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Non-wage compensation such as health coverage, retirement or leave.","i":276,"id":"people.benefits","lv":"core","ph":"benefits employee benefits benefits employee benefits benefits non wage compensation such as health coverage retirement or leave non wage compensation such as health coverage retirement or leave who is accountable for benefits and who is affected by it you will see benefits in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here benefits means non wage compensation such as health coverage retirement or leave people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Benefits","t":"Benefits","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/benefits/","ui":"Who is accountable for benefits, and who is affected by it?"},{"a":["benefits realization"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Tracking whether a change produces intended outcomes and value.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Tracking whether a change produces intended outcomes and value.","i":277,"id":"people.benefits-realisation","lv":"core","ph":"benefits realisation benefits realization benefits realisation benefits realization benefits realisation tracking whether a change produces intended outcomes and value tracking whether a change produces intended outcomes and value the change plan needs to show how people will be supported through benefits realisation you will see benefits realisation in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here benefits realisation means tracking whether a change produces intended outcomes and value people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Benefits realisation","t":"Benefits realisation","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/benefits-realisation/","ui":"The change plan needs to show how people will be supported through benefits realisation."},{"a":["benefits plan"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A plan for measuring whether an approved investment actually delivers the promised benefits.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A plan for checking whether a project produces the value it promised.","i":278,"id":"bizpitch.benefits-realisation-plan","lv":"specialist","ph":"benefits realisation plan benefits plan benefits plan benefits realisation plan benefits realisation plan a plan for checking whether a project produces the value it promised a plan for measuring whether an approved investment actually delivers the promised benefits name the benefit owner in the benefits realisation plan you will see benefits realisation plan in business pitches proposals executive summaries and decision decks when the discussion reaches supporting documents and leave behinds it helps a reader interpret supporting documents and leave behinds without confusing the measure decision role or evidence being discussed here benefits realisation plan means a plan for measuring whether an approved investment actually delivers the promised benefits business pitching and presentation materials business pitches decks and decision materials supporting documents and leave behinds startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Benefits realisation plan","t":"Benefits realisation plan","tp":"Supporting documents & leave-behinds","tpid":"business-pitching-artifacts.supporting-documents","u":"terms/benefits-realisation-plan/","ui":"Name the benefit owner in the benefits realisation plan."},{"a":["Berkus valuation"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An early-stage valuation heuristic assigning value to qualitative risk-reduction factors.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An early-stage valuation heuristic assigning value to qualitative risk-reduction factors.","i":279,"id":"bizfinance.berkus-method","lv":"specialist","ph":"berkus method berkus valuation berkus method berkus valuation berkus method an early stage valuation heuristic assigning value to qualitative risk reduction factors an early stage valuation heuristic assigning value to qualitative risk reduction factors use the same basis for berkus method across every comparison you will see berkus method in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here berkus method means an early stage valuation heuristic assigning value to qualitative risk reduction factors finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce workflow process risk ethics access status decision global context dependent","sn":"Berkus method","t":"Berkus method","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/berkus-method/","ui":"Use the same basis for berkus method across every comparison."},{"a":["BAFO"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A supplier's final revised offer after negotiation or clarification.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","investor","sales","operations","procurement"],"e":"A supplier's final revised offer after negotiation or clarification.","i":280,"id":"operations.best-and-final-offer","lv":"core","ph":"best and final offer bafo bafo best and final offer best and final offer a suppliers final revised offer after negotiation or clarification a suppliers final revised offer after negotiation or clarification which version of best and final offer should the board treat as current you will see best and final offer in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here best and final offer means a suppliers final revised offer after negotiation or clarification operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents startup business corporate investor sales operations procurement planning pitching submission decision operations procurement quality control risk management delivery document artifact metric standard specification role person workflow process global context dependent","sn":"Best and final offer","t":"Best and final offer","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/best-and-final-offer/","ui":"Which version of best and final offer should the board treat as current?"},{"a":["upside forecast"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A forecast category for deals that may close in period but carry meaningful uncertainty.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A forecast category for deals that may close in period but carry meaningful uncertainty.","i":281,"id":"revenue.best-case","lv":"core","ph":"best case upside forecast best case upside forecast best case a forecast category for deals that may close in period but carry meaningful uncertainty a forecast category for deals that may close in period but carry meaningful uncertainty the number is useful only if everyone calculates best case the same way you will see best case in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here best case means a forecast category for deals that may close in period but carry meaningful uncertainty revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce status decision global context dependent","sn":"Best case","t":"Best case","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/best-case/","ui":"The number is useful only if everyone calculates best case the same way."},{"a":["best efforts"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A stronger-sounding effort standard whose actual legal effect varies by jurisdiction.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A stronger-sounding effort standard whose actual legal effect varies by jurisdiction.","i":282,"id":"governance.best-endeavours","lv":"core","ph":"best endeavours best efforts best efforts best endeavours best endeavours a stronger sounding effort standard whose actual legal effect varies by jurisdiction a stronger sounding effort standard whose actual legal effect varies by jurisdiction do not describe best endeavours as agreed until the operative document says so you will see best endeavours in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here best endeavours means a stronger sounding effort standard whose actual legal effect varies by jurisdiction corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Best endeavours","t":"Best endeavours","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/best-endeavours/","ui":"Do not describe best endeavours as agreed until the operative document says so."},{"a":["most advantageous offer"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Selection based on the best balance of price, quality and other stated factors.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Selection based on the best balance of price, quality and other stated factors.","i":283,"id":"operations.best-value","lv":"core","ph":"best value most advantageous offer best value most advantageous offer best value selection based on the best balance of price quality and other stated factors selection based on the best balance of price quality and other stated factors document the approval for best value before the award is announced you will see best value in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here best value means selection based on the best balance of price quality and other stated factors operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process status decision global context dependent","sn":"Best value","t":"Best value","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/best-value/","ui":"Document the approval for best value before the award is announced."},{"a":["equity beta"],"amb":["Beta","equity beta"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Measure used to estimate a security's sensitivity to market movements under a stated model.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Measure used to estimate a security's sensitivity to market movements under a stated model.","i":284,"id":"bizfinance.beta.finance-accounting-valuation-valuation-methods","lv":"working","ph":"beta equity beta beta equity beta beta measure used to estimate a securitys sensitivity to market movements under a stated model measure used to estimate a securitys sensitivity to market movements under a stated model the range matters more than a false point estimate for beta you will see beta in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here beta means measure used to estimate a securitys sensitivity to market movements under a stated model finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value beta levered beta startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce equipment technology workflow process format genre model global context dependent","sn":"Beta","t":"Beta","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/beta--bizfinance-beta-finance-accounting-valuation-valuation-methods/","ui":"The range matters more than a false point estimate for beta."},{"a":["beta release"],"amb":["Beta"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A pre-general-release stage used to test the product with external users under real conditions.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A near-finished test version used by real users.","i":285,"id":"product.beta.product-technology-innovation-product-stages","lv":"core","ph":"beta beta release beta beta release beta a near finished test version used by real users a pre general release stage used to test the product with external users under real conditions the beta is testing reliability and onboarding you will see beta in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here beta means a pre general release stage used to test the product with external users under real conditions product technology and innovation product management technology and innovation prototype mvp pilot and release stages pilot beta startup business corporate product technology product discovery product development testing launch operations role person equipment technology status decision global context dependent startup","sn":"Beta","t":"Beta","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/beta--product-beta-product-technology-innovation-product-stages/","ui":"The beta is testing reliability and onboarding."},{"a":["forecast bias"],"amb":["Bias","forecast bias"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Systematic over- or under-forecasting across observations or periods.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Systematic over- or under-forecasting across observations or periods.","i":286,"id":"bizfinance.bias.finance-accounting-valuation-planning-forecasting","lv":"core","ph":"bias forecast bias bias forecast bias bias systematic over or under forecasting across observations or periods systematic over or under forecasting across observations or periods the headline changes once we calculate bias consistently you will see bias in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here bias means systematic over or under forecasting across observations or periods finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios bias forecast bias startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce equipment technology workflow process global context dependent","sn":"Bias","t":"Bias","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/bias--bizfinance-bias-finance-accounting-valuation-planning-forecasting/","ui":"The headline changes once we calculate bias consistently."},{"a":["algorithmic bias"],"amb":["Bias"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Systematic differences in data, models or outcomes that can produce unfair or inaccurate results.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The system may treat groups differently or learn distorted patterns.","i":287,"id":"product.bias.product-technology-innovation-ai-product","lv":"core","ph":"bias algorithmic bias algorithmic bias bias bias the system may treat groups differently or learn distorted patterns systematic differences in data models or outcomes that can produce unfair or inaccurate results bias testing should examine real affected groups you will see bias in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here bias means systematic differences in data models or outcomes that can produce unfair or inaccurate results product technology and innovation product management technology and innovation ai product and model operations bias startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology format genre model global context dependent","sn":"Bias","t":"Bias","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/bias--product-bias-product-technology-innovation-ai-product/","ui":"Bias testing should examine real affected groups."},{"a":["tender submission"],"amb":["Bid"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A supplier's priced or structured response seeking an award.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A supplier's priced or structured response seeking an award.","i":288,"id":"operations.bid","lv":"core","ph":"bid tender submission bid tender submission bid a suppliers priced or structured response seeking an award a suppliers priced or structured response seeking an award can we circulate bid with the assumptions and open questions marked you will see bid in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here bid means a suppliers priced or structured response seeking an award operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents tender business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification role person workflow process status decision global context dependent","sn":"Bid","t":"Bid","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/bid/","ui":"Can we circulate bid with the assumptions and open questions marked?"},{"a":["tender bond"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Security intended to protect the buyer if a bidder fails to honour specified bid obligations.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Security intended to protect the buyer if a bidder fails to honour specified bid obligations.","i":289,"id":"operations.bid-bond","lv":"working","ph":"bid bond tender bond bid bond tender bond bid bond security intended to protect the buyer if a bidder fails to honour specified bid obligations security intended to protect the buyer if a bidder fails to honour specified bid obligations can we state who receives the right created by bid bond and when it applies you will see bid bond in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here bid bond means security intended to protect the buyer if a bidder fails to honour specified bid obligations operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification role person equipment technology workflow process global context dependent","sn":"Bid bond","t":"Bid bond","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/bid-bond/","ui":"Can we state who receives the right created by bid bond, and when it applies?"},{"a":["tender debrief"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Feedback explaining evaluation results to a bidder, subject to procurement rules.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Feedback explaining evaluation results to a bidder, subject to procurement rules.","i":290,"id":"operations.bid-debrief","lv":"core","ph":"bid debrief tender debrief bid debrief tender debrief bid debrief feedback explaining evaluation results to a bidder subject to procurement rules feedback explaining evaluation results to a bidder subject to procurement rules attach the latest bid debrief to the decision pack before the meeting you will see bid debrief in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here bid debrief means feedback explaining evaluation results to a bidder subject to procurement rules operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process status decision global context dependent","sn":"Bid debrief","t":"Bid debrief","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/bid-debrief/","ui":"Attach the latest bid debrief to the decision pack before the meeting."},{"a":["tender evaluation"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Structured assessment of submissions against stated criteria.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Structured assessment of submissions against stated criteria.","i":291,"id":"operations.bid-evaluation","lv":"core","ph":"bid evaluation tender evaluation bid evaluation tender evaluation bid evaluation structured assessment of submissions against stated criteria structured assessment of submissions against stated criteria can we separate a mandatory requirement in bid evaluation from a scored preference you will see bid evaluation in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here bid evaluation means structured assessment of submissions against stated criteria operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process status decision global context dependent","sn":"Bid evaluation","t":"Bid evaluation","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/bid-evaluation/","ui":"Can we separate a mandatory requirement in bid evaluation from a scored preference?"},{"a":["go/no-go decision"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A structured decision about whether pursuing a procurement opportunity is strategically and commercially worthwhile.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The choice to compete for a contract or walk away.","i":292,"id":"bizpitch.bid-no-bid-decision","lv":"working","ph":"bid no bid decision go no go decision bid no bid decision go no go decision bid no bid decision the choice to compete for a contract or walk away a structured decision about whether pursuing a procurement opportunity is strategically and commercially worthwhile make the bid no bid decision before the writing team starts you will see bid no bid decision in business pitches proposals executive summaries and decision decks when the discussion reaches proposals bids and tender materials it helps a reader interpret proposals bids and tender materials without confusing the measure decision role or evidence being discussed here bid no bid decision means a structured decision about whether pursuing a procurement opportunity is strategically and commercially worthwhile business pitching and presentation materials business pitches decks and decision materials proposals bids and tender materials startup business corporate investor sales planning pitching submission decision metric standard specification workflow process status decision global context dependent","sn":"Bid/no-bid decision","t":"Bid/no-bid decision","tp":"Proposals, bids & tender materials","tpid":"business-pitching-artifacts.proposal-materials","u":"terms/bid-no-bid-decision/","ui":"Make the bid/no-bid decision before the writing team starts."},{"a":["tender response"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A supplier's submitted answer to a formal opportunity or tender.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A supplier's formal answer to a buyer's request.","i":293,"id":"bizpitch.bid-response","lv":"core","ph":"bid response tender response bid response tender response bid response a suppliers formal answer to a buyers request a suppliers submitted answer to a formal opportunity or tender the bid response must be compliant before it is persuasive you will see bid response in business pitches proposals executive summaries and decision decks when the discussion reaches proposals bids and tender materials it helps a reader interpret proposals bids and tender materials without confusing the measure decision role or evidence being discussed here bid response means a suppliers submitted answer to a formal opportunity or tender business pitching and presentation materials business pitches decks and decision materials proposals bids and tender materials startup business corporate investor sales planning pitching submission decision role person global context dependent","sn":"Bid response","t":"Bid response","tp":"Proposals, bids & tender materials","tpid":"business-pitching-artifacts.proposal-materials","u":"terms/bid-response/","ui":"The bid response must be compliant before it is persuasive."},{"a":["collusive bidding"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Collusion designed to manipulate a competitive tender or procurement process.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Collusion designed to manipulate a competitive tender or procurement process.","i":294,"id":"governance.bid-rigging","lv":"core","ph":"bid rigging collusive bidding bid rigging collusive bidding bid rigging collusion designed to manipulate a competitive tender or procurement process collusion designed to manipulate a competitive tender or procurement process the draft mentions bid rigging but the scope and jurisdiction are still unclear you will see bid rigging in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here bid rigging means collusion designed to manipulate a competitive tender or procurement process corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law workflow process global context dependent","sn":"Bid rigging","t":"Bid rigging","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/bid-rigging/","ui":"The draft mentions bid rigging, but the scope and jurisdiction are still unclear."},{"a":["pre-bid meeting"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A meeting where the buyer explains requirements and answers bidder questions.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A meeting where the buyer explains requirements and answers bidder questions.","i":295,"id":"operations.bidder-conference","lv":"working","ph":"bidder conference pre bid meeting bidder conference pre bid meeting bidder conference a meeting where the buyer explains requirements and answers bidder questions a meeting where the buyer explains requirements and answers bidder questions can we circulate bidder conference with the assumptions and open questions marked you will see bidder conference in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here bidder conference means a meeting where the buyer explains requirements and answers bidder questions operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification role person workflow process global context dependent","sn":"Bidder conference","t":"Bidder conference","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/bidder-conference/","ui":"Can we circulate bidder conference with the assumptions and open questions marked?"},{"a":["BOM"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The structured list of components and quantities needed to make a product.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The structured list of components and quantities needed to make a product.","i":296,"id":"operations.bill-of-materials","lv":"core","ph":"bill of materials bom bill of materials bom bill of materials the structured list of components and quantities needed to make a product the structured list of components and quantities needed to make a product the weekly review should track bill of materials against the same process definition you will see bill of materials in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here bill of materials means the structured list of components and quantities needed to make a product operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Bill of materials","t":"Bill of materials","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/bill-of-materials/","ui":"The weekly review should track bill of materials against the same process definition."},{"a":["BOQ"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"An itemised list of work and quantities used for pricing, especially in construction.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"An itemised list of work and quantities used for pricing, especially in construction.","i":297,"id":"operations.bill-of-quantities","lv":"working","ph":"bill of quantities boq bill of quantities boq bill of quantities an itemised list of work and quantities used for pricing especially in construction an itemised list of work and quantities used for pricing especially in construction can we circulate bill of quantities with the assumptions and open questions marked you will see bill of quantities in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here bill of quantities means an itemised list of work and quantities used for pricing especially in construction operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Bill of quantities","t":"Bill of quantities","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/bill-of-quantities/","ui":"Can we circulate bill of quantities with the assumptions and open questions marked?"},{"a":["invoiced value","customer billings"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Amounts invoiced to customers over a period.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","sales","finance","product","investor"],"e":"Amounts invoiced to customers over a period.","i":298,"id":"reporting.billings","lv":"core","ph":"billings invoiced value customer billings billings customer billings invoiced value billings amounts invoiced to customers over a period amounts invoiced to customers over a period the reader should be able to distinguish billings from managements interpretation of it you will see billings in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here billings means amounts invoiced to customers over a period corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance bookings revenue startup business corporate sales finance product investor go to market sales contracting customer success renewal reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce global context dependent business","sn":"Billings","t":"Billings","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/billings/","ui":"The reader should be able to distinguish billings from management’s interpretation of it."},{"a":["biodegradability claim"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A claim that material breaks down under defined environmental conditions and time.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A claim that material breaks down under defined environmental conditions and time.","i":299,"id":"sustainability.biodegradable-claim","lv":"core","ph":"biodegradable claim biodegradability claim biodegradability claim biodegradable claim biodegradable claim a claim that material breaks down under defined environmental conditions and time a claim that material breaks down under defined environmental conditions and time can we trace biodegradable claim from the report back to the source record you will see biodegradable claim in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here biodegradable claim means a claim that material breaks down under defined environmental conditions and time sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Biodegradable claim","t":"Biodegradable claim","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/biodegradable-claim/","ui":"Can we trace biodegradable claim from the report back to the source record?"},{"a":["biological diversity"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The variety of life at genetic, species and ecosystem levels.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The variety of life at genetic, species and ecosystem levels.","i":300,"id":"sustainability.biodiversity","lv":"core","ph":"biodiversity biological diversity biodiversity biological diversity biodiversity the variety of life at genetic species and ecosystem levels the variety of life at genetic species and ecosystem levels state the boundary and evidence behind biodiversity before publishing the claim you will see biodiversity in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here biodiversity means the variety of life at genetic species and ecosystem levels sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology risk ethics access global context dependent","sn":"Biodiversity","t":"Biodiversity","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/biodiversity/","ui":"State the boundary and evidence behind biodiversity before publishing the claim."},{"a":["nature offset"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A measure intended to compensate for residual biodiversity loss elsewhere, with contested effectiveness.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A measure intended to compensate for residual biodiversity loss elsewhere, with contested effectiveness.","i":301,"id":"sustainability.biodiversity-offset","lv":"working","ph":"biodiversity offset nature offset biodiversity offset nature offset biodiversity offset a measure intended to compensate for residual biodiversity loss elsewhere with contested effectiveness a measure intended to compensate for residual biodiversity loss elsewhere with contested effectiveness the sustainability report needs the method exclusions and assurance status for biodiversity offset you will see biodiversity offset in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here biodiversity offset means a measure intended to compensate for residual biodiversity loss elsewhere with contested effectiveness sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification risk ethics access global context dependent","sn":"Biodiversity offset","t":"Biodiversity offset","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/biodiversity-offset/","ui":"The sustainability report needs the method, exclusions and assurance status for biodiversity offset."},{"a":["biogenic CO2"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Emissions from biological sources, reported under applicable accounting rules.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Emissions from biological sources, reported under applicable accounting rules.","i":302,"id":"sustainability.biogenic-emissions","lv":"working","ph":"biogenic emissions biogenic co 2 biogenic co 2 biogenic emissions biogenic emissions emissions from biological sources reported under applicable accounting rules emissions from biological sources reported under applicable accounting rules can we circulate biogenic emissions with the assumptions and open questions marked you will see biogenic emissions in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here biogenic emissions means emissions from biological sources reported under applicable accounting rules sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact risk ethics access global context dependent","sn":"Biogenic emissions","t":"Biogenic emissions","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/biogenic-emissions/","ui":"Can we circulate biogenic emissions with the assumptions and open questions marked?"},{"a":["biometric information"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Data derived from biological or behavioural characteristics, often subject to special rules.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Data derived from biological or behavioural characteristics, often subject to special rules.","i":303,"id":"governance.biometric-data","lv":"core","ph":"biometric data biometric information biometric data biometric information biometric data data derived from biological or behavioural characteristics often subject to special rules data derived from biological or behavioural characteristics often subject to special rules how are we defining biometric data in this deck you will see biometric data in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here biometric data means data derived from biological or behavioural characteristics often subject to special rules corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law equipment technology risk ethics access global context dependent","sn":"Biometric data","t":"Biometric data","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/biometric-data/","ui":"How are we defining biometric data in this deck?"},{"a":["average CAC"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Customer acquisition cost calculated across channels or segments together.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Customer acquisition cost calculated across channels or segments together.","i":304,"id":"bizfinance.blended-cac","lv":"working","ph":"blended cac average cac average cac blended cac blended cac customer acquisition cost calculated across channels or segments together customer acquisition cost calculated across channels or segments together compare blended cac with the same cohort and period before drawing a conclusion you will see blended cac in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here blended cac means customer acquisition cost calculated across channels or segments together finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification role person finance commerce format genre model global context dependent","sn":"Blended CAC","t":"Blended CAC","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/blended-cac/","ui":"Compare blended CAC with the same cohort and period before drawing a conclusion."},{"a":["deal blocker"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A person, condition or issue likely to prevent progress.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product","sales","finance"],"e":"Something or someone that can stop the deal.","i":305,"id":"strategy.blocker","lv":"core","ph":"blocker deal blocker blocker deal blocker blocker something or someone that can stop the deal a person condition or issue likely to prevent progress data residency is the current blocker you will see blocker in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here blocker means a person condition or issue likely to prevent progress strategy markets and business models strategy market analysis and business models customers users and segmentation startup business corporate investor marketing product sales finance strategy market research planning pitching go to market sales contracting customer success renewal metric standard specification role person equipment technology format genre model global context dependent","sn":"Blocker","t":"Blocker","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/blocker/","ui":"Data residency is the current blocker."},{"a":["blue ocean"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A framework for creating new demand and reducing direct competition by changing the factors on which an offering competes.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Create a different value curve instead of fighting on the same terms.","i":306,"id":"strategy.blue-ocean-strategy","lv":"working","ph":"blue ocean strategy blue ocean blue ocean blue ocean strategy blue ocean strategy create a different value curve instead of fighting on the same terms a framework for creating new demand and reducing direct competition by changing the factors on which an offering competes the blue ocean claim needs proof that noncustomers will adopt you will see blue ocean strategy in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here blue ocean strategy means a framework for creating new demand and reducing direct competition by changing the factors on which an offering competes strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Blue Ocean Strategy","t":"Blue Ocean Strategy","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/blue-ocean-strategy/","ui":"The blue-ocean claim needs proof that noncustomers will adopt."},{"a":["governance calendar"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An annual schedule of recurring board and committee matters.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An annual schedule of recurring board and committee matters.","i":307,"id":"governance.board-calendar","lv":"working","ph":"board calendar governance calendar board calendar governance calendar board calendar an annual schedule of recurring board and committee matters an annual schedule of recurring board and committee matters the team needs one controlled copy of board calendar with an owner and date you will see board calendar in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here board calendar means an annual schedule of recurring board and committee matters corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law organisation party global context dependent","sn":"Board calendar","t":"Board calendar","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/board-calendar/","ui":"The team needs one controlled copy of board calendar, with an owner and date."},{"a":["chairperson","chairman","chairwoman"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The person who leads the board, its meetings and governance process.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The person who leads the board, its meetings and governance process.","i":308,"id":"governance.board-chair","lv":"core","ph":"board chair chairperson chairman chairwoman board chair chairman chairperson chairwoman board chair the person who leads the board its meetings and governance process the person who leads the board its meetings and governance process who owns board chair and who has the authority to approve it you will see board chair in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here board chair means the person who leads the board its meetings and governance process corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law workflow process organisation party global context dependent","sn":"Board chair","t":"Board chair","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/board-chair/","ui":"Who owns board chair, and who has the authority to approve it?"},{"a":["board terms of reference"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A document defining the board's purpose, responsibilities, authority and operating rules.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A document defining the board's purpose, responsibilities, authority and operating rules.","i":309,"id":"governance.board-charter","lv":"working","ph":"board charter board terms of reference board charter board terms of reference board charter a document defining the boards purpose responsibilities authority and operating rules a document defining the boards purpose responsibilities authority and operating rules the team needs one controlled copy of board charter with an owner and date you will see board charter in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here board charter means a document defining the boards purpose responsibilities authority and operating rules corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law organisation party global context dependent","sn":"Board charter","t":"Board charter","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/board-charter/","ui":"The team needs one controlled copy of board charter, with an owner and date."},{"a":["board makeup"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The mix of directors, skills, independence, experience and representation on a board.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The mix of directors, skills, independence, experience and representation on a board.","i":310,"id":"governance.board-composition","lv":"core","ph":"board composition board makeup board composition board makeup board composition the mix of directors skills independence experience and representation on a board the mix of directors skills independence experience and representation on a board the minutes should record the decision on board composition not reconstruct it later you will see board composition in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here board composition means the mix of directors skills independence experience and representation on a board corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Board composition","t":"Board composition","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/board-composition/","ui":"The minutes should record the decision on board composition, not reconstruct it later."},{"a":["governance dashboard"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A dashboard designed around board-level oversight and decisions.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A dashboard designed around board-level oversight and decisions.","i":311,"id":"reporting.board-dashboard","lv":"core","ph":"board dashboard governance dashboard board dashboard governance dashboard board dashboard a dashboard designed around board level oversight and decisions a dashboard designed around board level oversight and decisions which version of board dashboard should the board treat as current you will see board dashboard in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here board dashboard means a dashboard designed around board level oversight and decisions corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party status decision global context dependent","sn":"Board dashboard","t":"Board dashboard","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/board-dashboard/","ui":"Which version of board dashboard should the board treat as current?"},{"a":["board pack deck","directors presentation"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A presentation prepared for board oversight or decision.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","investor","sales","finance"],"e":"A presentation prepared for board oversight or decision.","i":312,"id":"reporting.board-deck","lv":"core","ph":"board deck board pack deck directors presentation board deck board pack deck directors presentation board deck a presentation prepared for board oversight or decision a presentation prepared for board oversight or decision attach the latest board deck to the decision pack before the meeting you will see board deck in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here board deck means a presentation prepared for board oversight or decision corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers board pack startup business corporate investor sales finance planning pitching submission decision reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party status decision global context dependent business foundation corporate","sn":"Board deck","t":"Board deck","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/board-deck/","ui":"Attach the latest board deck to the decision pack before the meeting."},{"a":["board evaluation"],"amb":["Board effectiveness review","board evaluation"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"An assessment of how well the board and its processes function.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"An assessment of how well the board and its processes function.","i":313,"id":"reporting.board-effectiveness-review","lv":"working","ph":"board effectiveness review board evaluation board effectiveness review board evaluation board effectiveness review an assessment of how well the board and its processes function an assessment of how well the board and its processes function the team needs one controlled copy of board effectiveness review with an owner and date you will see board effectiveness review in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here board effectiveness review means an assessment of how well the board and its processes function corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers board evaluation corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce workflow process organisation party global context dependent","sn":"Board effectiveness review","t":"Board effectiveness review","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/board-effectiveness-review/","ui":"The team needs one controlled copy of board effectiveness review, with an owner and date."},{"a":["board effectiveness review"],"amb":["Board effectiveness review","board evaluation"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A review of the board's, committees' or directors' effectiveness.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A review of the board's, committees' or directors' effectiveness.","i":314,"id":"governance.board-evaluation","lv":"working","ph":"board evaluation board effectiveness review board effectiveness review board evaluation board evaluation a review of the boards committees or directors effectiveness a review of the boards committees or directors effectiveness which committee has oversight of board evaluation you will see board evaluation in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here board evaluation means a review of the boards committees or directors effectiveness corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees board effectiveness review startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law workflow process organisation party global context dependent","sn":"Board evaluation","t":"Board evaluation","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/board-evaluation/","ui":"Which committee has oversight of board evaluation?"},{"a":["independent board"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The degree to which directors can exercise judgement without management or controlling-owner influence.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The degree to which directors can exercise judgement without management or controlling-owner influence.","i":315,"id":"governance.board-independence","lv":"working","ph":"board independence independent board board independence independent board board independence the degree to which directors can exercise judgement without management or controlling owner influence the degree to which directors can exercise judgement without management or controlling owner influence the board paper must state who owns and approves board independence you will see board independence in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here board independence means the degree to which directors can exercise judgement without management or controlling owner influence corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law workflow process organisation party global context dependent","sn":"Board independence","t":"Board independence","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/board-independence/","ui":"The board paper must state who owns and approves board independence."},{"a":["directors meeting"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A formal meeting of directors to receive information, deliberate and decide.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A formal meeting of directors to receive information, deliberate and decide.","i":316,"id":"governance.board-meeting","lv":"core","ph":"board meeting directors meeting board meeting directors meeting board meeting a formal meeting of directors to receive information deliberate and decide a formal meeting of directors to receive information deliberate and decide keep board meeting on the dashboard but show the definition and reporting period beside it you will see board meeting in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here board meeting means a formal meeting of directors to receive information deliberate and decide corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification role person right contract law organisation party global context dependent","sn":"Board meeting","t":"Board meeting","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/board-meeting/","ui":"Keep board meeting on the dashboard, but show the definition and reporting period beside it."},{"a":["board paper"],"amb":["Board memo","board paper"],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A concise paper sent to directors to explain an issue and request discussion or approval.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A short document that helps directors understand or approve something.","i":317,"id":"bizpitch.board-memo","lv":"working","ph":"board memo board paper board memo board paper board memo a short document that helps directors understand or approve something a concise paper sent to directors to explain an issue and request discussion or approval the board memo needs a clear resolution at the end you will see board memo in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here board memo means a concise paper sent to directors to explain an issue and request discussion or approval business pitching and presentation materials business pitches decks and decision materials business deck types board paper startup business corporate investor sales planning pitching submission decision document artifact role person organisation party status decision global context dependent","sn":"Board memo","t":"Board memo","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/board-memo/","ui":"The board memo needs a clear resolution at the end."},{"a":["minutes"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The formal record of a board meeting, decisions and required disclosures.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The formal record of a board meeting, decisions and required disclosures.","i":318,"id":"governance.board-minutes","lv":"core","ph":"board minutes minutes board minutes minutes board minutes the formal record of a board meeting decisions and required disclosures the formal record of a board meeting decisions and required disclosures can we circulate board minutes with the assumptions and open questions marked you will see board minutes in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here board minutes means the formal record of a board meeting decisions and required disclosures corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority board paper startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law organisation party status decision global context dependent corporate","sn":"Board minutes","t":"Board minutes","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/board-minutes/","ui":"Can we circulate board minutes with the assumptions and open questions marked?"},{"a":["observer right","observer"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A person allowed to attend board meetings without being a director or having a vote, subject to agreed rights.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","investor","finance","corporate","business","people"],"e":"A person allowed to attend board meetings without being a director or having a vote, subject to agreed rights.","i":319,"id":"governance.board-observer","lv":"core","ph":"board observer observer right observer board observer observer observer right board observer a person allowed to attend board meetings without being a director or having a vote subject to agreed rights a person allowed to attend board meetings without being a director or having a vote subject to agreed rights put board observer on the agenda while the board can still influence the decision you will see board observer in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here board observer means a person allowed to attend board meetings without being a director or having a vote subject to agreed rights corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Board observer","t":"Board observer","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/board-observer/","ui":"Put board observer on the agenda while the board can still influence the decision."},{"a":["board"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The governing body responsible for oversight, major decisions and duties assigned by law or governing documents.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The governing body responsible for oversight, major decisions and duties assigned by law or governing documents.","i":320,"id":"governance.board-of-directors","lv":"core","ph":"board of directors board board board of directors board of directors the governing body responsible for oversight major decisions and duties assigned by law or governing documents the governing body responsible for oversight major decisions and duties assigned by law or governing documents counsel wants board of directors clarified before anyone signs you will see board of directors in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here board of directors means the governing body responsible for oversight major decisions and duties assigned by law or governing documents corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees advisory board startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law organisation party status decision global context dependent business foundation corporate","sn":"Board of directors","t":"Board of directors","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/board-of-directors/","ui":"Counsel wants board of directors clarified before anyone signs."},{"a":["board papers"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The complete materials circulated to directors for a board meeting.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","investor","sales","finance"],"e":"The complete materials circulated to directors for a board meeting.","i":321,"id":"reporting.board-pack","lv":"core","ph":"board pack board papers board pack board papers board pack the complete materials circulated to directors for a board meeting the complete materials circulated to directors for a board meeting can we circulate board pack with the assumptions and open questions marked you will see board pack in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here board pack means the complete materials circulated to directors for a board meeting corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers board deck startup business corporate investor sales finance planning pitching submission decision reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce organisation party global context dependent corporate","sn":"Board pack","t":"Board pack","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/board-pack/","ui":"Can we circulate board pack with the assumptions and open questions marked?"},{"a":["board memo"],"amb":["Board memo","board paper"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A document submitted to the board for information, discussion or approval.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A document submitted to the board for information, discussion or approval.","i":322,"id":"reporting.board-paper","lv":"core","ph":"board paper board memo board memo board paper board paper a document submitted to the board for information discussion or approval a document submitted to the board for information discussion or approval which version of board paper should the board treat as current you will see board paper in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here board paper means a document submitted to the board for information discussion or approval corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers board minutes board memo corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party status decision global context dependent corporate","sn":"Board paper","t":"Board paper","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/board-paper/","ui":"Which version of board paper should the board treat as current?"},{"a":["board memo template"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A standard structure for presenting board matters.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A standard structure for presenting board matters.","i":323,"id":"reporting.board-paper-template","lv":"working","ph":"board paper template board memo template board memo template board paper template board paper template a standard structure for presenting board matters a standard structure for presenting board matters can we circulate board paper template with the assumptions and open questions marked you will see board paper template in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here board paper template means a standard structure for presenting board matters corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Board-paper template","t":"Board-paper template","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/board-paper-template/","ui":"Can we circulate board-paper template with the assumptions and open questions marked?"},{"a":["board-management platform"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A secure platform for distributing board materials and recording governance activity.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A secure platform for distributing board materials and recording governance activity.","i":324,"id":"reporting.board-portal","lv":"core","ph":"board portal board management platform board management platform board portal board portal a secure platform for distributing board materials and recording governance activity a secure platform for distributing board materials and recording governance activity attach the latest board portal to the decision pack before the meeting you will see board portal in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here board portal means a secure platform for distributing board materials and recording governance activity corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Board portal","t":"Board portal","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/board-portal/","ui":"Attach the latest board portal to the decision pack before the meeting."},{"a":["boardroom presentation"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation prepared for a board to inform oversight, request approval or support a strategic decision.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A presentation that helps the board understand or decide something.","i":325,"id":"bizpitch.board-presentation","lv":"core","ph":"board presentation boardroom presentation board presentation boardroom presentation board presentation a presentation that helps the board understand or decide something a presentation prepared for a board to inform oversight request approval or support a strategic decision the board presentation should separate information from decisions required you will see board presentation in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here board presentation means a presentation prepared for a board to inform oversight request approval or support a strategic decision business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations startup business corporate investor sales planning pitching submission decision document artifact metric standard specification organisation party status decision global context dependent","sn":"Board presentation","t":"Board presentation","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/board-presentation/","ui":"The board presentation should separate information from decisions required."},{"a":["directors resolution"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A formal decision approved by the board.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A formal decision approved by the board.","i":326,"id":"governance.board-resolution","lv":"core","ph":"board resolution directors resolution board resolution directors resolution board resolution a formal decision approved by the board a formal decision approved by the board the board paper must state who owns and approves board resolution you will see board resolution in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here board resolution means a formal decision approved by the board corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party status decision global context dependent corporate","sn":"Board resolution","t":"Board resolution","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/board-resolution/","ui":"The board paper must state who owns and approves board resolution."},{"a":["director seat","directorship"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The right or position to appoint, nominate or serve as a director.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","investor","finance","corporate","business","people"],"e":"The right or position to appoint, nominate or serve as a director.","i":327,"id":"governance.board-seat","lv":"core","ph":"board seat director seat directorship board seat director seat directorship board seat the right or position to appoint nominate or serve as a director the right or position to appoint nominate or serve as a director the minutes should record the decision on board seat not reconstruct it later you will see board seat in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here board seat means the right or position to appoint nominate or serve as a director corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Board seat","t":"Board seat","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/board-seat/","ui":"The minutes should record the decision on board seat, not reconstruct it later."},{"a":["director succession"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Planning for future board leadership, skills and vacancies.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Planning for future board leadership, skills and vacancies.","i":328,"id":"governance.board-succession-planning","lv":"working","ph":"board succession planning director succession board succession planning director succession board succession planning planning for future board leadership skills and vacancies planning for future board leadership skills and vacancies which committee has oversight of board succession planning you will see board succession planning in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here board succession planning means planning for future board leadership skills and vacancies corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law workflow process organisation party global context dependent","sn":"Board succession planning","t":"Board succession planning","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/board-succession-planning/","ui":"Which committee has oversight of board succession planning?"},{"a":["body text"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The main explanatory or persuasive text beneath a headline.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The main explanatory or persuasive text beneath a headline.","i":329,"id":"marketing.body-copy","lv":"core","ph":"body copy body text body copy body text body copy the main explanatory or persuasive text beneath a headline the main explanatory or persuasive text beneath a headline the brief needs to say which audience should remember body copy you will see body copy in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here body copy means the main explanatory or persuasive text beneath a headline marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting document artifact format genre model global context dependent","sn":"Body copy","t":"Body copy","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/body-copy/","ui":"The brief needs to say which audience should remember body copy."},{"a":["company boilerplate","template disclosure"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Standard descriptive text reused in company communications.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales","investor","finance"],"e":"Standard descriptive text reused in company communications.","i":330,"id":"marketing.boilerplate","lv":"core","ph":"boilerplate company boilerplate template disclosure boilerplate company boilerplate template disclosure boilerplate standard descriptive text reused in company communications standard descriptive text reused in company communications can we make boilerplate specific enough that another team could use it correctly you will see boilerplate in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here boilerplate means standard descriptive text reused in company communications marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales investor finance market research marketing growth reporting governance investor relations disclosure format genre model organisation party global context dependent","sn":"Boilerplate","t":"Boilerplate","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/boilerplate/","ui":"Can we make boilerplate specific enough that another team could use it correctly?"},{"a":["debt security"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A tradable debt security promising specified payments and repayment terms.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A tradable debt security promising specified payments and repayment terms.","i":331,"id":"bizfinance.bond","lv":"core","ph":"bond debt security bond debt security bond a tradable debt security promising specified payments and repayment terms a tradable debt security promising specified payments and repayment terms the headline changes once we calculate bond consistently you will see bond in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here bond means a tradable debt security promising specified payments and repayment terms finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology global context dependent","sn":"Bond","t":"Bond","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/bond/","ui":"The headline changes once we calculate bond consistently."},{"a":["incentive bonus"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Additional compensation awarded under specified criteria.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Additional compensation awarded under specified criteria.","i":332,"id":"people.bonus","lv":"core","ph":"bonus incentive bonus bonus incentive bonus bonus additional compensation awarded under specified criteria additional compensation awarded under specified criteria the announcement should not get ahead of the agreed process for bonus you will see bonus in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here bonus means additional compensation awarded under specified criteria people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management organisation party status decision global context dependent","sn":"Bonus","t":"Bonus","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/bonus/","ui":"The announcement should not get ahead of the agreed process for bonus."},{"a":["B2B ratio"],"amb":["Book-to-bill"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Orders received divided by revenue billed over a period.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Orders received divided by revenue billed over a period.","i":333,"id":"reporting.book-to-bill","lv":"working","ph":"book to bill b 2 b ratio b 2 b ratio book to bill book to bill orders received divided by revenue billed over a period orders received divided by revenue billed over a period the number is useful only if everyone calculates book to bill the same way you will see book to bill in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here book to bill means orders received divided by revenue billed over a period corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance book to bill ratio corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Book-to-bill","t":"Book-to-bill","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/book-to-bill/","ui":"The number is useful only if everyone calculates book-to-bill the same way."},{"a":["book-to-bill"],"amb":["Book-to-bill"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Bookings or orders divided by billings or revenue for the same period, under a stated method.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Bookings or orders divided by billings or revenue for the same period, under a stated method.","i":334,"id":"revenue.book-to-bill-ratio","lv":"working","ph":"book to bill ratio book to bill book to bill book to bill ratio book to bill ratio bookings or orders divided by billings or revenue for the same period under a stated method bookings or orders divided by billings or revenue for the same period under a stated method compare book to bill ratio with the same cohort and period before drawing a conclusion you will see book to bill ratio in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here book to bill ratio means bookings or orders divided by billings or revenue for the same period under a stated method revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics book to bill startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce workflow process global context dependent","sn":"Book-to-bill ratio","t":"Book-to-bill ratio","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/book-to-bill-ratio/","ui":"Compare book-to-bill ratio with the same cohort and period before drawing a conclusion."},{"a":["carrying value"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The carrying amount recorded in the accounts, which may differ from market value.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The carrying amount recorded in the accounts, which may differ from market value.","i":335,"id":"bizfinance.book-value","lv":"core","ph":"book value carrying value book value carrying value book value the carrying amount recorded in the accounts which may differ from market value the carrying amount recorded in the accounts which may differ from market value can you walk me through how book value works in the model you will see book value in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here book value means the carrying amount recorded in the accounts which may differ from market value finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce format genre model global context dependent","sn":"Book value","t":"Book value","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/book-value/","ui":"Can you walk me through how book value works in the model?"},{"a":["build the book"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The process of collecting investor indications or orders to determine demand and allocation in an offering.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Collect investor demand before setting allocations.","i":336,"id":"startup.bookbuilding","lv":"specialist","ph":"bookbuilding build the book bookbuilding build the book bookbuilding collect investor demand before setting allocations the process of collecting investor indications or orders to determine demand and allocation in an offering the bookbuilding process showed strong demand at the lower price range you will see bookbuilding in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here bookbuilding means the process of collecting investor indications or orders to determine demand and allocation in an offering startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance role person finance commerce workflow process organisation party global context dependent","sn":"Bookbuilding","t":"Bookbuilding","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/bookbuilding/","ui":"The bookbuilding process showed strong demand at the lower price range."},{"a":["gross bookings","orders booked"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Contracted customer commitments recorded under a company's defined method.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","sales","finance","product","investor"],"e":"Contracted customer commitments recorded under a company's defined method.","i":337,"id":"reporting.bookings","lv":"core","ph":"bookings gross bookings orders booked bookings gross bookings orders booked bookings contracted customer commitments recorded under a companys defined method contracted customer commitments recorded under a companys defined method the reader should be able to distinguish bookings from managements interpretation of it you will see bookings in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here bookings means contracted customer commitments recorded under a companys defined method corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance backlog billings revenue startup business corporate sales finance product investor go to market sales contracting customer success renewal reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce right contract law workflow process organisation party global context dependent business","sn":"Bookings","t":"Bookings","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/bookings/","ui":"The reader should be able to distinguish bookings from management’s interpretation of it."},{"a":["bookings productivity"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Contracted booking value attributed per salesperson over a period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Contracted booking value attributed per salesperson over a period.","i":338,"id":"revenue.bookings-per-rep","lv":"working","ph":"bookings per rep bookings productivity bookings per rep bookings productivity bookings per rep contracted booking value attributed per salesperson over a period contracted booking value attributed per salesperson over a period compare bookings per rep with the same cohort and period before drawing a conclusion you will see bookings per rep in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here bookings per rep means contracted booking value attributed per salesperson over a period revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal document artifact role person finance commerce right contract law global context dependent","sn":"Bookings per rep","t":"Bookings per rep","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/bookings-per-rep/","ui":"Compare bookings per rep with the same cohort and period before drawing a conclusion."},{"a":["bootstrapped company"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A startup built mainly with founder capital, operating cash flow or customer revenue rather than institutional equity funding.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A startup growing mostly with its own money and customer revenue.","i":339,"id":"startup.bootstrapped-startup","lv":"core","ph":"bootstrapped startup bootstrapped company bootstrapped company bootstrapped startup bootstrapped startup a startup growing mostly with its own money and customer revenue a startup built mainly with founder capital operating cash flow or customer revenue rather than institutional equity funding the bootstrapped startup optimises for cash discipline rather than fundraising speed you will see bootstrapped startup in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here bootstrapped startup means a startup built mainly with founder capital operating cash flow or customer revenue rather than institutional equity funding startups venture and fundraising startup formation venture capital and fundraising startup stages and company states startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party status decision global context dependent startup","sn":"Bootstrapped startup","t":"Bootstrapped startup","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/bootstrapped-startup/","ui":"The bootstrapped startup optimises for cash discipline rather than fundraising speed."},{"a":["process constraint"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The step whose capacity most limits total system throughput.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The step whose capacity most limits total system throughput.","i":340,"id":"operations.bottleneck","lv":"core","ph":"bottleneck process constraint bottleneck process constraint bottleneck the step whose capacity most limits total system throughput the step whose capacity most limits total system throughput how are we defining bottleneck in this deck you will see bottleneck in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here bottleneck means the step whose capacity most limits total system throughput operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Bottleneck","t":"Bottleneck","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/bottleneck/","ui":"How are we defining bottleneck in this deck?"},{"a":["BOFU"],"amb":["Bottom of funnel"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Late-stage decision and conversion activity near purchase.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Late-stage decision and conversion activity near purchase.","i":341,"id":"marketing.bottom-of-funnel","lv":"core","ph":"bottom of funnel bofu bofu bottom of funnel bottom of funnel late stage decision and conversion activity near purchase late stage decision and conversion activity near purchase the growth review needs to show the trade off behind bottom of funnel you will see bottom of funnel in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here bottom of funnel means late stage decision and conversion activity near purchase marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle decision stage startup business corporate marketing sales market research marketing growth reporting format genre model status decision global context dependent","sn":"Bottom of funnel","t":"Bottom of funnel","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/bottom-of-funnel/","ui":"The growth review needs to show the trade-off behind bottom of funnel."},{"a":["bottom-up plan"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A forecast assembled from detailed units, customers, products or operational assumptions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A forecast assembled from detailed units, customers, products or operational assumptions.","i":342,"id":"bizfinance.bottom-up-forecast","lv":"core","ph":"bottom up forecast bottom up plan bottom up forecast bottom up plan bottom up forecast a forecast assembled from detailed units customers products or operational assumptions a forecast assembled from detailed units customers products or operational assumptions compare bottom up forecast with the same cohort and period before drawing a conclusion you will see bottom up forecast in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here bottom up forecast means a forecast assembled from detailed units customers products or operational assumptions finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification role person finance commerce workflow process global context dependent","sn":"Bottom-up forecast","t":"Bottom-up forecast","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/bottom-up-forecast/","ui":"Compare bottom-up forecast with the same cohort and period before drawing a conclusion."},{"a":["bottoms-up sizing","bottom-up TAM"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Estimating market size from the number of target customers, likely usage and achievable price.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Build the market estimate from customer counts and price.","i":343,"id":"strategy.bottom-up-market-sizing","lv":"core","ph":"bottom up market sizing bottoms up sizing bottom up tam bottom up market sizing bottom up tam bottoms up sizing bottom up market sizing build the market estimate from customer counts and price estimating market size from the number of target customers likely usage and achievable price the bottom up market sizing is more useful for operating plans you will see bottom up market sizing in strategy decks market analyses business plans and planning workshops when the discussion reaches market sizing and growth it helps a reader interpret market sizing and growth without confusing the measure decision role or evidence being discussed here bottom up market sizing means estimating market size from the number of target customers likely usage and achievable price strategy markets and business models strategy market analysis and business models market sizing and growth startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Bottom-up market sizing","t":"Bottom-up market sizing","tp":"Market sizing & growth","tpid":"strategy-market-models.market-sizing","u":"terms/bottom-up-market-sizing/","ui":"The bottom-up market sizing is more useful for operating plans."},{"a":["bounces"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The proportion of sessions not meeting the chosen engagement or interaction criteria.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The proportion of sessions not meeting the chosen engagement or interaction criteria.","i":344,"id":"marketing.bounce-rate","lv":"core","ph":"bounce rate bounces bounce rate bounces bounce rate the proportion of sessions not meeting the chosen engagement or interaction criteria the proportion of sessions not meeting the chosen engagement or interaction criteria compare bounce rate with the same cohort and period before drawing a conclusion you will see bounce rate in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here bounce rate means the proportion of sessions not meeting the chosen engagement or interaction criteria marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Bounce rate","t":"Bounce rate","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/bounce-rate/","ui":"Compare bounce rate with the same cohort and period before drawing a conclusion."},{"a":["boundaryless company"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"An aspirational model reducing barriers between functions, levels or external partners.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"An aspirational model reducing barriers between functions, levels or external partners.","i":345,"id":"people.boundaryless-organisation","lv":"specialist","ph":"boundaryless organisation boundaryless company boundaryless company boundaryless organisation boundaryless organisation an aspirational model reducing barriers between functions levels or external partners an aspirational model reducing barriers between functions levels or external partners compare boundaryless organisation with the same cohort and period before drawing a conclusion you will see boundaryless organisation in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here boundaryless organisation means an aspirational model reducing barriers between functions levels or external partners people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management metric standard specification role person equipment technology format genre model organisation party global context dependent","sn":"Boundaryless organisation","t":"Boundaryless organisation","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/boundaryless-organisation/","ui":"Compare boundaryless organisation with the same cohort and period before drawing a conclusion."},{"a":["branch office"],"amb":["Branch"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A place or operation of a company that is not usually a separate legal entity.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A place or operation of a company that is not usually a separate legal entity.","i":346,"id":"governance.branch.governance-legal-compliance-company-forms","lv":"core","ph":"branch branch office branch branch office branch a place or operation of a company that is not usually a separate legal entity a place or operation of a company that is not usually a separate legal entity do not describe branch as agreed until the operative document says so you will see branch in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here branch means a place or operation of a company that is not usually a separate legal entity corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures branch startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law organisation party global context dependent","sn":"Branch","t":"Branch","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/branch--governance-branch-governance-legal-compliance-company-forms/","ui":"Do not describe branch as agreed until the operative document says so."},{"a":["code branch"],"amb":["Branch"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A separate line of development within version control.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A separate copy of code changes being worked on.","i":347,"id":"product.branch.product-technology-innovation-software-delivery","lv":"core","ph":"branch code branch branch code branch branch a separate copy of code changes being worked on a separate line of development within version control the feature branch is ready for review you will see branch in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here branch means a separate line of development within version control product technology and innovation product management technology and innovation software delivery and architecture branch startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology global context dependent","sn":"Branch","t":"Branch","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/branch--product-branch-product-technology-innovation-software-delivery/","ui":"The feature branch is ready for review."},{"a":["commercial brand"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The network of meanings, expectations and recognisable signals associated with an organisation, product or person.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The network of meanings, expectations and recognisable signals associated with an organisation, product or person.","i":348,"id":"marketing.brand","lv":"core","ph":"brand commercial brand brand commercial brand brand the network of meanings expectations and recognisable signals associated with an organisation product or person the network of meanings expectations and recognisable signals associated with an organisation product or person tie brand to observable choices in message design and behaviour you will see brand in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand means the network of meanings expectations and recognisable signals associated with an organisation product or person marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting role person format genre model organisation party global context dependent business","sn":"Brand","t":"Brand","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand/","ui":"Tie brand to observable choices in message, design and behaviour."},{"a":["brand portfolio architecture"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The system defining relationships among an organisation's corporate, product and service brands.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The system defining relationships among an organisation's corporate, product and service brands.","i":349,"id":"marketing.brand-architecture","lv":"core","ph":"brand architecture brand portfolio architecture brand architecture brand portfolio architecture brand architecture the system defining relationships among an organisations corporate product and service brands the system defining relationships among an organisations corporate product and service brands the work feels inconsistent because the team is using brand architecture in three different ways you will see brand architecture in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here brand architecture means the system defining relationships among an organisations corporate product and service brands marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Brand architecture","t":"Brand architecture","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/brand-architecture/","ui":"The work feels inconsistent because the team is using brand architecture in three different ways."},{"a":["brand meanings"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Ideas, feelings, memories or qualities linked to a brand in people's minds.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Ideas, feelings, memories or qualities linked to a brand in people's minds.","i":350,"id":"marketing.brand-associations","lv":"working","ph":"brand associations brand meanings brand associations brand meanings brand associations ideas feelings memories or qualities linked to a brand in peoples minds ideas feelings memories or qualities linked to a brand in peoples minds can we circulate brand associations with the assumptions and open questions marked you will see brand associations in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand associations means ideas feelings memories or qualities linked to a brand in peoples minds marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting document artifact format genre model global context dependent","sn":"Brand associations","t":"Brand associations","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-associations/","ui":"Can we circulate brand associations with the assumptions and open questions marked?"},{"a":["brand characteristics","attribute association"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Qualities respondents associate with a brand.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Qualities respondents associate with a brand.","i":351,"id":"marketing.brand-attributes","lv":"core","ph":"brand attributes brand characteristics attribute association attribute association brand attributes brand characteristics brand attributes qualities respondents associate with a brand qualities respondents associate with a brand the finding on brand attributes is directional not universal you will see brand attributes in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here brand attributes means qualities respondents associate with a brand marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand attributes","t":"Brand attributes","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/brand-attributes/","ui":"The finding on brand attributes is directional, not universal."},{"a":["brand review"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A systematic review of brand strategy, expression, performance and consistency.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A systematic review of brand strategy, expression, performance and consistency.","i":352,"id":"marketing.brand-audit","lv":"core","ph":"brand audit brand review brand audit brand review brand audit a systematic review of brand strategy expression performance and consistency a systematic review of brand strategy expression performance and consistency can we show how brand audit changes the audiences experience not just the language you will see brand audit in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand audit means a systematic review of brand strategy expression performance and consistency marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting metric standard specification equipment technology workflow process format genre model global context dependent","sn":"Brand audit","t":"Brand audit","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-audit/","ui":"Can we show how brand audit changes the audience’s experience, not just the language?"},{"a":["perceived authenticity"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Perceived alignment between a brand's claims, behaviour, history and values.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Perceived alignment between a brand's claims, behaviour, history and values.","i":353,"id":"marketing.brand-authenticity","lv":"working","ph":"brand authenticity perceived authenticity brand authenticity perceived authenticity brand authenticity perceived alignment between a brands claims behaviour history and values perceived alignment between a brands claims behaviour history and values tie brand authenticity to observable choices in message design and behaviour you will see brand authenticity in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand authenticity means perceived alignment between a brands claims behaviour history and values marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand authenticity","t":"Brand authenticity","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-authenticity/","ui":"Tie brand authenticity to observable choices in message, design and behaviour."},{"a":["awareness"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The extent to which a target audience recognises or recalls a brand.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The extent to which a target audience recognises or recalls a brand.","i":354,"id":"marketing.brand-awareness","lv":"core","ph":"brand awareness awareness awareness brand awareness brand awareness the extent to which a target audience recognises or recalls a brand the extent to which a target audience recognises or recalls a brand can we show how brand awareness changes the audiences experience not just the language you will see brand awareness in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand awareness means the extent to which a target audience recognises or recalls a brand marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand awareness","t":"Brand awareness","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-awareness/","ui":"Can we show how brand awareness changes the audience’s experience, not just the language?"},{"a":["brand cue"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A recurring visual, verbal or sonic element used to cue brand recognition.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A recurring visual, verbal or sonic element used to cue brand recognition.","i":355,"id":"marketing.brand-code","lv":"working","ph":"brand code brand cue brand code brand cue brand code a recurring visual verbal or sonic element used to cue brand recognition a recurring visual verbal or sonic element used to cue brand recognition the work feels inconsistent because the team is using brand code in three different ways you will see brand code in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand code means a recurring visual verbal or sonic element used to cue brand recognition marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand code","t":"Brand code","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-code/","ui":"The work feels inconsistent because the team is using brand code in three different ways."},{"a":["coherent brand"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The extent to which different brand expressions feel meaningfully connected rather than merely identical.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The extent to which different brand expressions feel meaningfully connected rather than merely identical.","i":356,"id":"marketing.brand-coherence","lv":"working","ph":"brand coherence coherent brand brand coherence coherent brand brand coherence the extent to which different brand expressions feel meaningfully connected rather than merely identical the extent to which different brand expressions feel meaningfully connected rather than merely identical can we show how brand coherence changes the audiences experience not just the language you will see brand coherence in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand coherence means the extent to which different brand expressions feel meaningfully connected rather than merely identical marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand coherence","t":"Brand coherence","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-coherence/","ui":"Can we show how brand coherence changes the audience’s experience, not just the language?"},{"a":["consideration"],"amb":["consideration"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The extent to which a brand is included among options a buyer might choose.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The extent to which a brand is included among options a buyer might choose.","i":357,"id":"marketing.brand-consideration","lv":"core","ph":"brand consideration consideration brand consideration consideration brand consideration the extent to which a brand is included among options a buyer might choose the extent to which a brand is included among options a buyer might choose keep brand consideration on the dashboard but show the definition and reporting period beside it you will see brand consideration in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand consideration means the extent to which a brand is included among options a buyer might choose marketing brand and growth brand marketing media and growth brand foundations and identity consideration startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model global context dependent","sn":"Brand consideration","t":"Brand consideration","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-consideration/","ui":"Keep brand consideration on the dashboard, but show the definition and reporting period beside it."},{"a":["consistency"],"amb":["consistency"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Coherence of brand behaviour and expression across time and touchpoints.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Coherence of brand behaviour and expression across time and touchpoints.","i":358,"id":"marketing.brand-consistency","lv":"core","ph":"brand consistency consistency brand consistency consistency brand consistency coherence of brand behaviour and expression across time and touchpoints coherence of brand behaviour and expression across time and touchpoints tie brand consistency to observable choices in message design and behaviour you will see brand consistency in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand consistency means coherence of brand behaviour and expression across time and touchpoints marketing brand and growth brand marketing media and growth brand foundations and identity consistency startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand consistency","t":"Brand consistency","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-consistency/","ui":"Tie brand consistency to observable choices in message, design and behaviour."},{"a":["portfolio consolidation"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Reducing the number of brands or unifying them under a simpler architecture.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Reducing the number of brands or unifying them under a simpler architecture.","i":359,"id":"marketing.brand-consolidation","lv":"working","ph":"brand consolidation portfolio consolidation brand consolidation portfolio consolidation brand consolidation reducing the number of brands or unifying them under a simpler architecture reducing the number of brands or unifying them under a simpler architecture the brand brief needs a concrete definition of brand consolidation you will see brand consolidation in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here brand consolidation means reducing the number of brands or unifying them under a simpler architecture marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand consolidation","t":"Brand consolidation","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/brand-consolidation/","ui":"The brand brief needs a concrete definition of brand consolidation."},{"a":["distinctiveness"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The degree to which a brand is recognisably different through ownable assets or expression.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The degree to which a brand is recognisably different through ownable assets or expression.","i":360,"id":"marketing.brand-distinctiveness","lv":"core","ph":"brand distinctiveness distinctiveness brand distinctiveness distinctiveness brand distinctiveness the degree to which a brand is recognisably different through ownable assets or expression the degree to which a brand is recognisably different through ownable assets or expression tie brand distinctiveness to observable choices in message design and behaviour you will see brand distinctiveness in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand distinctiveness means the degree to which a brand is recognisably different through ownable assets or expression marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand distinctiveness","t":"Brand distinctiveness","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-distinctiveness/","ui":"Tie brand distinctiveness to observable choices in message, design and behaviour."},{"a":["brand value"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The additional value associated with a recognised brand beyond an otherwise comparable unbranded offer.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The additional value associated with a recognised brand beyond an otherwise comparable unbranded offer.","i":361,"id":"marketing.brand-equity","lv":"core","ph":"brand equity brand value brand equity brand value brand equity the additional value associated with a recognised brand beyond an otherwise comparable unbranded offer the additional value associated with a recognised brand beyond an otherwise comparable unbranded offer the work feels inconsistent because the team is using brand equity in three different ways you will see brand equity in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand equity means the additional value associated with a recognised brand beyond an otherwise comparable unbranded offer marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand equity","t":"Brand equity","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-equity/","ui":"The work feels inconsistent because the team is using brand equity in three different ways."},{"a":["brand core"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A compressed internal expression of the brand's core meaning or character.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A compressed internal expression of the brand's core meaning or character.","i":362,"id":"marketing.brand-essence","lv":"working","ph":"brand essence brand core brand core brand essence brand essence a compressed internal expression of the brands core meaning or character a compressed internal expression of the brands core meaning or character the brand brief needs a concrete definition of brand essence you will see brand essence in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand essence means a compressed internal expression of the brands core meaning or character marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand essence","t":"Brand essence","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-essence/","ui":"The brand brief needs a concrete definition of brand essence."},{"a":["line extension"],"amb":["line extension"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Use of an existing brand name to enter a new product or category.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Use of an existing brand name to enter a new product or category.","i":363,"id":"marketing.brand-extension","lv":"core","ph":"brand extension line extension brand extension line extension brand extension use of an existing brand name to enter a new product or category use of an existing brand name to enter a new product or category the brand brief needs a concrete definition of brand extension you will see brand extension in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here brand extension means use of an existing brand name to enter a new product or category marketing brand and growth brand marketing media and growth brand architecture and portfolio line extension startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand extension","t":"Brand extension","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/brand-extension/","ui":"The brand brief needs a concrete definition of brand extension."},{"a":["familiarity"],"amb":["Brand familiarity","familiarity"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The degree to which people feel they know or have encountered a brand.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The degree to which people feel they know or have encountered a brand.","i":364,"id":"marketing.brand-familiarity","lv":"core","ph":"brand familiarity familiarity brand familiarity familiarity brand familiarity the degree to which people feel they know or have encountered a brand the degree to which people feel they know or have encountered a brand tie brand familiarity to observable choices in message design and behaviour you will see brand familiarity in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand familiarity means the degree to which people feel they know or have encountered a brand marketing brand and growth brand marketing media and growth brand foundations and identity familiarity startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand familiarity","t":"Brand familiarity","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-familiarity/","ui":"Tie brand familiarity to observable choices in message, design and behaviour."},{"a":["brand conversion funnel"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A stage model of awareness, familiarity, consideration, trial and loyalty.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A stage model of awareness, familiarity, consideration, trial and loyalty.","i":365,"id":"marketing.brand-funnel","lv":"core","ph":"brand funnel brand conversion funnel brand conversion funnel brand funnel brand funnel a stage model of awareness familiarity consideration trial and loyalty a stage model of awareness familiarity consideration trial and loyalty how are we defining brand funnel in this deck you will see brand funnel in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here brand funnel means a stage model of awareness familiarity consideration trial and loyalty marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting metric standard specification equipment technology format genre model status decision global context dependent","sn":"Brand funnel","t":"Brand funnel","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/brand-funnel/","ui":"How are we defining brand funnel in this deck?"},{"a":["style guide","brand book"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Rules and examples governing how a brand should be expressed.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Rules and examples governing how a brand should be expressed.","i":366,"id":"marketing.brand-guidelines","lv":"core","ph":"brand guidelines style guide brand book brand book brand guidelines style guide brand guidelines rules and examples governing how a brand should be expressed rules and examples governing how a brand should be expressed the brand brief needs a concrete definition of brand guidelines you will see brand guidelines in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand guidelines means rules and examples governing how a brand should be expressed marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand guidelines","t":"Brand guidelines","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-guidelines/","ui":"The brand brief needs a concrete definition of brand guidelines."},{"a":["brand strength"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A broad assessment of brand strength using selected measures such as awareness, consideration, trust and preference.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A broad assessment of brand strength using selected measures such as awareness, consideration, trust and preference.","i":367,"id":"marketing.brand-health","lv":"core","ph":"brand health brand strength brand health brand strength brand health a broad assessment of brand strength using selected measures such as awareness consideration trust and preference a broad assessment of brand strength using selected measures such as awareness consideration trust and preference how are we defining brand health in this deck you will see brand health in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand health means a broad assessment of brand strength using selected measures such as awareness consideration trust and preference marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting metric standard specification workflow process format genre model global context dependent","sn":"Brand health","t":"Brand health","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-health/","ui":"How are we defining brand health in this deck?"},{"a":["organising idea"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A unifying creative or strategic idea capable of guiding expression across touchpoints.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A unifying creative or strategic idea capable of guiding expression across touchpoints.","i":368,"id":"marketing.brand-idea","lv":"working","ph":"brand idea organising idea brand idea organising idea brand idea a unifying creative or strategic idea capable of guiding expression across touchpoints a unifying creative or strategic idea capable of guiding expression across touchpoints tie brand idea to observable choices in message design and behaviour you will see brand idea in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand idea means a unifying creative or strategic idea capable of guiding expression across touchpoints marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Brand idea","t":"Brand idea","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-idea/","ui":"Tie brand idea to observable choices in message, design and behaviour."},{"a":["identity system"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The designed verbal and visual system through which a brand presents itself.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The designed verbal and visual system through which a brand presents itself.","i":369,"id":"marketing.brand-identity","lv":"core","ph":"brand identity identity system brand identity identity system brand identity the designed verbal and visual system through which a brand presents itself the designed verbal and visual system through which a brand presents itself can we show how brand identity changes the audiences experience not just the language you will see brand identity in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand identity means the designed verbal and visual system through which a brand presents itself marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting equipment technology format genre model organisation party global context dependent","sn":"Brand identity","t":"Brand identity","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-identity/","ui":"Can we show how brand identity changes the audience’s experience, not just the language?"},{"a":["perceived image"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The pattern of perceptions and associations held about a brand.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The pattern of perceptions and associations held about a brand.","i":370,"id":"marketing.brand-image","lv":"core","ph":"brand image perceived image brand image perceived image brand image the pattern of perceptions and associations held about a brand the pattern of perceptions and associations held about a brand the finding on brand image is directional not universal you will see brand image in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here brand image means the pattern of perceptions and associations held about a brand marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand image","t":"Brand image","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/brand-image/","ui":"The finding on brand image is directional, not universal."},{"a":["licensing"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Granting another party rights to use a brand under defined conditions.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Granting another party rights to use a brand under defined conditions.","i":371,"id":"marketing.brand-licensing","lv":"core","ph":"brand licensing licensing brand licensing licensing brand licensing granting another party rights to use a brand under defined conditions granting another party rights to use a brand under defined conditions the brand brief needs a concrete definition of brand licensing you will see brand licensing in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here brand licensing means granting another party rights to use a brand under defined conditions marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting right contract law format genre model global context dependent","sn":"Brand licensing","t":"Brand licensing","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/brand-licensing/","ui":"The brand brief needs a concrete definition of brand licensing."},{"a":["brand-lift study"],"amb":["brand-lift study"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Measured change in brand outcomes attributed to a campaign or exposure under a study design.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Measured change in brand outcomes attributed to a campaign or exposure under a study design.","i":372,"id":"marketing.brand-lift","lv":"core","ph":"brand lift brand lift study brand lift brand lift study brand lift measured change in brand outcomes attributed to a campaign or exposure under a study design measured change in brand outcomes attributed to a campaign or exposure under a study design how are we defining brand lift in this deck you will see brand lift in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here brand lift means measured change in brand outcomes attributed to a campaign or exposure under a study design marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness brand lift study startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Brand lift","t":"Brand lift","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/brand-lift/","ui":"How are we defining brand lift in this deck?"},{"a":["lift study"],"amb":["brand-lift study","lift study"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Research estimating campaign-associated change in brand metrics.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Research estimating campaign-associated change in brand metrics.","i":373,"id":"marketing.brand-lift-study","lv":"core","ph":"brand lift study lift study brand lift study lift study brand lift study research estimating campaign associated change in brand metrics research estimating campaign associated change in brand metrics keep brand lift study on the dashboard but show the definition and reporting period beside it you will see brand lift study in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here brand lift study means research estimating campaign associated change in brand metrics marketing brand and growth brand marketing media and growth research awareness and brand tracking brand lift conversion lift startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Brand-lift study","t":"Brand-lift study","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/brand-lift-study/","ui":"Keep brand-lift study on the dashboard, but show the definition and reporting period beside it."},{"a":["emotional attachment"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A research construct describing strong positive emotional attachment to a brand.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A research construct describing strong positive emotional attachment to a brand.","i":374,"id":"marketing.brand-love","lv":"working","ph":"brand love emotional attachment brand love emotional attachment brand love a research construct describing strong positive emotional attachment to a brand a research construct describing strong positive emotional attachment to a brand can we show the uncertainty around brand love instead of presenting one clean number you will see brand love in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here brand love means a research construct describing strong positive emotional attachment to a brand marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand love","t":"Brand love","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/brand-love/","ui":"Can we show the uncertainty around brand love instead of presenting one clean number?"},{"a":["loyalty"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A tendency to continue choosing or supporting a brand over time.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A tendency to continue choosing or supporting a brand over time.","i":375,"id":"marketing.brand-loyalty","lv":"core","ph":"brand loyalty loyalty brand loyalty loyalty brand loyalty a tendency to continue choosing or supporting a brand over time a tendency to continue choosing or supporting a brand over time the work feels inconsistent because the team is using brand loyalty in three different ways you will see brand loyalty in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand loyalty means a tendency to continue choosing or supporting a brand over time marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand loyalty","t":"Brand loyalty","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-loyalty/","ui":"The work feels inconsistent because the team is using brand loyalty in three different ways."},{"a":["brand handbook"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A document describing brand strategy, identity and usage standards.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A document that explains brand strategy, identity and usage standards.","i":376,"id":"marketing.brand-manual","lv":"working","ph":"brand manual brand handbook brand handbook brand manual brand manual a document that explains brand strategy identity and usage standards a document describing brand strategy identity and usage standards the team needs one controlled copy of brand manual with an owner and date you will see brand manual in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand manual means a document describing brand strategy identity and usage standards marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting document artifact metric standard specification format genre model organisation party global context dependent","sn":"Brand manual","t":"Brand manual","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-manual/","ui":"The team needs one controlled copy of brand manual, with an owner and date."},{"a":["brand transition"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Moving customers, products or equity from one brand to another.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Moving customers, products or equity from one brand to another.","i":377,"id":"marketing.brand-migration","lv":"working","ph":"brand migration brand transition brand migration brand transition brand migration moving customers products or equity from one brand to another moving customers products or equity from one brand to another how are we defining brand migration in this deck you will see brand migration in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here brand migration means moving customers products or equity from one brand to another marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model global context dependent","sn":"Brand migration","t":"Brand migration","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/brand-migration/","ui":"How are we defining brand migration in this deck?"},{"a":["mission statement"],"amb":["mission statement"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A statement of what the brand or organisation does, for whom and toward what outcome.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A statement of what the brand or organisation does, for whom and toward what outcome.","i":378,"id":"marketing.brand-mission","lv":"core","ph":"brand mission mission statement brand mission mission statement brand mission a statement of what the brand or organisation does for whom and toward what outcome a statement of what the brand or organisation does for whom and toward what outcome the team needs one controlled copy of brand mission with an owner and date you will see brand mission in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand mission means a statement of what the brand or organisation does for whom and toward what outcome marketing brand and growth brand marketing media and growth brand foundations and identity mission startup business corporate marketing sales market research marketing growth reporting document artifact format genre model organisation party global context dependent","sn":"Brand mission","t":"Brand mission","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-mission/","ui":"The team needs one controlled copy of brand mission, with an owner and date."},{"a":["brand advantage"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Durable advantage arising from trust, recognition, meaning or habitual preference.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A strong brand makes customers more likely to choose and stay.","i":379,"id":"strategy.brand-moat","lv":"working","ph":"brand moat brand advantage brand advantage brand moat brand moat a strong brand makes customers more likely to choose and stay durable advantage arising from trust recognition meaning or habitual preference the brand moat is weak if customers buy only on price you will see brand moat in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here brand moat means durable advantage arising from trust recognition meaning or habitual preference strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Brand moat","t":"Brand moat","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/brand-moat/","ui":"The brand moat is weak if customers buy only on price."},{"a":["personality traits"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Human characteristics deliberately associated with a brand's behaviour and expression.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Human characteristics deliberately associated with a brand's behaviour and expression.","i":380,"id":"marketing.brand-personality","lv":"core","ph":"brand personality personality traits brand personality personality traits brand personality human characteristics deliberately associated with a brands behaviour and expression human characteristics deliberately associated with a brands behaviour and expression the brand brief needs a concrete definition of brand personality you will see brand personality in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand personality means human characteristics deliberately associated with a brands behaviour and expression marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model global context dependent","sn":"Brand personality","t":"Brand personality","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-personality/","ui":"The brand brief needs a concrete definition of brand personality."},{"a":["portfolio of brands"],"amb":["Brand portfolio"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The full set of brands owned, operated or licensed by an organisation.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The full set of brands owned, operated or licensed by an organisation.","i":381,"id":"marketing.brand-portfolio","lv":"core","ph":"brand portfolio portfolio of brands brand portfolio portfolio of brands brand portfolio the full set of brands owned operated or licensed by an organisation the full set of brands owned operated or licensed by an organisation the work feels inconsistent because the team is using brand portfolio in three different ways you will see brand portfolio in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here brand portfolio means the full set of brands owned operated or licensed by an organisation marketing brand and growth brand marketing media and growth brand architecture and portfolio portfolio startup business corporate marketing sales market research marketing growth reporting metric standard specification right contract law format genre model organisation party global context dependent","sn":"Brand portfolio","t":"Brand portfolio","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/brand-portfolio/","ui":"The work feels inconsistent because the team is using brand portfolio in three different ways."},{"a":["positioning"],"amb":["positioning"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The intended distinctive place a brand occupies in a target audience's mind relative to alternatives.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The intended distinctive place a brand occupies in a target audience's mind relative to alternatives.","i":382,"id":"marketing.brand-positioning","lv":"core","ph":"brand positioning positioning brand positioning positioning brand positioning the intended distinctive place a brand occupies in a target audiences mind relative to alternatives the intended distinctive place a brand occupies in a target audiences mind relative to alternatives tie brand positioning to observable choices in message design and behaviour you will see brand positioning in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand positioning means the intended distinctive place a brand occupies in a target audiences mind relative to alternatives marketing brand and growth brand marketing media and growth brand foundations and identity positioning startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent business","sn":"Brand positioning","t":"Brand positioning","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-positioning/","ui":"Tie brand positioning to observable choices in message, design and behaviour."},{"a":["preference"],"amb":["Brand preference","preference"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The degree to which a person favours a brand over alternatives.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The degree to which a person favours a brand over alternatives.","i":383,"id":"marketing.brand-preference","lv":"core","ph":"brand preference preference brand preference preference brand preference the degree to which a person favours a brand over alternatives the degree to which a person favours a brand over alternatives can we show how brand preference changes the audiences experience not just the language you will see brand preference in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand preference means the degree to which a person favours a brand over alternatives marketing brand and growth brand marketing media and growth brand foundations and identity preference startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent","sn":"Brand preference","t":"Brand preference","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-preference/","ui":"Can we show how brand preference changes the audience’s experience, not just the language?"},{"a":["customer promise"],"amb":["customer promise"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The central experience or benefit a brand commits to deliver consistently.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The central experience or benefit a brand commits to deliver consistently.","i":384,"id":"marketing.brand-promise","lv":"core","ph":"brand promise customer promise brand promise customer promise brand promise the central experience or benefit a brand commits to deliver consistently the central experience or benefit a brand commits to deliver consistently tie brand promise to observable choices in message design and behaviour you will see brand promise in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand promise means the central experience or benefit a brand commits to deliver consistently marketing brand and growth brand marketing media and growth brand foundations and identity customer promise startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand promise","t":"Brand promise","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-promise/","ui":"Tie brand promise to observable choices in message, design and behaviour."},{"a":["brand value proposition"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A concise articulation of what the brand offers and why it should matter.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A concise articulation of what the brand offers and why it should matter.","i":385,"id":"marketing.brand-proposition","lv":"core","ph":"brand proposition brand value proposition brand proposition brand value proposition brand proposition a concise articulation of what the brand offers and why it should matter a concise articulation of what the brand offers and why it should matter the brand brief needs a concrete definition of brand proposition you will see brand proposition in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand proposition means a concise articulation of what the brand offers and why it should matter marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand proposition","t":"Brand proposition","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-proposition/","ui":"The brand brief needs a concrete definition of brand proposition."},{"a":["purpose"],"amb":["purpose"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The stated reason a brand claims to exist beyond immediate commercial activity.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The stated reason a brand claims to exist beyond immediate commercial activity.","i":386,"id":"marketing.brand-purpose","lv":"core","ph":"brand purpose purpose brand purpose purpose brand purpose the stated reason a brand claims to exist beyond immediate commercial activity the stated reason a brand claims to exist beyond immediate commercial activity the work feels inconsistent because the team is using brand purpose in three different ways you will see brand purpose in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand purpose means the stated reason a brand claims to exist beyond immediate commercial activity marketing brand and growth brand marketing media and growth brand foundations and identity purpose startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand purpose","t":"Brand purpose","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-purpose/","ui":"The work feels inconsistent because the team is using brand purpose in three different ways."},{"a":["brand rationalization"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Reviewing and reducing brand complexity based on strategic value and cost.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Reviewing and reducing brand complexity based on strategic value and cost.","i":387,"id":"marketing.brand-rationalisation","lv":"working","ph":"brand rationalisation brand rationalization brand rationalisation brand rationalization brand rationalisation reviewing and reducing brand complexity based on strategic value and cost reviewing and reducing brand complexity based on strategic value and cost the number is useful only if everyone calculates brand rationalisation the same way you will see brand rationalisation in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here brand rationalisation means reviewing and reducing brand complexity based on strategic value and cost marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting metric standard specification workflow process format genre model global context dependent","sn":"Brand rationalisation","t":"Brand rationalisation","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/brand-rationalisation/","ui":"The number is useful only if everyone calculates brand rationalisation the same way."},{"a":["unaided recall"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The ability to bring a brand to mind without being shown it.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The ability to bring a brand to mind without being shown it.","i":388,"id":"marketing.brand-recall","lv":"core","ph":"brand recall unaided recall brand recall unaided recall brand recall the ability to bring a brand to mind without being shown it the ability to bring a brand to mind without being shown it can we show how brand recall changes the audiences experience not just the language you will see brand recall in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand recall means the ability to bring a brand to mind without being shown it marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand recall","t":"Brand recall","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-recall/","ui":"Can we show how brand recall changes the audience’s experience, not just the language?"},{"a":["aided recognition"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The ability to identify a brand when shown its name, mark or other cue.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The ability to identify a brand when shown its name, mark or other cue.","i":389,"id":"marketing.brand-recognition","lv":"core","ph":"brand recognition aided recognition aided recognition brand recognition brand recognition the ability to identify a brand when shown its name mark or other cue the ability to identify a brand when shown its name mark or other cue can we show how brand recognition changes the audiences experience not just the language you will see brand recognition in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand recognition means the ability to identify a brand when shown its name mark or other cue marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand recognition","t":"Brand recognition","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-recognition/","ui":"Can we show how brand recognition changes the audience’s experience, not just the language?"},{"a":["identity refresh"],"amb":["Brand refresh"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A lighter update to brand expression that preserves more continuity than a full rebrand.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A lighter update to brand expression that preserves more continuity than a full rebrand.","i":390,"id":"marketing.brand-refresh","lv":"core","ph":"brand refresh identity refresh brand refresh identity refresh brand refresh a lighter update to brand expression that preserves more continuity than a full rebrand a lighter update to brand expression that preserves more continuity than a full rebrand tie brand refresh to observable choices in message design and behaviour you will see brand refresh in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand refresh means a lighter update to brand expression that preserves more continuity than a full rebrand marketing brand and growth brand marketing media and growth brand foundations and identity rebrand startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand refresh","t":"Brand refresh","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-refresh/","ui":"Tie brand refresh to observable choices in message, design and behaviour."},{"a":["corporate reputation"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Collective judgement of an organisation or brand based on experience, information and conduct.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Collective judgement of an organisation or brand based on experience, information and conduct.","i":391,"id":"marketing.brand-reputation","lv":"core","ph":"brand reputation corporate reputation brand reputation corporate reputation brand reputation collective judgement of an organisation or brand based on experience information and conduct collective judgement of an organisation or brand based on experience information and conduct the work feels inconsistent because the team is using brand reputation in three different ways you will see brand reputation in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand reputation means collective judgement of an organisation or brand based on experience information and conduct marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting format genre model organisation party global context dependent","sn":"Brand reputation","t":"Brand reputation","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-reputation/","ui":"The work feels inconsistent because the team is using brand reputation in three different ways."},{"a":["mental availability"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The ease and likelihood with which a brand comes to mind in relevant buying situations.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The ease and likelihood with which a brand comes to mind in relevant buying situations.","i":392,"id":"marketing.brand-salience","lv":"working","ph":"brand salience mental availability brand salience mental availability brand salience the ease and likelihood with which a brand comes to mind in relevant buying situations the ease and likelihood with which a brand comes to mind in relevant buying situations the brand brief needs a concrete definition of brand salience you will see brand salience in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand salience means the ease and likelihood with which a brand comes to mind in relevant buying situations marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand salience","t":"Brand salience","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-salience/","ui":"The brand brief needs a concrete definition of brand salience."},{"a":["brand plan"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The choices defining what a brand stands for, whom it serves and how it should be perceived.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The choices defining what a brand stands for, whom it serves and how it should be perceived.","i":393,"id":"marketing.brand-strategy","lv":"core","ph":"brand strategy brand plan brand plan brand strategy brand strategy the choices defining what a brand stands for whom it serves and how it should be perceived the choices defining what a brand stands for whom it serves and how it should be perceived can we show how brand strategy changes the audiences experience not just the language you will see brand strategy in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand strategy means the choices defining what a brand stands for whom it serves and how it should be perceived marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Brand strategy","t":"Brand strategy","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-strategy/","ui":"Can we show how brand strategy changes the audience’s experience, not just the language?"},{"a":["stretch"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The degree to which a brand can credibly extend into a new offer or category.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The degree to which a brand can credibly extend into a new offer or category.","i":394,"id":"marketing.brand-stretch","lv":"working","ph":"brand stretch stretch brand stretch stretch brand stretch the degree to which a brand can credibly extend into a new offer or category the degree to which a brand can credibly extend into a new offer or category tie brand stretch to observable choices in message design and behaviour you will see brand stretch in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand stretch means the degree to which a brand can credibly extend into a new offer or category marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand stretch","t":"Brand stretch","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-stretch/","ui":"Tie brand stretch to observable choices in message, design and behaviour."},{"a":["brand tracker"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Repeated measurement of selected brand indicators over time.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Repeated measurement of selected brand indicators over time.","i":395,"id":"marketing.brand-tracking","lv":"core","ph":"brand tracking brand tracker brand tracker brand tracking brand tracking repeated measurement of selected brand indicators over time repeated measurement of selected brand indicators over time can we show the uncertainty around brand tracking instead of presenting one clean number you will see brand tracking in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here brand tracking means repeated measurement of selected brand indicators over time marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Brand tracking","t":"Brand tracking","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/brand-tracking/","ui":"Can we show the uncertainty around brand tracking instead of presenting one clean number?"},{"a":["trust"],"amb":["trust"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Confidence that a brand will act or deliver as expected.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Confidence that a brand will act or deliver as expected.","i":396,"id":"marketing.brand-trust","lv":"core","ph":"brand trust trust brand trust trust brand trust confidence that a brand will act or deliver as expected confidence that a brand will act or deliver as expected tie brand trust to observable choices in message design and behaviour you will see brand trust in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand trust means confidence that a brand will act or deliver as expected marketing brand and growth brand marketing media and growth brand foundations and identity trust startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Brand trust","t":"Brand trust","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-trust/","ui":"Tie brand trust to observable choices in message, design and behaviour."},{"a":["company values"],"amb":["company values"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Principles a brand claims should guide behaviour and decisions.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Principles a brand claims should guide behaviour and decisions.","i":397,"id":"marketing.brand-values","lv":"core","ph":"brand values company values brand values company values brand values principles a brand claims should guide behaviour and decisions principles a brand claims should guide behaviour and decisions can we show how brand values changes the audiences experience not just the language you will see brand values in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand values means principles a brand claims should guide behaviour and decisions marketing brand and growth brand marketing media and growth brand foundations and identity values startup business corporate marketing sales market research marketing growth reporting format genre model status decision global context dependent","sn":"Brand values","t":"Brand values","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-values/","ui":"Can we show how brand values changes the audience’s experience, not just the language?"},{"a":["vision statement"],"amb":["vision statement"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A description of the future the brand or organisation aims to help create.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A description of the future the brand or organisation aims to help create.","i":398,"id":"marketing.brand-vision","lv":"core","ph":"brand vision vision statement brand vision vision statement brand vision a description of the future the brand or organisation aims to help create a description of the future the brand or organisation aims to help create the work feels inconsistent because the team is using brand vision in three different ways you will see brand vision in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here brand vision means a description of the future the brand or organisation aims to help create marketing brand and growth brand marketing media and growth brand foundations and identity vision startup business corporate marketing sales market research marketing growth reporting format genre model organisation party global context dependent","sn":"Brand vision","t":"Brand vision","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/brand-vision/","ui":"The work feels inconsistent because the team is using brand vision in three different ways."},{"a":["verbal voice"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The stable verbal personality expressed across communications.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The stable verbal personality expressed across communications.","i":399,"id":"marketing.brand-voice","lv":"core","ph":"brand voice verbal voice brand voice verbal voice brand voice the stable verbal personality expressed across communications the stable verbal personality expressed across communications attach the latest brand voice to the decision pack before the meeting you will see brand voice in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here brand voice means the stable verbal personality expressed across communications marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent","sn":"Brand voice","t":"Brand voice","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/brand-voice/","ui":"Attach the latest brand voice to the decision pack before the meeting."},{"a":["monolithic brand"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"An architecture in which one master brand visibly names or endorses most offers.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"An architecture in which one master brand visibly names or endorses most offers.","i":400,"id":"marketing.branded-house","lv":"core","ph":"branded house monolithic brand branded house monolithic brand branded house an architecture in which one master brand visibly names or endorses most offers an architecture in which one master brand visibly names or endorses most offers tie branded house to observable choices in message design and behaviour you will see branded house in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here branded house means an architecture in which one master brand visibly names or endorses most offers marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Branded house","t":"Branded house","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/branded-house/","ui":"Tie branded house to observable choices in message, design and behaviour."},{"a":["incident notification"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Required notice to regulators, affected people or others after a qualifying breach.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Required notice to regulators, affected people or others after a qualifying breach.","i":401,"id":"governance.breach-notification","lv":"core","ph":"breach notification incident notification breach notification incident notification breach notification required notice to regulators affected people or others after a qualifying breach required notice to regulators affected people or others after a qualifying breach do not describe breach notification as agreed until the operative document says so you will see breach notification in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here breach notification means required notice to regulators affected people or others after a qualifying breach corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law equipment technology risk ethics access global context dependent","sn":"Breach notification","t":"Breach notification","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/breach-notification/","ui":"Do not describe breach notification as agreed until the operative document says so."},{"a":["CVP analysis"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Analysis of volume, price and cost required to reach no profit or loss.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Analysis of volume, price and cost required to reach no profit or loss.","i":402,"id":"bizfinance.break-even-analysis","lv":"core","ph":"break even analysis cvp analysis break even analysis cvp analysis break even analysis analysis of volume price and cost required to reach no profit or loss analysis of volume price and cost required to reach no profit or loss how are we defining break even analysis in this deck you will see break even analysis in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here break even analysis means analysis of volume price and cost required to reach no profit or loss finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Break-even analysis","t":"Break-even analysis","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/break-even-analysis/","ui":"How are we defining break-even analysis in this deck?"},{"a":["break even"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The output or revenue level at which total revenue equals total cost under stated assumptions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The output or revenue level at which total revenue equals total cost under stated assumptions.","i":403,"id":"bizfinance.break-even-point","lv":"core","ph":"break even point break even break even break even point break even point the output or revenue level at which total revenue equals total cost under stated assumptions the output or revenue level at which total revenue equals total cost under stated assumptions compare break even point with the same cohort and period before drawing a conclusion you will see break even point in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here break even point means the output or revenue level at which total revenue equals total cost under stated assumptions finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent business foundation","sn":"Break-even point","t":"Break-even point","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/break-even-point/","ui":"Compare break-even point with the same cohort and period before drawing a conclusion."},{"a":["commercial bribery"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Offering, giving, requesting or receiving an improper advantage to influence action.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Offering, giving, requesting or receiving an improper advantage to influence action.","i":404,"id":"governance.bribery","lv":"core","ph":"bribery commercial bribery bribery commercial bribery bribery offering giving requesting or receiving an improper advantage to influence action offering giving requesting or receiving an improper advantage to influence action do not describe bribery as agreed until the operative document says so you will see bribery in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here bribery means offering giving requesting or receiving an improper advantage to influence action corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent corporate","sn":"Bribery","t":"Bribery","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/bribery/","ui":"Do not describe bribery as agreed until the operative document says so."},{"a":["financial bridge"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A reconciliation explaining movement from one value to another.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A reconciliation explaining movement from one value to another.","i":405,"id":"bizfinance.bridge","lv":"core","ph":"bridge financial bridge bridge financial bridge bridge a reconciliation explaining movement from one value to another a reconciliation explaining movement from one value to another the board will want to know which inputs move bridge most you will see bridge in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here bridge means a reconciliation explaining movement from one value to another finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Bridge","t":"Bridge","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/bridge/","ui":"The board will want to know which inputs move bridge most."},{"a":["variance bridge"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A chart explaining the components that bridge one period, scenario or total to another, often drawn as a waterfall.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A chart that breaks a change into its causes.","i":406,"id":"bizpitch.bridge-chart","lv":"working","ph":"bridge chart variance bridge bridge chart variance bridge bridge chart a chart that breaks a change into its causes a chart explaining the components that bridge one period scenario or total to another often drawn as a waterfall the bridge chart should separate price volume and mix you will see bridge chart in business pitches proposals executive summaries and decision decks when the discussion reaches business charts and exhibits it helps a reader interpret business charts and exhibits without confusing the measure decision role or evidence being discussed here bridge chart means a chart explaining the components that bridge one period scenario or total to another often drawn as a waterfall business pitching and presentation materials business pitches decks and decision materials business charts and exhibits startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Bridge chart","t":"Bridge chart","tp":"Business charts & exhibits","tpid":"business-pitching-artifacts.business-charts","u":"terms/bridge-chart/","ui":"The bridge chart should separate price, volume and mix."},{"a":["bridge facility"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Short-term financing intended to cover a gap until another event or financing.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Short-term financing intended to cover a gap until another event or financing.","i":407,"id":"bizfinance.bridge-loan","lv":"core","ph":"bridge loan bridge facility bridge facility bridge loan bridge loan short term financing intended to cover a gap until another event or financing short term financing intended to cover a gap until another event or financing the headline changes once we calculate bridge loan consistently you will see bridge loan in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here bridge loan means short term financing intended to cover a gap until another event or financing finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Bridge loan","t":"Bridge loan","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/bridge-loan/","ui":"The headline changes once we calculate bridge loan consistently."},{"a":["bridge financing"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Interim financing intended to extend runway to a larger round, milestone, sale or profitability.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Short-term funding to reach the next major event.","i":408,"id":"startup.bridge-round","lv":"core","ph":"bridge round bridge financing bridge financing bridge round bridge round short term funding to reach the next major event interim financing intended to extend runway to a larger round milestone sale or profitability the bridge round buys nine months to complete the trial you will see bridge round in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here bridge round means interim financing intended to extend runway to a larger round milestone sale or profitability startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent startup","sn":"Bridge round","t":"Bridge round","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/bridge-round/","ui":"The bridge round buys nine months to complete the trial."},{"a":["broad-based WA"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A weighted-average anti-dilution formula using a broad fully diluted denominator.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A generally less severe down-round adjustment using more shares in the calculation.","i":409,"id":"startup.broad-based-weighted-average","lv":"specialist","ph":"broad based weighted average broad based wa broad based wa broad based weighted average broad based weighted average a generally less severe down round adjustment using more shares in the calculation a weighted average anti dilution formula using a broad fully diluted denominator counsel modelled the broad based weighted average you will see broad based weighted average in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet economics in term sheet economics a loose definition can change rights obligations approval disclosure or enforceability here broad based weighted average means a weighted average anti dilution formula using a broad fully diluted denominator startups venture and fundraising startup formation venture capital and fundraising term sheet economics startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Broad-based weighted average","t":"Broad-based weighted average","tp":"Term-sheet economics","tpid":"startup-venture-fundraising.term-sheet-economics","u":"terms/broad-based-weighted-average/","ui":"Counsel modelled the broad-based weighted average."},{"a":["broker model"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model earning fees for matching, negotiating or executing transactions between parties.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The business gets paid for bringing parties together.","i":410,"id":"strategy.brokerage-model","lv":"working","ph":"brokerage model broker model broker model brokerage model brokerage model the business gets paid for bringing parties together a model earning fees for matching negotiating or executing transactions between parties the brokerage model depends on trust and deal flow you will see brokerage model in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here brokerage model means a model earning fees for matching negotiating or executing transactions between parties strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Brokerage model","t":"Brokerage model","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/brokerage-model/","ui":"The brokerage model depends on trust and deal flow."},{"a":["bubble plot"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A scatter plot in which marker size represents a third variable.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A chart where position and bubble size each carry information.","i":411,"id":"bizpitch.bubble-chart","lv":"working","ph":"bubble chart bubble plot bubble chart bubble plot bubble chart a chart where position and bubble size each carry information a scatter plot in which marker size represents a third variable the bubble chart becomes unreadable if every company is labelled you will see bubble chart in business pitches proposals executive summaries and decision decks when the discussion reaches business charts and exhibits it helps a reader interpret business charts and exhibits without confusing the measure decision role or evidence being discussed here bubble chart means a scatter plot in which marker size represents a third variable business pitching and presentation materials business pitches decks and decision materials business charts and exhibits startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Bubble chart","t":"Bubble chart","tp":"Business charts & exhibits","tpid":"business-pitching-artifacts.business-charts","u":"terms/bubble-chart/","ui":"The bubble chart becomes unreadable if every company is labelled."},{"a":["financial budget"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An approved financial plan allocating expected income, cost and resources for a period.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An approved financial plan allocating expected income, cost and resources for a period.","i":412,"id":"bizfinance.budget","lv":"core","ph":"budget financial budget budget financial budget budget an approved financial plan allocating expected income cost and resources for a period an approved financial plan allocating expected income cost and resources for a period can you walk me through how budget works in the model you will see budget in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here budget means an approved financial plan allocating expected income cost and resources for a period finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios forecast startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Budget","t":"Budget","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/budget/","ui":"Can you walk me through how budget works in the model?"},{"a":["budget owner"],"amb":["Budget holder","budget owner"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The person or unit controlling the budget needed for a purchase.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The person or unit controlling the budget needed for a purchase.","i":413,"id":"revenue.budget-holder","lv":"core","ph":"budget holder budget owner budget holder budget owner budget holder the person or unit controlling the budget needed for a purchase the person or unit controlling the budget needed for a purchase who can verify budget holder on the buyers side you will see budget holder in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here budget holder means the person or unit controlling the budget needed for a purchase revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles budget owner economic buyer startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Budget holder","t":"Budget holder","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/budget-holder/","ui":"Who can verify budget holder on the buyer’s side?"},{"a":["cost-centre owner"],"amb":["budget owner"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The person accountable for a budget and its use.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","finance","investor","people","operations"],"e":"The person accountable for a budget and its use.","i":414,"id":"people.budget-owner","lv":"core","ph":"budget owner cost centre owner budget owner cost centre owner budget owner the person accountable for a budget and its use the person accountable for a budget and its use who owns budget owner and who has the authority to approve it you will see budget owner in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights different calculation boundaries periods or accounting treatments can change the number and the decision here budget owner means the person accountable for a budget and its use people organisation and change organisation design people systems and change roles responsibility and decision rights budget holder economic buyer startup business corporate finance investor people operations accounting planning forecasting valuation reporting financing people planning employment performance management change management role person organisation party global context dependent","sn":"Budget owner","t":"Budget owner","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/budget-owner/","ui":"Who owns budget owner, and who has the authority to approve it?"},{"a":["BvA"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Comparison of approved budget with realised results.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Comparison of approved budget with realised results.","i":415,"id":"bizfinance.budget-versus-actual","lv":"core","ph":"budget versus actual bva budget versus actual bva budget versus actual comparison of approved budget with realised results comparison of approved budget with realised results finance will reconcile budget versus actual before the board pack goes out you will see budget versus actual in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here budget versus actual means comparison of approved budget with realised results finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Budget versus actual","t":"Budget versus actual","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/budget-versus-actual/","ui":"Finance will reconcile budget versus actual before the board pack goes out."},{"a":["operational buffer"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Time, inventory or capacity held to protect flow from variability.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Time, inventory or capacity held to protect flow from variability.","i":416,"id":"operations.buffer","lv":"core","ph":"buffer operational buffer buffer operational buffer buffer time inventory or capacity held to protect flow from variability time inventory or capacity held to protect flow from variability compare buffer with the same cohort and period before drawing a conclusion you will see buffer in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here buffer means time inventory or capacity held to protect flow from variability operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Buffer","t":"Buffer","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/buffer/","ui":"Compare buffer with the same cohort and period before drawing a conclusion."},{"a":["defect"],"amb":["defect"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A defect causing a product to behave incorrectly or unexpectedly against requirements or reasonable expectations.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Something in the product is broken.","i":417,"id":"product.bug","lv":"core","ph":"bug defect bug defect bug something in the product is broken a defect causing a product to behave incorrectly or unexpectedly against requirements or reasonable expectations the bug blocks checkout for international cards you will see bug in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here bug means a defect causing a product to behave incorrectly or unexpectedly against requirements or reasonable expectations product technology and innovation product management technology and innovation agile and scrum delivery defect startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Bug","t":"Bug","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/bug/","ui":"The bug blocks checkout for international cards."},{"a":["bullet maturity"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Repayment of most or all principal at maturity rather than gradually.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Repayment of most or all principal at maturity rather than gradually.","i":418,"id":"bizfinance.bullet-repayment","lv":"working","ph":"bullet repayment bullet maturity bullet maturity bullet repayment bullet repayment repayment of most or all principal at maturity rather than gradually repayment of most or all principal at maturity rather than gradually the headline changes once we calculate bullet repayment consistently you will see bullet repayment in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here bullet repayment means repayment of most or all principal at maturity rather than gradually finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Bullet repayment","t":"Bullet repayment","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/bullet-repayment/","ui":"The headline changes once we calculate bullet repayment consistently."},{"a":["demand amplification"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Amplification of demand variability as signals move upstream through a supply chain.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Amplification of demand variability as signals move upstream through a supply chain.","i":419,"id":"operations.bullwhip-effect","lv":"core","ph":"bullwhip effect demand amplification bullwhip effect demand amplification bullwhip effect amplification of demand variability as signals move upstream through a supply chain amplification of demand variability as signals move upstream through a supply chain compare bullwhip effect with the same cohort and period before drawing a conclusion you will see bullwhip effect in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here bullwhip effect means amplification of demand variability as signals move upstream through a supply chain operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Bullwhip effect","t":"Bullwhip effect","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/bullwhip-effect/","ui":"Compare bullwhip effect with the same cohort and period before drawing a conclusion."},{"a":["package"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Several products, features or services sold together as one offer.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Several products, features or services sold together as one offer.","i":420,"id":"revenue.bundle","lv":"core","ph":"bundle package bundle package bundle several products features or services sold together as one offer several products features or services sold together as one offer lets test whether bundle still works for the smallest and largest customers you will see bundle in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here bundle means several products features or services sold together as one offer revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Bundle","t":"Bundle","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/bundle/","ui":"Let’s test whether bundle still works for the smallest and largest customers."},{"a":["bundle model"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Selling multiple products or services together as one offer or price package.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Several things are sold together.","i":421,"id":"strategy.bundling","lv":"core","ph":"bundling bundle model bundle model bundling bundling several things are sold together selling multiple products or services together as one offer or price package bundling can increase value but hide weak components you will see bundling in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here bundling means selling multiple products or services together as one offer or price package strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Bundling","t":"Bundling","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/bundling/","ui":"Bundling can increase value but hide weak components."},{"a":["burn efficiency multiple"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Net burn divided by net new recurring revenue over the same period, used as a rough capital-efficiency measure.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Cash burned for each unit of new recurring revenue.","i":422,"id":"startup.burn-multiple","lv":"working","ph":"burn multiple burn efficiency multiple burn efficiency multiple burn multiple burn multiple cash burned for each unit of new recurring revenue net burn divided by net new recurring revenue over the same period used as a rough capital efficiency measure the burn multiple improved below two you will see burn multiple in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup traction burn and capital efficiency it helps a reader interpret startup traction burn and capital efficiency without confusing the measure decision role or evidence being discussed here burn multiple means net burn divided by net new recurring revenue over the same period used as a rough capital efficiency measure startups venture and fundraising startup formation venture capital and fundraising startup traction burn and capital efficiency startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce equipment technology organisation party global context dependent","sn":"Burn multiple","t":"Burn multiple","tp":"Startup traction, burn & capital efficiency","tpid":"startup-venture-fundraising.startup-metrics","u":"terms/burn-multiple/","ui":"The burn multiple improved below two."},{"a":["cash burn","monthly burn"],"amb":["cash burn","monthly burn"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Cash consumed per unit of time, often monthly.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","investor","finance","corporate","business"],"e":"Cash consumed per unit of time, often monthly.","i":423,"id":"bizfinance.burn-rate","lv":"core","ph":"burn rate cash burn monthly burn burn rate cash burn monthly burn burn rate cash consumed per unit of time often monthly cash consumed per unit of time often monthly how are we defining burn rate in this deck you will see burn rate in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here burn rate means cash consumed per unit of time often monthly finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity runway cash burn monthly burn startup investor finance corporate business fundraising financing due diligence governance accounting planning forecasting valuation reporting metric standard specification finance commerce global context dependent","sn":"Burn rate","t":"Burn rate","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/burn-rate/","ui":"How are we defining burn rate in this deck?"},{"a":["sprint burndown"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A chart showing remaining work over time.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A chart showing how much work is left.","i":424,"id":"product.burndown-chart","lv":"working","ph":"burndown chart sprint burndown burndown chart sprint burndown burndown chart a chart showing how much work is left a chart showing remaining work over time the burndown chart does not reveal whether the right work was chosen you will see burndown chart in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here burndown chart means a chart showing remaining work over time product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Burndown chart","t":"Burndown chart","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/burndown-chart/","ui":"The burndown chart does not reveal whether the right work was chosen."},{"a":["crisis case for change"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A metaphor describing urgent pressure to change, sometimes criticised for manufacturing fear.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A metaphor describing urgent pressure to change, sometimes criticised for manufacturing fear.","i":425,"id":"people.burning-platform","lv":"working","ph":"burning platform crisis case for change burning platform crisis case for change burning platform a metaphor describing urgent pressure to change sometimes criticised for manufacturing fear a metaphor describing urgent pressure to change sometimes criticised for manufacturing fear which version of burning platform should the board treat as current you will see burning platform in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here burning platform means a metaphor describing urgent pressure to change sometimes criticised for manufacturing fear people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management document artifact organisation party global context dependent","sn":"Burning platform","t":"Burning platform","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/burning-platform/","ui":"Which version of burning platform should the board treat as current?"},{"a":["sprint burnup"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A chart showing completed work and total scope over time.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A chart showing progress and scope change.","i":426,"id":"product.burnup-chart","lv":"working","ph":"burnup chart sprint burnup burnup chart sprint burnup burnup chart a chart showing progress and scope change a chart showing completed work and total scope over time the burnup chart makes scope growth visible you will see burnup chart in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here burnup chart means a chart showing completed work and total scope over time product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Burnup chart","t":"Burnup chart","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/burnup-chart/","ui":"The burnup chart makes scope growth visible."},{"a":["campaign burst"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A concentrated short period of high marketing activity or spend.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A concentrated short period of high marketing activity or spend.","i":427,"id":"marketing.burst","lv":"working","ph":"burst campaign burst burst campaign burst burst a concentrated short period of high marketing activity or spend a concentrated short period of high marketing activity or spend can we trace burst back to a decision the team can act on you will see burst in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here burst means a concentrated short period of high marketing activity or spend marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Burst","t":"Burst","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/burst/","ui":"Can we trace burst back to a decision the team can act on?"},{"a":["corporate human rights"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The responsibilities and impacts of companies regarding human rights.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The responsibilities and impacts of companies regarding human rights.","i":428,"id":"sustainability.business-and-human-rights","lv":"core","ph":"business and human rights corporate human rights business and human rights corporate human rights business and human rights the responsibilities and impacts of companies regarding human rights the responsibilities and impacts of companies regarding human rights can we separate the target for business and human rights from measured performance you will see business and human rights in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here business and human rights means the responsibilities and impacts of companies regarding human rights sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance right contract law risk ethics access global context dependent","sn":"Business and human rights","t":"Business and human rights","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/business-and-human-rights/","ui":"Can we separate the target for business and human rights from measured performance?"},{"a":["investment case","customer business case"],"amb":["investment case"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"An evidence-based argument that a proposed purchase or change is worth its costs and risks.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","investor","sales","finance","product"],"e":"An evidence-based argument that a proposed purchase or change is worth its costs and risks.","i":429,"id":"revenue.business-case","lv":"core","ph":"business case investment case customer business case business case customer business case investment case business case an evidence based argument that a proposed purchase or change is worth its costs and risks an evidence based argument that a proposed purchase or change is worth its costs and risks do not move the opportunity until business case is confirmed you will see business case in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here business case means an evidence based argument that a proposed purchase or change is worth its costs and risks revenue sales and go to market go to market sales pricing and customer success sales process and qualification investment case startup business corporate investor sales finance product planning pitching submission decision go to market sales contracting customer success renewal finance commerce workflow process risk ethics access global context dependent","sn":"Business case","t":"Business case","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/business-case/","ui":"Do not move the opportunity until business case is confirmed."},{"a":["continuity management"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The capability to continue prioritised activities during disruption.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The capability to continue prioritised activities during disruption.","i":430,"id":"operations.business-continuity","lv":"core","ph":"business continuity continuity management business continuity continuity management business continuity the capability to continue prioritised activities during disruption the capability to continue prioritised activities during disruption the control is not complete until we can evidence how business continuity is monitored you will see business continuity in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here business continuity means the capability to continue prioritised activities during disruption operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent business","sn":"Business continuity","t":"Business continuity","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/business-continuity/","ui":"The control is not complete until we can evidence how business continuity is monitored."},{"a":["BCP"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A documented plan for maintaining or restoring critical operations during disruption.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A documented plan for maintaining or restoring critical operations during disruption.","i":431,"id":"operations.business-continuity-plan","lv":"core","ph":"business continuity plan bcp bcp business continuity plan business continuity plan a documented plan for maintaining or restoring critical operations during disruption a documented plan for maintaining or restoring critical operations during disruption how are we defining business continuity plan in this deck you will see business continuity plan in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here business continuity plan means a documented plan for maintaining or restoring critical operations during disruption operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Business-continuity plan","t":"Business-continuity plan","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/business-continuity-plan/","ui":"How are we defining business-continuity plan in this deck?"},{"a":["BCP schedule"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Contract terms describing continuity, recovery and resilience obligations.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Contract terms describing continuity, recovery and resilience obligations.","i":432,"id":"revenue.business-continuity-schedule","lv":"working","ph":"business continuity schedule bcp schedule bcp schedule business continuity schedule business continuity schedule contract terms describing continuity recovery and resilience obligations contract terms describing continuity recovery and resilience obligations counsel wants business continuity schedule clarified before anyone signs you will see business continuity schedule in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here business continuity schedule means contract terms describing continuity recovery and resilience obligations revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Business continuity schedule","t":"Business continuity schedule","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/business-continuity-schedule/","ui":"Counsel wants business continuity schedule clarified before anyone signs."},{"a":["business presentation deck"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A designed presentation that explains a business, proposal, decision or performance story.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A slide presentation about a business or decision.","i":433,"id":"bizpitch.business-deck","lv":"core","ph":"business deck business presentation deck business deck business presentation deck business deck a slide presentation about a business or decision a designed presentation that explains a business proposal decision or performance story the business deck should still make sense after it is forwarded you will see business deck in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here business deck means a designed presentation that explains a business proposal decision or performance story business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact status decision global context dependent business foundation","sn":"Business deck","t":"Business deck","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/business-deck/","ui":"The business deck should still make sense after it is forwarded."},{"a":["BIA"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Assessment of critical activities, dependencies and disruption consequences.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Assessment of critical activities, dependencies and disruption consequences.","i":434,"id":"operations.business-impact-analysis","lv":"core","ph":"business impact analysis bia bia business impact analysis business impact analysis assessment of critical activities dependencies and disruption consequences assessment of critical activities dependencies and disruption consequences can we separate the likelihood of business impact analysis from its potential impact you will see business impact analysis in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here business impact analysis means assessment of critical activities dependencies and disruption consequences operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process risk ethics access global context dependent","sn":"Business-impact analysis","t":"Business-impact analysis","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/business-impact-analysis/","ui":"Can we separate the likelihood of business-impact analysis from its potential impact?"},{"a":["BI"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Tools and practices for analysing data and presenting operational or strategic information.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Use data to understand and manage the business.","i":435,"id":"product.business-intelligence","lv":"core","ph":"business intelligence bi bi business intelligence business intelligence use data to understand and manage the business tools and practices for analysing data and presenting operational or strategic information business intelligence supports reporting but does not create strategy you will see business intelligence in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here business intelligence means tools and practices for analysing data and presenting operational or strategic information product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology global context dependent","sn":"Business intelligence","t":"Business intelligence","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/business-intelligence/","ui":"Business intelligence supports reporting but does not create strategy."},{"a":["business judgment rule"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A legal doctrine giving qualified deference to informed, good-faith board decisions in some jurisdictions.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A legal doctrine giving qualified deference to informed, good-faith board decisions in some jurisdictions.","i":436,"id":"governance.business-judgement-rule","lv":"specialist","ph":"business judgement rule business judgment rule business judgement rule business judgment rule business judgement rule a legal doctrine giving qualified deference to informed good faith board decisions in some jurisdictions a legal doctrine giving qualified deference to informed good faith board decisions in some jurisdictions can we state who receives the right created by business judgement rule and when it applies you will see business judgement rule in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here business judgement rule means a legal doctrine giving qualified deference to informed good faith board decisions in some jurisdictions corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party status decision global context dependent","sn":"Business judgement rule","t":"Business judgement rule","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/business-judgement-rule/","ui":"Can we state who receives the right created by business judgement rule, and when it applies?"},{"a":["commercial model"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The system by which an organisation creates, delivers and captures value.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How a business works and makes value sustainable.","i":437,"id":"strategy.business-model","lv":"core","ph":"business model commercial model business model commercial model business model how a business works and makes value sustainable the system by which an organisation creates delivers and captures value the business model needs to explain both customer value and economics you will see business model in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here business model means the system by which an organisation creates delivers and captures value strategy markets and business models strategy market analysis and business models business and revenue models revenue model startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent business foundation business","sn":"Business model","t":"Business model","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/business-model/","ui":"The business model needs to explain both customer value and economics."},{"a":["BMC"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A nine-block framework for describing how an organisation creates, delivers and captures value.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A one-page map of how a business works.","i":438,"id":"strategy.business-model-canvas","lv":"core","ph":"business model canvas bmc bmc business model canvas business model canvas a one page map of how a business works a nine block framework for describing how an organisation creates delivers and captures value use the business model canvas to expose missing links not to replace evidence you will see business model canvas in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here business model canvas means a nine block framework for describing how an organisation creates delivers and captures value strategy markets and business models strategy market analysis and business models business model canvas and lean canvas startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Business Model Canvas","t":"Business Model Canvas","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/business-model-canvas/","ui":"Use the Business Model Canvas to expose missing links, not to replace evidence."},{"a":["revenue model slide"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide explaining who pays, what they pay for and how the company captures revenue or value.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that explains how the business makes money.","i":439,"id":"bizpitch.business-model-slide","lv":"core","ph":"business model slide revenue model slide business model slide revenue model slide business model slide the slide that explains how the business makes money a slide explaining who pays what they pay for and how the company captures revenue or value the business model slide needs pricing and unit logic not only labels you will see business model slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here business model slide means a slide explaining who pays what they pay for and how the company captures revenue or value business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact equipment technology format genre model organisation party global context dependent","sn":"Business model slide","t":"Business model slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/business-model-slide/","ui":"The business model slide needs pricing and unit logic, not only labels."},{"a":["business accountable owner"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The person accountable for business outcomes of a product, process or initiative.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The person accountable for business outcomes of a product, process or initiative.","i":440,"id":"people.business-owner","lv":"core","ph":"business owner business accountable owner business accountable owner business owner business owner the person accountable for business outcomes of a product process or initiative the person accountable for business outcomes of a product process or initiative who owns business owner and who has the authority to approve it you will see business owner in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here business owner means the person accountable for business outcomes of a product process or initiative people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person workflow process organisation party global context dependent","sn":"Business owner","t":"Business owner","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/business-owner/","ui":"Who owns business owner, and who has the authority to approve it?"},{"a":["commercial pitch"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A persuasive presentation asking an audience to support, fund, buy, approve or act on a business proposition.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A presentation that asks people to back a business idea or decision.","i":441,"id":"bizpitch.business-pitch","lv":"core","ph":"business pitch commercial pitch business pitch commercial pitch business pitch a presentation that asks people to back a business idea or decision a persuasive presentation asking an audience to support fund buy approve or act on a business proposition we need the business pitch to make the decision and the evidence unmistakable you will see business pitch in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here business pitch means a persuasive presentation asking an audience to support fund buy approve or act on a business proposition business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations startup business corporate investor sales planning pitching submission decision organisation party global context dependent business foundation","sn":"Business pitch","t":"Business pitch","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/business-pitch/","ui":"We need the business pitch to make the decision and the evidence unmistakable."},{"a":["business planning document"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A document describing a business's goals, market, model, operations, team, risks and financial plan.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A written plan for how a business will work and grow.","i":442,"id":"bizpitch.business-plan","lv":"core","ph":"business plan business planning document business plan business planning document business plan a written plan for how a business will work and grow a document describing a businesss goals market model operations team risks and financial plan the business plan must explain how the assumptions become cash you will see business plan in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here business plan means a document describing a businesss goals market model operations team risks and financial plan business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact metric standard specification equipment technology format genre model organisation party risk ethics access global context dependent business foundation","sn":"Business plan","t":"Business plan","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/business-plan/","ui":"The business plan must explain how the assumptions become cash."},{"a":["process"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A repeatable set of activities that turns inputs into an organisational outcome.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A repeatable set of activities that turns inputs into an organisational outcome.","i":443,"id":"operations.business-process","lv":"core","ph":"business process process business process process business process a repeatable set of activities that turns inputs into an organisational outcome a repeatable set of activities that turns inputs into an organisational outcome the team needs one controlled copy of business process with an owner and date you will see business process in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here business process means a repeatable set of activities that turns inputs into an organisational outcome operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process organisation party global context dependent business","sn":"Business process","t":"Business process","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/business-process/","ui":"The team needs one controlled copy of business process, with an owner and date."},{"a":["BRD"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A document describing business needs, objectives, scope and high-level requirements for a solution.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A document explaining what the business needs from a project.","i":444,"id":"product.business-requirements-document","lv":"working","ph":"business requirements document brd brd business requirements document business requirements document a document explaining what the business needs from a project a document describing business needs objectives scope and high level requirements for a solution the business requirements document predates solution design you will see business requirements document in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here business requirements document means a document describing business needs objectives scope and high level requirements for a solution product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations document artifact equipment technology global context dependent","sn":"Business requirements document","t":"Business requirements document","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/business-requirements-document/","ui":"The business requirements document predates solution design."},{"a":["customer review"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A recurring customer meeting reviewing outcomes, usage, priorities and next actions.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A recurring customer meeting reviewing outcomes, usage, priorities and next actions.","i":445,"id":"revenue.business-review","lv":"core","ph":"business review customer review business review customer review business review a recurring customer meeting reviewing outcomes usage priorities and next actions a recurring customer meeting reviewing outcomes usage priorities and next actions the account review should connect business review to the customers intended outcome you will see business review in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here business review means a recurring customer meeting reviewing outcomes usage priorities and next actions revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce workflow process global context dependent","sn":"Business review","t":"Business review","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/business-review/","ui":"The account review should connect business review to the customer’s intended outcome."},{"a":["operating rule"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A stated condition guiding a decision or process behaviour.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A stated condition guiding a decision or process behaviour.","i":446,"id":"operations.business-rule","lv":"core","ph":"business rule operating rule business rule operating rule business rule a stated condition guiding a decision or process behaviour a stated condition guiding a decision or process behaviour can we remove the ambiguity around business rule before the process changes you will see business rule in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here business rule means a stated condition guiding a decision or process behaviour operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process status decision global context dependent","sn":"Business rule","t":"Business rule","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/business-rule/","ui":"Can we remove the ambiguity around business rule before the process changes?"},{"a":["B2B"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model in which a company sells primarily to other organisations.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A business sells to other businesses.","i":447,"id":"strategy.business-to-business","lv":"core","ph":"business to business b 2 b b 2 b business to business business to business a business sells to other businesses a model in which a company sells primarily to other organisations the b 2 b sales cycle involves several decision makers you will see business to business in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here business to business means a model in which a company sells primarily to other organisations strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Business-to-business","t":"Business-to-business","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/business-to-business/","ui":"The B2B sales cycle involves several decision-makers."},{"a":["B2B2C"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model in which one business reaches consumers through another business's relationship or platform.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A business serves consumers through another business.","i":448,"id":"strategy.business-to-business-to-consumer","lv":"working","ph":"business to business to consumer b 2 b 2 c b 2 b 2 c business to business to consumer business to business to consumer a business serves consumers through another business a model in which one business reaches consumers through another businesss relationship or platform in b 2 b 2 c ownership of the customer relationship must be explicit you will see business to business to consumer in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here business to business to consumer means a model in which one business reaches consumers through another businesss relationship or platform strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Business-to-business-to-consumer","t":"Business-to-business-to-consumer","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/business-to-business-to-consumer/","ui":"In B2B2C, ownership of the customer relationship must be explicit."},{"a":["B2C"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model in which a company sells primarily to individual consumers.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A business sells to individual people.","i":449,"id":"strategy.business-to-consumer","lv":"core","ph":"business to consumer b 2 c b 2 c business to consumer business to consumer a business sells to individual people a model in which a company sells primarily to individual consumers the b 2 c model depends on high volume acquisition you will see business to consumer in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here business to consumer means a model in which a company sells primarily to individual consumers strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Business-to-consumer","t":"Business-to-consumer","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/business-to-consumer/","ui":"The B2C model depends on high-volume acquisition."},{"a":["B2G"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model in which a company sells to public-sector organisations.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A business sells to government or public bodies.","i":450,"id":"strategy.business-to-government","lv":"working","ph":"business to government b 2 g b 2 g business to government business to government a business sells to government or public bodies a model in which a company sells to public sector organisations the b 2 g route requires procurement and compliance capability you will see business to government in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here business to government means a model in which a company sells to public sector organisations strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Business-to-government","t":"Business-to-government","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/business-to-government/","ui":"The B2G route requires procurement and compliance capability."},{"a":["Scope 3 Category 6"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A Scope 3 category covering employee travel for business under the methodology.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A Scope 3 category covering employee travel for business under the methodology.","i":451,"id":"sustainability.business-travel","lv":"core","ph":"business travel scope 3 category 6 business travel scope 3 category 6 business travel a scope 3 category covering employee travel for business under the methodology a scope 3 category covering employee travel for business under the methodology can we separate the target for business travel from measured performance you will see business travel in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here business travel means a scope 3 category covering employee travel for business under the methodology sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance role person workflow process risk ethics access global context dependent","sn":"Business travel","t":"Business travel","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/business-travel/","ui":"Can we separate the target for business travel from measured performance?"},{"a":["BU"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A distinct organisational unit responsible for a product, market or set of results.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A distinct organisational unit responsible for a product, market or set of results.","i":452,"id":"people.business-unit","lv":"core","ph":"business unit bu bu business unit business unit a distinct organisational unit responsible for a product market or set of results a distinct organisational unit responsible for a product market or set of results who is accountable for business unit and who is affected by it you will see business unit in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here business unit means a distinct organisational unit responsible for a product market or set of results people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management format genre model organisation party global context dependent","sn":"Business unit","t":"Business unit","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/business-unit/","ui":"Who is accountable for business unit, and who is affected by it?"},{"a":["stakeholder buy-in"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"Informal term for the support or commitment needed from people affected by a proposal.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"People are willing to support the plan.","i":453,"id":"bizpitch.buy-in","lv":"core","ph":"buy in stakeholder buy in buy in stakeholder buy in buy in people are willing to support the plan informal term for the support or commitment needed from people affected by a proposal do not confuse polite silence with buy in you will see buy in in business pitches proposals executive summaries and decision decks when the discussion reaches decision narrative and persuasion it helps a reader interpret decision narrative and persuasion without confusing the measure decision role or evidence being discussed here buy in means informal term for the support or commitment needed from people affected by a proposal business pitching and presentation materials business pitches decks and decision materials decision narrative and persuasion startup business corporate investor sales planning pitching submission decision status decision global context dependent","sn":"Buy-in","t":"Buy-in","tp":"Decision narrative & persuasion","tpid":"business-pitching-artifacts.decision-story","u":"terms/buy-in/","ui":"Do not confuse polite silence with buy-in."},{"a":["investment analyst"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"An analyst employed by an investment manager evaluating investments.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"An analyst employed by an investment manager evaluating investments.","i":454,"id":"reporting.buy-side-analyst","lv":"core","ph":"buy side analyst investment analyst buy side analyst investment analyst buy side analyst an analyst employed by an investment manager evaluating investments an analyst employed by an investment manager evaluating investments investor relations will rehearse the explanation of buy side analyst before the results call you will see buy side analyst in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here buy side analyst means an analyst employed by an investment manager evaluating investments corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce global context dependent","sn":"Buy-side analyst","t":"Buy-side analyst","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/buy-side-analyst/","ui":"Investor relations will rehearse the explanation of buy-side analyst before the results call."},{"a":["purchaser","purchasing party"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A person or organisation participating in the purchase decision.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","investor","marketing","product","sales","finance"],"e":"A person or organisation participating in the purchase decision.","i":455,"id":"revenue.buyer","lv":"core","ph":"buyer purchaser purchasing party buyer purchaser purchasing party buyer a person or organisation participating in the purchase decision a person or organisation participating in the purchase decision sales needs one agreed definition of buyer before the forecast review you will see buyer in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here buyer means a person or organisation participating in the purchase decision revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles economic buyer startup business corporate investor marketing product sales finance strategy market research planning pitching go to market sales contracting customer success renewal role person finance commerce organisation party status decision global context dependent","sn":"Buyer","t":"Buyer","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/buyer/","ui":"Sales needs one agreed definition of buyer before the forecast review."},{"a":["marketing persona","purchasing persona"],"amb":["Buyer persona"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A representation of a typical buyer role, needs, concerns and behaviour.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","investor","marketing","product","sales"],"e":"A representation of a typical buyer role, needs, concerns and behaviour.","i":456,"id":"marketing.buyer-persona","lv":"core","ph":"buyer persona marketing persona purchasing persona buyer persona marketing persona purchasing persona buyer persona a representation of a typical buyer role needs concerns and behaviour a representation of a typical buyer role needs concerns and behaviour define buyer persona before we compare campaign performance you will see buyer persona in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here buyer persona means a representation of a typical buyer role needs concerns and behaviour marketing brand and growth brand marketing media and growth marketing strategy and planning ideal customer profile persona startup business corporate investor marketing product sales strategy market research planning pitching marketing growth reporting metric standard specification role person format genre model global context dependent business foundation","sn":"Buyer persona","t":"Buyer persona","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/buyer-persona/","ui":"Define buyer persona before we compare campaign performance."},{"a":["bargaining power of buyers"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The ability of customers to influence price, terms or supplier behaviour.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How much control customers have in the deal.","i":457,"id":"strategy.buyer-power","lv":"working","ph":"buyer power bargaining power of buyers bargaining power of buyers buyer power buyer power how much control customers have in the deal the ability of customers to influence price terms or supplier behaviour high buyer power is compressing margins you will see buyer power in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here buyer power means the ability of customers to influence price terms or supplier behaviour strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Buyer power","t":"Buyer power","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/buyer-power/","ui":"High buyer power is compressing margins."},{"a":["buying center"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The network of users, influencers, gatekeepers and decision-makers involved in organisational purchasing.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The network of users, influencers, gatekeepers and decision-makers involved in organisational purchasing.","i":458,"id":"revenue.buying-centre","lv":"working","ph":"buying centre buying center buying center buying centre buying centre the network of users influencers gatekeepers and decision makers involved in organisational purchasing the network of users influencers gatekeepers and decision makers involved in organisational purchasing the account plan should show how buying centre affects the next step you will see buying centre in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here buying centre means the network of users influencers gatekeepers and decision makers involved in organisational purchasing revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce organisation party status decision global context dependent","sn":"Buying centre","t":"Buying centre","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/buying-centre/","ui":"The account plan should show how buying centre affects the next step."},{"a":["decision group"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The group of stakeholders who influence, evaluate or approve a purchase.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The group of stakeholders who influence, evaluate or approve a purchase.","i":459,"id":"revenue.buying-committee","lv":"core","ph":"buying committee decision group buying committee decision group buying committee the group of stakeholders who influence evaluate or approve a purchase the group of stakeholders who influence evaluate or approve a purchase do not move the opportunity until buying committee is confirmed you will see buying committee in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here buying committee means the group of stakeholders who influence evaluate or approve a purchase revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce organisation party global context dependent","sn":"Buying committee","t":"Buying committee","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/buying-committee/","ui":"Do not move the opportunity until buying committee is confirmed."},{"a":["bye-laws"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Internal rules governing a corporation's meetings, officers and procedures, especially in United States usage.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Internal rules governing a corporation's meetings, officers and procedures, especially in United States usage.","i":460,"id":"governance.bylaws","lv":"core","ph":"bylaws bye laws bye laws bylaws bylaws internal rules governing a corporations meetings officers and procedures especially in united states usage internal rules governing a corporations meetings officers and procedures especially in united states usage how are we defining bylaws in this deck you will see bylaws in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here bylaws means internal rules governing a corporations meetings officers and procedures especially in united states usage corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification role person right contract law workflow process global context dependent","sn":"Bylaws","t":"Bylaws","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/bylaws/","ui":"How are we defining bylaws in this deck?"},{"a":["C corp"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A United States corporation taxed separately from its shareholders under federal tax rules.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A United States corporation taxed separately from its shareholders under federal tax rules.","i":461,"id":"governance.c-corporation","lv":"working","ph":"c corporation c corp c corp c corporation c corporation a united states corporation taxed separately from its shareholders under federal tax rules a united states corporation taxed separately from its shareholders under federal tax rules compare c corporation with the same cohort and period before drawing a conclusion you will see c corporation in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here c corporation means a united states corporation taxed separately from its shareholders under federal tax rules corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law organisation party global context dependent","sn":"C corporation","t":"C corporation","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/c-corporation/","ui":"Compare c corporation with the same cohort and period before drawing a conclusion."},{"a":["customer acquisition payback","payback"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The time required for gross profit from a customer to recover acquisition cost.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate","business"],"e":"How long it takes to earn back the cost of winning a customer.","i":462,"id":"startup.cac-payback-period","lv":"core","ph":"cac payback period customer acquisition payback payback cac payback period customer acquisition payback payback cac payback period how long it takes to earn back the cost of winning a customer the time required for gross profit from a customer to recover acquisition cost cac payback is fourteen months on the new plan you will see cac payback period in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup traction burn and capital efficiency in startup traction burn and capital efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here cac payback period means the time required for gross profit from a customer to recover acquisition cost startups venture and fundraising startup formation venture capital and fundraising startup traction burn and capital efficiency startup investor finance corporate business fundraising financing due diligence governance accounting planning forecasting valuation reporting metric standard specification role person finance commerce organisation party global context dependent","sn":"CAC payback period","t":"CAC payback period","tp":"Startup traction, burn & capital efficiency","tpid":"startup-venture-fundraising.startup-metrics","u":"terms/cac-payback-period/","ui":"CAC payback is fourteen months on the new plan."},{"a":["instrument calibration"],"amb":["Calibration"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Comparison and adjustment of measuring equipment against traceable standards.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Comparison and adjustment of measuring equipment against traceable standards.","i":463,"id":"operations.calibration.operations-procurement-supply-chain-quality-management","lv":"core","ph":"calibration instrument calibration calibration instrument calibration calibration comparison and adjustment of measuring equipment against traceable standards comparison and adjustment of measuring equipment against traceable standards keep calibration on the dashboard but show the definition and reporting period beside it you will see calibration in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here calibration means comparison and adjustment of measuring equipment against traceable standards operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action calibration business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Calibration","t":"Calibration","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/calibration--operations-calibration-operations-procurement-supply-chain-quality-management/","ui":"Keep calibration on the dashboard, but show the definition and reporting period beside it."},{"a":["talent calibration"],"amb":["Calibration"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A process for comparing performance or talent judgements across managers.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A way to comparing performance or talent judgements across managers.","i":464,"id":"people.calibration.people-organisation-change-performance-rewards","lv":"core","ph":"calibration talent calibration calibration talent calibration calibration a way to comparing performance or talent judgements across managers a process for comparing performance or talent judgements across managers how are we defining calibration in this deck you will see calibration in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here calibration means a process for comparing performance or talent judgements across managers people organisation and change organisation design people systems and change performance pay and rewards calibration startup business corporate people operations people planning employment performance management change management metric standard specification role person workflow process organisation party global context dependent","sn":"Calibration","t":"Calibration","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/calibration--people-calibration-people-organisation-change-performance-rewards/","ui":"How are we defining calibration in this deck?"},{"a":["sales coaching"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Review and feedback intended to improve sales conversations.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Review and feedback intended to improve sales conversations.","i":465,"id":"revenue.call-coaching","lv":"working","ph":"call coaching sales coaching call coaching sales coaching call coaching review and feedback intended to improve sales conversations review and feedback intended to improve sales conversations who can verify call coaching on the buyers side you will see call coaching in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here call coaching means review and feedback intended to improve sales conversations revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce workflow process global context dependent","sn":"Call coaching","t":"Call coaching","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/call-coaching/","ui":"Who can verify call coaching on the buyer’s side?"},{"a":["call-off contract"],"amb":["call-off contract"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"An order placed under an existing framework agreement.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"An order placed under an existing framework agreement.","i":466,"id":"revenue.call-off","lv":"specialist","ph":"call off call off contract call off call off contract call off an order placed under an existing framework agreement an order placed under an existing framework agreement do not describe call off as agreed until the operative document says so you will see call off in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here call off means an order placed under an existing framework agreement revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure call off contract startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law format genre model global context dependent","sn":"Call-off","t":"Call-off","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/call-off/","ui":"Do not describe call-off as agreed until the operative document says so."},{"a":["call-off order"],"amb":["call-off contract"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A specific order or contract placed under a framework agreement.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A specific order or contract placed under a framework agreement.","i":467,"id":"governance.call-off-contract","lv":"working","ph":"call off contract call off order call off contract call off order call off contract a specific order or contract placed under a framework agreement a specific order or contract placed under a framework agreement do not describe call off contract as agreed until the operative document says so you will see call off contract in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here call off contract means a specific order or contract placed under a framework agreement corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents call off startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law format genre model global context dependent","sn":"Call-off contract","t":"Call-off contract","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/call-off-contract/","ui":"Do not describe call-off contract as agreed until the operative document says so."},{"a":["CTA"],"amb":["Call to action","CTA"],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"The specific action the presenter wants the audience to take.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A direct request for the next action.","i":468,"id":"bizpitch.call-to-action.pitch-decision-request","lv":"core","ph":"call to action cta call to action cta call to action a direct request for the next action the specific action the presenter wants the audience to take end the proposal with one call to action you will see call to action in business pitches proposals executive summaries and decision decks when the discussion reaches decision narrative and persuasion it helps a reader interpret decision narrative and persuasion without confusing the measure decision role or evidence being discussed here call to action means the specific action the presenter wants the audience to take business pitching and presentation materials business pitches decks and decision materials decision narrative and persuasion call to action call to action startup business corporate investor sales planning pitching submission decision status decision global context dependent","sn":"Call to action","t":"Call to action","tp":"Decision narrative & persuasion","tpid":"business-pitching-artifacts.decision-story","u":"terms/call-to-action--bizpitch-call-to-action-pitch-decision-request/","ui":"End the proposal with one call to action."},{"a":["CTA"],"amb":["Call to action","CTA"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A prompt telling the audience what to do next.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A prompt telling the audience what to do next.","i":469,"id":"marketing.call-to-action.audience-response-prompt","lv":"core","ph":"call to action cta call to action cta call to action a prompt telling the audience what to do next a prompt telling the audience what to do next the brief needs to say which audience should remember call to action you will see call to action in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here call to action means a prompt telling the audience what to do next marketing brand and growth brand marketing media and growth messaging proposition and voice call to action call to action startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent business foundation","sn":"Call to action","t":"Call to action","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/call-to-action--marketing-call-to-action-audience-response-prompt/","ui":"The brief needs to say which audience should remember call to action."},{"a":["marketing brief"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A document defining campaign objective, audience, message, deliverables, timing, budget and measures.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A document defining campaign objective, audience, message, deliverables, timing, budget and measures.","i":470,"id":"marketing.campaign-brief","lv":"core","ph":"campaign brief marketing brief campaign brief marketing brief campaign brief a document defining campaign objective audience message deliverables timing budget and measures a document defining campaign objective audience message deliverables timing budget and measures the team needs one controlled copy of campaign brief with an owner and date you will see campaign brief in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here campaign brief means a document defining campaign objective audience message deliverables timing budget and measures marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting document artifact metric standard specification format genre model global context dependent","sn":"Campaign brief","t":"Campaign brief","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/campaign-brief/","ui":"The team needs one controlled copy of campaign brief, with an owner and date."},{"a":["media flight"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A scheduled period during which advertising runs.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A scheduled period during which advertising runs.","i":471,"id":"marketing.campaign-flight","lv":"working","ph":"campaign flight media flight campaign flight media flight campaign flight a scheduled period during which advertising runs a scheduled period during which advertising runs which version of campaign flight should the board treat as current you will see campaign flight in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here campaign flight means a scheduled period during which advertising runs marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting document artifact metric standard specification format genre model global context dependent","sn":"Campaign flight","t":"Campaign flight","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/campaign-flight/","ui":"Which version of campaign flight should the board treat as current?"},{"a":["campaign tagline"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The principal verbal line organising a specific campaign.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The principal verbal line organising a specific campaign.","i":472,"id":"marketing.campaign-line","lv":"core","ph":"campaign line campaign tagline campaign line campaign tagline campaign line the principal verbal line organising a specific campaign the principal verbal line organising a specific campaign the brief needs to say which audience should remember campaign line you will see campaign line in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here campaign line means the principal verbal line organising a specific campaign marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Campaign line","t":"Campaign line","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/campaign-line/","ui":"The brief needs to say which audience should remember campaign line."},{"a":["UTM parameter"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A value attached to a link to identify marketing activity in analytics.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A value attached to a link to identify marketing activity in analytics.","i":473,"id":"marketing.campaign-parameter","lv":"core","ph":"campaign parameter utm parameter campaign parameter utm parameter campaign parameter a value attached to a link to identify marketing activity in analytics a value attached to a link to identify marketing activity in analytics how are we defining campaign parameter in this deck you will see campaign parameter in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here campaign parameter means a value attached to a link to identify marketing activity in analytics marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Campaign parameter","t":"Campaign parameter","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/campaign-parameter/","ui":"How are we defining campaign parameter in this deck?"},{"a":["canary deployment"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A release exposed first to a small subset so problems can be detected before wider rollout.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Release to a small group first as an early warning.","i":474,"id":"product.canary-release","lv":"working","ph":"canary release canary deployment canary deployment canary release canary release release to a small group first as an early warning a release exposed first to a small subset so problems can be detected before wider rollout the canary release revealed a memory leak you will see canary release in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here canary release means a release exposed first to a small subset so problems can be detected before wider rollout product technology and innovation product management technology and innovation experiments testing and rollout startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Canary release","t":"Canary release","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/canary-release/","ui":"The canary release revealed a memory leak."},{"a":["offboarding flow"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The product or service process through which a customer ends a subscription or contract.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The product or service process through which a customer ends a subscription or contract.","i":475,"id":"revenue.cancellation-flow","lv":"core","ph":"cancellation flow offboarding flow cancellation flow offboarding flow cancellation flow the product or service process through which a customer ends a subscription or contract the product or service process through which a customer ends a subscription or contract the account review should connect cancellation flow to the customers intended outcome you will see cancellation flow in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here cancellation flow means the product or service process through which a customer ends a subscription or contract revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal document artifact role person finance commerce right contract law workflow process global context dependent","sn":"Cancellation flow","t":"Cancellation flow","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/cancellation-flow/","ui":"The account review should connect cancellation flow to the customer’s intended outcome."},{"a":["job candidate"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A person being considered for a role.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A person being considered for a role.","i":476,"id":"people.candidate","lv":"core","ph":"candidate job candidate candidate job candidate candidate a person being considered for a role a person being considered for a role who is accountable for candidate and who is affected by it you will see candidate in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here candidate means a person being considered for a role people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact role person workflow process organisation party global context dependent","sn":"Candidate","t":"Candidate","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/candidate/","ui":"Who is accountable for candidate, and who is affected by it?"},{"a":["recruiting experience"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A candidate's experience of the recruitment process.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A candidate's experience of the recruitment process.","i":477,"id":"people.candidate-experience","lv":"working","ph":"candidate experience recruiting experience candidate experience recruiting experience candidate experience a candidates experience of the recruitment process a candidates experience of the recruitment process keep candidate experience on the dashboard but show the definition and reporting period beside it you will see candidate experience in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here candidate experience means a candidates experience of the recruitment process people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification workflow process organisation party global context dependent","sn":"Candidate experience","t":"Candidate experience","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/candidate-experience/","ui":"Keep candidate experience on the dashboard, but show the definition and reporting period beside it."},{"a":["shortlist"],"amb":["shortlist"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The group of candidates advanced for comparison or interview.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The group of candidates advanced for comparison or interview.","i":478,"id":"people.candidate-slate","lv":"working","ph":"candidate slate shortlist candidate slate shortlist candidate slate the group of candidates advanced for comparison or interview the group of candidates advanced for comparison or interview who is accountable for candidate slate and who is affected by it you will see candidate slate in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here candidate slate means the group of candidates advanced for comparison or interview people organisation and change organisation design people systems and change headcount hiring and workforce planning shortlist startup business corporate people operations people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Candidate slate","t":"Candidate slate","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/candidate-slate/","ui":"Who is accountable for candidate slate, and who is affected by it?"},{"a":["cannibalization"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Sales or usage gained by one offer at the expense of another offer from the same organisation.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Sales or usage gained by one offer at the expense of another offer from the same organisation.","i":479,"id":"marketing.cannibalisation","lv":"core","ph":"cannibalisation cannibalization cannibalisation cannibalization cannibalisation sales or usage gained by one offer at the expense of another offer from the same organisation sales or usage gained by one offer at the expense of another offer from the same organisation how are we defining cannibalisation in this deck you will see cannibalisation in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here cannibalisation means sales or usage gained by one offer at the expense of another offer from the same organisation marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting format genre model organisation party global context dependent","sn":"Cannibalisation","t":"Cannibalisation","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/cannibalisation/","ui":"How are we defining cannibalisation in this deck?"},{"a":["cap plus discount"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A convertible structure using both a valuation cap and a conversion discount, with the more favourable calculation often applying.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Conversion uses whichever of a cap or discount gives the investor the better price.","i":480,"id":"startup.cap-and-discount","lv":"working","ph":"cap and discount cap plus discount cap and discount cap plus discount cap and discount conversion uses whichever of a cap or discount gives the investor the better price a convertible structure using both a valuation cap and a conversion discount with the more favourable calculation often applying model both cap and discount outcomes you will see cap and discount in fundraising decks data rooms term sheets and investor conversations when the discussion reaches valuation and conversion mechanics in valuation and conversion mechanics a loose definition can change rights obligations approval disclosure or enforceability here cap and discount means a convertible structure using both a valuation cap and a conversion discount with the more favourable calculation often applying startups venture and fundraising startup formation venture capital and fundraising valuation and conversion mechanics startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Cap-and-discount","t":"Cap-and-discount","tp":"Valuation & conversion mechanics","tpid":"startup-venture-fundraising.valuation-conversion","u":"terms/cap-and-discount/","ui":"Model both cap-and-discount outcomes."},{"a":["capitalization table"],"amb":["Cap table","capitalization table"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Common shorthand for capitalisation table.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A table showing company ownership and securities.","i":481,"id":"startup.cap-table","lv":"core","ph":"cap table capitalization table cap table capitalization table cap table a table showing company ownership and securities common shorthand for capitalisation table the cap table must reconcile with legal records you will see cap table in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here cap table means common shorthand for capitalisation table startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution capitalisation table startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent startup","sn":"Cap table","t":"Cap table","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/cap-table/","ui":"The cap table must reconcile with legal records."},{"a":["ownership model"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A model showing ownership and dilution across financing and equity events.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A model showing ownership and dilution across financing and equity events.","i":482,"id":"bizfinance.cap-table-model","lv":"core","ph":"cap table model ownership model cap table model ownership model cap table model a model showing ownership and dilution across financing and equity events a model showing ownership and dilution across financing and equity events which version of cap table model should the board treat as current you will see cap table model in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here cap table model means a model showing ownership and dilution across financing and equity events finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing role person finance commerce equipment technology format genre model global context dependent","sn":"Cap table model","t":"Cap table model","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/cap-table-model/","ui":"Which version of cap table model should the board treat as current?"},{"a":["corrective and preventive action"],"amb":["CAPA","corrective and preventive action"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A controlled system for corrective and preventive action.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A controlled system for corrective and preventive action.","i":483,"id":"operations.capa","lv":"core","ph":"capa corrective and preventive action capa corrective and preventive action capa a controlled system for corrective and preventive action a controlled system for corrective and preventive action the operating model needs to show how capa works in practice you will see capa in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here capa means a controlled system for corrective and preventive action operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause corrective and preventive action business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"CAPA","t":"CAPA","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/capa/","ui":"The operating model needs to show how CAPA works in practice."},{"a":["capability deck"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation showing what an organisation can do, how it works and why it is qualified.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A deck that proves a company can do the work.","i":484,"id":"bizpitch.capabilities-deck","lv":"core","ph":"capabilities deck capability deck capabilities deck capability deck capabilities deck a deck that proves a company can do the work a presentation showing what an organisation can do how it works and why it is qualified the capabilities deck needs evidence not a catalogue of adjectives you will see capabilities deck in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here capabilities deck means a presentation showing what an organisation can do how it works and why it is qualified business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact organisation party global context dependent","sn":"Capabilities deck","t":"Capabilities deck","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/capabilities-deck/","ui":"The capabilities deck needs evidence, not a catalogue of adjectives."},{"a":["organisational capability"],"amb":["Capability"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The repeatable ability of an organisation to perform an activity and produce an outcome.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Something the organisation can reliably do.","i":485,"id":"strategy.capability","lv":"core","ph":"capability organisational capability capability organisational capability capability something the organisation can reliably do the repeatable ability of an organisation to perform an activity and produce an outcome the strategy requires a pricing capability we do not yet have you will see capability in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here capability means the repeatable ability of an organisation to perform an activity and produce an outcome strategy markets and business models strategy market analysis and business models strategic choices and advantage process capability startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Capability","t":"Capability","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/capability/","ui":"The strategy requires a pricing capability we do not yet have."},{"a":["CTP"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Quantity that can be promised considering production and capacity capability.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Quantity that can be promised considering production and capacity capability.","i":486,"id":"operations.capable-to-promise","lv":"working","ph":"capable to promise ctp capable to promise ctp capable to promise quantity that can be promised considering production and capacity capability quantity that can be promised considering production and capacity capability how are we defining capable to promise in this deck you will see capable to promise in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here capable to promise means quantity that can be promised considering production and capacity capability operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Capable to promise","t":"Capable to promise","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/capable-to-promise/","ui":"How are we defining capable to promise in this deck?"},{"a":["operating capacity"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The maximum sustainable amount of work a system can complete over a period.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The maximum sustainable amount of work a system can complete over a period.","i":487,"id":"operations.capacity","lv":"core","ph":"capacity operating capacity capacity operating capacity capacity the maximum sustainable amount of work a system can complete over a period the maximum sustainable amount of work a system can complete over a period compare capacity with the same cohort and period before drawing a conclusion you will see capacity in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here capacity means the maximum sustainable amount of work a system can complete over a period operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent business","sn":"Capacity","t":"Capacity","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/capacity/","ui":"Compare capacity with the same cohort and period before drawing a conclusion."},{"a":["constrained resource"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A resource or condition limiting the amount of work that can be completed.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A resource or condition limiting the amount of work that can be completed.","i":488,"id":"operations.capacity-constraint","lv":"core","ph":"capacity constraint constrained resource capacity constraint constrained resource capacity constraint a resource or condition limiting the amount of work that can be completed a resource or condition limiting the amount of work that can be completed compare capacity constraint with the same cohort and period before drawing a conclusion you will see capacity constraint in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here capacity constraint means a resource or condition limiting the amount of work that can be completed operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Capacity constraint","t":"Capacity constraint","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/capacity-constraint/","ui":"Compare capacity constraint with the same cohort and period before drawing a conclusion."},{"a":["capacity buffer"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Extra capacity retained above expected demand.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Extra capacity retained above expected demand.","i":489,"id":"operations.capacity-cushion","lv":"working","ph":"capacity cushion capacity buffer capacity buffer capacity cushion capacity cushion extra capacity retained above expected demand extra capacity retained above expected demand the number is useful only if everyone calculates capacity cushion the same way you will see capacity cushion in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here capacity cushion means extra capacity retained above expected demand operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Capacity cushion","t":"Capacity cushion","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/capacity-cushion/","ui":"The number is useful only if everyone calculates capacity cushion the same way."},{"a":["sales capacity plan","staffing capacity plan"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A plan matching workforce or resource capacity to expected demand.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","sales","finance","product","people","operations"],"e":"A plan matching workforce or resource capacity to expected demand.","i":490,"id":"people.capacity-plan","lv":"core","ph":"capacity plan sales capacity plan staffing capacity plan capacity plan sales capacity plan staffing capacity plan capacity plan a plan matching workforce or resource capacity to expected demand a plan matching workforce or resource capacity to expected demand the people plan needs to explain how capacity plan affects roles and decisions you will see capacity plan in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here capacity plan means a plan matching workforce or resource capacity to expected demand people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate sales finance product people operations go to market sales contracting customer success renewal people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Capacity plan","t":"Capacity plan","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/capacity-plan/","ui":"The people plan needs to explain how capacity plan affects roles and decisions."},{"a":["resource-capacity planning"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Estimating and allocating resources needed to meet expected demand.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Estimating and allocating resources needed to meet expected demand.","i":491,"id":"operations.capacity-planning","lv":"core","ph":"capacity planning resource capacity planning capacity planning resource capacity planning capacity planning estimating and allocating resources needed to meet expected demand estimating and allocating resources needed to meet expected demand how are we defining capacity planning in this deck you will see capacity planning in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here capacity planning means estimating and allocating resources needed to meet expected demand operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Capacity planning","t":"Capacity planning","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/capacity-planning/","ui":"How are we defining capacity planning in this deck?"},{"a":["utilization rate"],"amb":["utilization rate"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Actual output divided by practical or theoretical capacity under a stated method.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Actual output divided by practical or theoretical capacity under a stated method.","i":492,"id":"bizfinance.capacity-utilisation","lv":"core","ph":"capacity utilisation utilization rate capacity utilisation utilization rate capacity utilisation actual output divided by practical or theoretical capacity under a stated method actual output divided by practical or theoretical capacity under a stated method how are we defining capacity utilisation in this deck you will see capacity utilisation in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here capacity utilisation means actual output divided by practical or theoretical capacity under a stated method finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency utilisation startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process global context dependent","sn":"Capacity utilisation","t":"Capacity utilisation","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/capacity-utilisation/","ui":"How are we defining capacity utilisation in this deck?"},{"a":["efficient growth"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The amount of progress, revenue or enterprise value created per unit of capital consumed.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"How much the company achieves with the money it uses.","i":493,"id":"startup.capital-efficiency","lv":"core","ph":"capital efficiency efficient growth capital efficiency efficient growth capital efficiency how much the company achieves with the money it uses the amount of progress revenue or enterprise value created per unit of capital consumed capital efficiency matters more than growth alone you will see capital efficiency in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup traction burn and capital efficiency it helps a reader interpret startup traction burn and capital efficiency without confusing the measure decision role or evidence being discussed here capital efficiency means the amount of progress revenue or enterprise value created per unit of capital consumed startups venture and fundraising startup formation venture capital and fundraising startup traction burn and capital efficiency startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce equipment technology organisation party global context dependent","sn":"Capital efficiency","t":"Capital efficiency","tp":"Startup traction, burn & capital efficiency","tpid":"startup-venture-fundraising.startup-metrics","u":"terms/capital-efficiency/","ui":"Capital efficiency matters more than growth alone."},{"a":["capex"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Spending to acquire or improve long-term assets, subject to accounting classification.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Spending to acquire or improve long-term assets, subject to accounting classification.","i":494,"id":"bizfinance.capital-expenditure","lv":"core","ph":"capital expenditure capex capex capital expenditure capital expenditure spending to acquire or improve long term assets subject to accounting classification spending to acquire or improve long term assets subject to accounting classification how are we defining capital expenditure in this deck you will see capital expenditure in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here capital expenditure means spending to acquire or improve long term assets subject to accounting classification finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology global context dependent","sn":"Capital expenditure","t":"Capital expenditure","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/capital-expenditure/","ui":"How are we defining capital expenditure in this deck?"},{"a":["capex guidance"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Management's forecast for future capital spending.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Management's forecast for future capital spending.","i":495,"id":"reporting.capital-expenditure-guidance","lv":"working","ph":"capital expenditure guidance capex guidance capex guidance capital expenditure guidance capital expenditure guidance managements forecast for future capital spending managements forecast for future capital spending can we reconcile capital expenditure guidance to the reported numbers you will see capital expenditure guidance in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here capital expenditure guidance means managements forecast for future capital spending corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce equipment technology workflow process global context dependent","sn":"Capital-expenditure guidance","t":"Capital-expenditure guidance","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/capital-expenditure-guidance/","ui":"Can we reconcile capital-expenditure guidance to the reported numbers?"},{"a":["Scope 3 Category 2"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A Scope 3 category covering emissions from acquired capital assets.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A Scope 3 category covering emissions from acquired capital assets.","i":496,"id":"sustainability.capital-goods","lv":"working","ph":"capital goods scope 3 category 2 capital goods scope 3 category 2 capital goods a scope 3 category covering emissions from acquired capital assets a scope 3 category covering emissions from acquired capital assets can we separate the target for capital goods from measured performance you will see capital goods in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here capital goods means a scope 3 category covering emissions from acquired capital assets sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology risk ethics access global context dependent","sn":"Capital goods","t":"Capital goods","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/capital-goods/","ui":"Can we separate the target for capital goods from measured performance?"},{"a":["capital-intensive"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The amount of capital required to build, operate or grow a business.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"How much money the business needs to grow.","i":497,"id":"startup.capital-intensity","lv":"core","ph":"capital intensity capital intensive capital intensity capital intensive capital intensity how much money the business needs to grow the amount of capital required to build operate or grow a business hardware makes the model more capital intensive you will see capital intensity in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup traction burn and capital efficiency it helps a reader interpret startup traction burn and capital efficiency without confusing the measure decision role or evidence being discussed here capital intensity means the amount of capital required to build operate or grow a business startups venture and fundraising startup formation venture capital and fundraising startup traction burn and capital efficiency startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce equipment technology organisation party global context dependent","sn":"Capital intensity","t":"Capital intensity","tp":"Startup traction, burn & capital efficiency","tpid":"startup-venture-fundraising.startup-metrics","u":"terms/capital-intensity/","ui":"Hardware makes the model more capital intensive."},{"a":["CMD","investor day"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"An event where management presents strategy, operations and long-term financial ambitions to investors.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","investor","sales","finance"],"e":"An event where management presents strategy, operations and long-term financial ambitions to investors.","i":498,"id":"reporting.capital-markets-day","lv":"core","ph":"capital markets day cmd investor day capital markets day cmd investor day capital markets day an event where management presents strategy operations and long term financial ambitions to investors an event where management presents strategy operations and long term financial ambitions to investors the number is useful only if everyone calculates capital markets day the same way you will see capital markets day in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here capital markets day means an event where management presents strategy operations and long term financial ambitions to investors corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication startup business corporate investor sales finance planning pitching submission decision reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce equipment technology workflow process format genre model global context dependent","sn":"Capital-markets day","t":"Capital-markets day","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/capital-markets-day/","ui":"The number is useful only if everyone calculates capital-markets day the same way."},{"a":["financing mix"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The mix of equity, debt and other financing used by an organisation.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The mix of equity, debt and other financing used by an organisation.","i":499,"id":"bizfinance.capital-structure","lv":"core","ph":"capital structure financing mix capital structure financing mix capital structure the mix of equity debt and other financing used by an organisation the mix of equity debt and other financing used by an organisation state the period currency and accounting basis for capital structure you will see capital structure in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here capital structure means the mix of equity debt and other financing used by an organisation finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology organisation party global context dependent","sn":"Capital structure","t":"Capital structure","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/capital-structure/","ui":"State the period, currency and accounting basis for capital structure."},{"a":["capitalization"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Recording eligible spending as an asset rather than immediate expense.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Recording eligible spending as an asset rather than immediate expense.","i":500,"id":"bizfinance.capitalisation","lv":"core","ph":"capitalisation capitalization capitalisation capitalization capitalisation recording eligible spending as an asset rather than immediate expense recording eligible spending as an asset rather than immediate expense can we trace capitalisation back to the ledger and supporting schedule you will see capitalisation in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here capitalisation means recording eligible spending as an asset rather than immediate expense finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce equipment technology global context dependent","sn":"Capitalisation","t":"Capitalisation","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/capitalisation/","ui":"Can we trace capitalisation back to the ledger and supporting schedule?"},{"a":["capitalization table","cap table"],"amb":["Cap table","capitalization table"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A record of a company's securities, holders, ownership and potential dilution.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A table showing who owns what in the company.","i":501,"id":"startup.capitalisation-table","lv":"core","ph":"capitalisation table capitalization table cap table cap table capitalisation table capitalization table capitalisation table a table showing who owns what in the company a record of a companys securities holders ownership and potential dilution update the capitalisation table before sharing the deck you will see capitalisation table in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here capitalisation table means a record of a companys securities holders ownership and potential dilution startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution cap table startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Capitalisation table","t":"Capitalisation table","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/capitalisation-table/","ui":"Update the capitalisation table before sharing the deck."},{"a":["software asset"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Eligible software development or acquisition costs recorded as an asset under applicable policy.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Eligible software development or acquisition costs recorded as an asset under applicable policy.","i":502,"id":"bizfinance.capitalised-software","lv":"working","ph":"capitalised software software asset capitalised software software asset capitalised software eligible software development or acquisition costs recorded as an asset under applicable policy eligible software development or acquisition costs recorded as an asset under applicable policy state the period currency and accounting basis for capitalised software you will see capitalised software in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here capitalised software means eligible software development or acquisition costs recorded as an asset under applicable policy finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce equipment technology global context dependent","sn":"Capitalised software","t":"Capitalised software","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/capitalised-software/","ui":"State the period, currency and accounting basis for capitalised software."},{"a":["participation cap"],"amb":["participation cap"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Participating preferred whose total return is limited by a stated multiple or cap.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investors participate until they reach a maximum return.","i":503,"id":"startup.capped-participation","lv":"working","ph":"capped participation participation cap capped participation participation cap capped participation investors participate until they reach a maximum return participating preferred whose total return is limited by a stated multiple or cap the participation cap is three times the original investment you will see capped participation in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet economics in term sheet economics a loose definition can change rights obligations approval disclosure or enforceability here capped participation means participating preferred whose total return is limited by a stated multiple or cap startups venture and fundraising startup formation venture capital and fundraising term sheet economics return cap startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce organisation party global context dependent","sn":"Capped participation","t":"Capped participation","tp":"Term-sheet economics","tpid":"startup-venture-fundraising.term-sheet-economics","u":"terms/capped-participation/","ui":"The participation cap is three times the original investment."},{"a":["emissions budget"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The cumulative emissions limit associated with a stated temperature or organisational target.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The cumulative emissions limit associated with a stated temperature or organisational target.","i":504,"id":"sustainability.carbon-budget","lv":"core","ph":"carbon budget emissions budget carbon budget emissions budget carbon budget the cumulative emissions limit associated with a stated temperature or organisational target the cumulative emissions limit associated with a stated temperature or organisational target state the boundary and evidence behind carbon budget before publishing the claim you will see carbon budget in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here carbon budget means the cumulative emissions limit associated with a stated temperature or organisational target sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance organisation party risk ethics access global context dependent","sn":"Carbon budget","t":"Carbon budget","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/carbon-budget/","ui":"State the boundary and evidence behind carbon budget before publishing the claim."},{"a":["emissions credit"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A tradable unit representing a verified emissions reduction or removal under a programme.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A tradable unit representing a verified emissions reduction or removal under a programme.","i":505,"id":"sustainability.carbon-credit","lv":"core","ph":"carbon credit emissions credit carbon credit emissions credit carbon credit a tradable unit representing a verified emissions reduction or removal under a programme a tradable unit representing a verified emissions reduction or removal under a programme the sustainability report needs the method exclusions and assurance status for carbon credit you will see carbon credit in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here carbon credit means a tradable unit representing a verified emissions reduction or removal under a programme sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Carbon credit","t":"Carbon credit","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/carbon-credit/","ui":"The sustainability report needs the method, exclusions and assurance status for carbon credit."},{"a":["CO2e"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A unit converting greenhouse gases into the warming effect of carbon dioxide using stated factors.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A unit converting greenhouse gases into the warming effect of carbon dioxide using stated factors.","i":506,"id":"sustainability.carbon-dioxide-equivalent","lv":"core","ph":"carbon dioxide equivalent co 2 e carbon dioxide equivalent co 2 e carbon dioxide equivalent a unit converting greenhouse gases into the warming effect of carbon dioxide using stated factors a unit converting greenhouse gases into the warming effect of carbon dioxide using stated factors state the boundary and evidence behind carbon dioxide equivalent before publishing the claim you will see carbon dioxide equivalent in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here carbon dioxide equivalent means a unit converting greenhouse gases into the warming effect of carbon dioxide using stated factors sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Carbon dioxide equivalent","t":"Carbon dioxide equivalent","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/carbon-dioxide-equivalent/","ui":"State the boundary and evidence behind carbon dioxide equivalent before publishing the claim."},{"a":["emissions footprint"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Total greenhouse-gas emissions associated with an organisation, product, event or activity under a stated boundary.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Total greenhouse-gas emissions associated with an organisation, product, event or activity under a stated boundary.","i":507,"id":"sustainability.carbon-footprint","lv":"core","ph":"carbon footprint emissions footprint carbon footprint emissions footprint carbon footprint total greenhouse gas emissions associated with an organisation product event or activity under a stated boundary total greenhouse gas emissions associated with an organisation product event or activity under a stated boundary which standard and reporting period govern carbon footprint you will see carbon footprint in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here carbon footprint means total greenhouse gas emissions associated with an organisation product event or activity under a stated boundary sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance organisation party risk ethics access global context dependent","sn":"Carbon footprint","t":"Carbon footprint","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/carbon-footprint/","ui":"Which standard and reporting period govern carbon footprint?"},{"a":["emissions lock-in"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Dependence on high-emissions assets, infrastructure or behaviour that makes transition harder.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Dependence on high-emissions assets, infrastructure or behaviour that makes transition harder.","i":508,"id":"sustainability.carbon-lock-in","lv":"working","ph":"carbon lock in emissions lock in carbon lock in emissions lock in carbon lock in dependence on high emissions assets infrastructure or behaviour that makes transition harder dependence on high emissions assets infrastructure or behaviour that makes transition harder the board will ask what happens if carbon lock in moves outside tolerance you will see carbon lock in in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here carbon lock in means dependence on high emissions assets infrastructure or behaviour that makes transition harder sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Carbon lock-in","t":"Carbon lock-in","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/carbon-lock-in/","ui":"The board will ask what happens if carbon lock-in moves outside tolerance."},{"a":["emissions market"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A system for trading emissions allowances or credits.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A system for trading emissions allowances or credits.","i":509,"id":"sustainability.carbon-market","lv":"core","ph":"carbon market emissions market carbon market emissions market carbon market a system for trading emissions allowances or credits a system for trading emissions allowances or credits can we separate the target for carbon market from measured performance you will see carbon market in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here carbon market means a system for trading emissions allowances or credits sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology format genre model risk ethics access global context dependent","sn":"Carbon market","t":"Carbon market","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/carbon-market/","ui":"Can we separate the target for carbon market from measured performance?"},{"a":["carbon neutrality"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A claim that specified carbon emissions are balanced, reduced or offset under a stated boundary and method.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A claim that specified carbon emissions are balanced, reduced or offset under a stated boundary and method.","i":510,"id":"sustainability.carbon-neutral","lv":"core","ph":"carbon neutral carbon neutrality carbon neutral carbon neutrality carbon neutral a claim that specified carbon emissions are balanced reduced or offset under a stated boundary and method a claim that specified carbon emissions are balanced reduced or offset under a stated boundary and method can we separate the target for carbon neutral from measured performance you will see carbon neutral in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here carbon neutral means a claim that specified carbon emissions are balanced reduced or offset under a stated boundary and method sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims net zero corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Carbon neutral","t":"Carbon neutral","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/carbon-neutral/","ui":"Can we separate the target for carbon neutral from measured performance?"},{"a":["carbon neutrality claim"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A claim that defined emissions have been balanced under a stated method and boundary.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A claim that defined emissions have been balanced under a stated method and boundary.","i":511,"id":"sustainability.carbon-neutral-claim","lv":"core","ph":"carbon neutral claim carbon neutrality claim carbon neutral claim carbon neutrality claim carbon neutral claim a claim that defined emissions have been balanced under a stated method and boundary a claim that defined emissions have been balanced under a stated method and boundary can we trace carbon neutral claim from the report back to the source record you will see carbon neutral claim in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here carbon neutral claim means a claim that defined emissions have been balanced under a stated method and boundary sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Carbon-neutral claim","t":"Carbon-neutral claim","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/carbon-neutral-claim/","ui":"Can we trace carbon-neutral claim from the report back to the source record?"},{"a":["offset credit"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A credit or unit used to compensate for emissions through a separate reduction or removal activity.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A credit or unit used to compensate for emissions through a separate reduction or removal activity.","i":512,"id":"sustainability.carbon-offset","lv":"core","ph":"carbon offset offset credit carbon offset offset credit carbon offset a credit or unit used to compensate for emissions through a separate reduction or removal activity a credit or unit used to compensate for emissions through a separate reduction or removal activity the number is useful only if everyone calculates carbon offset the same way you will see carbon offset in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here carbon offset means a credit or unit used to compensate for emissions through a separate reduction or removal activity sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification risk ethics access global context dependent","sn":"Carbon offset","t":"Carbon offset","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/carbon-offset/","ui":"The number is useful only if everyone calculates carbon offset the same way."},{"a":["price on carbon"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A monetary value assigned to greenhouse-gas emissions.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A monetary value assigned to greenhouse-gas emissions.","i":513,"id":"sustainability.carbon-price","lv":"core","ph":"carbon price price on carbon carbon price price on carbon carbon price a monetary value assigned to greenhouse gas emissions a monetary value assigned to greenhouse gas emissions which standard and reporting period govern carbon price you will see carbon price in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here carbon price means a monetary value assigned to greenhouse gas emissions sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Carbon price","t":"Carbon price","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/carbon-price/","ui":"Which standard and reporting period govern carbon price?"},{"a":["CO2 removal"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A process that removes carbon dioxide from the atmosphere and stores it.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A process that removes carbon dioxide from the atmosphere and stores it.","i":514,"id":"sustainability.carbon-removal","lv":"core","ph":"carbon removal co 2 removal carbon removal co 2 removal carbon removal a process that removes carbon dioxide from the atmosphere and stores it a process that removes carbon dioxide from the atmosphere and stores it state the boundary and evidence behind carbon removal before publishing the claim you will see carbon removal in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here carbon removal means a process that removes carbon dioxide from the atmosphere and stores it sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Carbon removal","t":"Carbon removal","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/carbon-removal/","ui":"State the boundary and evidence behind carbon removal before publishing the claim."},{"a":["climate washing"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Misleading claims about emissions reduction, neutrality or climate performance.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Misleading claims about emissions reduction, neutrality or climate performance.","i":515,"id":"sustainability.carbon-washing","lv":"core","ph":"carbon washing climate washing carbon washing climate washing carbon washing misleading claims about emissions reduction neutrality or climate performance misleading claims about emissions reduction neutrality or climate performance do not describe carbon washing as assured beyond the scope of the engagement you will see carbon washing in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here carbon washing means misleading claims about emissions reduction neutrality or climate performance sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Carbon-washing","t":"Carbon-washing","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/carbon-washing/","ui":"Do not describe carbon-washing as assured beyond the scope of the engagement."},{"a":["career architecture"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A structured model of job families, levels and progression.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A structured model of job families, levels and progression.","i":516,"id":"people.career-framework","lv":"core","ph":"career framework career architecture career architecture career framework career framework a structured model of job families levels and progression a structured model of job families levels and progression the people plan needs to explain how career framework affects roles and decisions you will see career framework in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here career framework means a structured model of job families levels and progression people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management equipment technology format genre model organisation party global context dependent","sn":"Career framework","t":"Career framework","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/career-framework/","ui":"The people plan needs to explain how career framework affects roles and decisions."},{"a":["career pathway"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A sequence of possible roles or levels through which a person may progress.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A sequence of possible roles or levels through which a person may progress.","i":517,"id":"people.career-path","lv":"core","ph":"career path career pathway career path career pathway career path a sequence of possible roles or levels through which a person may progress a sequence of possible roles or levels through which a person may progress the people plan needs to explain how career path affects roles and decisions you will see career path in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here career path means a sequence of possible roles or levels through which a person may progress people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Career path","t":"Career path","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/career-path/","ui":"The people plan needs to explain how career path affects roles and decisions."},{"a":["carry"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A share of investment profits allocated to a fund's general partner after applicable terms.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The fund manager's share of investment profits.","i":518,"id":"startup.carried-interest","lv":"core","ph":"carried interest carry carried interest carry carried interest the fund managers share of investment profits a share of investment profits allocated to a funds general partner after applicable terms carried interest is paid after the distribution waterfall conditions you will see carried interest in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here carried interest means a share of investment profits allocated to a funds general partner after applicable terms startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent startup","sn":"Carried interest","t":"Carried interest","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/carried-interest/","ui":"Carried interest is paid after the distribution waterfall conditions."},{"a":["transport carrier"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A party transporting goods or passengers.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A party transporting goods or passengers.","i":519,"id":"operations.carrier","lv":"core","ph":"carrier transport carrier carrier transport carrier carrier a party transporting goods or passengers a party transporting goods or passengers the weekly review should track carrier against the same process definition you will see carrier in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here carrier means a party transporting goods or passengers operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process status decision global context dependent","sn":"Carrier","t":"Carrier","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/carrier/","ui":"The weekly review should track carrier against the same process definition."},{"a":["basket abandonment"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The proportion of initiated carts that do not result in a completed purchase.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The proportion of initiated carts that do not result in a completed purchase.","i":520,"id":"marketing.cart-abandonment-rate","lv":"working","ph":"cart abandonment rate basket abandonment basket abandonment cart abandonment rate cart abandonment rate the proportion of initiated carts that do not result in a completed purchase the proportion of initiated carts that do not result in a completed purchase keep cart abandonment rate on the dashboard but show the definition and reporting period beside it you will see cart abandonment rate in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here cart abandonment rate means the proportion of initiated carts that do not result in a completed purchase marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Cart abandonment rate","t":"Cart abandonment rate","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/cart-abandonment-rate/","ui":"Keep cart abandonment rate on the dashboard, but show the definition and reporting period beside it."},{"a":["cartel arrangement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A group of competitors coordinating prohibited conduct such as price, output or market allocation.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A group of competitors coordinating prohibited conduct such as price, output or market allocation.","i":521,"id":"governance.cartel","lv":"core","ph":"cartel cartel arrangement cartel cartel arrangement cartel a group of competitors coordinating prohibited conduct such as price output or market allocation a group of competitors coordinating prohibited conduct such as price output or market allocation do not describe cartel as agreed until the operative document says so you will see cartel in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here cartel means a group of competitors coordinating prohibited conduct such as price output or market allocation corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law format genre model global context dependent","sn":"Cartel","t":"Cartel","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/cartel/","ui":"Do not describe cartel as agreed until the operative document says so."},{"a":["organisational carve-out"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The people and systems separated from a parent to form or join another business.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The people and systems separated from a parent to form or join another business.","i":522,"id":"people.carve-out-organisation","lv":"working","ph":"carve out organisation organisational carve out carve out organisation organisational carve out carve out organisation the people and systems separated from a parent to form or join another business the people and systems separated from a parent to form or join another business can we circulate carve out organisation with the assumptions and open questions marked you will see carve out organisation in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here carve out organisation means the people and systems separated from a parent to form or join another business people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management document artifact metric standard specification equipment technology organisation party global context dependent","sn":"Carve-out organisation","t":"Carve-out organisation","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/carve-out-organisation/","ui":"Can we circulate carve-out organisation with the assumptions and open questions marked?"},{"a":["goal cascade"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Translating higher-level objectives into aligned goals for teams and individuals.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Translating higher-level objectives into aligned goals for teams and individuals.","i":523,"id":"people.cascading-goals","lv":"core","ph":"cascading goals goal cascade cascading goals goal cascade cascading goals translating higher level objectives into aligned goals for teams and individuals translating higher level objectives into aligned goals for teams and individuals keep cascading goals on the dashboard but show the definition and reporting period beside it you will see cascading goals in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here cascading goals means translating higher level objectives into aligned goals for teams and individuals people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Cascading goals","t":"Cascading goals","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/cascading-goals/","ui":"Keep cascading goals on the dashboard, but show the definition and reporting period beside it."},{"a":["case workflow"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Coordinating information, tasks and decisions around an individual matter or customer case.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Coordinating information, tasks and decisions around an individual matter or customer case.","i":524,"id":"operations.case-management","lv":"working","ph":"case management case workflow case management case workflow case management coordinating information tasks and decisions around an individual matter or customer case coordinating information tasks and decisions around an individual matter or customer case the process map needs an exception path for case management you will see case management in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here case management means coordinating information tasks and decisions around an individual matter or customer case operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person equipment technology workflow process status decision global context dependent","sn":"Case management","t":"Case management","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/case-management/","ui":"The process map needs an exception path for case management."},{"a":["customer case study","success story"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A structured account of a real example showing a problem, approach, work and result.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A real example used to prove something worked.","i":525,"id":"bizpitch.case-study","lv":"core","ph":"case study customer case study success story case study customer case study success story case study a real example used to prove something worked a structured account of a real example showing a problem approach work and result the case study needs a measurable result and permission to name the client you will see case study in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here case study means a structured account of a real example showing a problem approach work and result business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Case study","t":"Case study","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/case-study/","ui":"The case study needs a measurable result and permission to name the client."},{"a":["cash equivalents"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Cash and highly liquid short-term investments meeting the applicable accounting criteria.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Cash and highly liquid short-term investments meeting the applicable accounting criteria.","i":526,"id":"bizfinance.cash-and-cash-equivalents","lv":"core","ph":"cash and cash equivalents cash equivalents cash and cash equivalents cash equivalents cash and cash equivalents cash and highly liquid short term investments meeting the applicable accounting criteria cash and highly liquid short term investments meeting the applicable accounting criteria can you walk me through how cash and cash equivalents works in the model you will see cash and cash equivalents in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here cash and cash equivalents means cash and highly liquid short term investments meeting the applicable accounting criteria finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Cash and cash equivalents","t":"Cash and cash equivalents","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/cash-and-cash-equivalents/","ui":"Can you walk me through how cash and cash equivalents works in the model?"},{"a":["cash on hand"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The amount of cash and cash equivalents available at a point in time.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate","business"],"e":"Money the company currently has available.","i":527,"id":"startup.cash-balance","lv":"core","ph":"cash balance cash on hand cash balance cash on hand cash balance money the company currently has available the amount of cash and cash equivalents available at a point in time the cash balance excludes undrawn debt you will see cash balance in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup traction burn and capital efficiency in startup traction burn and capital efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here cash balance means the amount of cash and cash equivalents available at a point in time startups venture and fundraising startup formation venture capital and fundraising startup traction burn and capital efficiency startup investor finance corporate business fundraising financing due diligence governance accounting planning forecasting valuation reporting metric standard specification finance commerce organisation party global context dependent","sn":"Cash balance","t":"Cash balance","tp":"Startup traction, burn & capital efficiency","tpid":"startup-venture-fundraising.startup-metrics","u":"terms/cash-balance/","ui":"The cash balance excludes undrawn debt."},{"a":["cash basis"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Accounting that recognises receipts and payments when cash moves, subject to applicable rules.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Accounting that recognises receipts and payments when cash moves, subject to applicable rules.","i":528,"id":"bizfinance.cash-basis-accounting","lv":"core","ph":"cash basis accounting cash basis cash basis cash basis accounting cash basis accounting accounting that recognises receipts and payments when cash moves subject to applicable rules accounting that recognises receipts and payments when cash moves subject to applicable rules the note should explain the judgement behind cash basis accounting you will see cash basis accounting in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here cash basis accounting means accounting that recognises receipts and payments when cash moves subject to applicable rules finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Cash-basis accounting","t":"Cash-basis accounting","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/cash-basis-accounting/","ui":"The note should explain the judgement behind cash-basis accounting."},{"a":["burn"],"amb":["cash burn"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Net cash consumed over a period.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Net cash consumed over a period.","i":529,"id":"bizfinance.cash-burn","lv":"core","ph":"cash burn burn burn cash burn cash burn net cash consumed over a period net cash consumed over a period keep cash burn on the dashboard but show the definition and reporting period beside it you will see cash burn in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here cash burn means net cash consumed over a period finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity burn rate startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Cash burn","t":"Cash burn","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/cash-burn/","ui":"Keep cash burn on the dashboard, but show the definition and reporting period beside it."},{"a":["profit-to-cash conversion"],"amb":["Cash conversion"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The extent to which accounting profit or revenue turns into cash.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The extent to which accounting profit or revenue turns into cash.","i":530,"id":"bizfinance.cash-conversion","lv":"working","ph":"cash conversion profit to cash conversion cash conversion profit to cash conversion cash conversion the extent to which accounting profit or revenue turns into cash the extent to which accounting profit or revenue turns into cash keep cash conversion on the dashboard but show the definition and reporting period beside it you will see cash conversion in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here cash conversion means the extent to which accounting profit or revenue turns into cash finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity cash conversion ratio startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Cash conversion","t":"Cash conversion","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/cash-conversion/","ui":"Keep cash conversion on the dashboard, but show the definition and reporting period beside it."},{"a":["CCC"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Days inventory plus days receivable minus days payable, under stated definitions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Days inventory plus days receivable minus days payable, under stated definitions.","i":531,"id":"bizfinance.cash-conversion-cycle","lv":"core","ph":"cash conversion cycle ccc cash conversion cycle ccc cash conversion cycle days inventory plus days receivable minus days payable under stated definitions days inventory plus days receivable minus days payable under stated definitions keep cash conversion cycle on the dashboard but show the definition and reporting period beside it you will see cash conversion cycle in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here cash conversion cycle means days inventory plus days receivable minus days payable under stated definitions finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce workflow process global context dependent","sn":"Cash conversion cycle","t":"Cash conversion cycle","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/cash-conversion-cycle/","ui":"Keep cash conversion cycle on the dashboard, but show the definition and reporting period beside it."},{"a":["cash conversion"],"amb":["Cash conversion"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Operating cash flow divided by a profit measure under a stated formula.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Operating cash flow divided by a profit measure under a stated formula.","i":532,"id":"bizfinance.cash-conversion-ratio","lv":"working","ph":"cash conversion ratio cash conversion cash conversion cash conversion ratio cash conversion ratio operating cash flow divided by a profit measure under a stated formula operating cash flow divided by a profit measure under a stated formula compare cash conversion ratio with the same cohort and period before drawing a conclusion you will see cash conversion ratio in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here cash conversion ratio means operating cash flow divided by a profit measure under a stated formula finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency cash conversion startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Cash conversion ratio","t":"Cash conversion ratio","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/cash-conversion-ratio/","ui":"Compare cash conversion ratio with the same cohort and period before drawing a conclusion."},{"a":["BCG cash cow"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"In the BCG matrix, a high-share business in a lower-growth market expected to generate cash.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A mature strong business that produces cash.","i":533,"id":"strategy.cash-cow","lv":"working","ph":"cash cow bcg cash cow bcg cash cow cash cow cash cow a mature strong business that produces cash in the bcg matrix a high share business in a lower growth market expected to generate cash do not starve the cash cow of necessary investment you will see cash cow in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here cash cow means in the bcg matrix a high share business in a lower growth market expected to generate cash strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Cash cow","t":"Cash cow","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/cash-cow/","ui":"Do not starve the cash cow of necessary investment."},{"a":["cash generator"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A mature brand expected to generate dependable cash with relatively modest investment.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A mature brand expected to generate dependable cash with relatively modest investment.","i":534,"id":"marketing.cash-cow-brand","lv":"working","ph":"cash cow brand cash generator cash cow brand cash generator cash cow brand a mature brand expected to generate dependable cash with relatively modest investment a mature brand expected to generate dependable cash with relatively modest investment the number is useful only if everyone calculates cash cow brand the same way you will see cash cow brand in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here cash cow brand means a mature brand expected to generate dependable cash with relatively modest investment marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Cash-cow brand","t":"Cash-cow brand","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/cash-cow-brand/","ui":"The number is useful only if everyone calculates cash-cow brand the same way."},{"a":["cash movement"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Movement of cash and cash equivalents into or out of an organisation.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Movement of cash and cash equivalents into or out of an organisation.","i":535,"id":"bizfinance.cash-flow","lv":"core","ph":"cash flow cash movement cash flow cash movement cash flow movement of cash and cash equivalents into or out of an organisation movement of cash and cash equivalents into or out of an organisation compare cash flow with the same cohort and period before drawing a conclusion you will see cash flow in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here cash flow means movement of cash and cash equivalents into or out of an organisation finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce organisation party global context dependent business foundation","sn":"Cash flow","t":"Cash flow","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/cash-flow/","ui":"Compare cash flow with the same cohort and period before drawing a conclusion."},{"a":["liquidity model"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A model forecasting cash receipts, payments and balances.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A model forecasting cash receipts, payments and balances.","i":536,"id":"bizfinance.cash-flow-model","lv":"core","ph":"cash flow model liquidity model cash flow model liquidity model cash flow model a model forecasting cash receipts payments and balances a model forecasting cash receipts payments and balances run a downside case for cash flow model before the review you will see cash flow model in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here cash flow model means a model forecasting cash receipts payments and balances finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Cash flow model","t":"Cash flow model","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/cash-flow-model/","ui":"Run a downside case for cash flow model before the review."},{"a":["statement of cash flows"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A report showing cash inflows and outflows from operating, investing and financing activities.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A report showing cash inflows and outflows from operating, investing and financing activities.","i":537,"id":"bizfinance.cash-flow-statement","lv":"core","ph":"cash flow statement statement of cash flows cash flow statement statement of cash flows cash flow statement a report showing cash inflows and outflows from operating investing and financing activities a report showing cash inflows and outflows from operating investing and financing activities the team needs one controlled copy of cash flow statement with an owner and date you will see cash flow statement in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here cash flow statement means a report showing cash inflows and outflows from operating investing and financing activities finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent corporate","sn":"Cash flow statement","t":"Cash flow statement","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/cash-flow-statement/","ui":"The team needs one controlled copy of cash flow statement, with an owner and date."},{"a":["liquidity forecast"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An estimate of future cash receipts, payments and balances.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An estimate of future cash receipts, payments and balances.","i":538,"id":"bizfinance.cash-forecast","lv":"core","ph":"cash forecast liquidity forecast cash forecast liquidity forecast cash forecast an estimate of future cash receipts payments and balances an estimate of future cash receipts payments and balances keep cash forecast on the dashboard but show the definition and reporting period beside it you will see cash forecast in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here cash forecast means an estimate of future cash receipts payments and balances finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Cash forecast","t":"Cash forecast","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/cash-forecast/","ui":"Keep cash forecast on the dashboard, but show the definition and reporting period beside it."},{"a":["receipts"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Cash received during a period.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Cash received during a period.","i":539,"id":"bizfinance.cash-inflow","lv":"core","ph":"cash inflow receipts cash inflow receipts cash inflow cash received during a period cash received during a period how are we defining cash inflow in this deck you will see cash inflow in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here cash inflow means cash received during a period finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Cash inflow","t":"Cash inflow","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/cash-inflow/","ui":"How are we defining cash inflow in this deck?"},{"a":["CoC return"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Cash distributions received divided by cash invested over a stated period or cumulatively.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Cash received compared with cash put in.","i":540,"id":"startup.cash-on-cash-return","lv":"working","ph":"cash on cash return coc return cash on cash return coc return cash on cash return cash received compared with cash put in cash distributions received divided by cash invested over a stated period or cumulatively the cash on cash return excludes unrealised value you will see cash on cash return in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here cash on cash return means cash distributions received divided by cash invested over a stated period or cumulatively startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Cash-on-cash return","t":"Cash-on-cash return","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/cash-on-cash-return/","ui":"The cash-on-cash return excludes unrealised value."},{"a":["payments"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Cash paid during a period.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Cash paid during a period.","i":541,"id":"bizfinance.cash-outflow","lv":"core","ph":"cash outflow payments cash outflow payments cash outflow cash paid during a period cash paid during a period keep cash outflow on the dashboard but show the definition and reporting period beside it you will see cash outflow in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here cash outflow means cash paid during a period finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Cash outflow","t":"Cash outflow","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/cash-outflow/","ui":"Keep cash outflow on the dashboard, but show the definition and reporting period beside it."},{"a":["liquidity pooling"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Centralised arrangement combining or offsetting cash balances across entities or accounts.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Centralised arrangement combining or offsetting cash balances across entities or accounts.","i":542,"id":"bizfinance.cash-pooling","lv":"specialist","ph":"cash pooling liquidity pooling cash pooling liquidity pooling cash pooling centralised arrangement combining or offsetting cash balances across entities or accounts centralised arrangement combining or offsetting cash balances across entities or accounts how are we defining cash pooling in this deck you will see cash pooling in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here cash pooling means centralised arrangement combining or offsetting cash balances across entities or accounts finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Cash pooling","t":"Cash pooling","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/cash-pooling/","ui":"How are we defining cash pooling in this deck?"},{"a":["immediate liquidity ratio"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Cash and cash equivalents divided by current liabilities.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Cash and cash equivalents divided by current liabilities.","i":543,"id":"bizfinance.cash-ratio","lv":"working","ph":"cash ratio immediate liquidity ratio cash ratio immediate liquidity ratio cash ratio cash and cash equivalents divided by current liabilities cash and cash equivalents divided by current liabilities how are we defining cash ratio in this deck you will see cash ratio in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here cash ratio means cash and cash equivalents divided by current liabilities finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Cash ratio","t":"Cash ratio","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/cash-ratio/","ui":"How are we defining cash ratio in this deck?"},{"a":["excess-cash sweep"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A mechanism using available cash to repay debt or move balances automatically.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A mechanism using available cash to repay debt or move balances automatically.","i":544,"id":"bizfinance.cash-sweep","lv":"specialist","ph":"cash sweep excess cash sweep cash sweep excess cash sweep cash sweep a mechanism using available cash to repay debt or move balances automatically a mechanism using available cash to repay debt or move balances automatically how are we defining cash sweep in this deck you will see cash sweep in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here cash sweep means a mechanism using available cash to repay debt or move balances automatically finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Cash sweep","t":"Cash sweep","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/cash-sweep/","ui":"How are we defining cash sweep in this deck?"},{"a":["tie-breaking vote"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An additional deciding vote available to a chair or specified person in a tie, where rules permit.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An additional deciding vote available to a chair or specified person in a tie, where rules permit.","i":545,"id":"governance.casting-vote","lv":"working","ph":"casting vote tie breaking vote casting vote tie breaking vote casting vote an additional deciding vote available to a chair or specified person in a tie where rules permit an additional deciding vote available to a chair or specified person in a tie where rules permit the board paper must state who owns and approves casting vote you will see casting vote in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here casting vote means an additional deciding vote available to a chair or specified person in a tie where rules permit corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law global context dependent","sn":"Casting vote","t":"Casting vote","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/casting-vote/","ui":"The board paper must state who owns and approves casting vote."},{"a":["product category"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A recognised group of products or services considered similar by customers, retailers, analysts or regulators.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A group of offers customers see as related.","i":546,"id":"strategy.category","lv":"core","ph":"category product category category product category category a group of offers customers see as related a recognised group of products or services considered similar by customers retailers analysts or regulators the company is trying to create a new category you will see category in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here category means a recognised group of products or services considered similar by customers retailers analysts or regulators strategy markets and business models strategy market analysis and business models markets industries and categories startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Category","t":"Category","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/category/","ui":"The company is trying to create a new category."},{"a":["create a category","category design"],"amb":["category design"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Deliberate effort to define and establish a new market category around a problem or approach.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","investor","marketing","product","sales"],"e":"Deliberate effort to define and establish a new market category around a problem or approach.","i":547,"id":"marketing.category-creation","lv":"working","ph":"category creation create a category category design category creation category design create a category category creation deliberate effort to define and establish a new market category around a problem or approach deliberate effort to define and establish a new market category around a problem or approach how are we defining category creation in this deck you will see category creation in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here category creation means deliberate effort to define and establish a new market category around a problem or approach marketing brand and growth brand marketing media and growth marketing strategy and planning category design startup business corporate investor marketing product sales strategy market research planning pitching marketing growth reporting metric standard specification format genre model global context dependent","sn":"Category creation","t":"Category creation","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/category-creation/","ui":"How are we defining category creation in this deck?"},{"a":["category strategy"],"amb":["category design"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A deliberate process of defining a category, its problem, language, criteria and leading position.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Shape how a new market category is understood.","i":548,"id":"strategy.category-design","lv":"specialist","ph":"category design category strategy category design category strategy category design shape how a new market category is understood a deliberate process of defining a category its problem language criteria and leading position the category design work should not erase existing alternatives you will see category design in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here category design means a deliberate process of defining a category its problem language criteria and leading position strategy markets and business models strategy market analysis and business models markets industries and categories category creation startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology workflow process format genre model global context dependent","sn":"Category design","t":"Category design","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/category-design/","ui":"The category design work should not erase existing alternatives."},{"a":["CEP"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A buying situation, need or cue that can bring a category or brand to mind.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A buying situation, need or cue that can bring a category or brand to mind.","i":549,"id":"marketing.category-entry-point","lv":"working","ph":"category entry point cep category entry point cep category entry point a buying situation need or cue that can bring a category or brand to mind a buying situation need or cue that can bring a category or brand to mind the report should separate the effect of category entry point from correlation you will see category entry point in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here category entry point means a buying situation need or cue that can bring a category or brand to mind marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Category entry point","t":"Category entry point","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/category-entry-point/","ui":"The report should separate the effect of category entry point from correlation."},{"a":["brand category extension"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Use of an existing brand to enter a substantially different category.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Use of an existing brand to enter a substantially different category.","i":550,"id":"marketing.category-extension","lv":"working","ph":"category extension brand category extension brand category extension category extension category extension use of an existing brand to enter a substantially different category use of an existing brand to enter a substantially different category the work feels inconsistent because the team is using category extension in three different ways you will see category extension in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here category extension means use of an existing brand to enter a substantially different category marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Category extension","t":"Category extension","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/category-extension/","ui":"The work feels inconsistent because the team is using category extension in three different ways."},{"a":["procurement category management"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Managing related spend and suppliers as a strategic category.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Managing related spend and suppliers as a strategic category.","i":551,"id":"operations.category-management","lv":"core","ph":"category management procurement category management category management procurement category management category management managing related spend and suppliers as a strategic category managing related spend and suppliers as a strategic category can we separate a mandatory requirement in category management from a scored preference you will see category management in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here category management means managing related spend and suppliers as a strategic category operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process status decision global context dependent corporate","sn":"Category management","t":"Category management","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/category-management/","ui":"Can we separate a mandatory requirement in category management from a scored preference?"},{"a":["causal analysis"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Methods for estimating whether and how an intervention caused an outcome.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Methods for estimating whether and how an intervention caused an outcome.","i":552,"id":"marketing.causal-inference","lv":"working","ph":"causal inference causal analysis causal analysis causal inference causal inference methods for estimating whether and how an intervention caused an outcome methods for estimating whether and how an intervention caused an outcome how are we defining causal inference in this deck you will see causal inference in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here causal inference means methods for estimating whether and how an intervention caused an outcome marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting workflow process format genre model global context dependent","sn":"Causal inference","t":"Causal inference","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/causal-inference/","ui":"How are we defining causal inference in this deck?"},{"a":["Carbon Disclosure Project"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A disclosure system requesting environmental information from companies and other entities.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A disclosure system requesting environmental information from companies and other entities.","i":553,"id":"sustainability.cdp","lv":"core","ph":"cdp carbon disclosure project carbon disclosure project cdp cdp a disclosure system requesting environmental information from companies and other entities a disclosure system requesting environmental information from companies and other entities which standard and reporting period govern cdp you will see cdp in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here cdp means a disclosure system requesting environmental information from companies and other entities sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology format genre model risk ethics access global context dependent","sn":"CDP","t":"CDP","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/cdp/","ui":"Which standard and reporting period govern CDP?"},{"a":["cease and desist"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An official or contractual direction to stop specified conduct.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An official or contractual direction to stop specified conduct.","i":554,"id":"governance.cease-and-desist-order","lv":"working","ph":"cease and desist order cease and desist cease and desist cease and desist order cease and desist order an official or contractual direction to stop specified conduct an official or contractual direction to stop specified conduct counsel wants cease and desist order clarified before anyone signs you will see cease and desist order in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here cease and desist order means an official or contractual direction to stop specified conduct corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Cease-and-desist order","t":"Cease-and-desist order","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/cease-and-desist-order/","ui":"Counsel wants cease-and-desist order clarified before anyone signs."},{"a":["cap"],"amb":["cap","Ceiling"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The maximum permitted or rewarded value.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The maximum permitted or rewarded value.","i":555,"id":"people.ceiling","lv":"core","ph":"ceiling cap cap ceiling ceiling the maximum permitted or rewarded value the maximum permitted or rewarded value keep ceiling on the dashboard but show the definition and reporting period beside it you will see ceiling in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here ceiling means the maximum permitted or rewarded value people organisation and change organisation design people systems and change okrs kpis and performance goals growth ceiling valuation cap startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Ceiling","t":"Ceiling","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/ceiling/","ui":"Keep ceiling on the dashboard, but show the definition and reporting period beside it."},{"a":["centralization"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Concentrating authority or capability in a central unit.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Concentrating authority or capability in a central unit.","i":556,"id":"people.centralisation","lv":"core","ph":"centralisation centralization centralisation centralization centralisation concentrating authority or capability in a central unit concentrating authority or capability in a central unit can we test the claim about centralisation against employee data and lived experience you will see centralisation in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here centralisation means concentrating authority or capability in a central unit people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Centralisation","t":"Centralisation","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/centralisation/","ui":"Can we test the claim about centralisation against employee data and lived experience?"},{"a":["center of excellence","CoE"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A specialist group that develops standards, expertise and support for an organisation.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A specialist group that develops standards, expertise and support for an organisation.","i":557,"id":"people.centre-of-excellence","lv":"core","ph":"centre of excellence center of excellence coe center of excellence centre of excellence coe centre of excellence a specialist group that develops standards expertise and support for an organisation a specialist group that develops standards expertise and support for an organisation who is accountable for centre of excellence and who is affected by it you will see centre of excellence in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here centre of excellence means a specialist group that develops standards expertise and support for an organisation people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Centre of excellence","t":"Centre of excellence","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/centre-of-excellence/","ui":"Who is accountable for centre of excellence, and who is affected by it?"},{"a":["chief executive report"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A chief executive's summary of performance, priorities and material developments.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A chief executive's summary of performance, priorities and material developments.","i":558,"id":"reporting.ceo-report","lv":"core","ph":"ceo report chief executive report ceo report chief executive report ceo report a chief executives summary of performance priorities and material developments a chief executives summary of performance priorities and material developments can we circulate ceo report with the assumptions and open questions marked you will see ceo report in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here ceo report means a chief executives summary of performance priorities and material developments corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"CEO report","t":"CEO report","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/ceo-report/","ui":"Can we circulate cEO report with the assumptions and open questions marked?"},{"a":["CoA"],"amb":["CoA"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A document reporting test results for a material or product batch.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A document reporting test results for a material or product batch.","i":559,"id":"operations.certificate-of-analysis","lv":"core","ph":"certificate of analysis coa certificate of analysis coa certificate of analysis a document reporting test results for a material or product batch a document reporting test results for a material or product batch the team needs one controlled copy of certificate of analysis with an owner and date you will see certificate of analysis in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here certificate of analysis means a document reporting test results for a material or product batch operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action chart of accounts business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Certificate of analysis","t":"Certificate of analysis","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/certificate-of-analysis/","ui":"The team needs one controlled copy of certificate of analysis, with an owner and date."},{"a":["CoC","certificate of conformity"],"amb":["CoC"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A supplier's statement that goods meet specified requirements.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A supplier's statement that goods meet specified requirements.","i":560,"id":"operations.certificate-of-conformance","lv":"core","ph":"certificate of conformance coc certificate of conformity certificate of conformance certificate of conformity coc certificate of conformance a suppliers statement that goods meet specified requirements a suppliers statement that goods meet specified requirements can we circulate certificate of conformance with the assumptions and open questions marked you will see certificate of conformance in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here certificate of conformance means a suppliers statement that goods meet specified requirements operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action change of control business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification role person workflow process global context dependent","sn":"Certificate of conformance","t":"Certificate of conformance","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/certificate-of-conformance/","ui":"Can we circulate certificate of conformance with the assumptions and open questions marked?"},{"a":["corporate charter"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A formation or charter document establishing a corporation under applicable law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A formation or charter document establishing a corporation under applicable law.","i":561,"id":"governance.certificate-of-incorporation","lv":"core","ph":"certificate of incorporation corporate charter certificate of incorporation corporate charter certificate of incorporation a formation or charter document establishing a corporation under applicable law a formation or charter document establishing a corporation under applicable law keep certificate of incorporation on the dashboard but show the definition and reporting period beside it you will see certificate of incorporation in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here certificate of incorporation means a formation or charter document establishing a corporation under applicable law corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting document artifact metric standard specification right contract law global context dependent","sn":"Certificate of incorporation","t":"Certificate of incorporation","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/certificate-of-incorporation/","ui":"Keep certificate of incorporation on the dashboard, but show the definition and reporting period beside it."},{"a":["COI"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Evidence that specified insurance coverage is in force, subject to the policy itself.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Evidence that specified insurance coverage is in force, subject to the policy itself.","i":562,"id":"governance.certificate-of-insurance","lv":"working","ph":"certificate of insurance coi certificate of insurance coi certificate of insurance evidence that specified insurance coverage is in force subject to the policy itself evidence that specified insurance coverage is in force subject to the policy itself the team needs one controlled copy of certificate of insurance with an owner and date you will see certificate of insurance in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here certificate of insurance means evidence that specified insurance coverage is in force subject to the policy itself corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Certificate of insurance","t":"Certificate of insurance","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/certificate-of-insurance/","ui":"The team needs one controlled copy of certificate of insurance, with an owner and date."},{"a":["certificate"],"amb":["Certification"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Formal confirmation that specified requirements have been met, subject to the certifier and scheme.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Formal confirmation that specified requirements have been met, subject to the certifier and scheme.","i":563,"id":"governance.certification.governance-legal-compliance-regulatory-compliance","lv":"core","ph":"certification certificate certificate certification certification formal confirmation that specified requirements have been met subject to the certifier and scheme formal confirmation that specified requirements have been met subject to the certifier and scheme counsel wants certification clarified before anyone signs you will see certification in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here certification means formal confirmation that specified requirements have been met subject to the certifier and scheme corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance certification startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Certification","t":"Certification","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/certification--governance-certification-governance-legal-compliance-regulatory-compliance/","ui":"Counsel wants certification clarified before anyone signs."},{"a":["CEO/CFO certification"],"amb":["Certification"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A formal executive confirmation of specified filing or control matters.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A formal executive confirmation of specified filing or control matters.","i":564,"id":"reporting.certification.corporate-reporting-ir-filings-reports","lv":"working","ph":"certification ceo cfo certification ceo cfo certification certification certification a formal executive confirmation of specified filing or control matters a formal executive confirmation of specified filing or control matters the team needs one controlled copy of certification with an owner and date you will see certification in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here certification means a formal executive confirmation of specified filing or control matters corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings certification corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Certification","t":"Certification","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/certification--reporting-certification-corporate-reporting-ir-filings-reports/","ui":"The team needs one controlled copy of certification, with an owner and date."},{"a":["ecolabel"],"amb":["ecolabel"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A mark indicating compliance with a certification scheme, subject to that scheme's scope.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A mark indicating compliance with a certification scheme, subject to that scheme's scope.","i":565,"id":"sustainability.certification-mark","lv":"core","ph":"certification mark ecolabel certification mark ecolabel certification mark a mark indicating compliance with a certification scheme subject to that schemes scope a mark indicating compliance with a certification scheme subject to that schemes scope the control owner needs to resolve the exception around certification mark you will see certification mark in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here certification mark means a mark indicating compliance with a certification scheme subject to that schemes scope sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance ecolabel corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance right contract law risk ethics access global context dependent","sn":"Certification mark","t":"Certification mark","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/certification-mark/","ui":"The control owner needs to resolve the exception around certification mark."},{"a":["custody trail"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Documented control and transfer of material or evidence through successive holders.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Documented control and transfer of material or evidence through successive holders.","i":566,"id":"operations.chain-of-custody","lv":"working","ph":"chain of custody custody trail chain of custody custody trail chain of custody documented control and transfer of material or evidence through successive holders documented control and transfer of material or evidence through successive holders can we circulate chain of custody with the assumptions and open questions marked you will see chain of custody in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here chain of custody means documented control and transfer of material or evidence through successive holders operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Chain of custody","t":"Chain of custody","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/chain-of-custody/","ui":"Can we circulate chain of custody with the assumptions and open questions marked?"},{"a":["CoC certification"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Certification tracing certified material through supply-chain transfers.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Certification tracing certified material through supply-chain transfers.","i":567,"id":"sustainability.chain-of-custody-certification","lv":"working","ph":"chain of custody certification coc certification chain of custody certification coc certification chain of custody certification certification tracing certified material through supply chain transfers certification tracing certified material through supply chain transfers the control owner needs to resolve the exception around chain of custody certification you will see chain of custody certification in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here chain of custody certification means certification tracing certified material through supply chain transfers sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Chain-of-custody certification","t":"Chain-of-custody certification","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/chain-of-custody-certification/","ui":"The control owner needs to resolve the exception around chain-of-custody certification."},{"a":["ruling from the chair"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A procedural determination made by the chair under the meeting rules.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A procedural determination made by the chair under the meeting rules.","i":568,"id":"governance.chair-s-ruling","lv":"specialist","ph":"chairs ruling ruling from the chair chairs ruling ruling from the chair chairs ruling a procedural determination made by the chair under the meeting rules a procedural determination made by the chair under the meeting rules the board paper must state who owns and approves chairs ruling you will see chairs ruling in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here chairs ruling means a procedural determination made by the chair under the meeting rules corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law global context dependent","sn":"Chair's ruling","t":"Chair's ruling","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/chair-s-ruling/","ui":"The board paper must state who owns and approves chair's ruling."},{"a":["Challenger methodology"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A sales approach centred on teaching, tailoring and constructively challenging the buyer's current thinking.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A sales approach centred on teaching, tailoring and constructively challenging the buyer's current thinking.","i":569,"id":"revenue.challenger-sale","lv":"working","ph":"challenger sale challenger methodology challenger methodology challenger sale challenger sale a sales approach centred on teaching tailoring and constructively challenging the buyers current thinking a sales approach centred on teaching tailoring and constructively challenging the buyers current thinking who can verify challenger sale on the buyers side you will see challenger sale in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here challenger sale means a sales approach centred on teaching tailoring and constructively challenging the buyers current thinking revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce workflow process global context dependent","sn":"Challenger sale","t":"Challenger sale","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/challenger-sale/","ui":"Who can verify challenger sale on the buyer’s side?"},{"a":["internal champion"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A person inside a target organisation who actively supports a solution and helps it progress.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product","sales","finance"],"e":"An insider who wants the proposal to succeed.","i":570,"id":"strategy.champion","lv":"core","ph":"champion internal champion champion internal champion champion an insider who wants the proposal to succeed a person inside a target organisation who actively supports a solution and helps it progress our champion needs evidence to persuade finance you will see champion in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here champion means a person inside a target organisation who actively supports a solution and helps it progress strategy markets and business models strategy market analysis and business models customers users and segmentation startup business corporate investor marketing product sales finance strategy market research planning pitching go to market sales contracting customer success renewal metric standard specification role person equipment technology format genre model organisation party global context dependent","sn":"Champion","t":"Champion","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/champion/","ui":"Our champion needs evidence to persuade finance."},{"a":["change champion"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A person who advocates for and helps implement change.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A person who advocates for and helps implement change.","i":571,"id":"people.change-agent","lv":"core","ph":"change agent change champion change agent change champion change agent a person who advocates for and helps implement change a person who advocates for and helps implement change bring change agent into the next review before the decision gets made around them you will see change agent in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here change agent means a person who advocates for and helps implement change people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Change agent","t":"Change agent","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/change-agent/","ui":"Bring change agent into the next review before the decision gets made around them."},{"a":["champion network"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A distributed group helping communicate and embed change.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A distributed group helping communicate and embed change.","i":572,"id":"people.change-champion-network","lv":"working","ph":"change champion network champion network champion network change champion network change champion network a distributed group helping communicate and embed change a distributed group helping communicate and embed change the programme is tracking activity around change champion network but not adoption you will see change champion network in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here change champion network means a distributed group helping communicate and embed change people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Change champion network","t":"Change champion network","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/change-champion-network/","ui":"The programme is tracking activity around change champion network, but not adoption."},{"a":["controlled change"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A formal process for proposing, assessing, approving and implementing changes.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A formal process for proposing, assessing, approving and implementing changes.","i":573,"id":"operations.change-control","lv":"core","ph":"change control controlled change change control controlled change change control a formal process for proposing assessing approving and implementing changes a formal process for proposing assessing approving and implementing changes the operating model needs to show how change control works in practice you will see change control in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here change control means a formal process for proposing assessing approving and implementing changes operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Change control","t":"Change control","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/change-control/","ui":"The operating model needs to show how change control works in practice."},{"a":["transformation fatigue"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Reduced capacity or willingness caused by repeated or overlapping change.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Reduced capacity or willingness caused by repeated or overlapping change.","i":574,"id":"people.change-fatigue","lv":"core","ph":"change fatigue transformation fatigue change fatigue transformation fatigue change fatigue reduced capacity or willingness caused by repeated or overlapping change reduced capacity or willingness caused by repeated or overlapping change can we identify the groups most affected by change fatigue before the rollout you will see change fatigue in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here change fatigue means reduced capacity or willingness caused by repeated or overlapping change people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Change fatigue","t":"Change fatigue","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/change-fatigue/","ui":"Can we identify the groups most affected by change fatigue before the rollout?"},{"a":["CIA"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Analysis of how a proposed change affects roles, process, technology and behaviour.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Analysis of how a proposed change affects roles, process, technology and behaviour.","i":575,"id":"people.change-impact-assessment","lv":"core","ph":"change impact assessment cia change impact assessment cia change impact assessment analysis of how a proposed change affects roles process technology and behaviour analysis of how a proposed change affects roles process technology and behaviour the programme is tracking activity around change impact assessment but not adoption you will see change impact assessment in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here change impact assessment means analysis of how a proposed change affects roles process technology and behaviour people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management role person equipment technology workflow process organisation party risk ethics access global context dependent","sn":"Change-impact assessment","t":"Change-impact assessment","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/change-impact-assessment/","ui":"The programme is tracking activity around change-impact assessment, but not adoption."},{"a":["estimate change"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Prospective revision caused by new information or experience, rather than correction of an error.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Prospective revision caused by new information or experience, rather than correction of an error.","i":576,"id":"bizfinance.change-in-accounting-estimate","lv":"working","ph":"change in accounting estimate estimate change change in accounting estimate estimate change change in accounting estimate prospective revision caused by new information or experience rather than correction of an error prospective revision caused by new information or experience rather than correction of an error finance needs to reconcile change in accounting estimate before the numbers are released you will see change in accounting estimate in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here change in accounting estimate means prospective revision caused by new information or experience rather than correction of an error finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Change in accounting estimate","t":"Change in accounting estimate","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/change-in-accounting-estimate/","ui":"Finance needs to reconcile change in accounting estimate before the numbers are released."},{"a":["policy change"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Change in the principles or practices used, accounted for under applicable rules.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Change in the principles or practices used, accounted for under applicable rules.","i":577,"id":"bizfinance.change-in-accounting-policy","lv":"working","ph":"change in accounting policy policy change change in accounting policy policy change change in accounting policy change in the principles or practices used accounted for under applicable rules change in the principles or practices used accounted for under applicable rules can we trace change in accounting policy back to the ledger and supporting schedule you will see change in accounting policy in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here change in accounting policy means change in the principles or practices used accounted for under applicable rules finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Change in accounting policy","t":"Change in accounting policy","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/change-in-accounting-policy/","ui":"Can we trace change in accounting policy back to the ledger and supporting schedule?"},{"a":["change programme"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A project or programme intended to alter how people work.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A project or programme intended to alter how people work.","i":578,"id":"people.change-initiative","lv":"core","ph":"change initiative change programme change initiative change programme change initiative a project or programme intended to alter how people work a project or programme intended to alter how people work can we identify the groups most affected by change initiative before the rollout you will see change initiative in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here change initiative means a project or programme intended to alter how people work people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Change initiative","t":"Change initiative","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/change-initiative/","ui":"Can we identify the groups most affected by change initiative before the rollout?"},{"a":["change manager"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A person coordinating change-management activity.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A person coordinating change-management activity.","i":579,"id":"people.change-lead","lv":"core","ph":"change lead change manager change lead change manager change lead a person coordinating change management activity a person coordinating change management activity the change plan needs to show how people will be supported through change lead you will see change lead in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here change lead means a person coordinating change management activity people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management role person workflow process organisation party global context dependent","sn":"Change lead","t":"Change lead","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/change-lead/","ui":"The change plan needs to show how people will be supported through change lead."},{"a":["organisational change management","OCM"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The structured work of helping people adopt new processes, systems or behaviours.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The structured work of helping people adopt new processes, systems or behaviours.","i":580,"id":"people.change-management","lv":"core","ph":"change management organisational change management ocm change management ocm organisational change management change management the structured work of helping people adopt new processes systems or behaviours the structured work of helping people adopt new processes systems or behaviours what behaviour should be different after change management you will see change management in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here change management means the structured work of helping people adopt new processes systems or behaviours people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management equipment technology workflow process organisation party global context dependent corporate","sn":"Change management","t":"Change management","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/change-management/","ui":"What behaviour should be different after change management?"},{"a":["CoC"],"amb":["CoC"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A transaction or event causing control of a company to pass to another party under the contract's definition.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A transaction or event causing control of a company to pass to another party under the contract's definition.","i":581,"id":"revenue.change-of-control","lv":"core","ph":"change of control coc change of control coc change of control a transaction or event causing control of a company to pass to another party under the contracts definition a transaction or event causing control of a company to pass to another party under the contracts definition the draft mentions change of control but the scope and jurisdiction are still unclear you will see change of control in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here change of control means a transaction or event causing control of a company to pass to another party under the contracts definition revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure certificate of conformance startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law organisation party status decision global context dependent","sn":"Change of control","t":"Change of control","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/change-of-control/","ui":"The draft mentions change of control, but the scope and jurisdiction are still unclear."},{"a":["contract variation","variation order"],"amb":["contract variation"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A formal instruction or agreement changing scope, price or timing.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A formal instruction or agreement changing scope, price or timing.","i":582,"id":"governance.change-order","lv":"core","ph":"change order contract variation variation order change order contract variation variation order change order a formal instruction or agreement changing scope price or timing a formal instruction or agreement changing scope price or timing counsel wants change order clarified before anyone signs you will see change order in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here change order means a formal instruction or agreement changing scope price or timing corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents variation startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact right contract law global context dependent business","sn":"Change order","t":"Change order","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/change-order/","ui":"Counsel wants change order clarified before anyone signs."},{"a":["transformation owner"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The person accountable for delivering a change outcome.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The person accountable for delivering a change outcome.","i":583,"id":"people.change-owner","lv":"core","ph":"change owner transformation owner change owner transformation owner change owner the person accountable for delivering a change outcome the person accountable for delivering a change outcome bring change owner into the next review before the decision gets made around them you will see change owner in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here change owner means the person accountable for delivering a change outcome people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Change owner","t":"Change owner","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/change-owner/","ui":"Bring change owner into the next review before the decision gets made around them."},{"a":["CR"],"amb":["CR"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A proposed change submitted for review before approval or implementation.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A proposed change submitted for review before approval or implementation.","i":584,"id":"governance.change-request","lv":"core","ph":"change request cr change request cr change request a proposed change submitted for review before approval or implementation a proposed change submitted for review before approval or implementation the team needs one controlled copy of change request with an owner and date you will see change request in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here change request means a proposed change submitted for review before approval or implementation corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents credit startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law workflow process status decision global context dependent","sn":"Change request","t":"Change request","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/change-request/","ui":"The team needs one controlled copy of change request, with an owner and date."},{"a":["change overload"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A state in which the volume of change exceeds practical absorption capacity.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A state in which the volume of change exceeds practical absorption capacity.","i":585,"id":"people.change-saturation","lv":"working","ph":"change saturation change overload change overload change saturation change saturation a state in which the volume of change exceeds practical absorption capacity a state in which the volume of change exceeds practical absorption capacity keep change saturation on the dashboard but show the definition and reporting period beside it you will see change saturation in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here change saturation means a state in which the volume of change exceeds practical absorption capacity people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Change saturation","t":"Change saturation","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/change-saturation/","ui":"Keep change saturation on the dashboard, but show the definition and reporting period beside it."},{"a":["executive sponsor for change"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A leader accountable for authorising and visibly supporting change.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A leader accountable for authorising and visibly supporting change.","i":586,"id":"people.change-sponsor","lv":"core","ph":"change sponsor executive sponsor for change change sponsor executive sponsor for change change sponsor a leader accountable for authorising and visibly supporting change a leader accountable for authorising and visibly supporting change attach the latest change sponsor to the decision pack before the meeting you will see change sponsor in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here change sponsor means a leader accountable for authorising and visibly supporting change people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Change sponsor","t":"Change sponsor","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/change-sponsor/","ui":"Attach the latest change sponsor to the decision pack before the meeting."},{"a":["case for change"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A narrative explaining why change is needed, what will happen and what it means.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A narrative explaining why change is needed, what will happen and what it means.","i":587,"id":"people.change-story","lv":"core","ph":"change story case for change case for change change story change story a narrative explaining why change is needed what will happen and what it means a narrative explaining why change is needed what will happen and what it means the programme is tracking activity around change story but not adoption you will see change story in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here change story means a narrative explaining why change is needed what will happen and what it means people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Change story","t":"Change story","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/change-story/","ui":"The programme is tracking activity around change story, but not adoption."},{"a":["marketing channel"],"amb":["Channel"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A route through which a message, product or service reaches an audience.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A route through which a message, product or service reaches an audience.","i":588,"id":"marketing.channel.marketing-brand-growth-channels-media","lv":"core","ph":"channel marketing channel channel marketing channel channel a route through which a message product or service reaches an audience a route through which a message product or service reaches an audience define channel before we compare campaign performance you will see channel in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here channel means a route through which a message product or service reaches an audience marketing brand and growth brand marketing media and growth channels media and distribution channel startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent business","sn":"Channel","t":"Channel","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/channel--marketing-channel-marketing-brand-growth-channels-media/","ui":"Define channel before we compare campaign performance."},{"a":["distribution channel"],"amb":["Channel"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A route through which a company reaches, sells to, delivers to or communicates with customers.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The way the business reaches customers.","i":589,"id":"strategy.channel.strategy-market-models-canvas-models","lv":"core","ph":"channel distribution channel channel distribution channel channel the way the business reaches customers a route through which a company reaches sells to delivers to or communicates with customers the canvas lists partners but the channel economics are missing you will see channel in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here channel means a route through which a company reaches sells to delivers to or communicates with customers strategy markets and business models strategy market analysis and business models business model canvas and lean canvas channel startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification role person equipment technology format genre model organisation party global context dependent business","sn":"Channel","t":"Channel","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/channel--strategy-channel-strategy-market-models-canvas-models/","ui":"The canvas lists partners, but the channel economics are missing."},{"a":["partner conflict"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Tension caused when two routes to market compete for the same customers, revenue or control.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Tension caused when two routes to market compete for the same customers, revenue or control.","i":590,"id":"revenue.channel-conflict","lv":"working","ph":"channel conflict partner conflict channel conflict partner conflict channel conflict tension caused when two routes to market compete for the same customers revenue or control tension caused when two routes to market compete for the same customers revenue or control can we connect channel conflict to a channel owner and measurable next step you will see channel conflict in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here channel conflict means tension caused when two routes to market compete for the same customers revenue or control revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce equipment technology format genre model global context dependent","sn":"Channel conflict","t":"Channel conflict","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/channel-conflict/","ui":"Can we connect channel conflict to a channel, owner and measurable next step?"},{"a":["reseller margin"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The portion of price or revenue retained by an intermediary in a distribution channel.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The portion of price or revenue retained by an intermediary in a distribution channel.","i":591,"id":"revenue.channel-margin","lv":"working","ph":"channel margin reseller margin channel margin reseller margin channel margin the portion of price or revenue retained by an intermediary in a distribution channel the portion of price or revenue retained by an intermediary in a distribution channel the launch plan assumes channel margin what evidence supports that assumption you will see channel margin in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here channel margin means the portion of price or revenue retained by an intermediary in a distribution channel revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce equipment technology format genre model global context dependent","sn":"Channel margin","t":"Channel margin","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/channel-margin/","ui":"The launch plan assumes channel margin; what evidence supports that assumption?"},{"a":["media mix"],"amb":["Channel mix","media mix"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The allocation of activity across marketing or distribution channels.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The allocation of activity across marketing or distribution channels.","i":592,"id":"marketing.channel-mix","lv":"core","ph":"channel mix media mix channel mix media mix channel mix the allocation of activity across marketing or distribution channels the allocation of activity across marketing or distribution channels can we trace channel mix back to a decision the team can act on you will see channel mix in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here channel mix means the allocation of activity across marketing or distribution channels marketing brand and growth brand marketing media and growth channels media and distribution media mix startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent business","sn":"Channel mix","t":"Channel mix","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/channel-mix/","ui":"Can we trace channel mix back to a decision the team can act on?"},{"a":["sales partner"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"An external organisation that helps market, sell, deliver or support an offer.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"An external organisation that helps market, sell, deliver or support an offer.","i":593,"id":"revenue.channel-partner","lv":"core","ph":"channel partner sales partner channel partner sales partner channel partner an external organisation that helps market sell deliver or support an offer an external organisation that helps market sell deliver or support an offer the go to market plan needs to explain how channel partner turns into repeatable demand you will see channel partner in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here channel partner means an external organisation that helps market sell deliver or support an offer revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce equipment technology format genre model organisation party global context dependent","sn":"Channel partner","t":"Channel partner","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/channel-partner/","ui":"The go-to-market plan needs to explain how channel partner turns into repeatable demand."},{"a":["capability chapter"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A community of people with similar skills across squads in some agile models.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A community of people with similar skills across squads in some agile models.","i":594,"id":"people.chapter","lv":"specialist","ph":"chapter capability chapter capability chapter chapter chapter a community of people with similar skills across squads in some agile models a community of people with similar skills across squads in some agile models the announcement should not get ahead of the agreed process for chapter you will see chapter in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here chapter means a community of people with similar skills across squads in some agile models people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management equipment technology format genre model organisation party global context dependent","sn":"Chapter","t":"Chapter","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/chapter/","ui":"The announcement should not get ahead of the agreed process for chapter."},{"a":["COA"],"amb":["CoA"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The structured list of account codes used to classify financial transactions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The structured list of account codes used to classify financial transactions.","i":595,"id":"bizfinance.chart-of-accounts","lv":"core","ph":"chart of accounts coa chart of accounts coa chart of accounts the structured list of account codes used to classify financial transactions the structured list of account codes used to classify financial transactions can we circulate chart of accounts with the assumptions and open questions marked you will see chart of accounts in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here chart of accounts means the structured list of account codes used to classify financial transactions finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records certificate of analysis startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Chart of accounts","t":"Chart of accounts","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/chart-of-accounts/","ui":"Can we circulate chart of accounts with the assumptions and open questions marked?"},{"a":["performance check-in"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A recurring conversation about priorities, feedback and support.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A recurring conversation about priorities, feedback and support.","i":596,"id":"people.check-in","lv":"core","ph":"check in performance check in check in performance check in check in a recurring conversation about priorities feedback and support a recurring conversation about priorities feedback and support can we test the claim about check in against employee data and lived experience you will see check in in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here check in means a recurring conversation about priorities feedback and support people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Check-in","t":"Check-in","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/check-in/","ui":"Can we test the claim about check-in against employee data and lived experience?"},{"a":["check list"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A list used to verify that required steps or conditions have been completed.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A list used to verify that required steps or conditions have been completed.","i":597,"id":"operations.checklist","lv":"core","ph":"checklist check list check list checklist checklist a list used to verify that required steps or conditions have been completed a list used to verify that required steps or conditions have been completed show where checklist happens in the operating model and who receives the handoff you will see checklist in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here checklist means a list used to verify that required steps or conditions have been completed operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Checklist","t":"Checklist","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/checklist/","ui":"Show where checklist happens in the operating model and who receives the handoff."},{"a":["checkout completion rate"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The proportion of checkout starts resulting in completed purchase.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The proportion of checkout starts resulting in completed purchase.","i":598,"id":"marketing.checkout-conversion","lv":"working","ph":"checkout conversion checkout completion rate checkout completion rate checkout conversion checkout conversion the proportion of checkout starts resulting in completed purchase the proportion of checkout starts resulting in completed purchase keep checkout conversion on the dashboard but show the definition and reporting period beside it you will see checkout conversion in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here checkout conversion means the proportion of checkout starts resulting in completed purchase marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Checkout conversion","t":"Checkout conversion","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/checkout-conversion/","ui":"Keep checkout conversion on the dashboard, but show the definition and reporting period beside it."},{"a":["CCO"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The senior executive accountable for an organisation's compliance programme.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The senior executive accountable for an organisation's compliance programme.","i":599,"id":"governance.chief-compliance-officer","lv":"core","ph":"chief compliance officer cco cco chief compliance officer chief compliance officer the senior executive accountable for an organisations compliance programme the senior executive accountable for an organisations compliance programme the team needs one controlled copy of chief compliance officer with an owner and date you will see chief compliance officer in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here chief compliance officer means the senior executive accountable for an organisations compliance programme corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Chief compliance officer","t":"Chief compliance officer","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/chief-compliance-officer/","ui":"The team needs one controlled copy of chief compliance officer, with an owner and date."},{"a":["CoS"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A role coordinating priorities, information and execution for a leader or office.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A role coordinating priorities, information and execution for a leader or office.","i":600,"id":"people.chief-of-staff","lv":"working","ph":"chief of staff cos chief of staff cos chief of staff a role coordinating priorities information and execution for a leader or office a role coordinating priorities information and execution for a leader or office bring chief of staff into the next review before the decision gets made around them you will see chief of staff in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here chief of staff means a role coordinating priorities information and execution for a leader or office people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Chief of staff","t":"Chief of staff","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/chief-of-staff/","ui":"Bring chief of staff into the next review before the decision gets made around them."},{"a":["underage labour"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Work by children that violates applicable age, safety or development standards.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Work by children that violates applicable age, safety or development standards.","i":601,"id":"sustainability.child-labour","lv":"core","ph":"child labour underage labour child labour underage labour child labour work by children that violates applicable age safety or development standards work by children that violates applicable age safety or development standards can we separate the target for child labour from measured performance you will see child labour in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here child labour means work by children that violates applicable age safety or development standards sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Child labour","t":"Child labour","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/child-labour/","ui":"Can we separate the target for child labour from measured performance?"},{"a":["child-directed marketing"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Marketing directed to or likely to affect children and subject to heightened safeguards.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Marketing directed to or likely to affect children and subject to heightened safeguards.","i":602,"id":"marketing.children-s-advertising","lv":"core","ph":"childrens advertising child directed marketing child directed marketing childrens advertising childrens advertising marketing directed to or likely to affect children and subject to heightened safeguards marketing directed to or likely to affect children and subject to heightened safeguards the draft mentions childrens advertising but the scope and jurisdiction are still unclear you will see childrens advertising in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here childrens advertising means marketing directed to or likely to affect children and subject to heightened safeguards marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Children's advertising","t":"Children's advertising","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/children-s-advertising/","ui":"The draft mentions children's advertising, but the scope and jurisdiction are still unclear."},{"a":["chronic climate hazard"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Risk from longer-term shifts such as sea-level rise, heat or water stress.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Risk from longer-term shifts such as sea-level rise, heat or water stress.","i":603,"id":"sustainability.chronic-physical-risk","lv":"core","ph":"chronic physical risk chronic climate hazard chronic climate hazard chronic physical risk chronic physical risk risk from longer term shifts such as sea level rise heat or water stress risk from longer term shifts such as sea level rise heat or water stress the control is not complete until we can evidence how chronic physical risk is monitored you will see chronic physical risk in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here chronic physical risk means risk from longer term shifts such as sea level rise heat or water stress sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Chronic physical risk","t":"Chronic physical risk","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/chronic-physical-risk/","ui":"The control is not complete until we can evidence how chronic physical risk is monitored."},{"a":["employee churn"],"amb":["Churn"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Informal term for employee departures over time.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Informal term for employee departures over time.","i":604,"id":"people.churn.people-organisation-change-people-metrics","lv":"working","ph":"churn employee churn churn employee churn churn informal term for employee departures over time informal term for employee departures over time the number is useful only if everyone calculates churn the same way you will see churn in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here churn means informal term for employee departures over time people organisation and change organisation design people systems and change retention engagement and workforce metrics churn startup business corporate people operations people planning employment performance management change management metric standard specification role person organisation party global context dependent","sn":"Churn","t":"Churn","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/churn--people-churn-people-organisation-change-people-metrics/","ui":"The number is useful only if everyone calculates churn the same way."},{"a":["attrition"],"amb":["Attrition","Churn"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Loss of customers, users or recurring revenue during a period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Loss of customers, users or recurring revenue during a period.","i":605,"id":"revenue.churn.revenue-sales-gtm-retention-expansion","lv":"core","ph":"churn attrition attrition churn churn loss of customers users or recurring revenue during a period loss of customers users or recurring revenue during a period keep churn on the dashboard but show the definition and reporting period beside it you will see churn in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here churn means loss of customers users or recurring revenue during a period revenue sales and go to market go to market sales pricing and customer success retention churn and expansion retention rate churn attrition startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent startup","sn":"Churn","t":"Churn","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/churn--revenue-churn-revenue-sales-gtm-retention-expansion/","ui":"Keep churn on the dashboard, but show the definition and reporting period beside it."},{"a":["exit interview"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A conversation intended to understand why a customer is leaving.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A conversation intended to understand why a customer is leaving.","i":606,"id":"revenue.churn-interview","lv":"working","ph":"churn interview exit interview churn interview exit interview churn interview a conversation intended to understand why a customer is leaving a conversation intended to understand why a customer is leaving track churn interview before the renewal conversation starts you will see churn interview in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here churn interview means a conversation intended to understand why a customer is leaving revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Churn interview","t":"Churn interview","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/churn-interview/","ui":"Track churn interview before the renewal conversation starts."},{"a":["lost ARR"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Annual recurring revenue lost through customer churn.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Annual recurring revenue lost through customer churn.","i":607,"id":"revenue.churned-arr","lv":"core","ph":"churned arr lost arr churned arr lost arr churned arr annual recurring revenue lost through customer churn annual recurring revenue lost through customer churn how are we defining churned arr in this deck you will see churned arr in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here churned arr means annual recurring revenue lost through customer churn revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Churned ARR","t":"Churned ARR","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/churned-arr/","ui":"How are we defining churned ARR in this deck?"},{"a":["follow up"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"Informal phrase meaning return to a topic or contact someone later.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"Come back to something later.","i":608,"id":"bizpitch.circle-back","lv":"core","ph":"circle back follow up circle back follow up circle back come back to something later informal phrase meaning return to a topic or contact someone later i will circle back after finance confirms the number you will see circle back in business pitches proposals executive summaries and decision decks when the discussion reaches business presentation delivery it helps a reader interpret business presentation delivery without confusing the measure decision role or evidence being discussed here circle back means informal phrase meaning return to a topic or contact someone later business pitching and presentation materials business pitches decks and decision materials business presentation delivery startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Circle back","t":"Circle back","tp":"Business presentation delivery","tpid":"business-pitching-artifacts.presentation-delivery","u":"terms/circle-back/","ui":"I will circle back after finance confirms the number."},{"a":["circularity"],"amb":["circularity"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"An economic model aiming to keep products and materials in use and regenerate natural systems.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"An economic model aiming to keep products and materials in use and regenerate natural systems.","i":609,"id":"sustainability.circular-economy","lv":"core","ph":"circular economy circularity circular economy circularity circular economy an economic model aiming to keep products and materials in use and regenerate natural systems an economic model aiming to keep products and materials in use and regenerate natural systems the number is useful only if everyone calculates circular economy the same way you will see circular economy in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here circular economy means an economic model aiming to keep products and materials in use and regenerate natural systems sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity circular reference circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification equipment technology format genre model risk ethics access global context dependent","sn":"Circular economy","t":"Circular economy","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/circular-economy/","ui":"The number is useful only if everyone calculates circular economy the same way."},{"a":["circularity"],"amb":["circularity"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A calculation loop in which a result depends directly or indirectly on itself.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A calculation loop in which a result depends directly or indirectly on itself.","i":610,"id":"bizfinance.circular-reference","lv":"working","ph":"circular reference circularity circular reference circularity circular reference a calculation loop in which a result depends directly or indirectly on itself a calculation loop in which a result depends directly or indirectly on itself can we expose the assumptions driving circular reference instead of hard coding them you will see circular reference in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here circular reference means a calculation loop in which a result depends directly or indirectly on itself finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics circular economy circularity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Circular reference","t":"Circular reference","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/circular-reference/","ui":"Can we expose the assumptions driving circular reference instead of hard-coding them?"},{"a":["written resolution"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A resolution circulated for signature or approval outside a meeting.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A resolution circulated for signature or approval outside a meeting.","i":611,"id":"governance.circular-resolution","lv":"working","ph":"circular resolution written resolution circular resolution written resolution circular resolution a resolution circulated for signature or approval outside a meeting a resolution circulated for signature or approval outside a meeting put circular resolution on the agenda while the board can still influence the decision you will see circular resolution in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here circular resolution means a resolution circulated for signature or approval outside a meeting corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law status decision global context dependent","sn":"Circular resolution","t":"Circular resolution","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/circular-resolution/","ui":"Put circular resolution on the agenda while the board can still influence the decision."},{"a":["material circularity"],"amb":["circularity"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The degree to which materials and products remain in useful cycles.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The degree to which materials and products remain in useful cycles.","i":612,"id":"sustainability.circularity","lv":"core","ph":"circularity material circularity circularity material circularity circularity the degree to which materials and products remain in useful cycles the degree to which materials and products remain in useful cycles which standard and reporting period govern circularity you will see circularity in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here circularity means the degree to which materials and products remain in useful cycles sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity circular economy circular reference corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Circularity","t":"Circularity","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/circularity/","ui":"Which standard and reporting period govern circularity?"},{"a":["assertion","marketing claim"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A statement presented as true and requiring suitable support.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","investor","sales","marketing"],"e":"A statement presented as true and requiring suitable support.","i":613,"id":"marketing.claim","lv":"core","ph":"claim assertion marketing claim assertion claim marketing claim claim a statement presented as true and requiring suitable support a statement presented as true and requiring suitable support the team needs one controlled copy of claim with an owner and date you will see claim in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here claim means a statement presented as true and requiring suitable support marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate investor sales marketing planning pitching submission decision market research marketing growth reporting document artifact format genre model global context dependent","sn":"Claim","t":"Claim","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/claim/","ui":"The team needs one controlled copy of claim, with an owner and date."},{"a":["scope of claim"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The product, activity, time and emissions or impacts covered by a claim.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The product, activity, time and emissions or impacts covered by a claim.","i":614,"id":"sustainability.claim-boundary","lv":"core","ph":"claim boundary scope of claim claim boundary scope of claim claim boundary the product activity time and emissions or impacts covered by a claim the product activity time and emissions or impacts covered by a claim do not describe claim boundary as assured beyond the scope of the engagement you will see claim boundary in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here claim boundary means the product activity time and emissions or impacts covered by a claim sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Claim boundary","t":"Claim boundary","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/claim-boundary/","ui":"Do not describe claim boundary as assured beyond the scope of the engagement."},{"a":["market clarification"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Additional information intended to remove misunderstanding without necessarily changing the underlying facts.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Additional information intended to remove misunderstanding without necessarily changing the underlying facts.","i":615,"id":"reporting.clarification","lv":"core","ph":"clarification market clarification clarification market clarification clarification additional information intended to remove misunderstanding without necessarily changing the underlying facts additional information intended to remove misunderstanding without necessarily changing the underlying facts can we state who receives the right created by clarification and when it applies you will see clarification in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here clarification means additional information intended to remove misunderstanding without necessarily changing the underlying facts corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Clarification","t":"Clarification","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/clarification/","ui":"Can we state who receives the right created by clarification, and when it applies?"},{"a":["bidder clarification","tender clarification"],"amb":["tender clarification"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A formal question seeking explanation of the solicitation or a submission.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","investor","sales","operations","procurement"],"e":"A formal question seeking explanation of the solicitation or a submission.","i":616,"id":"operations.clarification-question","lv":"core","ph":"clarification question bidder clarification tender clarification bidder clarification clarification question tender clarification clarification question a formal question seeking explanation of the solicitation or a submission a formal question seeking explanation of the solicitation or a submission which version of clarification question should the board treat as current you will see clarification question in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here clarification question means a formal question seeking explanation of the solicitation or a submission operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents clarification response startup business corporate investor sales operations procurement planning pitching submission decision operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Clarification question","t":"Clarification question","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/clarification-question/","ui":"Which version of clarification question should the board treat as current?"},{"a":["tender clarification","procurement clarification"],"amb":["tender clarification"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"An official answer issued during a procurement process.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","investor","sales","operations","procurement"],"e":"An official answer issued during a procurement process.","i":617,"id":"operations.clarification-response","lv":"core","ph":"clarification response tender clarification procurement clarification clarification response procurement clarification tender clarification clarification response an official answer issued during a procurement process an official answer issued during a procurement process can we circulate clarification response with the assumptions and open questions marked you will see clarification response in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here clarification response means an official answer issued during a procurement process operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents clarification question startup business corporate investor sales operations procurement planning pitching submission decision operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Clarification response","t":"Clarification response","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/clarification-response/","ui":"Can we circulate clarification response with the assumptions and open questions marked?"},{"a":["compensation recovery"],"amb":["Clawback"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Recovery of compensation after specified events such as misconduct or restatement.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Recovery of compensation after specified events such as misconduct or restatement.","i":618,"id":"people.clawback.compensation-recovery","lv":"working","ph":"clawback compensation recovery clawback compensation recovery clawback recovery of compensation after specified events such as misconduct or restatement recovery of compensation after specified events such as misconduct or restatement which version of clawback should the board treat as current you will see clawback in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here clawback means recovery of compensation after specified events such as misconduct or restatement people organisation and change organisation design people systems and change performance pay and rewards clawback clawback startup business corporate people operations people planning employment performance management change management document artifact right contract law organisation party global context dependent","sn":"Clawback","t":"Clawback","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/clawback--people-clawback-compensation-recovery/","ui":"Which version of clawback should the board treat as current?"},{"a":["commission clawback"],"amb":["Clawback"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Recovery of previously paid commission under specified conditions, such as cancellation or non-payment.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Recovery of previously paid commission under specified conditions, such as cancellation or non-payment.","i":619,"id":"revenue.clawback.sales-commission","lv":"working","ph":"clawback commission clawback clawback commission clawback clawback recovery of previously paid commission under specified conditions such as cancellation or non payment recovery of previously paid commission under specified conditions such as cancellation or non payment how are we defining clawback in this deck you will see clawback in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here clawback means recovery of previously paid commission under specified conditions such as cancellation or non payment revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity clawback clawback startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce right contract law global context dependent","sn":"Clawback","t":"Clawback","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/clawback--revenue-clawback-sales-commission/","ui":"How are we defining clawback in this deck?"},{"a":["GP clawback"],"amb":["Clawback"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A mechanism requiring repayment of excess carried interest or other amounts when later results change the final entitlement.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Money may have to be returned if earlier profit sharing was too high.","i":620,"id":"startup.clawback.fund-carry","lv":"specialist","ph":"clawback gp clawback clawback gp clawback clawback money may have to be returned if earlier profit sharing was too high a mechanism requiring repayment of excess carried interest or other amounts when later results change the final entitlement the clawback is calculated at the end of the fund you will see clawback in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here clawback means a mechanism requiring repayment of excess carried interest or other amounts when later results change the final entitlement startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns clawback clawback startup investor finance corporate fundraising financing due diligence governance finance commerce right contract law organisation party global context dependent","sn":"Clawback","t":"Clawback","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/clawback--startup-clawback-fund-carry/","ui":"The clawback is calculated at the end of the fund."},{"a":["prominent disclosure"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A disclosure presented so an ordinary audience is likely to notice, understand and connect it to the claim.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A disclosure presented so an ordinary audience is likely to notice, understand and connect it to the claim.","i":621,"id":"marketing.clear-and-conspicuous","lv":"core","ph":"clear and conspicuous prominent disclosure clear and conspicuous prominent disclosure clear and conspicuous a disclosure presented so an ordinary audience is likely to notice understand and connect it to the claim a disclosure presented so an ordinary audience is likely to notice understand and connect it to the claim can we state who receives the right created by clear and conspicuous and when it applies you will see clear and conspicuous in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here clear and conspicuous means a disclosure presented so an ordinary audience is likely to notice understand and connect it to the claim marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Clear and conspicuous","t":"Clear and conspicuous","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/clear-and-conspicuous/","ui":"Can we state who receives the right created by clear and conspicuous, and when it applies?"},{"a":["ad click"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A measured user activation of a link or ad under platform rules.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A measured user activation of a link or ad under platform rules.","i":622,"id":"marketing.click","lv":"core","ph":"click ad click ad click click click a measured user activation of a link or ad under platform rules a measured user activation of a link or ad under platform rules the team needs one controlled copy of click with an owner and date you will see click in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here click means a measured user activation of a link or ad under platform rules marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting document artifact metric standard specification role person format genre model global context dependent","sn":"Click","t":"Click","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/click/","ui":"The team needs one controlled copy of click, with an owner and date."},{"a":["CTC"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A conversion attributed after a measured ad click, under a specified window.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A conversion attributed after a measured ad click, under a specified window.","i":623,"id":"marketing.click-through-conversion","lv":"working","ph":"click through conversion ctc click through conversion ctc click through conversion a conversion attributed after a measured ad click under a specified window a conversion attributed after a measured ad click under a specified window keep click through conversion on the dashboard but show the definition and reporting period beside it you will see click through conversion in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here click through conversion means a conversion attributed after a measured ad click under a specified window marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Click-through conversion","t":"Click-through conversion","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/click-through-conversion/","ui":"Keep click-through conversion on the dashboard, but show the definition and reporting period beside it."},{"a":["CTR"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Clicks divided by eligible impressions under a stated method.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Clicks divided by eligible impressions under a stated method.","i":624,"id":"marketing.click-through-rate","lv":"core","ph":"click through rate ctr click through rate ctr click through rate clicks divided by eligible impressions under a stated method clicks divided by eligible impressions under a stated method how are we defining click through rate in this deck you will see click through rate in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here click through rate means clicks divided by eligible impressions under a stated method marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification workflow process format genre model global context dependent","sn":"Click-through rate","t":"Click-through rate","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/click-through-rate/","ui":"How are we defining click-through rate in this deck?"},{"a":["interactive prototype"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An interactive simulation used to test flow or behaviour without full production code.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A pretend product people can click through.","i":625,"id":"product.clickable-prototype","lv":"core","ph":"clickable prototype interactive prototype clickable prototype interactive prototype clickable prototype a pretend product people can click through an interactive simulation used to test flow or behaviour without full production code the clickable prototype is enough to test navigation you will see clickable prototype in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here clickable prototype means an interactive simulation used to test flow or behaviour without full production code product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Clickable prototype","t":"Clickable prototype","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/clickable-prototype/","ui":"The clickable prototype is enough to test navigation."},{"a":["client server"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A system in which client software requests services or data from a server.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A user device asks a central system for work or data.","i":626,"id":"product.client-server-architecture","lv":"core","ph":"client server architecture client server client server client server architecture client server architecture a user device asks a central system for work or data a system in which client software requests services or data from a server the client server architecture supports offline caching poorly you will see client server architecture in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here client server architecture means a system in which client software requests services or data from a server product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Client-server architecture","t":"Client-server architecture","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/client-server-architecture/","ui":"The client-server architecture supports offline caching poorly."},{"a":["vesting cliff"],"amb":["vesting cliff"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An initial period during which no equity vests, followed by a first tranche if service continues.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"No equity is earned until a first minimum period is completed.","i":627,"id":"startup.cliff","lv":"core","ph":"cliff vesting cliff cliff vesting cliff cliff no equity is earned until a first minimum period is completed an initial period during which no equity vests followed by a first tranche if service continues the option has a one year cliff you will see cliff in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here cliff means an initial period during which no equity vests followed by a first tranche if service continues startups venture and fundraising startup formation venture capital and fundraising founder and employee equity vesting cliff vesting startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent startup","sn":"Cliff","t":"Cliff","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/cliff/","ui":"The option has a one-year cliff."},{"a":["vesting cliff"],"amb":["vesting cliff"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Vesting that begins with a substantial first tranche after a set period.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Vesting that begins with a substantial first tranche after a set period.","i":628,"id":"people.cliff-vesting","lv":"core","ph":"cliff vesting vesting cliff cliff vesting vesting cliff cliff vesting vesting that begins with a substantial first tranche after a set period vesting that begins with a substantial first tranche after a set period the announcement should not get ahead of the agreed process for cliff vesting you will see cliff vesting in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here cliff vesting means vesting that begins with a substantial first tranche after a set period people organisation and change organisation design people systems and change performance pay and rewards cliff startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Cliff vesting","t":"Cliff vesting","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/cliff-vesting/","ui":"The announcement should not get ahead of the agreed process for cliff vesting."},{"a":["climate plan"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A plan of measures for reducing emissions and building climate resilience.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A plan of measures for reducing emissions and building climate resilience.","i":629,"id":"sustainability.climate-action-plan","lv":"core","ph":"climate action plan climate plan climate action plan climate plan climate action plan a plan of measures for reducing emissions and building climate resilience a plan of measures for reducing emissions and building climate resilience which standard and reporting period govern climate action plan you will see climate action plan in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here climate action plan means a plan of measures for reducing emissions and building climate resilience sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact metric standard specification risk ethics access global context dependent","sn":"Climate action plan","t":"Climate action plan","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/climate-action-plan/","ui":"Which standard and reporting period govern climate action plan?"},{"a":["climate-informed forecast"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A financial forecast incorporating defined climate assumptions.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A financial forecast incorporating defined climate assumptions.","i":630,"id":"sustainability.climate-adjusted-forecast","lv":"working","ph":"climate adjusted forecast climate informed forecast climate adjusted forecast climate informed forecast climate adjusted forecast a financial forecast incorporating defined climate assumptions a financial forecast incorporating defined climate assumptions can we separate the likelihood of climate adjusted forecast from its potential impact you will see climate adjusted forecast in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here climate adjusted forecast means a financial forecast incorporating defined climate assumptions sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Climate-adjusted forecast","t":"Climate-adjusted forecast","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/climate-adjusted-forecast/","ui":"Can we separate the likelihood of climate-adjusted forecast from its potential impact?"},{"a":["CBS"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A certification and taxonomy framework for climate-related bonds and assets.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A certification and taxonomy framework for climate-related bonds and assets.","i":631,"id":"sustainability.climate-bonds-standard","lv":"working","ph":"climate bonds standard cbs cbs climate bonds standard climate bonds standard a certification and taxonomy framework for climate related bonds and assets a certification and taxonomy framework for climate related bonds and assets which standard and reporting period govern climate bonds standard you will see climate bonds standard in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here climate bonds standard means a certification and taxonomy framework for climate related bonds and assets sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance format genre model risk ethics access global context dependent","sn":"Climate Bonds Standard","t":"Climate Bonds Standard","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/climate-bonds-standard/","ui":"Which standard and reporting period govern climate Bonds Standard?"},{"a":["climate expertise"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Relevant knowledge and capability within leadership or governance bodies.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Relevant knowledge and capability within leadership or governance bodies.","i":632,"id":"sustainability.climate-competence","lv":"working","ph":"climate competence climate expertise climate competence climate expertise climate competence relevant knowledge and capability within leadership or governance bodies relevant knowledge and capability within leadership or governance bodies can we separate the likelihood of climate competence from its potential impact you will see climate competence in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here climate competence means relevant knowledge and capability within leadership or governance bodies sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Climate competence","t":"Climate competence","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/climate-competence/","ui":"Can we separate the likelihood of climate competence from its potential impact?"},{"a":["contribution claim"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Funding or action presented as supporting climate mitigation beyond a company's own inventory claim.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Funding or action presented as supporting climate mitigation beyond a company's own inventory claim.","i":633,"id":"sustainability.climate-contribution","lv":"working","ph":"climate contribution contribution claim climate contribution contribution claim climate contribution funding or action presented as supporting climate mitigation beyond a companys own inventory claim funding or action presented as supporting climate mitigation beyond a companys own inventory claim can we separate the target for climate contribution from measured performance you will see climate contribution in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here climate contribution means funding or action presented as supporting climate mitigation beyond a companys own inventory claim sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance organisation party risk ethics access global context dependent","sn":"Climate contribution","t":"Climate contribution","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/climate-contribution/","ui":"Can we separate the target for climate contribution from measured performance?"},{"a":["climate oversight"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Board and management oversight of climate risks and opportunities.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Board and management oversight of climate risks and opportunities.","i":634,"id":"sustainability.climate-governance","lv":"core","ph":"climate governance climate oversight climate governance climate oversight climate governance board and management oversight of climate risks and opportunities board and management oversight of climate risks and opportunities add climate governance to the risk register with an owner and mitigation you will see climate governance in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here climate governance means board and management oversight of climate risks and opportunities sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process organisation party risk ethics access global context dependent","sn":"Climate governance","t":"Climate governance","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/climate-governance/","ui":"Add climate governance to the risk register with an owner and mitigation."},{"a":["climate neutrality"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A broader neutrality claim concerning climate effects, whose methodology must be stated.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A broader neutrality claim concerning climate effects, whose methodology must be stated.","i":635,"id":"sustainability.climate-neutral","lv":"working","ph":"climate neutral climate neutrality climate neutral climate neutrality climate neutral a broader neutrality claim concerning climate effects whose methodology must be stated a broader neutrality claim concerning climate effects whose methodology must be stated can we separate the target for climate neutral from measured performance you will see climate neutral in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here climate neutral means a broader neutrality claim concerning climate effects whose methodology must be stated sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Climate neutral","t":"Climate neutral","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/climate-neutral/","ui":"Can we separate the target for climate neutral from measured performance?"},{"a":["climate-related opportunity"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A potential benefit from resource efficiency, new markets, resilience or low-carbon solutions.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A potential benefit from resource efficiency, new markets, resilience or low-carbon solutions.","i":636,"id":"sustainability.climate-opportunity","lv":"core","ph":"climate opportunity climate related opportunity climate opportunity climate related opportunity climate opportunity a potential benefit from resource efficiency new markets resilience or low carbon solutions a potential benefit from resource efficiency new markets resilience or low carbon solutions the board will ask what happens if climate opportunity moves outside tolerance you will see climate opportunity in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here climate opportunity means a potential benefit from resource efficiency new markets resilience or low carbon solutions sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance format genre model risk ethics access global context dependent","sn":"Climate opportunity","t":"Climate opportunity","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/climate-opportunity/","ui":"The board will ask what happens if climate opportunity moves outside tolerance."},{"a":["resilience to climate change"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The ability to anticipate, withstand, adapt to and recover from climate effects.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The ability to anticipate, withstand, adapt to and recover from climate effects.","i":637,"id":"sustainability.climate-resilience","lv":"core","ph":"climate resilience resilience to climate change climate resilience resilience to climate change climate resilience the ability to anticipate withstand adapt to and recover from climate effects the ability to anticipate withstand adapt to and recover from climate effects the board will ask what happens if climate resilience moves outside tolerance you will see climate resilience in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here climate resilience means the ability to anticipate withstand adapt to and recover from climate effects sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Climate resilience","t":"Climate resilience","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/climate-resilience/","ui":"The board will ask what happens if climate resilience moves outside tolerance."},{"a":["climate-related risk"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Risk arising from climate change, transition or physical effects.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Risk arising from climate change, transition or physical effects.","i":638,"id":"sustainability.climate-risk","lv":"core","ph":"climate risk climate related risk climate related risk climate risk climate risk risk arising from climate change transition or physical effects risk arising from climate change transition or physical effects the control is not complete until we can evidence how climate risk is monitored you will see climate risk in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here climate risk means risk arising from climate change transition or physical effects sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Climate risk","t":"Climate risk","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/climate-risk/","ui":"The control is not complete until we can evidence how climate risk is monitored."},{"a":["climate risk analysis"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A structured evaluation of climate hazards, exposures and consequences.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A structured evaluation of climate hazards, exposures and consequences.","i":639,"id":"sustainability.climate-risk-assessment","lv":"core","ph":"climate risk assessment climate risk analysis climate risk analysis climate risk assessment climate risk assessment a structured evaluation of climate hazards exposures and consequences a structured evaluation of climate hazards exposures and consequences the control is not complete until we can evidence how climate risk assessment is monitored you will see climate risk assessment in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here climate risk assessment means a structured evaluation of climate hazards exposures and consequences sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Climate-risk assessment","t":"Climate-risk assessment","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/climate-risk-assessment/","ui":"The control is not complete until we can evidence how climate-risk assessment is monitored."},{"a":["climate scenarios"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Analysis of resilience under coherent possible climate futures.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Analysis of resilience under coherent possible climate futures.","i":640,"id":"sustainability.climate-scenario-analysis","lv":"core","ph":"climate scenario analysis climate scenarios climate scenario analysis climate scenarios climate scenario analysis analysis of resilience under coherent possible climate futures analysis of resilience under coherent possible climate futures add climate scenario analysis to the risk register with an owner and mitigation you will see climate scenario analysis in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here climate scenario analysis means analysis of resilience under coherent possible climate futures sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Climate scenario analysis","t":"Climate scenario analysis","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/climate-scenario-analysis/","ui":"Add climate scenario analysis to the risk register with an owner and mitigation."},{"a":["climate scenario stress test"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A stress test assessing exposure under adverse climate scenarios.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A stress test assessing exposure under adverse climate scenarios.","i":641,"id":"sustainability.climate-stress-test","lv":"core","ph":"climate stress test climate scenario stress test climate scenario stress test climate stress test climate stress test a stress test assessing exposure under adverse climate scenarios a stress test assessing exposure under adverse climate scenarios the control is not complete until we can evidence how climate stress test is monitored you will see climate stress test in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here climate stress test means a stress test assessing exposure under adverse climate scenarios sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Climate stress test","t":"Climate stress test","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/climate-stress-test/","ui":"The control is not complete until we can evidence how climate stress test is monitored."},{"a":["climate goal"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A defined objective for reducing emissions, managing climate risk or supporting transition.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A defined objective for reducing emissions, managing climate risk or supporting transition.","i":642,"id":"sustainability.climate-target","lv":"core","ph":"climate target climate goal climate goal climate target climate target a defined objective for reducing emissions managing climate risk or supporting transition a defined objective for reducing emissions managing climate risk or supporting transition the sustainability report needs the method exclusions and assurance status for climate target you will see climate target in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here climate target means a defined objective for reducing emissions managing climate risk or supporting transition sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Climate target","t":"Climate target","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/climate-target/","ui":"The sustainability report needs the method, exclusions and assurance status for climate target."},{"a":["target shortfall"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Failure to meet an announced climate target or milestone.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Failure to meet an announced climate target or milestone.","i":643,"id":"sustainability.climate-target-miss","lv":"working","ph":"climate target miss target shortfall climate target miss target shortfall climate target miss failure to meet an announced climate target or milestone failure to meet an announced climate target or milestone which standard and reporting period govern climate target miss you will see climate target miss in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here climate target miss means failure to meet an announced climate target or milestone sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Climate target miss","t":"Climate target miss","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/climate-target-miss/","ui":"Which standard and reporting period govern climate target miss?"},{"a":["climate VaR"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"An estimate of potential financial loss associated with climate scenarios.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"An estimate of potential financial loss associated with climate scenarios.","i":644,"id":"sustainability.climate-value-at-risk","lv":"specialist","ph":"climate value at risk climate var climate value at risk climate var climate value at risk an estimate of potential financial loss associated with climate scenarios an estimate of potential financial loss associated with climate scenarios the board will ask what happens if climate value at risk moves outside tolerance you will see climate value at risk in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here climate value at risk means an estimate of potential financial loss associated with climate scenarios sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification risk ethics access global context dependent","sn":"Climate value at risk","t":"Climate value at risk","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/climate-value-at-risk/","ui":"The board will ask what happens if climate value at risk moves outside tolerance."},{"a":["closing timetable"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A schedule of tasks, owners and deadlines for completing the accounting close.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A schedule of tasks, owners and deadlines for completing the accounting close.","i":645,"id":"bizfinance.close-calendar","lv":"working","ph":"close calendar closing timetable close calendar closing timetable close calendar a schedule of tasks owners and deadlines for completing the accounting close a schedule of tasks owners and deadlines for completing the accounting close which version of close calendar should the board treat as current you will see close calendar in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here close calendar means a schedule of tasks owners and deadlines for completing the accounting close finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact role person finance commerce status decision global context dependent","sn":"Close calendar","t":"Close calendar","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/close-calendar/","ui":"Which version of close calendar should the board treat as current?"},{"a":["closing plan"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A plan detailing remaining actions, stakeholders and dates needed to complete a deal.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A plan detailing remaining actions, stakeholders and dates needed to complete a deal.","i":646,"id":"revenue.close-plan","lv":"working","ph":"close plan closing plan close plan closing plan close plan a plan detailing remaining actions stakeholders and dates needed to complete a deal a plan detailing remaining actions stakeholders and dates needed to complete a deal do not move the opportunity until close plan is confirmed you will see close plan in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here close plan means a plan detailing remaining actions stakeholders and dates needed to complete a deal revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce workflow process status decision global context dependent","sn":"Close plan","t":"Close plan","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/close-plan/","ui":"Do not move the opportunity until close plan is confirmed."},{"a":["complete the follow-up"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"To complete a follow-up by communicating the outcome or resolving the outstanding item.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"Finish an open issue and tell the relevant people.","i":647,"id":"bizpitch.close-the-loop","lv":"core","ph":"close the loop complete the follow up close the loop complete the follow up close the loop finish an open issue and tell the relevant people to complete a follow up by communicating the outcome or resolving the outstanding item close the loop with everyone who raised the risk you will see close the loop in business pitches proposals executive summaries and decision decks when the discussion reaches business presentation delivery it helps a reader interpret business presentation delivery without confusing the measure decision role or evidence being discussed here close the loop means to complete a follow up by communicating the outcome or resolving the outstanding item business pitching and presentation materials business pitches decks and decision materials business presentation delivery startup business corporate investor sales planning pitching submission decision status decision global context dependent","sn":"Close the loop","t":"Close the loop","tp":"Business presentation delivery","tpid":"business-pitching-artifacts.presentation-delivery","u":"terms/close-the-loop/","ui":"Close the loop with everyone who raised the risk."},{"a":["fixed-choice question"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A question answered from predefined options.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A question answered from predefined options.","i":648,"id":"marketing.closed-ended-question","lv":"core","ph":"closed ended question fixed choice question closed ended question fixed choice question closed ended question a question answered from predefined options a question answered from predefined options the finding on closed ended question is directional not universal you will see closed ended question in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here closed ended question means a question answered from predefined options marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model status decision global context dependent","sn":"Closed-ended question","t":"Closed-ended question","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/closed-ended-question/","ui":"The finding on closed-ended question is directional, not universal."},{"a":["lost deal"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A pipeline status indicating the opportunity ended without a sale.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A pipeline status indicating the opportunity ended without a sale.","i":649,"id":"revenue.closed-lost","lv":"core","ph":"closed lost lost deal closed lost lost deal closed lost a pipeline status indicating the opportunity ended without a sale a pipeline status indicating the opportunity ended without a sale sales needs one agreed definition of closed lost before the forecast review you will see closed lost in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here closed lost means a pipeline status indicating the opportunity ended without a sale revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce format genre model status decision global context dependent","sn":"Closed-lost","t":"Closed-lost","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/closed-lost/","ui":"Sales needs one agreed definition of closed-lost before the forecast review."},{"a":["dealing blackout"],"amb":["Closed period"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A period restricting trading by designated insiders, often around financial results.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A period restricting trading by designated insiders, often around financial results.","i":650,"id":"reporting.closed-period","lv":"working","ph":"closed period dealing blackout closed period dealing blackout closed period a period restricting trading by designated insiders often around financial results a period restricting trading by designated insiders often around financial results the draft mentions closed period but the scope and jurisdiction are still unclear you will see closed period in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here closed period means a period restricting trading by designated insiders often around financial results corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct earnings blackout corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce status decision global context dependent","sn":"Closed period","t":"Closed period","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/closed-period/","ui":"The draft mentions closed period, but the scope and jurisdiction are still unclear."},{"a":["won deal"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A pipeline status indicating the opportunity resulted in a completed sale under the company's definition.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A pipeline status indicating the opportunity resulted in a completed sale under the company's definition.","i":651,"id":"revenue.closed-won","lv":"core","ph":"closed won won deal closed won won deal closed won a pipeline status indicating the opportunity resulted in a completed sale under the companys definition a pipeline status indicating the opportunity resulted in a completed sale under the companys definition do not move the opportunity until closed won is confirmed you will see closed won in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here closed won means a pipeline status indicating the opportunity resulted in a completed sale under the companys definition revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce format genre model organisation party status decision global context dependent","sn":"Closed-won","t":"Closed-won","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/closed-won/","ui":"Do not move the opportunity until closed-won is confirmed."},{"a":["completion"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The legal completion of a financing or transaction, including signatures, conditions and funding.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The deal becomes effective and money or ownership changes hands.","i":652,"id":"startup.closing","lv":"core","ph":"closing completion closing completion closing the deal becomes effective and money or ownership changes hands the legal completion of a financing or transaction including signatures conditions and funding closing depends on completing the conditions precedent you will see closing in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here closing means the legal completion of a financing or transaction including signatures conditions and funding startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance finance commerce right contract law workflow process organisation party global context dependent startup","sn":"Closing","t":"Closing","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/closing/","ui":"Closing depends on completing the conditions precedent."},{"a":["ending balance"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The balance remaining at the end of a period.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The balance remaining at the end of a period.","i":653,"id":"bizfinance.closing-balance","lv":"core","ph":"closing balance ending balance closing balance ending balance closing balance the balance remaining at the end of a period the balance remaining at the end of a period finance will reconcile closing balance before the board pack goes out you will see closing balance in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records in financial statements and accounting records different calculation boundaries periods or accounting treatments can change the number and the decision here closing balance means the balance remaining at the end of a period finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Closing balance","t":"Closing balance","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/closing-balance/","ui":"Finance will reconcile closing balance before the board pack goes out."},{"a":["condition to closing"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A requirement that must be satisfied or waived before a transaction closes.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Something that must happen before the deal completes.","i":654,"id":"startup.closing-condition","lv":"working","ph":"closing condition condition to closing closing condition condition to closing closing condition something that must happen before the deal completes a requirement that must be satisfied or waived before a transaction closes board approval is a closing condition you will see closing condition in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here closing condition means a requirement that must be satisfied or waived before a transaction closes startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance finance commerce workflow process organisation party status decision global context dependent","sn":"Closing condition","t":"Closing condition","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/closing-condition/","ui":"Board approval is a closing condition."},{"a":["definitive documents","closing set"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The full set of agreements, certificates, approvals and records required to complete a transaction.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"All the final legal papers needed to finish the deal.","i":655,"id":"startup.closing-documents","lv":"core","ph":"closing documents definitive documents closing set closing documents closing set definitive documents closing documents all the final legal papers needed to finish the deal the full set of agreements certificates approvals and records required to complete a transaction the closing documents must match the approved term sheet you will see closing documents in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet control and investor rights in term sheet control and investor rights a loose definition can change rights obligations approval disclosure or enforceability here closing documents means the full set of agreements certificates approvals and records required to complete a transaction startups venture and fundraising startup formation venture capital and fundraising term sheet control and investor rights startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce organisation party status decision global context dependent","sn":"Closing documents","t":"Closing documents","tp":"Term-sheet control & investor rights","tpid":"startup-venture-fundraising.term-sheet-control","u":"terms/closing-documents/","ui":"The closing documents must match the approved term sheet."},{"a":["cloud"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"On-demand access to configurable computing resources delivered over networks.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Use computing resources hosted and provided as a service.","i":656,"id":"product.cloud-computing","lv":"core","ph":"cloud computing cloud cloud cloud computing cloud computing use computing resources hosted and provided as a service on demand access to configurable computing resources delivered over networks the cloud architecture supports regional deployment you will see cloud computing in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here cloud computing means on demand access to configurable computing resources delivered over networks product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Cloud computing","t":"Cloud computing","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/cloud-computing/","ui":"The cloud architecture supports regional deployment."},{"a":["co-brand"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Two or more brands appearing together in a joint offer or communication.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Two or more brands appearing together in a joint offer or communication.","i":657,"id":"marketing.co-branding","lv":"core","ph":"co branding co brand co brand co branding co branding two or more brands appearing together in a joint offer or communication two or more brands appearing together in a joint offer or communication can we show how co branding changes the audiences experience not just the language you will see co branding in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here co branding means two or more brands appearing together in a joint offer or communication marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Co-branding","t":"Co-branding","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/co-branding/","ui":"Can we show how co-branding changes the audience’s experience, not just the language?"},{"a":["cofounder"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"One of two or more people who establish and initially build a company together.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"One of several people who start a company together.","i":658,"id":"startup.co-founder","lv":"core","ph":"co founder cofounder co founder cofounder co founder one of several people who start a company together one of two or more people who establish and initially build a company together the co founders need explicit decision rights you will see co founder in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here co founder means one of two or more people who establish and initially build a company together startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Co-founder","t":"Co-founder","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/co-founder/","ui":"The co-founders need explicit decision rights."},{"a":["coinvestor"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An investor participating alongside another investor in the same company or transaction.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An investor joining a deal with others.","i":659,"id":"startup.co-investor","lv":"working","ph":"co investor coinvestor co investor coinvestor co investor an investor joining a deal with others an investor participating alongside another investor in the same company or transaction the fund is looking for a co investor to complete the round you will see co investor in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here co investor means an investor participating alongside another investor in the same company or transaction startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"Co-investor","t":"Co-investor","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/co-investor/","ui":"The fund is looking for a co-investor to complete the round."},{"a":["co-man"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"An external manufacturer producing goods jointly or on behalf of a brand owner.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"An external manufacturer producing goods jointly or on behalf of a brand owner.","i":660,"id":"operations.co-manufacturer","lv":"working","ph":"co manufacturer co man co man co manufacturer co manufacturer an external manufacturer producing goods jointly or on behalf of a brand owner an external manufacturer producing goods jointly or on behalf of a brand owner can we show the capacity constraint behind co manufacturer you will see co manufacturer in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here co manufacturer means an external manufacturer producing goods jointly or on behalf of a brand owner operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process global context dependent","sn":"Co-manufacturer","t":"Co-manufacturer","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/co-manufacturer/","ui":"Can we show the capacity constraint behind co-manufacturer?"},{"a":["contract packer"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A company packaging products for another brand, often food or consumer goods.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A company packaging products for another brand, often food or consumer goods.","i":661,"id":"operations.co-packer","lv":"working","ph":"co packer contract packer co packer contract packer co packer a company packaging products for another brand often food or consumer goods a company packaging products for another brand often food or consumer goods the operating plan needs an owner and service level for co packer you will see co packer in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here co packer means a company packaging products for another brand often food or consumer goods operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process organisation party global context dependent","sn":"Co-packer","t":"Co-packer","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/co-packer/","ui":"The operating plan needs an owner and service level for co-packer."},{"a":["tag-along","co-sale"],"amb":["Co-sale right"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A right allowing an investor to participate proportionally in certain shareholder sales.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investors can sell alongside a founder.","i":662,"id":"startup.co-sale-right","lv":"core","ph":"co sale right tag along co sale co sale co sale right tag along co sale right investors can sell alongside a founder a right allowing an investor to participate proportionally in certain shareholder sales the co sale right applies to founder transfers you will see co sale right in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet control and investor rights in term sheet control and investor rights a loose definition can change rights obligations approval disclosure or enforceability here co sale right means a right allowing an investor to participate proportionally in certain shareholder sales startups venture and fundraising startup formation venture capital and fundraising term sheet control and investor rights tag along right startup investor finance corporate fundraising financing due diligence governance role person finance commerce right contract law organisation party global context dependent","sn":"Co-sale right","t":"Co-sale right","tp":"Term-sheet control & investor rights","tpid":"startup-venture-fundraising.term-sheet-control","u":"terms/co-sale-right/","ui":"The co-sale right applies to founder transfers."},{"a":["internal coach"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A contact who helps the seller understand the buyer's process, people and concerns.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A contact who helps the seller understand the buyer's process, people and concerns.","i":663,"id":"revenue.coach","lv":"working","ph":"coach internal coach coach internal coach coach a contact who helps the seller understand the buyers process people and concerns a contact who helps the seller understand the buyers process people and concerns the account plan should show how coach affects the next step you will see coach in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here coach means a contact who helps the seller understand the buyers process people and concerns revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce workflow process global context dependent","sn":"Coach","t":"Coach","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/coach/","ui":"The account plan should show how coach affects the next step."},{"a":["ethics code"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A document setting expected ethical and professional behaviour.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A document setting expected ethical and professional behaviour.","i":664,"id":"governance.code-of-conduct","lv":"core","ph":"code of conduct ethics code code of conduct ethics code code of conduct a document setting expected ethical and professional behaviour a document setting expected ethical and professional behaviour attach the latest code of conduct to the decision pack before the meeting you will see code of conduct in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here code of conduct means a document setting expected ethical and professional behaviour corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law risk ethics access global context dependent corporate","sn":"Code of conduct","t":"Code of conduct","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/code-of-conduct/","ui":"Attach the latest code of conduct to the decision pack before the meeting."},{"a":["source code base"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The collection of source code that makes up a software product or system.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"All the code for a product.","i":665,"id":"product.codebase","lv":"core","ph":"codebase source code base codebase source code base codebase all the code for a product the collection of source code that makes up a software product or system the codebase has three separate authentication systems you will see codebase in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here codebase means the collection of source code that makes up a software product or system product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Codebase","t":"Codebase","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/codebase/","ui":"The codebase has three separate authentication systems."},{"a":["strategic coherence"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The quality of strategic choices and actions reinforcing rather than contradicting one another.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The plan's parts make sense together.","i":666,"id":"strategy.coherence","lv":"working","ph":"coherence strategic coherence coherence strategic coherence coherence the plans parts make sense together the quality of strategic choices and actions reinforcing rather than contradicting one another premium positioning and constant discounting destroy coherence you will see coherence in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here coherence means the quality of strategic choices and actions reinforcing rather than contradicting one another strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Coherence","t":"Coherence","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/coherence/","ui":"Premium positioning and constant discounting destroy coherence."},{"a":["analysis cohort"],"amb":["Cohort"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A group sharing a start period or defined characteristic for comparative analysis.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A group sharing a start period or defined characteristic for comparative analysis.","i":667,"id":"marketing.cohort.marketing-brand-growth-growth-funnels","lv":"core","ph":"cohort analysis cohort analysis cohort cohort cohort a group sharing a start period or defined characteristic for comparative analysis a group sharing a start period or defined characteristic for comparative analysis compare cohort with the baseline cohort before calling it growth you will see cohort in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here cohort means a group sharing a start period or defined characteristic for comparative analysis marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle cohort startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Cohort","t":"Cohort","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/cohort--marketing-cohort-marketing-brand-growth-growth-funnels/","ui":"Compare cohort with the baseline cohort before calling it growth."},{"a":["accelerator cohort"],"amb":["Cohort"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A group of startups or participants entering a programme during the same period.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A group that goes through a programme together.","i":668,"id":"startup.cohort.startup-venture-fundraising-founders-ecosystem","lv":"core","ph":"cohort accelerator cohort accelerator cohort cohort cohort a group that goes through a programme together a group of startups or participants entering a programme during the same period the company joined the spring cohort you will see cohort in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here cohort means a group of startups or participants entering a programme during the same period startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem cohort startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Cohort","t":"Cohort","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/cohort--startup-cohort-startup-venture-fundraising-founders-ecosystem/","ui":"The company joined the spring cohort."},{"a":["cohort tracking"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Comparison of behaviour or outcomes across defined cohorts over time.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Comparison of behaviour or outcomes across defined cohorts over time.","i":669,"id":"marketing.cohort-analysis","lv":"core","ph":"cohort analysis cohort tracking cohort analysis cohort tracking cohort analysis comparison of behaviour or outcomes across defined cohorts over time comparison of behaviour or outcomes across defined cohorts over time compare cohort analysis with the baseline cohort before calling it growth you will see cohort analysis in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here cohort analysis means comparison of behaviour or outcomes across defined cohorts over time marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Cohort analysis","t":"Cohort analysis","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/cohort-analysis/","ui":"Compare cohort analysis with the baseline cohort before calling it growth."},{"a":["cohort table","retention cohort"],"amb":["retention cohort"],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A chart comparing groups that began in the same period or under the same condition over time.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A chart that tracks similar groups over time.","i":670,"id":"bizpitch.cohort-chart","lv":"working","ph":"cohort chart cohort table retention cohort cohort chart cohort table retention cohort cohort chart a chart that tracks similar groups over time a chart comparing groups that began in the same period or under the same condition over time the cohort chart shows whether newer customers retain better you will see cohort chart in business pitches proposals executive summaries and decision decks when the discussion reaches business charts and exhibits it helps a reader interpret business charts and exhibits without confusing the measure decision role or evidence being discussed here cohort chart means a chart comparing groups that began in the same period or under the same condition over time business pitching and presentation materials business pitches decks and decision materials business charts and exhibits cohort retention startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Cohort chart","t":"Cohort chart","tp":"Business charts & exhibits","tpid":"business-pitching-artifacts.business-charts","u":"terms/cohort-chart/","ui":"The cohort chart shows whether newer customers retain better."},{"a":["cohort forecast"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A model forecasting behaviour and economics by customer or user cohorts.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A model forecasting behaviour and economics by customer or user cohorts.","i":671,"id":"bizfinance.cohort-model","lv":"working","ph":"cohort model cohort forecast cohort forecast cohort model cohort model a model forecasting behaviour and economics by customer or user cohorts a model forecasting behaviour and economics by customer or user cohorts can we expose the assumptions driving cohort model instead of hard coding them you will see cohort model in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here cohort model means a model forecasting behaviour and economics by customer or user cohorts finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing role person finance commerce equipment technology format genre model global context dependent","sn":"Cohort model","t":"Cohort model","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/cohort-model/","ui":"Can we expose the assumptions driving cohort model instead of hard-coding them?"},{"a":["retention cohort"],"amb":["retention cohort"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The percentage of a defined starting group still active or paying after a stated time.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate","business","sales","product"],"e":"How many customers from the same start period remain.","i":672,"id":"startup.cohort-retention","lv":"core","ph":"cohort retention retention cohort cohort retention retention cohort cohort retention how many customers from the same start period remain the percentage of a defined starting group still active or paying after a stated time cohort retention stabilises after month six you will see cohort retention in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup traction burn and capital efficiency it helps a reader interpret startup traction burn and capital efficiency without confusing the measure decision role or evidence being discussed here cohort retention means the percentage of a defined starting group still active or paying after a stated time startups venture and fundraising startup formation venture capital and fundraising startup traction burn and capital efficiency cohort chart startup investor finance corporate business sales product fundraising financing due diligence governance go to market sales contracting customer success renewal metric standard specification finance commerce organisation party global context dependent","sn":"Cohort retention","t":"Cohort retention","tp":"Startup traction, burn & capital efficiency","tpid":"startup-venture-fundraising.startup-metrics","u":"terms/cohort-retention/","ui":"Cohort retention stabilises after month six."},{"a":["temperature-controlled supply chain"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Temperature-controlled handling and transport for sensitive products.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Temperature-controlled handling and transport for sensitive products.","i":673,"id":"operations.cold-chain","lv":"working","ph":"cold chain temperature controlled supply chain cold chain temperature controlled supply chain cold chain temperature controlled handling and transport for sensitive products temperature controlled handling and transport for sensitive products what breaks upstream or downstream if cold chain changes you will see cold chain in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here cold chain means temperature controlled handling and transport for sensitive products operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Cold chain","t":"Cold chain","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/cold-chain/","ui":"What breaks upstream or downstream if cold chain changes?"},{"a":["cold investor outreach","cold email","cold call"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Unsolicited contact with a prospect who has not indicated prior interest.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","investor","finance","corporate","business","sales","product"],"e":"Unsolicited contact with a prospect who has not indicated prior interest.","i":674,"id":"revenue.cold-outreach","lv":"core","ph":"cold outreach cold investor outreach cold email cold call cold call cold email cold investor outreach cold outreach cold outreach unsolicited contact with a prospect who has not indicated prior interest unsolicited contact with a prospect who has not indicated prior interest do not move the opportunity until cold outreach is confirmed you will see cold outreach in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification in sales process and qualification a loose definition can change rights obligations approval disclosure or enforceability here cold outreach means unsolicited contact with a prospect who has not indicated prior interest revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup investor finance corporate business sales product fundraising financing due diligence governance go to market sales contracting customer success renewal finance commerce workflow process global context dependent","sn":"Cold outreach","t":"Cold outreach","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/cold-outreach/","ui":"Do not move the opportunity until cold outreach is confirmed."},{"a":["cold recovery site"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A recovery location providing space and basic infrastructure but requiring substantial setup.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A recovery location providing space and basic infrastructure but requiring substantial setup.","i":675,"id":"operations.cold-site","lv":"working","ph":"cold site cold recovery site cold recovery site cold site cold site a recovery location providing space and basic infrastructure but requiring substantial setup a recovery location providing space and basic infrastructure but requiring substantial setup the control is not complete until we can evidence how cold site is monitored you will see cold site in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here cold site means a recovery location providing space and basic infrastructure but requiring substantial setup operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Cold site","t":"Cold site","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/cold-site/","ui":"The control is not complete until we can evidence how cold site is monitored."},{"a":["security"],"amb":["security"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Assets pledged or available to secure an obligation.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Assets pledged or available to secure an obligation.","i":676,"id":"bizfinance.collateral","lv":"core","ph":"collateral security collateral security collateral assets pledged or available to secure an obligation assets pledged or available to secure an obligation do not describe collateral as agreed until the operative document says so you will see collateral in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here collateral means assets pledged or available to secure an obligation finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure security security startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Collateral","t":"Collateral","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/collateral/","ui":"Do not describe collateral as agreed until the operative document says so."},{"a":["cash collection"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Cash received from customers against invoices or other amounts due.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Cash received from customers against invoices or other amounts due.","i":677,"id":"bizfinance.collections","lv":"core","ph":"collections cash collection cash collection collections collections cash received from customers against invoices or other amounts due cash received from customers against invoices or other amounts due keep collections on the dashboard but show the definition and reporting period beside it you will see collections in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here collections means cash received from customers against invoices or other amounts due finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing role person finance commerce global context dependent","sn":"Collections","t":"Collections","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/collections/","ui":"Keep collections on the dashboard, but show the definition and reporting period beside it."},{"a":["union bargaining"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Negotiation between employers and worker representatives over terms and conditions.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Negotiation between employers and worker representatives over terms and conditions.","i":678,"id":"sustainability.collective-bargaining","lv":"core","ph":"collective bargaining union bargaining collective bargaining union bargaining collective bargaining negotiation between employers and worker representatives over terms and conditions negotiation between employers and worker representatives over terms and conditions the sustainability report needs the method exclusions and assurance status for collective bargaining you will see collective bargaining in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here collective bargaining means negotiation between employers and worker representatives over terms and conditions sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance role person risk ethics access global context dependent","sn":"Collective bargaining","t":"Collective bargaining","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/collective-bargaining/","ui":"The sustainability report needs the method, exclusions and assurance status for collective bargaining."},{"a":["fuel-combustion emissions"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Emissions produced by burning fuels.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Emissions produced by burning fuels.","i":679,"id":"sustainability.combustion-emissions","lv":"core","ph":"combustion emissions fuel combustion emissions combustion emissions fuel combustion emissions combustion emissions emissions produced by burning fuels emissions produced by burning fuels state the boundary and evidence behind combustion emissions before publishing the claim you will see combustion emissions in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here combustion emissions means emissions produced by burning fuels sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Combustion emissions","t":"Combustion emissions","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/combustion-emissions/","ui":"State the boundary and evidence behind combustion emissions before publishing the claim."},{"a":["war room"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A central location or virtual structure coordinating an incident response.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A central location or virtual structure coordinating an incident response.","i":680,"id":"operations.command-centre","lv":"working","ph":"command centre war room command centre war room command centre a central location or virtual structure coordinating an incident response a central location or virtual structure coordinating an incident response the board will ask what happens if command centre moves outside tolerance you will see command centre in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here command centre means a central location or virtual structure coordinating an incident response operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Command centre","t":"Command centre","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/command-centre/","ui":"The board will ask what happens if command centre moves outside tolerance."},{"a":["start date"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The date performance, service or another obligation begins.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The date performance, service or another obligation begins.","i":681,"id":"governance.commencement-date","lv":"core","ph":"commencement date start date commencement date start date commencement date the date performance service or another obligation begins the date performance service or another obligation begins do not describe commencement date as agreed until the operative document says so you will see commencement date in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here commencement date means the date performance service or another obligation begins corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Commencement date","t":"Commencement date","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/commencement-date/","ui":"Do not describe commencement date as agreed until the operative document says so."},{"a":["SEC comment letter"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A regulator's written questions or comments on a company's disclosure.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A regulator's written questions or comments on a company's disclosure.","i":682,"id":"reporting.comment-letter","lv":"working","ph":"comment letter sec comment letter comment letter sec comment letter comment letter a regulators written questions or comments on a companys disclosure a regulators written questions or comments on a companys disclosure the team needs one controlled copy of comment letter with an owner and date you will see comment letter in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here comment letter means a regulators written questions or comments on a companys disclosure corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Comment letter","t":"Comment letter","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/comment-letter/","ui":"The team needs one controlled copy of comment letter, with an owner and date."},{"a":["CDD"],"amb":["CDD"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Review of market, customers, competition, demand and commercial sustainability.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Check whether the market and customer story are credible.","i":683,"id":"startup.commercial-due-diligence","lv":"working","ph":"commercial due diligence cdd cdd commercial due diligence commercial due diligence check whether the market and customer story are credible review of market customers competition demand and commercial sustainability commercial due diligence challenged the market share forecast you will see commercial due diligence in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here commercial due diligence means review of market customers competition demand and commercial sustainability startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms customer due diligence startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology workflow process format genre model organisation party risk ethics access global context dependent","sn":"Commercial due diligence","t":"Commercial due diligence","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/commercial-due-diligence/","ui":"Commercial due diligence challenged the market-share forecast."},{"a":["price evaluation"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Assessment of price, contractual terms and commercial risk.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Assessment of price, contractual terms and commercial risk.","i":684,"id":"operations.commercial-evaluation","lv":"core","ph":"commercial evaluation price evaluation commercial evaluation price evaluation commercial evaluation assessment of price contractual terms and commercial risk assessment of price contractual terms and commercial risk do not describe commercial evaluation as agreed until the operative document says so you will see commercial evaluation in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here commercial evaluation means assessment of price contractual terms and commercial risk operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification right contract law workflow process risk ethics access status decision global context dependent","sn":"Commercial evaluation","t":"Commercial evaluation","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/commercial-evaluation/","ui":"Do not describe commercial evaluation as agreed until the operative document says so."},{"a":["financial proposal","price proposal"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"The part of a bid setting out price, payment, assumptions and commercial terms.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The proposal section explaining cost and business terms.","i":685,"id":"bizpitch.commercial-proposal","lv":"working","ph":"commercial proposal financial proposal price proposal commercial proposal financial proposal price proposal commercial proposal the proposal section explaining cost and business terms the part of a bid setting out price payment assumptions and commercial terms keep the commercial proposal consistent with the technical scope you will see commercial proposal in business pitches proposals executive summaries and decision decks when the discussion reaches proposals bids and tender materials it helps a reader interpret proposals bids and tender materials without confusing the measure decision role or evidence being discussed here commercial proposal means the part of a bid setting out price payment assumptions and commercial terms business pitching and presentation materials business pitches decks and decision materials proposals bids and tender materials startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Commercial proposal","t":"Commercial proposal","tp":"Proposals, bids & tender materials","tpid":"business-pitching-artifacts.proposal-materials","u":"terms/commercial-proposal/","ui":"Keep the commercial proposal consistent with the technical scope."},{"a":["CRE"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An effort standard tied to reasonable commercial behaviour, interpreted under governing law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An effort standard tied to reasonable commercial behaviour, interpreted under governing law.","i":686,"id":"governance.commercially-reasonable-efforts","lv":"working","ph":"commercially reasonable efforts cre commercially reasonable efforts cre commercially reasonable efforts an effort standard tied to reasonable commercial behaviour interpreted under governing law an effort standard tied to reasonable commercial behaviour interpreted under governing law counsel wants commercially reasonable efforts clarified before anyone signs you will see commercially reasonable efforts in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here commercially reasonable efforts means an effort standard tied to reasonable commercial behaviour interpreted under governing law corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Commercially reasonable efforts","t":"Commercially reasonable efforts","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/commercially-reasonable-efforts/","ui":"Counsel wants commercially reasonable efforts clarified before anyone signs."},{"a":["sales commission"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Compensation calculated from sales or another commercial result.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","sales","finance","product","people","operations"],"e":"Compensation calculated from sales or another commercial result.","i":687,"id":"people.commission","lv":"core","ph":"commission sales commission commission sales commission commission compensation calculated from sales or another commercial result compensation calculated from sales or another commercial result the announcement should not get ahead of the agreed process for commission you will see commission in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here commission means compensation calculated from sales or another commercial result people organisation and change organisation design people systems and change performance pay and rewards startup business corporate sales finance product people operations go to market sales contracting customer success renewal people planning employment performance management change management organisation party global context dependent","sn":"Commission","t":"Commission","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/commission/","ui":"The announcement should not get ahead of the agreed process for commission."},{"a":["brokerage commission model"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model earning a percentage or fixed amount for arranging a sale or transaction.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The business takes a cut for helping a deal happen.","i":688,"id":"strategy.commission-model","lv":"core","ph":"commission model brokerage commission model brokerage commission model commission model commission model the business takes a cut for helping a deal happen a model earning a percentage or fixed amount for arranging a sale or transaction the commission model must clarify who pays the fee you will see commission model in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here commission model means a model earning a percentage or fixed amount for arranging a sale or transaction strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Commission model","t":"Commission model","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/commission-model/","ui":"The commission model must clarify who pays the fee."},{"a":["committed forecast"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A forecast category for deals a salesperson or manager expects to close within the period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A forecast category for deals a salesperson or manager expects to close within the period.","i":689,"id":"revenue.commit","lv":"core","ph":"commit committed forecast commit committed forecast commit a forecast category for deals a salesperson or manager expects to close within the period a forecast category for deals a salesperson or manager expects to close within the period the number is useful only if everyone calculates commit the same way you will see commit in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here commit means a forecast category for deals a salesperson or manager expects to close within the period revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce status decision global context dependent","sn":"Commit","t":"Commit","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/commit/","ui":"The number is useful only if everyone calculates commit the same way."},{"a":["committed-use discount"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A lower price granted in return for greater term, volume or spend commitment.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A lower price granted in return for greater term, volume or spend commitment.","i":690,"id":"revenue.commitment-discount","lv":"working","ph":"commitment discount committed use discount commitment discount committed use discount commitment discount a lower price granted in return for greater term volume or spend commitment a lower price granted in return for greater term volume or spend commitment the pricing slide needs to separate commitment discount from the commercial assumptions around it you will see commitment discount in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here commitment discount means a lower price granted in return for greater term volume or spend commitment revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Commitment discount","t":"Commitment discount","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/commitment-discount/","ui":"The pricing slide needs to separate commitment discount from the commercial assumptions around it."},{"a":["undrawn fee"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Fee paid for access to committed but undrawn financing.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Fee paid for access to committed but undrawn financing.","i":691,"id":"bizfinance.commitment-fee","lv":"working","ph":"commitment fee undrawn fee commitment fee undrawn fee commitment fee fee paid for access to committed but undrawn financing fee paid for access to committed but undrawn financing the headline changes once we calculate commitment fee consistently you will see commitment fee in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here commitment fee means fee paid for access to committed but undrawn financing finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Commitment fee","t":"Commitment fee","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/commitment-fee/","ui":"The headline changes once we calculate commitment fee consistently."},{"a":["CARR"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Contracted recurring revenue normalised annually, including specified future commitments under the company's policy.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Contracted recurring revenue normalised annually, including specified future commitments under the company's policy.","i":692,"id":"revenue.committed-annual-recurring-revenue","lv":"working","ph":"committed annual recurring revenue carr carr committed annual recurring revenue committed annual recurring revenue contracted recurring revenue normalised annually including specified future commitments under the companys policy contracted recurring revenue normalised annually including specified future commitments under the companys policy the number is useful only if everyone calculates committed annual recurring revenue the same way you will see committed annual recurring revenue in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here committed annual recurring revenue means contracted recurring revenue normalised annually including specified future commitments under the companys policy revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics startup business corporate sales finance product go to market sales contracting customer success renewal document artifact metric standard specification finance commerce right contract law organisation party global context dependent","sn":"Committed annual recurring revenue","t":"Committed annual recurring revenue","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/committed-annual-recurring-revenue/","ui":"The number is useful only if everyone calculates committed annual recurring revenue the same way."},{"a":["committee terms of reference"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A document defining a board committee's mandate, membership and authority.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A document defining a board committee's mandate, membership and authority.","i":693,"id":"governance.committee-charter","lv":"working","ph":"committee charter committee terms of reference committee charter committee terms of reference committee charter a document defining a board committees mandate membership and authority a document defining a board committees mandate membership and authority which version of committee charter should the board treat as current you will see committee charter in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here committee charter means a document defining a board committees mandate membership and authority corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law organisation party global context dependent","sn":"Committee charter","t":"Committee charter","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/committee-charter/","ui":"Which version of committee charter should the board treat as current?"},{"a":["committee update"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A summary of a board committee's work and recommendations.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","investor","finance","people"],"e":"A summary of a board committee's work and recommendations.","i":694,"id":"reporting.committee-report","lv":"core","ph":"committee report committee update committee report committee update committee report a summary of a board committees work and recommendations a summary of a board committees work and recommendations the team needs one controlled copy of committee report with an owner and date you will see committee report in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here committee report means a summary of a board committees work and recommendations corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers startup business corporate investor finance people governance contracting compliance risk management reporting investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Committee report","t":"Committee report","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/committee-report/","ui":"The team needs one controlled copy of committee report, with an owner and date."},{"a":["commoditization"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The process by which offers become less differentiated and compete increasingly on price or availability.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Products become interchangeable and price matters more.","i":695,"id":"strategy.commoditisation","lv":"core","ph":"commoditisation commoditization commoditisation commoditization commoditisation products become interchangeable and price matters more the process by which offers become less differentiated and compete increasingly on price or availability the strategy must respond to commoditisation of the core feature you will see commoditisation in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here commoditisation means the process by which offers become less differentiated and compete increasingly on price or availability strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology workflow process format genre model global context dependent","sn":"Commoditisation","t":"Commoditisation","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/commoditisation/","ui":"The strategy must respond to commoditisation of the core feature."},{"a":["common variation"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Natural variation arising from the process system itself.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Natural variation arising from the process system itself.","i":696,"id":"operations.common-cause-variation","lv":"working","ph":"common cause variation common variation common cause variation common variation common cause variation natural variation arising from the process system itself natural variation arising from the process system itself show where common cause variation happens in the operating model and who receives the handoff you will see common cause variation in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here common cause variation means natural variation arising from the process system itself operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Common-cause variation","t":"Common-cause variation","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/common-cause-variation/","ui":"Show where common-cause variation happens in the operating model and who receives the handoff."},{"a":["common shares","ordinary shares"],"amb":["common shares","ordinary shares"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The standard residual equity class in United States usage.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","investor","finance","corporate","business","people"],"e":"The standard residual equity class in United States usage.","i":697,"id":"governance.common-stock","lv":"core","ph":"common stock common shares ordinary shares common shares common stock ordinary shares common stock the standard residual equity class in united states usage the standard residual equity class in united states usage the draft mentions common stock but the scope and jurisdiction are still unclear you will see common stock in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here common stock means the standard residual equity class in united states usage corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting ordinary shares startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting right contract law global context dependent","sn":"Common stock","t":"Common stock","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/common-stock/","ui":"The draft mentions common stock, but the scope and jurisdiction are still unclear."},{"a":["comms plan","change communication plan"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A plan for messages, audiences, channels and timing.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","investor","sales","people","operations"],"e":"A plan for messages, audiences, channels and timing.","i":698,"id":"people.communications-plan","lv":"core","ph":"communications plan comms plan change communication plan change communication plan comms plan communications plan communications plan a plan for messages audiences channels and timing a plan for messages audiences channels and timing what behaviour should be different after communications plan you will see communications plan in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here communications plan means a plan for messages audiences channels and timing people organisation and change organisation design people systems and change culture transformation and change startup business corporate investor sales people operations planning pitching submission decision people planning employment performance management change management document artifact organisation party global context dependent","sn":"Communications plan","t":"Communications plan","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/communications-plan/","ui":"What behaviour should be different after communications plan?"},{"a":["customer community"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A group of customers or users connected around a product, practice or shared interest.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A group of customers or users connected around a product, practice or shared interest.","i":699,"id":"revenue.community","lv":"core","ph":"community customer community community customer community community a group of customers or users connected around a product practice or shared interest a group of customers or users connected around a product practice or shared interest track community before the renewal conversation starts you will see community in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here community means a group of customers or users connected around a product practice or shared interest revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Community","t":"Community","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/community/","ui":"Track community before the renewal conversation starts."},{"a":["local stakeholder engagement"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Ongoing dialogue and relationship-building with local communities.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Ongoing dialogue and relationship-building with local communities.","i":700,"id":"sustainability.community-engagement","lv":"core","ph":"community engagement local stakeholder engagement community engagement local stakeholder engagement community engagement ongoing dialogue and relationship building with local communities ongoing dialogue and relationship building with local communities can we separate the target for community engagement from measured performance you will see community engagement in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here community engagement means ongoing dialogue and relationship building with local communities sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Community engagement","t":"Community engagement","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/community-engagement/","ui":"Can we separate the target for community engagement from measured performance?"},{"a":["local impact"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Positive or negative effects on communities where an organisation operates.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Positive or negative effects on communities where an organisation operates.","i":701,"id":"sustainability.community-impact","lv":"core","ph":"community impact local impact community impact local impact community impact positive or negative effects on communities where an organisation operates positive or negative effects on communities where an organisation operates the sustainability report needs the method exclusions and assurance status for community impact you will see community impact in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here community impact means positive or negative effects on communities where an organisation operates sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification organisation party risk ethics access global context dependent","sn":"Community impact","t":"Community impact","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/community-impact/","ui":"The sustainability report needs the method, exclusions and assurance status for community impact."},{"a":["CLG"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Growth driven substantially through a community that creates trust, participation, advocacy or distribution.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Growth driven substantially through a community that creates trust, participation, advocacy or distribution.","i":702,"id":"revenue.community-led-growth","lv":"working","ph":"community led growth clg clg community led growth community led growth growth driven substantially through a community that creates trust participation advocacy or distribution growth driven substantially through a community that creates trust participation advocacy or distribution the launch plan assumes community led growth what evidence supports that assumption you will see community led growth in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here community led growth means growth driven substantially through a community that creates trust participation advocacy or distribution revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce equipment technology format genre model global context dependent","sn":"Community-led growth","t":"Community-led growth","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/community-led-growth/","ui":"The launch plan assumes community-led growth; what evidence supports that assumption?"},{"a":["CoP"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A group that develops shared knowledge and standards around a discipline.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A group that develops shared knowledge and standards around a discipline.","i":703,"id":"people.community-of-practice","lv":"core","ph":"community of practice cop community of practice cop community of practice a group that develops shared knowledge and standards around a discipline a group that develops shared knowledge and standards around a discipline can we test the claim about community of practice against employee data and lived experience you will see community of practice in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here community of practice means a group that develops shared knowledge and standards around a discipline people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Community of practice","t":"Community of practice","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/community-of-practice/","ui":"Can we test the claim about community of practice against employee data and lived experience?"},{"a":["comparative ratio"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"An employee's pay divided by the midpoint of the relevant pay range.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"An employee's pay divided by the midpoint of the relevant pay range.","i":704,"id":"people.compa-ratio","lv":"working","ph":"compa ratio comparative ratio compa ratio comparative ratio compa ratio an employees pay divided by the midpoint of the relevant pay range an employees pay divided by the midpoint of the relevant pay range how are we defining compa ratio in this deck you will see compa ratio in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here compa ratio means an employees pay divided by the midpoint of the relevant pay range people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management metric standard specification role person organisation party global context dependent","sn":"Compa-ratio","t":"Compa-ratio","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/compa-ratio/","ui":"How are we defining compa-ratio in this deck?"},{"a":["corporate profile","company overview"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A concise document describing an organisation's background, offer, capabilities, footprint and credentials.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A short introduction to a company.","i":705,"id":"bizpitch.company-profile","lv":"core","ph":"company profile corporate profile company overview company overview company profile corporate profile company profile a short introduction to a company a concise document describing an organisations background offer capabilities footprint and credentials send the company profile before the chemistry call you will see company profile in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here company profile means a concise document describing an organisations background offer capabilities footprint and credentials business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact organisation party global context dependent","sn":"Company profile","t":"Company profile","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/company-profile/","ui":"Send the company profile before the chemistry call."},{"a":["corporate secretary"],"amb":["Company secretary","corporate secretary"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The officer supporting board procedure, records and statutory governance duties, with responsibilities varying by jurisdiction.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The officer supporting board procedure, records and statutory governance duties, with responsibilities varying by jurisdiction.","i":706,"id":"governance.company-secretary","lv":"core","ph":"company secretary corporate secretary company secretary corporate secretary company secretary the officer supporting board procedure records and statutory governance duties with responsibilities varying by jurisdiction the officer supporting board procedure records and statutory governance duties with responsibilities varying by jurisdiction counsel wants company secretary clarified before anyone signs you will see company secretary in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here company secretary means the officer supporting board procedure records and statutory governance duties with responsibilities varying by jurisdiction corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees corporate secretary startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law workflow process organisation party global context dependent","sn":"Company secretary","t":"Company secretary","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/company-secretary/","ui":"Counsel wants company secretary clarified before anyone signs."},{"a":["comparable reporting","comparable disclosure"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Ability to compare information across periods or entities.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","finance","investor"],"e":"Ability to compare information across periods or entities.","i":707,"id":"reporting.comparability","lv":"core","ph":"comparability comparable reporting comparable disclosure comparability comparable disclosure comparable reporting comparability ability to compare information across periods or entities ability to compare information across periods or entities do not describe comparability as agreed until the operative document says so you will see comparability in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here comparability means ability to compare information across periods or entities corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct startup business corporate finance investor accounting planning forecasting valuation reporting financing governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Comparability","t":"Comparability","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/comparability/","ui":"Do not describe comparability as agreed until the operative document says so."},{"a":["trading comps"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Valuation using trading multiples of selected public companies.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Valuation using trading multiples of selected public companies.","i":708,"id":"bizfinance.comparable-company-analysis","lv":"core","ph":"comparable company analysis trading comps comparable company analysis trading comps comparable company analysis valuation using trading multiples of selected public companies valuation using trading multiples of selected public companies use the same basis for comparable company analysis across every comparison you will see comparable company analysis in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here comparable company analysis means valuation using trading multiples of selected public companies finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process organisation party global context dependent","sn":"Comparable-company analysis","t":"Comparable-company analysis","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/comparable-company-analysis/","ui":"Use the same basis for comparable-company analysis across every comparison."},{"a":["comps model"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A valuation model comparing trading multiples of selected public companies.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A valuation model comparing trading multiples of selected public companies.","i":709,"id":"bizfinance.comparable-company-model","lv":"core","ph":"comparable company model comps model comparable company model comps model comparable company model a valuation model comparing trading multiples of selected public companies a valuation model comparing trading multiples of selected public companies the model needs to show exactly how comparable company model is calculated you will see comparable company model in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here comparable company model means a valuation model comparing trading multiples of selected public companies finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce equipment technology format genre model organisation party global context dependent","sn":"Comparable-company model","t":"Comparable-company model","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/comparable-company-model/","ui":"The model needs to show exactly how comparable-company model is calculated."},{"a":["same-store sales","like-for-like sales"],"amb":["same-store sales"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Sales growth from a defined comparable set of stores, customers or periods.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Sales growth from a defined comparable set of stores, customers or periods.","i":710,"id":"reporting.comparable-sales","lv":"core","ph":"comparable sales same store sales like for like sales comparable sales like for like sales same store sales comparable sales sales growth from a defined comparable set of stores customers or periods sales growth from a defined comparable set of stores customers or periods can we reconcile comparable sales to the reported numbers you will see comparable sales in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here comparable sales means sales growth from a defined comparable set of stores customers or periods corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance same store sales corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce global context dependent","sn":"Comparable sales","t":"Comparable sales","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/comparable-sales/","ui":"Can we reconcile comparable sales to the reported numbers?"},{"a":["comparison advertising"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Advertising that compares an offer with identifiable or implied alternatives.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Advertising that compares an offer with identifiable or implied alternatives.","i":711,"id":"marketing.comparative-advertising","lv":"core","ph":"comparative advertising comparison advertising comparative advertising comparison advertising comparative advertising advertising that compares an offer with identifiable or implied alternatives advertising that compares an offer with identifiable or implied alternatives do not describe comparative advertising as agreed until the operative document says so you will see comparative advertising in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here comparative advertising means advertising that compares an offer with identifiable or implied alternatives marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Comparative advertising","t":"Comparative advertising","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/comparative-advertising/","ui":"Do not describe comparative advertising as agreed until the operative document says so."},{"a":["comparison claim"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A claim comparing an offer with another product, brand or benchmark.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A claim comparing an offer with another product, brand or benchmark.","i":712,"id":"marketing.comparative-claim","lv":"working","ph":"comparative claim comparison claim comparative claim comparison claim comparative claim a claim comparing an offer with another product brand or benchmark a claim comparing an offer with another product brand or benchmark can we make comparative claim specific enough that another team could use it correctly you will see comparative claim in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here comparative claim means a claim comparing an offer with another product brand or benchmark marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Comparative claim","t":"Comparative claim","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/comparative-claim/","ui":"Can we make comparative claim specific enough that another team could use it correctly?"},{"a":["greener-than claim"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A claim that one product or activity performs better than another on a defined basis.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A claim that one product or activity performs better than another on a defined basis.","i":713,"id":"sustainability.comparative-environmental-claim","lv":"working","ph":"comparative environmental claim greener than claim comparative environmental claim greener than claim comparative environmental claim a claim that one product or activity performs better than another on a defined basis a claim that one product or activity performs better than another on a defined basis can we trace comparative environmental claim from the report back to the source record you will see comparative environmental claim in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here comparative environmental claim means a claim that one product or activity performs better than another on a defined basis sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Comparative environmental claim","t":"Comparative environmental claim","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/comparative-environmental-claim/","ui":"Can we trace comparative environmental claim from the report back to the source record?"},{"a":["comparatives"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Prior-period amounts presented alongside current-period financial information.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Prior-period amounts presented alongside current-period financial information.","i":714,"id":"bizfinance.comparative-figures","lv":"core","ph":"comparative figures comparatives comparative figures comparatives comparative figures prior period amounts presented alongside current period financial information prior period amounts presented alongside current period financial information can you walk me through how comparative figures works in the model you will see comparative figures in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here comparative figures means prior period amounts presented alongside current period financial information finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Comparative figures","t":"Comparative figures","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/comparative-figures/","ui":"Can you walk me through how comparative figures works in the model?"},{"a":["prior-year comparison"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A previous period shown alongside the current period.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A previous period shown alongside the current period.","i":715,"id":"reporting.comparative-period","lv":"core","ph":"comparative period prior year comparison comparative period prior year comparison comparative period a previous period shown alongside the current period a previous period shown alongside the current period the team needs one controlled copy of comparative period with an owner and date you will see comparative period in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here comparative period means a previous period shown alongside the current period corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Comparative period","t":"Comparative period","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/comparative-period/","ui":"The team needs one controlled copy of comparative period, with an owner and date."},{"a":["critical event"],"amb":["Compelling event","critical event"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A significant event that makes action by a certain date important.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A significant event that makes action by a certain date important.","i":716,"id":"revenue.compelling-event","lv":"core","ph":"compelling event critical event compelling event critical event compelling event a significant event that makes action by a certain date important a significant event that makes action by a certain date important who can verify compelling event on the buyers side you will see compelling event in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here compelling event means a significant event that makes action by a certain date important revenue sales and go to market go to market sales pricing and customer success sales process and qualification critical event startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce workflow process global context dependent","sn":"Compelling event","t":"Compelling event","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/compelling-event/","ui":"Who can verify compelling event on the buyer’s side?"},{"a":["mitigating control"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An alternative control used when the preferred control is unavailable or insufficient.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An alternative control used when the preferred control is unavailable or insufficient.","i":717,"id":"governance.compensating-control","lv":"working","ph":"compensating control mitigating control compensating control mitigating control compensating control an alternative control used when the preferred control is unavailable or insufficient an alternative control used when the preferred control is unavailable or insufficient the board will ask what happens if compensating control moves outside tolerance you will see compensating control in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here compensating control means an alternative control used when the preferred control is unavailable or insufficient corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law risk ethics access global context dependent","sn":"Compensating control","t":"Compensating control","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/compensating-control/","ui":"The board will ask what happens if compensating control moves outside tolerance."},{"a":["remuneration"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Pay and financial rewards provided for work.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Pay and financial rewards provided for work.","i":718,"id":"people.compensation","lv":"core","ph":"compensation remuneration compensation remuneration compensation pay and financial rewards provided for work pay and financial rewards provided for work who is accountable for compensation and who is affected by it you will see compensation in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here compensation means pay and financial rewards provided for work people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Compensation","t":"Compensation","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/compensation/","ui":"Who is accountable for compensation, and who is affected by it?"},{"a":["sales comp plan"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A documented structure for base pay, variable pay, measures, rates and rules.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A documented structure for base pay, variable pay, measures, rates and rules.","i":719,"id":"revenue.compensation-plan","lv":"core","ph":"compensation plan sales comp plan compensation plan sales comp plan compensation plan a documented structure for base pay variable pay measures rates and rules a documented structure for base pay variable pay measures rates and rules which version of compensation plan should the board treat as current you will see compensation plan in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here compensation plan means a documented structure for base pay variable pay measures rates and rules revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal document artifact metric standard specification finance commerce global context dependent","sn":"Compensation plan","t":"Compensation plan","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/compensation-plan/","ui":"Which version of compensation plan should the board treat as current?"},{"a":["antitrust law"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Rules intended to protect competition and prohibit anticompetitive conduct.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Rules intended to protect competition and prohibit anticompetitive conduct.","i":720,"id":"governance.competition-law","lv":"core","ph":"competition law antitrust law antitrust law competition law competition law rules intended to protect competition and prohibit anticompetitive conduct rules intended to protect competition and prohibit anticompetitive conduct the draft mentions competition law but the scope and jurisdiction are still unclear you will see competition law in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here competition law means rules intended to protect competition and prohibit anticompetitive conduct corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Competition law","t":"Competition law","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/competition-law/","ui":"The draft mentions competition law, but the scope and jurisdiction are still unclear."},{"a":["competitive landscape slide"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide comparing the company or proposal with alternatives and substitutes.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that explains what customers can choose instead.","i":721,"id":"bizpitch.competition-slide","lv":"core","ph":"competition slide competitive landscape slide competition slide competitive landscape slide competition slide the slide that explains what customers can choose instead a slide comparing the company or proposal with alternatives and substitutes the competition slide should include the status quo you will see competition slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here competition slide means a slide comparing the company or proposal with alternatives and substitutes business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact organisation party global context dependent","sn":"Competition slide","t":"Competition slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/competition-slide/","ui":"The competition slide should include the status quo."},{"a":["business advantage"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"An attribute or system that enables an organisation to create more value or operate more effectively than alternatives.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A reason the organisation can perform better than competitors.","i":722,"id":"strategy.competitive-advantage","lv":"core","ph":"competitive advantage business advantage business advantage competitive advantage competitive advantage a reason the organisation can perform better than competitors an attribute or system that enables an organisation to create more value or operate more effectively than alternatives the deck calls it an advantage but does not show why it persists you will see competitive advantage in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here competitive advantage means an attribute or system that enables an organisation to create more value or operate more effectively than alternatives strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent business foundation startup business","sn":"Competitive advantage","t":"Competitive advantage","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/competitive-advantage/","ui":"The deck calls it an advantage but does not show why it persists."},{"a":["competitor analysis"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Systematic comparison of competitors, customers, economics and strategic positions.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Study competitors to understand their strengths and choices.","i":723,"id":"strategy.competitive-analysis","lv":"core","ph":"competitive analysis competitor analysis competitive analysis competitor analysis competitive analysis study competitors to understand their strengths and choices systematic comparison of competitors customers economics and strategic positions competitive analysis should inform strategy not copy features you will see competitive analysis in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here competitive analysis means systematic comparison of competitors customers economics and strategic positions strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Competitive analysis","t":"Competitive analysis","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/competitive-analysis/","ui":"Competitive analysis should inform strategy, not copy features."},{"a":["dialogue procedure"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A formal process in which buyer and bidders develop possible solutions before final tenders.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A formal process in which buyer and bidders develop possible solutions before final tenders.","i":724,"id":"operations.competitive-dialogue","lv":"specialist","ph":"competitive dialogue dialogue procedure competitive dialogue dialogue procedure competitive dialogue a formal process in which buyer and bidders develop possible solutions before final tenders a formal process in which buyer and bidders develop possible solutions before final tenders the rfp must state how competitive dialogue will be evaluated you will see competitive dialogue in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here competitive dialogue means a formal process in which buyer and bidders develop possible solutions before final tenders operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process status decision global context dependent","sn":"Competitive dialogue","t":"Competitive dialogue","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/competitive-dialogue/","ui":"The RFP must state how competitive dialogue will be evaluated."},{"a":["rip and replace"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Replacing an incumbent supplier, product or internal solution.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Replacing an incumbent supplier, product or internal solution.","i":725,"id":"revenue.competitive-displacement","lv":"working","ph":"competitive displacement rip and replace competitive displacement rip and replace competitive displacement replacing an incumbent supplier product or internal solution replacing an incumbent supplier product or internal solution who can verify competitive displacement on the buyers side you will see competitive displacement in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here competitive displacement means replacing an incumbent supplier product or internal solution revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce workflow process global context dependent","sn":"Competitive displacement","t":"Competitive displacement","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/competitive-displacement/","ui":"Who can verify competitive displacement on the buyer’s side?"},{"a":["intensity of competition"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The overall strength of rivalry, substitution and pressure within a market.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How hard competitors are fighting for customers.","i":726,"id":"strategy.competitive-intensity","lv":"working","ph":"competitive intensity intensity of competition competitive intensity intensity of competition competitive intensity how hard competitors are fighting for customers the overall strength of rivalry substitution and pressure within a market competitive intensity rises when demand slows you will see competitive intensity in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here competitive intensity means the overall strength of rivalry substitution and pressure within a market strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Competitive intensity","t":"Competitive intensity","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/competitive-intensity/","ui":"Competitive intensity rises when demand slows."},{"a":["competitive environment"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The structure, participants and dynamics of competition in a market.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A picture of who competes and how.","i":727,"id":"strategy.competitive-landscape","lv":"core","ph":"competitive landscape competitive environment competitive environment competitive landscape competitive landscape a picture of who competes and how the structure participants and dynamics of competition in a market the competitive landscape should show substitutes and emerging entrants you will see competitive landscape in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here competitive landscape means the structure participants and dynamics of competition in a market strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Competitive landscape","t":"Competitive landscape","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/competitive-landscape/","ui":"The competitive landscape should show substitutes and emerging entrants."},{"a":["competitor comparison table"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A table comparing alternatives across selected attributes or capabilities.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A table comparing competitors on the same criteria.","i":728,"id":"bizpitch.competitive-matrix","lv":"core","ph":"competitive matrix competitor comparison table competitive matrix competitor comparison table competitive matrix a table comparing competitors on the same criteria a table comparing alternatives across selected attributes or capabilities avoid designing the competitive matrix so only we can win you will see competitive matrix in business pitches proposals executive summaries and decision decks when the discussion reaches business charts and exhibits it helps a reader interpret business charts and exhibits without confusing the measure decision role or evidence being discussed here competitive matrix means a table comparing alternatives across selected attributes or capabilities business pitching and presentation materials business pitches decks and decision materials business charts and exhibits startup business corporate investor sales planning pitching submission decision format genre model global context dependent","sn":"Competitive matrix","t":"Competitive matrix","tp":"Business charts & exhibits","tpid":"business-pitching-artifacts.business-charts","u":"terms/competitive-matrix/","ui":"Avoid designing the competitive matrix so only we can win."},{"a":["competitor-based pricing"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Setting price substantially in reference to competing offers.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Setting price substantially in reference to competing offers.","i":729,"id":"revenue.competitive-pricing","lv":"core","ph":"competitive pricing competitor based pricing competitive pricing competitor based pricing competitive pricing setting price substantially in reference to competing offers setting price substantially in reference to competing offers lets test whether competitive pricing still works for the smallest and largest customers you will see competitive pricing in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here competitive pricing means setting price substantially in reference to competing offers revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Competitive pricing","t":"Competitive pricing","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/competitive-pricing/","ui":"Let’s test whether competitive pricing still works for the smallest and largest customers."},{"a":["industry rivalry"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The intensity of competition among existing organisations in a market.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How strongly current competitors fight for the same business.","i":730,"id":"strategy.competitive-rivalry","lv":"working","ph":"competitive rivalry industry rivalry competitive rivalry industry rivalry competitive rivalry how strongly current competitors fight for the same business the intensity of competition among existing organisations in a market competitive rivalry is increasing as growth slows you will see competitive rivalry in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here competitive rivalry means the intensity of competition among existing organisations in a market strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Competitive rivalry","t":"Competitive rivalry","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/competitive-rivalry/","ui":"Competitive rivalry is increasing as growth slows."},{"a":["competitor set"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The selected group of alternatives used for comparison.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The competitors included in the analysis.","i":731,"id":"strategy.competitive-set","lv":"core","ph":"competitive set competitor set competitive set competitor set competitive set the competitors included in the analysis the selected group of alternatives used for comparison explain why each company belongs in the competitive set you will see competitive set in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here competitive set means the selected group of alternatives used for comparison strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Competitive set","t":"Competitive set","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/competitive-set/","ui":"Explain why each company belongs in the competitive set."},{"a":["competitive bidding"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A procurement in which multiple suppliers are invited or permitted to compete.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A procurement in which multiple suppliers are invited or permitted to compete.","i":732,"id":"operations.competitive-tender","lv":"core","ph":"competitive tender competitive bidding competitive bidding competitive tender competitive tender a procurement in which multiple suppliers are invited or permitted to compete a procurement in which multiple suppliers are invited or permitted to compete procurement needs the basis for competitive tender before suppliers price the work you will see competitive tender in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here competitive tender means a procurement in which multiple suppliers are invited or permitted to compete operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process status decision global context dependent","sn":"Competitive tender","t":"Competitive tender","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/competitive-tender/","ui":"Procurement needs the basis for competitive tender before suppliers price the work."},{"a":["rival"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"An organisation or offer competing for the same customer need, budget or choice.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Another option trying to win the same customer.","i":733,"id":"strategy.competitor","lv":"core","ph":"competitor rival competitor rival competitor another option trying to win the same customer an organisation or offer competing for the same customer need budget or choice the competitor set should include non software alternatives you will see competitor in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here competitor means an organisation or offer competing for the same customer need budget or choice strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model organisation party global context dependent startup","sn":"Competitor","t":"Competitor","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/competitor/","ui":"The competitor set should include non-software alternatives."},{"a":["certificate of completion"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A document confirming completion of work or a contractual milestone.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A document confirming completion of work or a contractual milestone.","i":734,"id":"governance.completion-certificate","lv":"working","ph":"completion certificate certificate of completion certificate of completion completion certificate completion certificate a document confirming completion of work or a contractual milestone a document confirming completion of work or a contractual milestone do not describe completion certificate as agreed until the operative document says so you will see completion certificate in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here completion certificate means a document confirming completion of work or a contractual milestone corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law organisation party global context dependent","sn":"Completion certificate","t":"Completion certificate","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/completion-certificate/","ui":"Do not describe completion certificate as agreed until the operative document says so."},{"a":["output completion rate"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The rate at which work leaves a system completed.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The rate at which work leaves a system completed.","i":735,"id":"operations.completion-rate","lv":"working","ph":"completion rate output completion rate completion rate output completion rate completion rate the rate at which work leaves a system completed the rate at which work leaves a system completed keep completion rate on the dashboard but show the definition and reporting period beside it you will see completion rate in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here completion rate means the rate at which work leaves a system completed operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Completion rate","t":"Completion rate","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/completion-rate/","ui":"Keep completion rate on the dashboard, but show the definition and reporting period beside it."},{"a":["regulatory compliance"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Conformity with applicable laws, regulations, policies, standards and contractual obligations.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Conformity with applicable laws, regulations, policies, standards and contractual obligations.","i":736,"id":"governance.compliance","lv":"core","ph":"compliance regulatory compliance compliance regulatory compliance compliance conformity with applicable laws regulations policies standards and contractual obligations conformity with applicable laws regulations policies standards and contractual obligations counsel wants compliance clarified before anyone signs you will see compliance in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here compliance means conformity with applicable laws regulations policies standards and contractual obligations corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent business foundation","sn":"Compliance","t":"Compliance","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/compliance/","ui":"Counsel wants compliance clarified before anyone signs."},{"a":["regulatory audit"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An audit assessing conformity with specified laws, rules, contracts or policies.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An audit assessing conformity with specified laws, rules, contracts or policies.","i":737,"id":"governance.compliance-audit","lv":"core","ph":"compliance audit regulatory audit compliance audit regulatory audit compliance audit an audit assessing conformity with specified laws rules contracts or policies an audit assessing conformity with specified laws rules contracts or policies do not describe compliance audit as assured beyond the scope of the engagement you will see compliance audit in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here compliance audit means an audit assessing conformity with specified laws rules contracts or policies corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Compliance audit","t":"Compliance audit","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/compliance-audit/","ui":"Do not describe compliance audit as assured beyond the scope of the engagement."},{"a":["mandatory carbon market"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A regulated market created by law or policy.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A regulated market created by law or policy.","i":738,"id":"sustainability.compliance-carbon-market","lv":"core","ph":"compliance carbon market mandatory carbon market compliance carbon market mandatory carbon market compliance carbon market a regulated market created by law or policy a regulated market created by law or policy counsel wants compliance carbon market clarified before anyone signs you will see compliance carbon market in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here compliance carbon market means a regulated market created by law or policy sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact right contract law format genre model risk ethics access global context dependent","sn":"Compliance carbon market","t":"Compliance carbon market","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/compliance-carbon-market/","ui":"Counsel wants compliance carbon market clarified before anyone signs."},{"a":["requirements matrix"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A table mapping each buyer requirement to the bidder's response, evidence or document location.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A table proving every requirement has been answered.","i":739,"id":"bizpitch.compliance-matrix","lv":"working","ph":"compliance matrix requirements matrix compliance matrix requirements matrix compliance matrix a table proving every requirement has been answered a table mapping each buyer requirement to the bidders response evidence or document location use the compliance matrix as the final completeness check you will see compliance matrix in business pitches proposals executive summaries and decision decks when the discussion reaches proposals bids and tender materials it helps a reader interpret proposals bids and tender materials without confusing the measure decision role or evidence being discussed here compliance matrix means a table mapping each buyer requirement to the bidders response evidence or document location business pitching and presentation materials business pitches decks and decision materials proposals bids and tender materials startup business corporate investor sales planning pitching submission decision document artifact role person right contract law format genre model global context dependent","sn":"Compliance matrix","t":"Compliance matrix","tp":"Proposals, bids & tender materials","tpid":"business-pitching-artifacts.proposal-materials","u":"terms/compliance-matrix/","ui":"Use the compliance matrix as the final completeness check."},{"a":["monitoring programme"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Ongoing review of whether controls and behaviour meet requirements.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Ongoing review of whether controls and behaviour meet requirements.","i":740,"id":"governance.compliance-monitoring","lv":"core","ph":"compliance monitoring monitoring programme compliance monitoring monitoring programme compliance monitoring ongoing review of whether controls and behaviour meet requirements ongoing review of whether controls and behaviour meet requirements do not describe compliance monitoring as agreed until the operative document says so you will see compliance monitoring in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here compliance monitoring means ongoing review of whether controls and behaviour meet requirements corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law workflow process global context dependent","sn":"Compliance monitoring","t":"Compliance monitoring","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/compliance-monitoring/","ui":"Do not describe compliance monitoring as agreed until the operative document says so."},{"a":["compliance lead"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A person responsible for coordinating compliance obligations and controls.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A person responsible for coordinating compliance obligations and controls.","i":741,"id":"governance.compliance-officer","lv":"core","ph":"compliance officer compliance lead compliance lead compliance officer compliance officer a person responsible for coordinating compliance obligations and controls a person responsible for coordinating compliance obligations and controls the draft mentions compliance officer but the scope and jurisdiction are still unclear you will see compliance officer in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here compliance officer means a person responsible for coordinating compliance obligations and controls corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law global context dependent","sn":"Compliance officer","t":"Compliance officer","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/compliance-officer/","ui":"The draft mentions compliance officer, but the scope and jurisdiction are still unclear."},{"a":["compliance program"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The governance, policies, controls, training and monitoring used to prevent and detect misconduct.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The governance, policies, controls, training and monitoring used to prevent and detect misconduct.","i":742,"id":"governance.compliance-programme","lv":"core","ph":"compliance programme compliance program compliance program compliance programme compliance programme the governance policies controls training and monitoring used to prevent and detect misconduct the governance policies controls training and monitoring used to prevent and detect misconduct the draft mentions compliance programme but the scope and jurisdiction are still unclear you will see compliance programme in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here compliance programme means the governance policies controls training and monitoring used to prevent and detect misconduct corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent corporate","sn":"Compliance programme","t":"Compliance programme","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/compliance-programme/","ui":"The draft mentions compliance programme, but the scope and jurisdiction are still unclear."},{"a":["compliance review"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Structured testing of transactions, controls or records against defined requirements.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Structured testing of transactions, controls or records against defined requirements.","i":743,"id":"governance.compliance-testing","lv":"working","ph":"compliance testing compliance review compliance review compliance testing compliance testing structured testing of transactions controls or records against defined requirements structured testing of transactions controls or records against defined requirements counsel wants compliance testing clarified before anyone signs you will see compliance testing in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here compliance testing means structured testing of transactions controls or records against defined requirements corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Compliance testing","t":"Compliance testing","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/compliance-testing/","ui":"Counsel wants compliance testing clarified before anyone signs."},{"a":["mandatory compliance training"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Education intended to help personnel understand and follow relevant obligations.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Education intended to help personnel understand and follow relevant obligations.","i":744,"id":"governance.compliance-training","lv":"core","ph":"compliance training mandatory compliance training compliance training mandatory compliance training compliance training education intended to help personnel understand and follow relevant obligations education intended to help personnel understand and follow relevant obligations can we state who receives the right created by compliance training and when it applies you will see compliance training in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here compliance training means education intended to help personnel understand and follow relevant obligations corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law global context dependent","sn":"Compliance training","t":"Compliance training","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/compliance-training/","ui":"Can we state who receives the right created by compliance training, and when it applies?"},{"a":["legal-compliance covenant"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contractual promise to follow laws applicable to the agreed activities.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A contractual promise to follow laws applicable to the agreed activities.","i":745,"id":"governance.compliance-with-laws","lv":"core","ph":"compliance with laws legal compliance covenant compliance with laws legal compliance covenant compliance with laws a contractual promise to follow laws applicable to the agreed activities a contractual promise to follow laws applicable to the agreed activities counsel wants compliance with laws clarified before anyone signs you will see compliance with laws in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here compliance with laws means a contractual promise to follow laws applicable to the agreed activities corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Compliance with laws","t":"Compliance with laws","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/compliance-with-laws/","ui":"Counsel wants compliance with laws clarified before anyone signs."},{"a":["compostability claim"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A claim that material can break down in specified composting conditions.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A claim that material can break down in specified composting conditions.","i":746,"id":"sustainability.compostable-claim","lv":"core","ph":"compostable claim compostability claim compostability claim compostable claim compostable claim a claim that material can break down in specified composting conditions a claim that material can break down in specified composting conditions the team needs one controlled copy of compostable claim with an owner and date you will see compostable claim in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here compostable claim means a claim that material can break down in specified composting conditions sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Compostable claim","t":"Compostable claim","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/compostable-claim/","ui":"The team needs one controlled copy of compostable claim, with an owner and date."},{"a":["CAGR"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The constant annual rate that would turn a starting value into an ending value over a period.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The smooth yearly growth rate between two values.","i":747,"id":"strategy.compound-annual-growth-rate","lv":"core","ph":"compound annual growth rate cagr cagr compound annual growth rate compound annual growth rate the smooth yearly growth rate between two values the constant annual rate that would turn a starting value into an ending value over a period cagr hides what happened in the years between you will see compound annual growth rate in strategy decks market analyses business plans and planning workshops when the discussion reaches market sizing and growth it helps a reader interpret market sizing and growth without confusing the measure decision role or evidence being discussed here compound annual growth rate means the constant annual rate that would turn a starting value into an ending value over a period strategy markets and business models strategy market analysis and business models market sizing and growth startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Compound annual growth rate","t":"Compound annual growth rate","tp":"Market sizing & growth","tpid":"strategy-market-models.market-sizing","u":"terms/compound-annual-growth-rate/","ui":"CAGR hides what happened in the years between."},{"a":["compounding"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Growth in which each period builds on the prior period's accumulated base.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Growth in which each period builds on the prior period's accumulated base.","i":748,"id":"marketing.compound-growth","lv":"core","ph":"compound growth compounding compound growth compounding compound growth growth in which each period builds on the prior periods accumulated base growth in which each period builds on the prior periods accumulated base compare compound growth with the baseline cohort before calling it growth you will see compound growth in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here compound growth means growth in which each period builds on the prior periods accumulated base marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Compound growth","t":"Compound growth","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/compound-growth/","ui":"Compare compound growth with the baseline cohort before calling it growth."},{"a":["market concentration"],"amb":["market concentration"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A market in which a small number of firms hold a large share.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A few firms control much of the market.","i":749,"id":"strategy.concentrated-market","lv":"working","ph":"concentrated market market concentration concentrated market market concentration concentrated market a few firms control much of the market a market in which a small number of firms hold a large share the concentrated market gives buyers limited supplier choice you will see concentrated market in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here concentrated market means a market in which a small number of firms hold a large share strategy markets and business models strategy market analysis and business models markets industries and categories market concentration startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Concentrated market","t":"Concentrated market","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/concentrated-market/","ui":"The concentrated market gives buyers limited supplier choice."},{"a":["concentration exposure"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Risk created by excessive dependence on one counterparty, market, product or exposure.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Risk created by excessive dependence on one counterparty, market, product or exposure.","i":750,"id":"governance.concentration-risk","lv":"core","ph":"concentration risk concentration exposure concentration exposure concentration risk concentration risk risk created by excessive dependence on one counterparty market product or exposure risk created by excessive dependence on one counterparty market product or exposure compare concentration risk with the same cohort and period before drawing a conclusion you will see concentration risk in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here concentration risk means risk created by excessive dependence on one counterparty market product or exposure corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law format genre model risk ethics access global context dependent","sn":"Concentration risk","t":"Concentration risk","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/concentration-risk/","ui":"Compare concentration risk with the same cohort and period before drawing a conclusion."},{"a":["product concept"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An early idea describing a potential product, service or solution.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The basic idea before it is built.","i":751,"id":"product.concept","lv":"core","ph":"concept product concept concept product concept concept the basic idea before it is built an early idea describing a potential product service or solution the concept still needs evidence of the problem you will see concept in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here concept means an early idea describing a potential product service or solution product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations equipment technology status decision global context dependent","sn":"Concept","t":"Concept","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/concept/","ui":"The concept still needs evidence of the problem."},{"a":["target drift"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Change in the relationship between inputs and the outcome being predicted.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The pattern the model learned changes over time.","i":752,"id":"product.concept-drift","lv":"specialist","ph":"concept drift target drift concept drift target drift concept drift the pattern the model learned changes over time change in the relationship between inputs and the outcome being predicted fraud behaviour caused concept drift you will see concept drift in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here concept drift means change in the relationship between inputs and the outcome being predicted product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Concept drift","t":"Concept drift","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/concept-drift/","ui":"Fraud behaviour caused concept drift."},{"a":["concept testing"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Research evaluating reactions to an early idea or proposition.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","product","technology","marketing","sales"],"e":"Research evaluating reactions to an early idea or proposition.","i":753,"id":"marketing.concept-test","lv":"core","ph":"concept test concept testing concept test concept testing concept test research evaluating reactions to an early idea or proposition research evaluating reactions to an early idea or proposition which sample and method support the conclusion about concept test you will see concept test in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here concept test means research evaluating reactions to an early idea or proposition marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate product technology marketing sales product discovery product development testing launch operations market research marketing growth reporting format genre model global context dependent","sn":"Concept test","t":"Concept test","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/concept-test/","ui":"Which sample and method support the conclusion about concept test?"},{"a":["validate concept"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Research or testing used to assess whether an early concept is understandable, desirable and credible.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Check whether the idea makes sense and matters.","i":754,"id":"product.concept-validation","lv":"core","ph":"concept validation validate concept concept validation validate concept concept validation check whether the idea makes sense and matters research or testing used to assess whether an early concept is understandable desirable and credible concept validation comes before detailed engineering you will see concept validation in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here concept validation means research or testing used to assess whether an early concept is understandable desirable and credible product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations equipment technology status decision global context dependent","sn":"Concept validation","t":"Concept validation","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/concept-validation/","ui":"Concept validation comes before detailed engineering."},{"a":["use-as-is approval"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Authorisation to use or release output that does not fully conform to specified requirements.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Authorisation to use or release output that does not fully conform to specified requirements.","i":755,"id":"operations.concession","lv":"working","ph":"concession use as is approval concession use as is approval concession authorisation to use or release output that does not fully conform to specified requirements authorisation to use or release output that does not fully conform to specified requirements which version of concession should the board treat as current you will see concession in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here concession means authorisation to use or release output that does not fully conform to specified requirements operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Concession","t":"Concession","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/concession/","ui":"Which version of concession should the board treat as current?"},{"a":["CP"],"amb":["CP"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A condition that must be satisfied before a right, obligation or transaction becomes effective.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A condition that must be satisfied before a right, obligation or transaction becomes effective.","i":756,"id":"governance.condition-precedent","lv":"core","ph":"condition precedent cp condition precedent cp condition precedent a condition that must be satisfied before a right obligation or transaction becomes effective a condition that must be satisfied before a right obligation or transaction becomes effective the draft mentions condition precedent but the scope and jurisdiction are still unclear you will see condition precedent in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here condition precedent means a condition that must be satisfied before a right obligation or transaction becomes effective corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language cp startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Condition precedent","t":"Condition precedent","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/condition-precedent/","ui":"The draft mentions condition precedent, but the scope and jurisdiction are still unclear."},{"a":["subsequent condition"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An event that can end or alter an existing right or obligation.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An event that can end or alter an existing right or obligation.","i":757,"id":"governance.condition-subsequent","lv":"specialist","ph":"condition subsequent subsequent condition condition subsequent subsequent condition condition subsequent an event that can end or alter an existing right or obligation an event that can end or alter an existing right or obligation the draft mentions condition subsequent but the scope and jurisdiction are still unclear you will see condition subsequent in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here condition subsequent means an event that can end or alter an existing right or obligation corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Condition subsequent","t":"Condition subsequent","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/condition-subsequent/","ui":"The draft mentions condition subsequent, but the scope and jurisdiction are still unclear."},{"a":["CPs"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Contractual conditions that must occur before specified obligations or closing take effect.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Required steps before the deal can complete.","i":758,"id":"startup.conditions-precedent","lv":"working","ph":"conditions precedent cps conditions precedent cps conditions precedent required steps before the deal can complete contractual conditions that must occur before specified obligations or closing take effect counsel is tracking the conditions precedent you will see conditions precedent in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here conditions precedent means contractual conditions that must occur before specified obligations or closing take effect startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce right contract law workflow process organisation party global context dependent","sn":"Conditions precedent","t":"Conditions precedent","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/conditions-precedent/","ui":"Counsel is tracking the conditions precedent."},{"a":["investor conference"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Company attendance at an investor or industry conference.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Company attendance at an investor or industry conference.","i":759,"id":"reporting.conference-participation","lv":"core","ph":"conference participation investor conference conference participation investor conference conference participation company attendance at an investor or industry conference company attendance at an investor or industry conference the market will compare conference participation with last quarter so keep the definition stable you will see conference participation in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here conference participation means company attendance at an investor or industry conference corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce organisation party global context dependent","sn":"Conference participation","t":"Conference participation","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/conference-participation/","ui":"The market will compare conference participation with last quarter, so keep the definition stable."},{"a":["CI"],"amb":["CI"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A range expressing uncertainty around an estimated result under a specified statistical method.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","product","technology","marketing","sales"],"e":"A range expressing uncertainty around an estimated result under a specified statistical method.","i":760,"id":"marketing.confidence-interval","lv":"working","ph":"confidence interval ci ci confidence interval confidence interval a range expressing uncertainty around an estimated result under a specified statistical method a range expressing uncertainty around an estimated result under a specified statistical method how are we defining confidence interval in this deck you will see confidence interval in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here confidence interval means a range expressing uncertainty around an estimated result under a specified statistical method marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness continuous integration startup business corporate product technology marketing sales product discovery product development testing launch operations market research marketing growth reporting workflow process format genre model global context dependent","sn":"Confidence interval","t":"Confidence interval","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/confidence-interval/","ui":"How are we defining confidence interval in this deck?"},{"a":["statistical confidence"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The long-run coverage target associated with a confidence interval method.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The long-run coverage target associated with a confidence interval method.","i":761,"id":"marketing.confidence-level","lv":"working","ph":"confidence level statistical confidence confidence level statistical confidence confidence level the long run coverage target associated with a confidence interval method the long run coverage target associated with a confidence interval method can we show the uncertainty around confidence level instead of presenting one clean number you will see confidence level in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here confidence level means the long run coverage target associated with a confidence interval method marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting workflow process format genre model global context dependent","sn":"Confidence level","t":"Confidence level","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/confidence-level/","ui":"Can we show the uncertainty around confidence level instead of presenting one clean number?"},{"a":["CIM","confidential memorandum"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A confidential sale or financing document describing a company, opportunity, financials and transaction process.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A detailed confidential document used in a company sale or financing.","i":762,"id":"bizpitch.confidential-information-memorandum","lv":"working","ph":"confidential information memorandum cim confidential memorandum cim confidential information memorandum confidential memorandum confidential information memorandum a detailed confidential document used in a company sale or financing a confidential sale or financing document describing a company opportunity financials and transaction process buyers will build their first valuation from the confidential information memorandum you will see confidential information memorandum in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here confidential information memorandum means a confidential sale or financing document describing a company opportunity financials and transaction process business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact workflow process organisation party global context dependent","sn":"Confidential information memorandum","t":"Confidential information memorandum","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/confidential-information-memorandum/","ui":"Buyers will build their first valuation from the confidential information memorandum."},{"a":["confidentiality obligation"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"An obligation to protect specified non-public information from unauthorised use or disclosure.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"An obligation to protect specified non-public information from unauthorised use or disclosure.","i":763,"id":"revenue.confidentiality","lv":"core","ph":"confidentiality confidentiality obligation confidentiality confidentiality obligation confidentiality an obligation to protect specified non public information from unauthorised use or disclosure an obligation to protect specified non public information from unauthorised use or disclosure can we state who receives the right created by confidentiality and when it applies you will see confidentiality in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here confidentiality means an obligation to protect specified non public information from unauthorised use or disclosure revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Confidentiality","t":"Confidentiality","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/confidentiality/","ui":"Can we state who receives the right created by confidentiality, and when it applies?"},{"a":["non-disclosure clause"],"amb":["Confidentiality clause"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A term restricting use or disclosure of specified confidential information.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A term restricting use or disclosure of specified confidential information.","i":764,"id":"governance.confidentiality-clause","lv":"core","ph":"confidentiality clause non disclosure clause confidentiality clause non disclosure clause confidentiality clause a term restricting use or disclosure of specified confidential information a term restricting use or disclosure of specified confidential information the draft mentions confidentiality clause but the scope and jurisdiction are still unclear you will see confidentiality clause in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here confidentiality clause means a term restricting use or disclosure of specified confidential information corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language confidentiality provision startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Confidentiality clause","t":"Confidentiality clause","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/confidentiality-clause/","ui":"The draft mentions confidentiality clause, but the scope and jurisdiction are still unclear."},{"a":["confidentiality clause"],"amb":["Confidentiality clause"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A term restricting use or disclosure of specified information.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A rule about keeping information private.","i":765,"id":"startup.confidentiality-provision","lv":"core","ph":"confidentiality provision confidentiality clause confidentiality clause confidentiality provision confidentiality provision a rule about keeping information private a term restricting use or disclosure of specified information the confidentiality provision survives termination you will see confidentiality provision in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet control and investor rights in term sheet control and investor rights a loose definition can change rights obligations approval disclosure or enforceability here confidentiality provision means a term restricting use or disclosure of specified information startups venture and fundraising startup formation venture capital and fundraising term sheet control and investor rights confidentiality clause startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Confidentiality provision","t":"Confidentiality provision","tp":"Term-sheet control & investor rights","tpid":"startup-venture-fundraising.term-sheet-control","u":"terms/confidentiality-provision/","ui":"The confidentiality provision survives termination."},{"a":["CM"],"amb":["CM"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Control of product or system versions, components and approved baselines.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Control of product or system versions, components and approved baselines.","i":766,"id":"operations.configuration-management","lv":"working","ph":"configuration management cm cm configuration management configuration management control of product or system versions components and approved baselines control of product or system versions components and approved baselines keep configuration management on the dashboard but show the definition and reporting period beside it you will see configuration management in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here configuration management means control of product or system versions components and approved baselines operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action contract manufacturer contribution margin business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Configuration management","t":"Configuration management","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/configuration-management/","ui":"Keep configuration management on the dashboard, but show the definition and reporting period beside it."},{"a":["confirmatory DD"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Final verification after key commercial terms are agreed, before closing.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The last fact check before the deal completes.","i":767,"id":"startup.confirmatory-diligence","lv":"working","ph":"confirmatory diligence confirmatory dd confirmatory dd confirmatory diligence confirmatory diligence the last fact check before the deal completes final verification after key commercial terms are agreed before closing confirmatory diligence must not become automatic approval you will see confirmatory diligence in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here confirmatory diligence means final verification after key commercial terms are agreed before closing startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"Confirmatory diligence","t":"Confirmatory diligence","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/confirmatory-diligence/","ui":"Confirmatory diligence must not become automatic approval."},{"a":["guilt copy"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Interface language designed to shame users for declining an option.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Interface language designed to shame users for declining an option.","i":768,"id":"marketing.confirmshaming","lv":"working","ph":"confirmshaming guilt copy confirmshaming guilt copy confirmshaming interface language designed to shame users for declining an option interface language designed to shame users for declining an option can we state who receives the right created by confirmshaming and when it applies you will see confirmshaming in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here confirmshaming means interface language designed to shame users for declining an option marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting role person format genre model organisation party risk ethics access global context dependent","sn":"Confirmshaming","t":"Confirmshaming","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/confirmshaming/","ui":"Can we state who receives the right created by confirmshaming, and when it applies?"},{"a":["conflict"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A situation in which personal or competing interests could impair objective decision-making.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A situation in which personal or competing interests could impair objective decision-making.","i":769,"id":"governance.conflict-of-interest","lv":"core","ph":"conflict of interest conflict conflict conflict of interest conflict of interest a situation in which personal or competing interests could impair objective decision making a situation in which personal or competing interests could impair objective decision making put conflict of interest on the agenda while the board can still influence the decision you will see conflict of interest in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here conflict of interest means a situation in which personal or competing interests could impair objective decision making corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party status decision global context dependent corporate","sn":"Conflict of interest","t":"Conflict of interest","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/conflict-of-interest/","ui":"Put conflict of interest on the agenda while the board can still influence the decision."},{"a":["conflict declaration"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A disclosure of interests that could affect procurement objectivity.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A disclosure of interests that could affect procurement objectivity.","i":770,"id":"operations.conflict-of-interest-declaration","lv":"core","ph":"conflict of interest declaration conflict declaration conflict declaration conflict of interest declaration conflict of interest declaration a disclosure of interests that could affect procurement objectivity a disclosure of interests that could affect procurement objectivity how are we defining conflict of interest declaration in this deck you will see conflict of interest declaration in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here conflict of interest declaration means a disclosure of interests that could affect procurement objectivity operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process status decision global context dependent","sn":"Conflict-of-interest declaration","t":"Conflict-of-interest declaration","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/conflict-of-interest-declaration/","ui":"How are we defining conflict-of-interest declaration in this deck?"},{"a":["conformity"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Fulfilment of a requirement.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Fulfilment of a requirement.","i":771,"id":"operations.conformance","lv":"core","ph":"conformance conformity conformance conformity conformance fulfilment of a requirement fulfilment of a requirement can we distinguish prevention from inspection in the way we handle conformance you will see conformance in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here conformance means fulfilment of a requirement operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Conformance","t":"Conformance","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/conformance/","ui":"Can we distinguish prevention from inspection in the way we handle conformance?"},{"a":["diversified group"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A corporate group operating across several materially different industries or businesses.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A corporate group operating across several materially different industries or businesses.","i":772,"id":"governance.conglomerate","lv":"working","ph":"conglomerate diversified group conglomerate diversified group conglomerate a corporate group operating across several materially different industries or businesses a corporate group operating across several materially different industries or businesses compare conglomerate with the same cohort and period before drawing a conclusion you will see conglomerate in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here conglomerate means a corporate group operating across several materially different industries or businesses corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law organisation party global context dependent","sn":"Conglomerate","t":"Conglomerate","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/conglomerate/","ui":"Compare conglomerate with the same cohort and period before drawing a conclusion."},{"a":["reporting connectivity"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Clear links between financial, sustainability and other disclosures about the same risks and strategy.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Clear links between financial, sustainability and other disclosures about the same risks and strategy.","i":773,"id":"reporting.connected-information","lv":"working","ph":"connected information reporting connectivity connected information reporting connectivity connected information clear links between financial sustainability and other disclosures about the same risks and strategy clear links between financial sustainability and other disclosures about the same risks and strategy can we state who receives the right created by connected information and when it applies you will see connected information in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here connected information means clear links between financial sustainability and other disclosures about the same risks and strategy corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce format genre model risk ethics access global context dependent","sn":"Connected information","t":"Connected information","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/connected-information/","ui":"Can we state who receives the right created by connected information, and when it applies?"},{"a":["integrated materiality"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Linking sustainability materiality conclusions with strategy, risk and financial reporting.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Linking sustainability materiality conclusions with strategy, risk and financial reporting.","i":774,"id":"sustainability.connected-materiality","lv":"working","ph":"connected materiality integrated materiality connected materiality integrated materiality connected materiality linking sustainability materiality conclusions with strategy risk and financial reporting linking sustainability materiality conclusions with strategy risk and financial reporting attach the latest connected materiality to the decision pack before the meeting you will see connected materiality in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here connected materiality means linking sustainability materiality conclusions with strategy risk and financial reporting sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact metric standard specification format genre model risk ethics access global context dependent","sn":"Connected materiality","t":"Connected materiality","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/connected-materiality/","ui":"Attach the latest connected materiality to the decision pack before the meeting."},{"a":["CTV"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Internet-delivered television viewing and advertising on connected devices.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Internet-delivered television viewing and advertising on connected devices.","i":775,"id":"marketing.connected-television","lv":"core","ph":"connected television ctv connected television ctv connected television internet delivered television viewing and advertising on connected devices internet delivered television viewing and advertising on connected devices define connected television before we compare campaign performance you will see connected television in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here connected television means internet delivered television viewing and advertising on connected devices marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Connected television","t":"Connected television","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/connected-television/","ui":"Define connected television before we compare campaign performance."},{"a":["market consensus"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Aggregated analyst estimates or recommendations under a stated method.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Aggregated analyst estimates or recommendations under a stated method.","i":776,"id":"reporting.consensus","lv":"core","ph":"consensus market consensus consensus market consensus consensus aggregated analyst estimates or recommendations under a stated method aggregated analyst estimates or recommendations under a stated method investor relations will rehearse the explanation of consensus before the results call you will see consensus in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here consensus means aggregated analyst estimates or recommendations under a stated method corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce workflow process global context dependent","sn":"Consensus","t":"Consensus","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/consensus/","ui":"Investor relations will rehearse the explanation of consensus before the results call."},{"a":["street consensus"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The aggregated expectation of analysts under a stated method.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The aggregated expectation of analysts under a stated method.","i":777,"id":"reporting.consensus-estimate","lv":"core","ph":"consensus estimate street consensus consensus estimate street consensus consensus estimate the aggregated expectation of analysts under a stated method the aggregated expectation of analysts under a stated method the reader should be able to distinguish consensus estimate from managements interpretation of it you will see consensus estimate in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here consensus estimate means the aggregated expectation of analysts under a stated method corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce workflow process global context dependent","sn":"Consensus estimate","t":"Consensus estimate","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/consensus-estimate/","ui":"The reader should be able to distinguish consensus estimate from management’s interpretation of it."},{"a":["moderated scoring"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A process in which evaluators agree a final score after individual assessment.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A process in which evaluators agree a final score after individual assessment.","i":778,"id":"operations.consensus-scoring","lv":"working","ph":"consensus scoring moderated scoring consensus scoring moderated scoring consensus scoring a process in which evaluators agree a final score after individual assessment a process in which evaluators agree a final score after individual assessment keep consensus scoring on the dashboard but show the definition and reporting period beside it you will see consensus scoring in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here consensus scoring means a process in which evaluators agree a final score after individual assessment operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process status decision global context dependent","sn":"Consensus scoring","t":"Consensus scoring","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/consensus-scoring/","ui":"Keep consensus scoring on the dashboard, but show the definition and reporting period beside it."},{"a":["permission","data consent"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A person's valid permission, whose requirements depend on the applicable law and context.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","marketing","sales","investor","finance","people"],"e":"A person's valid permission, whose requirements depend on the applicable law and context.","i":779,"id":"governance.consent","lv":"core","ph":"consent permission data consent consent data consent permission consent a persons valid permission whose requirements depend on the applicable law and context a persons valid permission whose requirements depend on the applicable law and context can we state who receives the right created by consent and when it applies you will see consent in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here consent means a persons valid permission whose requirements depend on the applicable law and context corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate marketing sales investor finance people market research marketing growth reporting governance contracting compliance risk management role person right contract law equipment technology risk ethics access global context dependent","sn":"Consent","t":"Consent","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/consent/","ui":"Can we state who receives the right created by consent, and when it applies?"},{"a":["consent calendar"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Routine items proposed for approval without individual discussion.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","investor","finance","people"],"e":"Routine items proposed for approval without individual discussion.","i":780,"id":"reporting.consent-agenda","lv":"working","ph":"consent agenda consent calendar consent agenda consent calendar consent agenda routine items proposed for approval without individual discussion routine items proposed for approval without individual discussion the team needs one controlled copy of consent agenda with an owner and date you will see consent agenda in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here consent agenda means routine items proposed for approval without individual discussion corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers startup business corporate investor finance people governance contracting compliance risk management reporting investor relations disclosure document artifact metric standard specification finance commerce organisation party status decision global context dependent corporate","sn":"Consent agenda","t":"Consent agenda","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/consent-agenda/","ui":"The team needs one controlled copy of consent agenda, with an owner and date."},{"a":["consent order"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A court-approved settlement imposing obligations without a contested judgment.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A court-approved settlement imposing obligations without a contested judgment.","i":781,"id":"governance.consent-decree","lv":"specialist","ph":"consent decree consent order consent decree consent order consent decree a court approved settlement imposing obligations without a contested judgment a court approved settlement imposing obligations without a contested judgment counsel wants consent decree clarified before anyone signs you will see consent decree in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here consent decree means a court approved settlement imposing obligations without a contested judgment corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Consent decree","t":"Consent decree","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/consent-decree/","ui":"Counsel wants consent decree clarified before anyone signs."},{"a":["CMP"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Technology used to gather and communicate user consent preferences.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","marketing","sales","investor","finance","people"],"e":"Technology used to gather and communicate user consent preferences.","i":782,"id":"governance.consent-management-platform","lv":"working","ph":"consent management platform cmp cmp consent management platform consent management platform technology used to gather and communicate user consent preferences technology used to gather and communicate user consent preferences attach the latest consent management platform to the decision pack before the meeting you will see consent management platform in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here consent management platform means technology used to gather and communicate user consent preferences corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate marketing sales investor finance people market research marketing growth reporting governance contracting compliance risk management document artifact role person right contract law equipment technology workflow process risk ethics access global context dependent","sn":"Consent-management platform","t":"Consent-management platform","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/consent-management-platform/","ui":"Attach the latest consent-management platform to the decision pack before the meeting."},{"a":["approval right"],"amb":["Approval right","consent right"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A right to approve or veto specified company actions.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","investor","finance","corporate","business","people"],"e":"A right to approve or veto specified company actions.","i":783,"id":"governance.consent-right","lv":"core","ph":"consent right approval right approval right consent right consent right a right to approve or veto specified company actions a right to approve or veto specified company actions can we state who receives the right created by consent right and when it applies you will see consent right in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here consent right means a right to approve or veto specified company actions corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting approval right startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Consent right","t":"Consent right","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/consent-right/","ui":"Can we state who receives the right created by consent right, and when it applies?"},{"a":["consequential loss"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A category of loss whose meaning varies significantly by jurisdiction and drafting.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A category of loss whose meaning varies significantly by jurisdiction and drafting.","i":784,"id":"governance.consequential-damages","lv":"core","ph":"consequential damages consequential loss consequential damages consequential loss consequential damages a category of loss whose meaning varies significantly by jurisdiction and drafting a category of loss whose meaning varies significantly by jurisdiction and drafting the draft mentions consequential damages but the scope and jurisdiction are still unclear you will see consequential damages in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here consequential damages means a category of loss whose meaning varies significantly by jurisdiction and drafting corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Consequential damages","t":"Consequential damages","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/consequential-damages/","ui":"The draft mentions consequential damages, but the scope and jurisdiction are still unclear."},{"a":["purchase consideration"],"amb":["consideration"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The degree to which a brand is among options a person might choose.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The degree to which a brand is among options a person might choose.","i":785,"id":"marketing.consideration","lv":"core","ph":"consideration purchase consideration consideration purchase consideration consideration the degree to which a brand is among options a person might choose the degree to which a brand is among options a person might choose keep consideration on the dashboard but show the definition and reporting period beside it you will see consideration in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here consideration means the degree to which a brand is among options a person might choose marketing brand and growth brand marketing media and growth research awareness and brand tracking brand consideration startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model global context dependent","sn":"Consideration","t":"Consideration","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/consideration/","ui":"Keep consideration on the dashboard, but show the definition and reporting period beside it."},{"a":["middle of funnel"],"amb":["middle of funnel"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A stage in which the audience evaluates approaches or options.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A stage in which the audience evaluates approaches or options.","i":786,"id":"marketing.consideration-stage","lv":"core","ph":"consideration stage middle of funnel consideration stage middle of funnel consideration stage a stage in which the audience evaluates approaches or options a stage in which the audience evaluates approaches or options compare consideration stage with the same cohort and period before drawing a conclusion you will see consideration stage in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here consideration stage means a stage in which the audience evaluates approaches or options marketing brand and growth brand marketing media and growth marketing strategy and planning middle of funnel startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model status decision global context dependent","sn":"Consideration stage","t":"Consideration stage","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/consideration-stage/","ui":"Compare consideration stage with the same cohort and period before drawing a conclusion."},{"a":["recipient"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The party named to receive goods.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The party named to receive goods.","i":787,"id":"operations.consignee","lv":"working","ph":"consignee recipient consignee recipient consignee the party named to receive goods the party named to receive goods the weekly review should track consignee against the same process definition you will see consignee in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here consignee means the party named to receive goods operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Consignee","t":"Consignee","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/consignee/","ui":"The weekly review should track consignee against the same process definition."},{"a":["shipper"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The party sending goods.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The party sending goods.","i":788,"id":"operations.consignor","lv":"working","ph":"consignor shipper consignor shipper consignor the party sending goods the party sending goods the weekly review should track consignor against the same process definition you will see consignor in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here consignor means the party sending goods operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Consignor","t":"Consignor","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/consignor/","ui":"The weekly review should track consignor against the same process definition."},{"a":["consistent treatment","reporting consistency"],"amb":["consistency"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Use of stable definitions and methods across reports, unless changes are explained.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","finance","investor"],"e":"Use of stable definitions and methods across reports, unless changes are explained.","i":789,"id":"reporting.consistency","lv":"core","ph":"consistency consistent treatment reporting consistency consistency consistent treatment reporting consistency consistency use of stable definitions and methods across reports unless changes are explained use of stable definitions and methods across reports unless changes are explained can we circulate consistency with the assumptions and open questions marked you will see consistency in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here consistency means use of stable definitions and methods across reports unless changes are explained corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct brand consistency startup business corporate finance investor accounting planning forecasting valuation reporting financing governance investor relations disclosure document artifact metric standard specification finance commerce workflow process global context dependent","sn":"Consistency","t":"Consistency","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/consistency/","ui":"Can we circulate consistency with the assumptions and open questions marked?"},{"a":["group accounts"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Financial statements presenting a parent and controlled entities as one economic group.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Financial statements presenting a parent and controlled entities as one economic group.","i":790,"id":"bizfinance.consolidated-financial-statements","lv":"core","ph":"consolidated financial statements group accounts consolidated financial statements group accounts consolidated financial statements financial statements presenting a parent and controlled entities as one economic group financial statements presenting a parent and controlled entities as one economic group the team needs one controlled copy of consolidated financial statements with an owner and date you will see consolidated financial statements in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here consolidated financial statements means financial statements presenting a parent and controlled entities as one economic group finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Consolidated financial statements","t":"Consolidated financial statements","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/consolidated-financial-statements/","ui":"The team needs one controlled copy of consolidated financial statements, with an owner and date."},{"a":["currency-neutral"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A non-GAAP or alternative analysis removing specified currency effects under a disclosed method.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A non-GAAP or alternative analysis removing specified currency effects under a disclosed method.","i":791,"id":"bizfinance.constant-currency","lv":"working","ph":"constant currency currency neutral constant currency currency neutral constant currency a non gaap or alternative analysis removing specified currency effects under a disclosed method a non gaap or alternative analysis removing specified currency effects under a disclosed method finance needs to reconcile constant currency before the numbers are released you will see constant currency in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here constant currency means a non gaap or alternative analysis removing specified currency effects under a disclosed method finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process status decision global context dependent","sn":"Constant currency","t":"Constant currency","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/constant-currency/","ui":"Finance needs to reconcile constant currency before the numbers are released."},{"a":["CC growth","currency-neutral growth"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Growth calculated after removing specified foreign-exchange effects.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","sales","finance","product","investor"],"e":"Growth calculated after removing specified foreign-exchange effects.","i":792,"id":"reporting.constant-currency-growth","lv":"core","ph":"constant currency growth cc growth currency neutral growth cc growth constant currency growth currency neutral growth constant currency growth growth calculated after removing specified foreign exchange effects growth calculated after removing specified foreign exchange effects the reader should be able to distinguish constant currency growth from managements interpretation of it you will see constant currency growth in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here constant currency growth means growth calculated after removing specified foreign exchange effects corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance startup business corporate sales finance product investor go to market sales contracting customer success renewal reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Constant-currency growth","t":"Constant-currency growth","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/constant-currency-growth/","ui":"The reader should be able to distinguish constant-currency growth from management’s interpretation of it."},{"a":["limiting condition","product constraint","limiting factor"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Any factor that limits achievement of a goal or flow.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","investor","sales","product","technology","operations","procurement"],"e":"Any factor that limits achievement of a goal or flow.","i":793,"id":"operations.constraint","lv":"core","ph":"constraint limiting condition product constraint limiting factor constraint limiting condition limiting factor product constraint constraint any factor that limits achievement of a goal or flow any factor that limits achievement of a goal or flow the number is useful only if everyone calculates constraint the same way you will see constraint in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here constraint means any factor that limits achievement of a goal or flow operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints startup business corporate investor sales product technology operations procurement planning pitching submission decision product discovery product development testing launch operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Constraint","t":"Constraint","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/constraint/","ui":"The number is useful only if everyone calculates constraint the same way."},{"a":["advisory selling"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A sales approach based on inquiry, diagnosis and advice rather than a product-first pitch.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A sales approach based on inquiry, diagnosis and advice rather than a product-first pitch.","i":794,"id":"revenue.consultative-selling","lv":"core","ph":"consultative selling advisory selling advisory selling consultative selling consultative selling a sales approach based on inquiry diagnosis and advice rather than a product first pitch a sales approach based on inquiry diagnosis and advice rather than a product first pitch the account plan should show how consultative selling affects the next step you will see consultative selling in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here consultative selling means a sales approach based on inquiry diagnosis and advice rather than a product first pitch revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce workflow process global context dependent","sn":"Consultative selling","t":"Consultative selling","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/consultative-selling/","ui":"The account plan should show how consultative selling affects the next step."},{"a":["consultancy agreement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contract for advisory or professional services.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A contract for advisory or professional services.","i":795,"id":"governance.consulting-agreement","lv":"core","ph":"consulting agreement consultancy agreement consultancy agreement consulting agreement consulting agreement a contract for advisory or professional services a contract for advisory or professional services counsel wants consulting agreement clarified before anyone signs you will see consulting agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here consulting agreement means a contract for advisory or professional services corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Consulting agreement","t":"Consulting agreement","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/consulting-agreement/","ui":"Counsel wants consulting agreement clarified before anyone signs."},{"a":["C2C"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model enabling transactions or exchange between individual consumers.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A platform helps individuals transact with one another.","i":796,"id":"strategy.consumer-to-consumer","lv":"working","ph":"consumer to consumer c 2 c c 2 c consumer to consumer consumer to consumer a platform helps individuals transact with one another a model enabling transactions or exchange between individual consumers trust and liquidity drive the c 2 c marketplace you will see consumer to consumer in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here consumer to consumer means a model enabling transactions or exchange between individual consumers strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Consumer-to-consumer","t":"Consumer-to-consumer","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/consumer-to-consumer/","ui":"Trust and liquidity drive the C2C marketplace."},{"a":["contact page"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A closing slide giving names and contact routes for follow-up.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The final slide that tells people how to reach you.","i":797,"id":"bizpitch.contact-slide","lv":"core","ph":"contact slide contact page contact page contact slide contact slide the final slide that tells people how to reach you a closing slide giving names and contact routes for follow up keep the contact slide visible during questions you will see contact slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here contact slide means a closing slide giving names and contact routes for follow up business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Contact slide","t":"Contact slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/contact-slide/","ui":"Keep the contact slide visible during questions."},{"a":["interim containment"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Immediate action limiting the spread or impact of a defect while a lasting fix is developed.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Immediate action limiting the spread or impact of a defect while a lasting fix is developed.","i":798,"id":"operations.containment","lv":"core","ph":"containment interim containment containment interim containment containment immediate action limiting the spread or impact of a defect while a lasting fix is developed immediate action limiting the spread or impact of a defect while a lasting fix is developed show where containment happens in the operating model and who receives the handoff you will see containment in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here containment means immediate action limiting the spread or impact of a defect while a lasting fix is developed operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process risk ethics access global context dependent","sn":"Containment","t":"Containment","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/containment/","ui":"Show where containment happens in the operating model and who receives the handoff."},{"a":["content growth loop"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A loop in which created or user-generated content attracts further users or activity.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A loop in which created or user-generated content attracts further users or activity.","i":799,"id":"marketing.content-loop","lv":"working","ph":"content loop content growth loop content growth loop content loop content loop a loop in which created or user generated content attracts further users or activity a loop in which created or user generated content attracts further users or activity compare content loop with the baseline cohort before calling it growth you will see content loop in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here content loop means a loop in which created or user generated content attracts further users or activity marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model global context dependent","sn":"Content loop","t":"Content loop","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/content-loop/","ui":"Compare content loop with the baseline cohort before calling it growth."},{"a":["inbound content"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Creating and distributing useful content to attract, educate or retain an audience.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Creating and distributing useful content to attract, educate or retain an audience.","i":800,"id":"marketing.content-marketing","lv":"core","ph":"content marketing inbound content content marketing inbound content content marketing creating and distributing useful content to attract educate or retain an audience creating and distributing useful content to attract educate or retain an audience which audience channel and period does content marketing cover you will see content marketing in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here content marketing means creating and distributing useful content to attract educate or retain an audience marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Content marketing","t":"Content marketing","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/content-marketing/","ui":"Which audience, channel and period does content marketing cover?"},{"a":["editorial pillar"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A recurring strategic theme around which content is organised.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A recurring strategic theme around which content is organised.","i":801,"id":"marketing.content-pillar","lv":"core","ph":"content pillar editorial pillar content pillar editorial pillar content pillar a recurring strategic theme around which content is organised a recurring strategic theme around which content is organised which audience channel and period does content pillar cover you will see content pillar in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here content pillar means a recurring strategic theme around which content is organised marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Content pillar","t":"Content pillar","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/content-pillar/","ui":"Which audience, channel and period does content pillar cover?"},{"a":["editorial plan"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A schedule and specification for producing and publishing content.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A schedule and specification for producing and publishing content.","i":802,"id":"marketing.content-plan","lv":"core","ph":"content plan editorial plan content plan editorial plan content plan a schedule and specification for producing and publishing content a schedule and specification for producing and publishing content which version of content plan should the board treat as current you will see content plan in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here content plan means a schedule and specification for producing and publishing content marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting document artifact metric standard specification format genre model global context dependent","sn":"Content plan","t":"Content plan","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/content-plan/","ui":"Which version of content plan should the board treat as current?"},{"a":["editorial strategy"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The choices governing what content is made, for whom, why and how it is distributed.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The choices governing what content is made, for whom, why and how it is distributed.","i":803,"id":"marketing.content-strategy","lv":"core","ph":"content strategy editorial strategy content strategy editorial strategy content strategy the choices governing what content is made for whom why and how it is distributed the choices governing what content is made for whom why and how it is distributed define content strategy before we compare campaign performance you will see content strategy in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here content strategy means the choices governing what content is made for whom why and how it is distributed marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Content strategy","t":"Content strategy","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/content-strategy/","ui":"Define content strategy before we compare campaign performance."},{"a":["model context"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The amount of input and prior content a model can consider in one interaction.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"How much information the model can look at at once.","i":804,"id":"product.context-window","lv":"working","ph":"context window model context context window model context context window how much information the model can look at at once the amount of input and prior content a model can consider in one interaction the document exceeds the models context window you will see context window in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here context window means the amount of input and prior content a model can consider in one interaction product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model global context dependent","sn":"Context window","t":"Context window","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/context-window/","ui":"The document exceeds the model's context window."},{"a":["field study"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Observation and questioning of people while they perform work in its natural context.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Watch people do the real task and ask why.","i":805,"id":"product.contextual-inquiry","lv":"working","ph":"contextual inquiry field study contextual inquiry field study contextual inquiry watch people do the real task and ask why observation and questioning of people while they perform work in its natural context contextual inquiry revealed three undocumented handoffs you will see contextual inquiry in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here contextual inquiry means observation and questioning of people while they perform work in its natural context product technology and innovation product management technology and innovation product discovery and research startup business corporate product technology product discovery product development testing launch operations document artifact equipment technology global context dependent","sn":"Contextual inquiry","t":"Contextual inquiry","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/contextual-inquiry/","ui":"Contextual inquiry revealed three undocumented handoffs."},{"a":["contingent matter"],"amb":["Contingency"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A possible outcome dependent on uncertain future events.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A possible outcome dependent on uncertain future events.","i":806,"id":"bizfinance.contingency.finance-accounting-valuation-accounting-policy","lv":"core","ph":"contingency contingent matter contingency contingent matter contingency a possible outcome dependent on uncertain future events a possible outcome dependent on uncertain future events which accounting policy governs contingency you will see contingency in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here contingency means a possible outcome dependent on uncertain future events finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments contingency contingent liability startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Contingency","t":"Contingency","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/contingency--bizfinance-contingency-finance-accounting-valuation-accounting-policy/","ui":"Which accounting policy governs contingency?"},{"a":["contingency reserve"],"amb":["Contingency"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Budget or resource reserved for uncertainty or unexpected requirements.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Budget or resource reserved for uncertainty or unexpected requirements.","i":807,"id":"bizfinance.contingency.finance-accounting-valuation-planning-forecasting","lv":"core","ph":"contingency contingency reserve contingency contingency reserve contingency budget or resource reserved for uncertainty or unexpected requirements budget or resource reserved for uncertainty or unexpected requirements can you walk me through how contingency works in the model you will see contingency in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here contingency means budget or resource reserved for uncertainty or unexpected requirements finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios contingency contingent liability startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Contingency","t":"Contingency","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/contingency--bizfinance-contingency-finance-accounting-valuation-planning-forecasting/","ui":"Can you walk me through how contingency works in the model?"},{"a":["fallback plan"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A prepared alternative course of action for a possible disruption.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A prepared alternative course of action for a possible disruption.","i":808,"id":"operations.contingency-plan","lv":"core","ph":"contingency plan fallback plan contingency plan fallback plan contingency plan a prepared alternative course of action for a possible disruption a prepared alternative course of action for a possible disruption the control is not complete until we can evidence how contingency plan is monitored you will see contingency plan in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here contingency plan means a prepared alternative course of action for a possible disruption operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Contingency plan","t":"Contingency plan","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/contingency-plan/","ui":"The control is not complete until we can evidence how contingency plan is monitored."},{"a":["contractor mix"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Contingent workers divided by the defined total workforce.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Contingent workers divided by the defined total workforce.","i":809,"id":"people.contingent-labour-ratio","lv":"working","ph":"contingent labour ratio contractor mix contingent labour ratio contractor mix contingent labour ratio contingent workers divided by the defined total workforce contingent workers divided by the defined total workforce keep contingent labour ratio on the dashboard but show the definition and reporting period beside it you will see contingent labour ratio in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here contingent labour ratio means contingent workers divided by the defined total workforce people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification role person organisation party global context dependent","sn":"Contingent-labour ratio","t":"Contingent-labour ratio","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/contingent-labour-ratio/","ui":"Keep contingent-labour ratio on the dashboard, but show the definition and reporting period beside it."},{"a":["contingency"],"amb":["Contingency"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A possible obligation, or a present obligation not recognised because specified criteria are not met.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A possible obligation, or a present obligation not recognised because specified criteria are not met.","i":810,"id":"bizfinance.contingent-liability","lv":"working","ph":"contingent liability contingency contingency contingent liability contingent liability a possible obligation or a present obligation not recognised because specified criteria are not met a possible obligation or a present obligation not recognised because specified criteria are not met do not describe contingent liability as agreed until the operative document says so you will see contingent liability in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here contingent liability means a possible obligation or a present obligation not recognised because specified criteria are not met finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity contingency contingency startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce right contract law global context dependent","sn":"Contingent liability","t":"Contingent liability","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/contingent-liability/","ui":"Do not describe contingent liability as agreed until the operative document says so."},{"a":["contingent labour"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A worker engaged under a non-permanent or alternative arrangement.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A worker engaged under a non-permanent or alternative arrangement.","i":811,"id":"people.contingent-worker","lv":"working","ph":"contingent worker contingent labour contingent labour contingent worker contingent worker a worker engaged under a non permanent or alternative arrangement a worker engaged under a non permanent or alternative arrangement can we test the claim about contingent worker against employee data and lived experience you will see contingent worker in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here contingent worker means a worker engaged under a non permanent or alternative arrangement people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact role person workflow process organisation party global context dependent","sn":"Contingent worker","t":"Contingent worker","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/contingent-worker/","ui":"Can we test the claim about contingent worker against employee data and lived experience?"},{"a":["COOP"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The ability and plans to sustain essential functions through disruption.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The ability and plans to sustain essential functions through disruption.","i":812,"id":"operations.continuity-of-operations","lv":"working","ph":"continuity of operations coop continuity of operations coop continuity of operations the ability and plans to sustain essential functions through disruption the ability and plans to sustain essential functions through disruption compare continuity of operations with the same cohort and period before drawing a conclusion you will see continuity of operations in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here continuity of operations means the ability and plans to sustain essential functions through disruption operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Continuity of operations","t":"Continuity of operations","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/continuity-of-operations/","ui":"Compare continuity of operations with the same cohort and period before drawing a conclusion."},{"a":["resilience strategy"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The chosen approach for maintaining or recovering critical activities.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The chosen approach for maintaining or recovering critical activities.","i":813,"id":"operations.continuity-strategy","lv":"core","ph":"continuity strategy resilience strategy continuity strategy resilience strategy continuity strategy the chosen approach for maintaining or recovering critical activities the chosen approach for maintaining or recovering critical activities the board will ask what happens if continuity strategy moves outside tolerance you will see continuity strategy in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here continuity strategy means the chosen approach for maintaining or recovering critical activities operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process format genre model global context dependent","sn":"Continuity strategy","t":"Continuity strategy","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/continuity-strategy/","ui":"The board will ask what happens if continuity strategy moves outside tolerance."},{"a":["CD"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A practice keeping software in a releasable state through automated build, test and deployment processes.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Keep software ready to release safely at any time.","i":814,"id":"product.continuous-delivery","lv":"core","ph":"continuous delivery cd cd continuous delivery continuous delivery keep software ready to release safely at any time a practice keeping software in a releasable state through automated build test and deployment processes continuous delivery is not the same as releasing every change automatically you will see continuous delivery in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here continuous delivery means a practice keeping software in a releasable state through automated build test and deployment processes product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations equipment technology workflow process global context dependent","sn":"Continuous delivery","t":"Continuous delivery","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/continuous-delivery/","ui":"Continuous delivery is not the same as releasing every change automatically."},{"a":["automated deployment"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Automatic release of every change that passes required checks into production.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Approved code changes go live automatically.","i":815,"id":"product.continuous-deployment","lv":"working","ph":"continuous deployment automated deployment automated deployment continuous deployment continuous deployment approved code changes go live automatically automatic release of every change that passes required checks into production continuous deployment requires strong monitoring and rollback you will see continuous deployment in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here continuous deployment means automatic release of every change that passes required checks into production product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations equipment technology status decision global context dependent","sn":"Continuous deployment","t":"Continuous deployment","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/continuous-deployment/","ui":"Continuous deployment requires strong monitoring and rollback."},{"a":["ongoing disclosure"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"An obligation to promptly disclose specified material information on an ongoing basis.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"An obligation to promptly disclose specified material information on an ongoing basis.","i":816,"id":"reporting.continuous-disclosure","lv":"core","ph":"continuous disclosure ongoing disclosure continuous disclosure ongoing disclosure continuous disclosure an obligation to promptly disclose specified material information on an ongoing basis an obligation to promptly disclose specified material information on an ongoing basis counsel wants continuous disclosure clarified before anyone signs you will see continuous disclosure in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here continuous disclosure means an obligation to promptly disclose specified material information on an ongoing basis corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce status decision global context dependent","sn":"Continuous disclosure","t":"Continuous disclosure","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/continuous-disclosure/","ui":"Counsel wants continuous disclosure clarified before anyone signs."},{"a":["continuous product discovery"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A regular practice of customer learning and testing integrated into product work.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Keep learning from customers every week, not only at the start.","i":817,"id":"product.continuous-discovery","lv":"working","ph":"continuous discovery continuous product discovery continuous discovery continuous product discovery continuous discovery keep learning from customers every week not only at the start a regular practice of customer learning and testing integrated into product work continuous discovery revealed a different buyer workflow you will see continuous discovery in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here continuous discovery means a regular practice of customer learning and testing integrated into product work product technology and innovation product management technology and innovation product discovery and research startup business corporate product technology product discovery product development testing launch operations metric standard specification role person equipment technology global context dependent","sn":"Continuous discovery","t":"Continuous discovery","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/continuous-discovery/","ui":"Continuous discovery revealed a different buyer workflow."},{"a":["continual improvement"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Ongoing incremental effort to improve quality, cost, speed or reliability.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Ongoing incremental effort to improve quality, cost, speed or reliability.","i":818,"id":"operations.continuous-improvement","lv":"core","ph":"continuous improvement continual improvement continual improvement continuous improvement continuous improvement ongoing incremental effort to improve quality cost speed or reliability ongoing incremental effort to improve quality cost speed or reliability the draft mentions continuous improvement but the scope and jurisdiction are still unclear you will see continuous improvement in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here continuous improvement means ongoing incremental effort to improve quality cost speed or reliability operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification right contract law workflow process global context dependent","sn":"Continuous improvement","t":"Continuous improvement","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/continuous-improvement/","ui":"The draft mentions continuous improvement, but the scope and jurisdiction are still unclear."},{"a":["CI"],"amb":["CI"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Automated building and testing of code changes as they are integrated.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Automatically check code whenever changes are combined.","i":819,"id":"product.continuous-integration","lv":"core","ph":"continuous integration ci ci continuous integration continuous integration automatically check code whenever changes are combined automated building and testing of code changes as they are integrated continuous integration catches the regression before release you will see continuous integration in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here continuous integration means automated building and testing of code changes as they are integrated product technology and innovation product management technology and innovation software delivery and architecture confidence interval startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology global context dependent","sn":"Continuous integration","t":"Continuous integration","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/continuous-integration/","ui":"Continuous integration catches the regression before release."},{"a":["agreement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A legally enforceable agreement, subject to the requirements of applicable law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A legally enforceable agreement, subject to the requirements of applicable law.","i":820,"id":"governance.contract","lv":"core","ph":"contract agreement agreement contract contract a legally enforceable agreement subject to the requirements of applicable law a legally enforceable agreement subject to the requirements of applicable law do not describe contract as agreed until the operative document says so you will see contract in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here contract means a legally enforceable agreement subject to the requirements of applicable law corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Contract","t":"Contract","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/contract/","ui":"Do not describe contract as agreed until the operative document says so."},{"a":["award"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The buyer's formal selection and commitment to a supplier, subject to required steps.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The buyer's formal selection and commitment to a supplier, subject to required steps.","i":821,"id":"operations.contract-award","lv":"core","ph":"contract award award award contract award contract award the buyers formal selection and commitment to a supplier subject to required steps the buyers formal selection and commitment to a supplier subject to required steps counsel wants contract award clarified before anyone signs you will see contract award in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here contract award means the buyers formal selection and commitment to a supplier subject to required steps operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification role person right contract law workflow process status decision global context dependent","sn":"Contract award","t":"Contract award","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/contract-award/","ui":"Counsel wants contract award clarified before anyone signs."},{"a":["CM"],"amb":["CM"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A company producing goods for another company under contract.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A company producing goods for another company under contract.","i":822,"id":"operations.contract-manufacturer","lv":"core","ph":"contract manufacturer cm cm contract manufacturer contract manufacturer a company producing goods for another company under contract a company producing goods for another company under contract can we state who receives the right created by contract manufacturer and when it applies you will see contract manufacturer in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here contract manufacturer means a company producing goods for another company under contract operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks configuration management contribution margin business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification right contract law workflow process organisation party global context dependent","sn":"Contract manufacturer","t":"Contract manufacturer","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/contract-manufacturer/","ui":"Can we state who receives the right created by contract manufacturer, and when it applies?"},{"a":["committed expansion"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Additional value already committed within an existing customer contract.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Additional value already committed within an existing customer contract.","i":823,"id":"revenue.contracted-expansion","lv":"working","ph":"contracted expansion committed expansion committed expansion contracted expansion contracted expansion additional value already committed within an existing customer contract additional value already committed within an existing customer contract compare contracted expansion with the same cohort and period before drawing a conclusion you will see contracted expansion in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here contracted expansion means additional value already committed within an existing customer contract revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal document artifact role person finance commerce right contract law global context dependent","sn":"Contracted expansion","t":"Contracted expansion","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/contracted-expansion/","ui":"Compare contracted expansion with the same cohort and period before drawing a conclusion."},{"a":["contracted value"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Revenue value covered by signed customer contracts, with timing and recognition still dependent on terms and policy.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Revenue value covered by signed customer contracts, with timing and recognition still dependent on terms and policy.","i":824,"id":"revenue.contracted-revenue","lv":"working","ph":"contracted revenue contracted value contracted revenue contracted value contracted revenue revenue value covered by signed customer contracts with timing and recognition still dependent on terms and policy revenue value covered by signed customer contracts with timing and recognition still dependent on terms and policy the number is useful only if everyone calculates contracted revenue the same way you will see contracted revenue in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here contracted revenue means revenue value covered by signed customer contracts with timing and recognition still dependent on terms and policy revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics startup business corporate sales finance product go to market sales contracting customer success renewal document artifact metric standard specification role person finance commerce right contract law global context dependent","sn":"Contracted revenue","t":"Contracted revenue","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/contracted-revenue/","ui":"The number is useful only if everyone calculates contracted revenue the same way."},{"a":["downgrade"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Reduction in recurring revenue from an existing customer without complete churn.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Reduction in recurring revenue from an existing customer without complete churn.","i":825,"id":"revenue.contraction","lv":"core","ph":"contraction downgrade contraction downgrade contraction reduction in recurring revenue from an existing customer without complete churn reduction in recurring revenue from an existing customer without complete churn how are we defining contraction in this deck you will see contraction in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here contraction means reduction in recurring revenue from an existing customer without complete churn revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal document artifact role person finance commerce right contract law global context dependent","sn":"Contraction","t":"Contraction","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/contraction/","ui":"How are we defining contraction in this deck?"},{"a":["independent contractor"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A non-employee engaged to provide services, subject to classification law.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A non-employee engaged to provide services, subject to classification law.","i":826,"id":"people.contractor","lv":"core","ph":"contractor independent contractor contractor independent contractor contractor a non employee engaged to provide services subject to classification law a non employee engaged to provide services subject to classification law can we test the claim about contractor against employee data and lived experience you will see contractor in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here contractor means a non employee engaged to provide services subject to classification law people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact role person right contract law workflow process organisation party global context dependent","sn":"Contractor","t":"Contractor","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/contractor/","ui":"Can we test the claim about contractor against employee data and lived experience?"},{"a":["contribution profit"],"amb":["Contribution","contribution profit"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Revenue remaining after specified variable or direct costs.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Revenue remaining after specified variable or direct costs.","i":827,"id":"bizfinance.contribution","lv":"core","ph":"contribution contribution profit contribution contribution profit contribution revenue remaining after specified variable or direct costs revenue remaining after specified variable or direct costs the number is useful only if everyone calculates contribution the same way you will see contribution in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here contribution means revenue remaining after specified variable or direct costs finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics contribution profit startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Contribution","t":"Contribution","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/contribution/","ui":"The number is useful only if everyone calculates contribution the same way."},{"a":["CM"],"amb":["CM"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Revenue minus specified variable or directly attributable costs, expressed in amount or percentage.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Revenue minus specified variable or directly attributable costs, expressed in amount or percentage.","i":828,"id":"bizfinance.contribution-margin","lv":"core","ph":"contribution margin cm cm contribution margin contribution margin revenue minus specified variable or directly attributable costs expressed in amount or percentage revenue minus specified variable or directly attributable costs expressed in amount or percentage how are we defining contribution margin in this deck you will see contribution margin in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here contribution margin means revenue minus specified variable or directly attributable costs expressed in amount or percentage finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics gross margin configuration management contract manufacturer startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Contribution margin","t":"Contribution margin","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/contribution-margin/","ui":"How are we defining contribution margin in this deck?"},{"a":["CMR"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Contribution margin divided by revenue.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Contribution margin divided by revenue.","i":829,"id":"bizfinance.contribution-margin-ratio","lv":"working","ph":"contribution margin ratio cmr cmr contribution margin ratio contribution margin ratio contribution margin divided by revenue contribution margin divided by revenue the number is useful only if everyone calculates contribution margin ratio the same way you will see contribution margin ratio in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here contribution margin ratio means contribution margin divided by revenue finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Contribution margin ratio","t":"Contribution margin ratio","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/contribution-margin-ratio/","ui":"The number is useful only if everyone calculates contribution margin ratio the same way."},{"a":["contribution"],"amb":["Contribution","contribution profit"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Revenue minus costs classified as variable or directly attributable under the company's stated method.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Revenue minus costs classified as variable or directly attributable under the company's stated method.","i":830,"id":"bizfinance.contribution-profit","lv":"working","ph":"contribution profit contribution contribution contribution profit contribution profit revenue minus costs classified as variable or directly attributable under the companys stated method revenue minus costs classified as variable or directly attributable under the companys stated method which version of contribution profit should the board treat as current you will see contribution profit in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here contribution profit means revenue minus costs classified as variable or directly attributable under the companys stated method finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit contribution startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process organisation party global context dependent","sn":"Contribution profit","t":"Contribution profit","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/contribution-profit/","ui":"Which version of contribution profit should the board treat as current?"},{"a":["internal control"],"amb":["Control"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A measure designed to prevent, detect or correct risk or error.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A measure designed to prevent, detect or correct risk or error.","i":831,"id":"governance.control","lv":"core","ph":"control internal control control internal control control a measure designed to prevent detect or correct risk or error a measure designed to prevent detect or correct risk or error add control to the risk register with an owner and mitigation you will see control in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here control means a measure designed to prevent detect or correct risk or error corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls control group startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law risk ethics access global context dependent business foundation corporate","sn":"Control","t":"Control","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/control/","ui":"Add control to the risk register with an owner and mitigation."},{"a":["process-control chart"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A time-ordered chart with statistical limits used to distinguish process variation.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A time-ordered chart with statistical limits used to distinguish process variation.","i":832,"id":"operations.control-chart","lv":"working","ph":"control chart process control chart control chart process control chart control chart a time ordered chart with statistical limits used to distinguish process variation a time ordered chart with statistical limits used to distinguish process variation attach the latest control chart to the decision pack before the meeting you will see control chart in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here control chart means a time ordered chart with statistical limits used to distinguish process variation operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Control chart","t":"Control chart","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/control-chart/","ui":"Attach the latest control chart to the decision pack before the meeting."},{"a":["control gap"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A weakness in control design or operation.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A weakness in control design or operation.","i":833,"id":"governance.control-deficiency","lv":"core","ph":"control deficiency control gap control deficiency control gap control deficiency a weakness in control design or operation a weakness in control design or operation compare control deficiency with the same cohort and period before drawing a conclusion you will see control deficiency in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here control deficiency means a weakness in control design or operation corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law risk ethics access global context dependent","sn":"Control deficiency","t":"Control deficiency","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/control-deficiency/","ui":"Compare control deficiency with the same cohort and period before drawing a conclusion."},{"a":["design adequacy"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Whether a control, if performed as intended, could address the stated risk.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Whether a control, if performed as intended, could address the stated risk.","i":834,"id":"governance.control-design","lv":"working","ph":"control design design adequacy control design design adequacy control design whether a control if performed as intended could address the stated risk whether a control if performed as intended could address the stated risk add control design to the risk register with an owner and mitigation you will see control design in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here control design means whether a control if performed as intended could address the stated risk corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law risk ethics access global context dependent","sn":"Control design","t":"Control design","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/control-design/","ui":"Add control design to the risk register with an owner and mitigation."},{"a":["reporting controls"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The governance, systems and behaviour supporting reliable reporting.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The governance, systems and behaviour supporting reliable reporting.","i":835,"id":"sustainability.control-environment","lv":"core","ph":"control environment reporting controls control environment reporting controls control environment the governance systems and behaviour supporting reliable reporting the governance systems and behaviour supporting reliable reporting attach the latest control environment to the decision pack before the meeting you will see control environment in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here control environment means the governance systems and behaviour supporting reliable reporting sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact equipment technology risk ethics access global context dependent corporate","sn":"Control environment","t":"Control environment","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/control-environment/","ui":"Attach the latest control environment to the decision pack before the meeting."},{"a":["control"],"amb":["Control","Control group"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The group that does not receive the tested intervention or receives the current experience.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The comparison group used to see what would happen without the change.","i":836,"id":"product.control-group","lv":"core","ph":"control group control control control group control group the comparison group used to see what would happen without the change the group that does not receive the tested intervention or receives the current experience keep the control group stable during the experiment you will see control group in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here control group means the group that does not receive the tested intervention or receives the current experience product technology and innovation product management technology and innovation experiments testing and rollout control holdout group startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Control group","t":"Control group","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/control-group/","ui":"Keep the control group stable during the experiment."},{"a":["control accountable"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The person accountable for a control's design and operation.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people","operations"],"e":"The person accountable for a control's design and operation.","i":837,"id":"governance.control-owner","lv":"core","ph":"control owner control accountable control accountable control owner control owner the person accountable for a controls design and operation the person accountable for a controls design and operation how are we defining control owner in this deck you will see control owner in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here control owner means the person accountable for a controls design and operation corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people operations governance contracting compliance risk management reporting people planning employment performance management change management metric standard specification role person right contract law risk ethics access global context dependent","sn":"Control owner","t":"Control owner","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/control-owner/","ui":"How are we defining control owner in this deck?"},{"a":["process control"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A step where a check or approval is performed to manage risk or quality.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A step where a check or approval is performed to manage risk or quality.","i":838,"id":"operations.control-point","lv":"core","ph":"control point process control control point process control control point a step where a check or approval is performed to manage risk or quality a step where a check or approval is performed to manage risk or quality can we remove the ambiguity around control point before the process changes you will see control point in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here control point means a step where a check or approval is performed to manage risk or quality operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process risk ethics access status decision global context dependent","sn":"Control point","t":"Control point","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/control-point/","ui":"Can we remove the ambiguity around control point before the process changes?"},{"a":["takeover premium"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Additional value attributed to obtaining control compared with a minority interest.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Additional value attributed to obtaining control compared with a minority interest.","i":839,"id":"bizfinance.control-premium","lv":"working","ph":"control premium takeover premium control premium takeover premium control premium additional value attributed to obtaining control compared with a minority interest additional value attributed to obtaining control compared with a minority interest use the same basis for control premium across every comparison you will see control premium in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here control premium means additional value attributed to obtaining control compared with a minority interest finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce workflow process global context dependent","sn":"Control premium","t":"Control premium","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/control-premium/","ui":"Use the same basis for control premium across every comparison."},{"a":["tests of controls"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Procedures assessing the design or operation of controls.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Procedures assessing the design or operation of controls.","i":840,"id":"governance.control-testing","lv":"core","ph":"control testing tests of controls control testing tests of controls control testing procedures assessing the design or operation of controls procedures assessing the design or operation of controls the number is useful only if everyone calculates control testing the same way you will see control testing in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here control testing means procedures assessing the design or operation of controls corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law workflow process global context dependent","sn":"Control testing","t":"Control testing","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/control-testing/","ui":"The number is useful only if everyone calculates control testing the same way."},{"a":["accessible sample"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A sample selected mainly because participants are easy to reach.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A sample selected mainly because participants are easy to reach.","i":841,"id":"marketing.convenience-sample","lv":"core","ph":"convenience sample accessible sample accessible sample convenience sample convenience sample a sample selected mainly because participants are easy to reach a sample selected mainly because participants are easy to reach which sample and method support the conclusion about convenience sample you will see convenience sample in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here convenience sample means a sample selected mainly because participants are easy to reach marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Convenience sample","t":"Convenience sample","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/convenience-sample/","ui":"Which sample and method support the conclusion about convenience sample?"},{"a":["conversion event"],"amb":["Conversion"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A defined action considered valuable, such as purchase, signup or request.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A defined action considered valuable, such as purchase, signup or request.","i":842,"id":"marketing.conversion.marketing-conversion","lv":"core","ph":"conversion conversion event conversion conversion event conversion a defined action considered valuable such as purchase signup or request a defined action considered valuable such as purchase signup or request keep conversion on the dashboard but show the definition and reporting period beside it you will see conversion in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here conversion means a defined action considered valuable such as purchase signup or request marketing brand and growth brand marketing media and growth digital marketing metrics conversion conversion startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Conversion","t":"Conversion","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/conversion--marketing-conversion-marketing-conversion/","ui":"Keep conversion on the dashboard, but show the definition and reporting period beside it."},{"a":["security conversion"],"amb":["Conversion"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The process by which one security becomes another under its terms.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An investment changes into shares or another security.","i":843,"id":"startup.conversion.security-conversion","lv":"core","ph":"conversion security conversion conversion security conversion conversion an investment changes into shares or another security the process by which one security becomes another under its terms the safe conversion occurs at the equity financing you will see conversion in fundraising decks data rooms term sheets and investor conversations when the discussion reaches valuation and conversion mechanics in valuation and conversion mechanics a loose definition can change rights obligations approval disclosure or enforceability here conversion means the process by which one security becomes another under its terms startups venture and fundraising startup formation venture capital and fundraising valuation and conversion mechanics conversion conversion startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology workflow process organisation party global context dependent business","sn":"Conversion","t":"Conversion","tp":"Valuation & conversion mechanics","tpid":"startup-venture-fundraising.valuation-conversion","u":"terms/conversion--startup-conversion-security-conversion/","ui":"The SAFE conversion occurs at the equity financing."},{"a":["ecosystem conversion"],"amb":["Conversion"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Change of a natural ecosystem to another land use or degraded state.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Change of a natural ecosystem to another land use or degraded state.","i":844,"id":"sustainability.conversion.nature-conversion","lv":"working","ph":"conversion ecosystem conversion conversion ecosystem conversion conversion change of a natural ecosystem to another land use or degraded state change of a natural ecosystem to another land use or degraded state can we separate the target for conversion from measured performance you will see conversion in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here conversion means change of a natural ecosystem to another land use or degraded state sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity conversion conversion corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology risk ethics access global context dependent","sn":"Conversion","t":"Conversion","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/conversion--sustainability-conversion-nature-conversion/","ui":"Can we separate the target for conversion from measured performance?"},{"a":["lift study"],"amb":["lift study"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Estimated additional conversions caused by an advertising intervention.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Estimated additional conversions caused by an advertising intervention.","i":845,"id":"marketing.conversion-lift","lv":"working","ph":"conversion lift lift study conversion lift lift study conversion lift estimated additional conversions caused by an advertising intervention estimated additional conversions caused by an advertising intervention the number is useful only if everyone calculates conversion lift the same way you will see conversion lift in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here conversion lift means estimated additional conversions caused by an advertising intervention marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness brand lift study startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Conversion lift","t":"Conversion lift","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/conversion-lift/","ui":"The number is useful only if everyone calculates conversion lift the same way."},{"a":["conversion share price"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The price per share used when a convertible security turns into equity.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The share price used for conversion.","i":846,"id":"startup.conversion-price","lv":"working","ph":"conversion price conversion share price conversion price conversion share price conversion price the share price used for conversion the price per share used when a convertible security turns into equity the conversion price is determined by the cap not the discount you will see conversion price in fundraising decks data rooms term sheets and investor conversations when the discussion reaches valuation and conversion mechanics in valuation and conversion mechanics a loose definition can change rights obligations approval disclosure or enforceability here conversion price means the price per share used when a convertible security turns into equity startups venture and fundraising startup formation venture capital and fundraising valuation and conversion mechanics startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"Conversion price","t":"Conversion price","tp":"Valuation & conversion mechanics","tpid":"startup-venture-fundraising.valuation-conversion","u":"terms/conversion-price/","ui":"The conversion price is determined by the cap, not the discount."},{"a":["CVR"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Conversions divided by an eligible base such as visitors, clicks or sessions.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Conversions divided by an eligible base such as visitors, clicks or sessions.","i":847,"id":"marketing.conversion-rate","lv":"core","ph":"conversion rate cvr conversion rate cvr conversion rate conversions divided by an eligible base such as visitors clicks or sessions conversions divided by an eligible base such as visitors clicks or sessions the number is useful only if everyone calculates conversion rate the same way you will see conversion rate in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here conversion rate means conversions divided by an eligible base such as visitors clicks or sessions marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Conversion rate","t":"Conversion rate","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/conversion-rate/","ui":"The number is useful only if everyone calculates conversion rate the same way."},{"a":["as-converted ratio"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The number of common shares received for each preferred or convertible security upon conversion.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"How many shares one security becomes.","i":848,"id":"startup.conversion-ratio","lv":"specialist","ph":"conversion ratio as converted ratio as converted ratio conversion ratio conversion ratio how many shares one security becomes the number of common shares received for each preferred or convertible security upon conversion anti dilution changes the conversion ratio you will see conversion ratio in fundraising decks data rooms term sheets and investor conversations when the discussion reaches valuation and conversion mechanics in valuation and conversion mechanics a loose definition can change rights obligations approval disclosure or enforceability here conversion ratio means the number of common shares received for each preferred or convertible security upon conversion startups venture and fundraising startup formation venture capital and fundraising valuation and conversion mechanics startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce equipment technology organisation party global context dependent","sn":"Conversion ratio","t":"Conversion ratio","tp":"Valuation & conversion mechanics","tpid":"startup-venture-fundraising.valuation-conversion","u":"terms/conversion-ratio/","ui":"Anti-dilution changes the conversion ratio."},{"a":["break point"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A value or condition at which converting preferred shares to common becomes economically preferable.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The exit value where an investor is better off converting.","i":849,"id":"startup.conversion-threshold","lv":"specialist","ph":"conversion threshold break point break point conversion threshold conversion threshold the exit value where an investor is better off converting a value or condition at which converting preferred shares to common becomes economically preferable the model marks the conversion threshold for each series you will see conversion threshold in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet economics in term sheet economics a loose definition can change rights obligations approval disclosure or enforceability here conversion threshold means a value or condition at which converting preferred shares to common becomes economically preferable startups venture and fundraising startup formation venture capital and fundraising term sheet economics startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Conversion threshold","t":"Conversion threshold","tp":"Term-sheet economics","tpid":"startup-venture-fundraising.term-sheet-economics","u":"terms/conversion-threshold/","ui":"The model marks the conversion threshold for each series."},{"a":["convertible note"],"amb":["convertible note"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Debt that may convert into equity under specified conditions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Debt that may convert into equity under specified conditions.","i":850,"id":"bizfinance.convertible-debt","lv":"core","ph":"convertible debt convertible note convertible debt convertible note convertible debt debt that may convert into equity under specified conditions debt that may convert into equity under specified conditions the headline changes once we calculate convertible debt consistently you will see convertible debt in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here convertible debt means debt that may convert into equity under specified conditions finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure convertible note startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Convertible debt","t":"Convertible debt","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/convertible-debt/","ui":"The headline changes once we calculate convertible debt consistently."},{"a":["convertible loan note","CLN"],"amb":["convertible note"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A debt instrument intended to convert into equity under specified events or terms.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A loan that may turn into shares later.","i":851,"id":"startup.convertible-note","lv":"core","ph":"convertible note convertible loan note cln cln convertible loan note convertible note convertible note a loan that may turn into shares later a debt instrument intended to convert into equity under specified events or terms the convertible note accrues interest until conversion you will see convertible note in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding instruments and exemptions in funding instruments and exemptions a loose definition can change rights obligations approval disclosure or enforceability here convertible note means a debt instrument intended to convert into equity under specified events or terms startups venture and fundraising startup formation venture capital and fundraising funding instruments and exemptions safe convertible debt startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent startup","sn":"Convertible note","t":"Convertible note","tp":"Funding instruments & exemptions","tpid":"startup-venture-fundraising.funding-instruments","u":"terms/convertible-note/","ui":"The convertible note accrues interest until conversion."},{"a":["convertible instrument"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A security that can or must convert into another security under stated conditions.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An investment that can change into another kind of security.","i":852,"id":"startup.convertible-security","lv":"working","ph":"convertible security convertible instrument convertible instrument convertible security convertible security an investment that can change into another kind of security a security that can or must convert into another security under stated conditions the convertible security converts at the next qualified financing you will see convertible security in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding instruments and exemptions in funding instruments and exemptions a loose definition can change rights obligations approval disclosure or enforceability here convertible security means a security that can or must convert into another security under stated conditions startups venture and fundraising startup formation venture capital and fundraising funding instruments and exemptions startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"Convertible security","t":"Convertible security","tp":"Funding instruments & exemptions","tpid":"startup-venture-fundraising.funding-instruments","u":"terms/convertible-security/","ui":"The convertible security converts at the next qualified financing."},{"a":["browser cookie"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Data stored or read on a device through a browser or similar technology.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","marketing","sales","investor","finance","people"],"e":"Data stored or read on a device through a browser or similar technology.","i":853,"id":"governance.cookie","lv":"core","ph":"cookie browser cookie browser cookie cookie cookie data stored or read on a device through a browser or similar technology data stored or read on a device through a browser or similar technology counsel wants cookie clarified before anyone signs you will see cookie in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here cookie means data stored or read on a device through a browser or similar technology corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate marketing sales investor finance people market research marketing growth reporting governance contracting compliance risk management right contract law equipment technology risk ethics access global context dependent","sn":"Cookie","t":"Cookie","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/cookie/","ui":"Counsel wants cookie clarified before anyone signs."},{"a":["tracking consent"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A mechanism for obtaining or recording choices about browser tracking and storage.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A mechanism for obtaining or recording choices about browser tracking and storage.","i":854,"id":"marketing.cookie-consent","lv":"core","ph":"cookie consent tracking consent cookie consent tracking consent cookie consent a mechanism for obtaining or recording choices about browser tracking and storage a mechanism for obtaining or recording choices about browser tracking and storage do not describe cookie consent as agreed until the operative document says so you will see cookie consent in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here cookie consent means a mechanism for obtaining or recording choices about browser tracking and storage marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Cookie consent","t":"Cookie consent","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/cookie-consent/","ui":"Do not describe cookie consent as agreed until the operative document says so."},{"a":["co-op"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An organisation owned and democratically controlled by members who use or support it.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An organisation owned and democratically controlled by members who use or support it.","i":855,"id":"governance.cooperative","lv":"working","ph":"cooperative co op co op cooperative cooperative an organisation owned and democratically controlled by members who use or support it an organisation owned and democratically controlled by members who use or support it do not describe cooperative as agreed until the operative document says so you will see cooperative in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here cooperative means an organisation owned and democratically controlled by members who use or support it corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Cooperative","t":"Cooperative","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/cooperative/","ui":"Do not describe cooperative as agreed until the operative document says so."},{"a":["advertising clearance"],"amb":["Copy clearance"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Approval of marketing copy after legal, regulatory or brand review.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Approval of marketing copy after legal, regulatory or brand review.","i":856,"id":"marketing.copy-clearance","lv":"working","ph":"copy clearance advertising clearance advertising clearance copy clearance copy clearance approval of marketing copy after legal regulatory or brand review approval of marketing copy after legal regulatory or brand review can we state who receives the right created by copy clearance and when it applies you will see copy clearance in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here copy clearance means approval of marketing copy after legal regulatory or brand review marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns legal review startup business corporate marketing sales market research marketing growth reporting right contract law workflow process format genre model risk ethics access status decision global context dependent","sn":"Copy clearance","t":"Copy clearance","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/copy-clearance/","ui":"Can we state who receives the right created by copy clearance, and when it applies?"},{"a":["copy document"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A document containing organised copy for review, production or implementation.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A document containing organised copy for review, production or implementation.","i":857,"id":"marketing.copy-deck","lv":"working","ph":"copy deck copy document copy deck copy document copy deck a document containing organised copy for review production or implementation a document containing organised copy for review production or implementation which version of copy deck should the board treat as current you will see copy deck in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here copy deck means a document containing organised copy for review production or implementation marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting document artifact workflow process format genre model global context dependent","sn":"Copy deck","t":"Copy deck","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/copy-deck/","ui":"Which version of copy deck should the board treat as current?"},{"a":["ad testing"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Research evaluating advertising copy or creative before or after launch.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Research evaluating advertising copy or creative before or after launch.","i":858,"id":"marketing.copy-test","lv":"core","ph":"copy test ad testing ad testing copy test copy test research evaluating advertising copy or creative before or after launch research evaluating advertising copy or creative before or after launch the finding on copy test is directional not universal you will see copy test in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here copy test means research evaluating advertising copy or creative before or after launch marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Copy test","t":"Copy test","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/copy-test/","ui":"The finding on copy test is directional, not universal."},{"a":["core competence"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A distinctive organisational capability that contributes materially across products or markets.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Something the organisation is unusually good at and can use repeatedly.","i":859,"id":"strategy.core-competency","lv":"working","ph":"core competency core competence core competence core competency core competency something the organisation is unusually good at and can use repeatedly a distinctive organisational capability that contributes materially across products or markets distribution is a core competency not merely a department you will see core competency in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here core competency means a distinctive organisational capability that contributes materially across products or markets strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Core competency","t":"Core competency","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/core-competency/","ui":"Distribution is a core competency, not merely a department."},{"a":["key message"],"amb":["Core message","key message"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The central idea a communication should leave with its audience.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The central idea a communication should leave with its audience.","i":860,"id":"marketing.core-message","lv":"core","ph":"core message key message core message key message core message the central idea a communication should leave with its audience the central idea a communication should leave with its audience the brief needs to say which audience should remember core message you will see core message in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here core message means the central idea a communication should leave with its audience marketing brand and growth brand marketing media and growth messaging proposition and voice key message startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Core message","t":"Core message","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/core-message/","ui":"The brief needs to say which audience should remember core message."},{"a":["company brand"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The brand attached to the organisation itself rather than only its products.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The brand attached to the organisation itself rather than only its products.","i":861,"id":"marketing.corporate-brand","lv":"core","ph":"corporate brand company brand company brand corporate brand corporate brand the brand attached to the organisation itself rather than only its products the brand attached to the organisation itself rather than only its products the number is useful only if everyone calculates corporate brand the same way you will see corporate brand in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here corporate brand means the brand attached to the organisation itself rather than only its products marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model organisation party global context dependent","sn":"Corporate brand","t":"Corporate brand","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/corporate-brand/","ui":"The number is useful only if everyone calculates corporate brand the same way."},{"a":["business citizenship"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The idea that a company has responsibilities within the societies where it operates.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The idea that a company has responsibilities within the societies where it operates.","i":862,"id":"sustainability.corporate-citizenship","lv":"working","ph":"corporate citizenship business citizenship business citizenship corporate citizenship corporate citizenship the idea that a company has responsibilities within the societies where it operates the idea that a company has responsibilities within the societies where it operates the number is useful only if everyone calculates corporate citizenship the same way you will see corporate citizenship in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here corporate citizenship means the idea that a company has responsibilities within the societies where it operates sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification organisation party risk ethics access global context dependent","sn":"Corporate citizenship","t":"Corporate citizenship","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/corporate-citizenship/","ui":"The number is useful only if everyone calculates corporate citizenship the same way."},{"a":["corporate presentation deck"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A company-level presentation covering identity, strategy, capabilities, performance or a specific corporate message.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A deck that presents a company and its story.","i":863,"id":"bizpitch.corporate-deck","lv":"core","ph":"corporate deck corporate presentation deck corporate deck corporate presentation deck corporate deck a deck that presents a company and its story a company level presentation covering identity strategy capabilities performance or a specific corporate message the corporate deck needs one voice across all business units you will see corporate deck in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here corporate deck means a company level presentation covering identity strategy capabilities performance or a specific corporate message business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact metric standard specification format genre model organisation party global context dependent","sn":"Corporate deck","t":"Corporate deck","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/corporate-deck/","ui":"The corporate deck needs one voice across all business units."},{"a":["company domicile"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The jurisdiction treated as an entity's legal home for specified purposes.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The jurisdiction treated as an entity's legal home for specified purposes.","i":864,"id":"governance.corporate-domicile","lv":"working","ph":"corporate domicile company domicile company domicile corporate domicile corporate domicile the jurisdiction treated as an entitys legal home for specified purposes the jurisdiction treated as an entitys legal home for specified purposes can we state who receives the right created by corporate domicile and when it applies you will see corporate domicile in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here corporate domicile means the jurisdiction treated as an entitys legal home for specified purposes corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law organisation party global context dependent","sn":"Corporate domicile","t":"Corporate domicile","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/corporate-domicile/","ui":"Can we state who receives the right created by corporate domicile, and when it applies?"},{"a":["company governance"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The structures and relationships through which a company is directed, controlled and held accountable.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The structures and relationships through which a company is directed, controlled and held accountable.","i":865,"id":"governance.corporate-governance","lv":"core","ph":"corporate governance company governance company governance corporate governance corporate governance the structures and relationships through which a company is directed controlled and held accountable the structures and relationships through which a company is directed controlled and held accountable the number is useful only if everyone calculates corporate governance the same way you will see corporate governance in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here corporate governance means the structures and relationships through which a company is directed controlled and held accountable corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law organisation party global context dependent","sn":"Corporate governance","t":"Corporate governance","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/corporate-governance/","ui":"The number is useful only if everyone calculates corporate governance the same way."},{"a":["governance report"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A report describing governance arrangements and compliance with relevant codes.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A report describing governance arrangements and compliance with relevant codes.","i":866,"id":"reporting.corporate-governance-statement","lv":"core","ph":"corporate governance statement governance report corporate governance statement governance report corporate governance statement a report describing governance arrangements and compliance with relevant codes a report describing governance arrangements and compliance with relevant codes which version of corporate governance statement should the board treat as current you will see corporate governance statement in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here corporate governance statement means a report describing governance arrangements and compliance with relevant codes corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce right contract law global context dependent","sn":"Corporate-governance statement","t":"Corporate-governance statement","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/corporate-governance-statement/","ui":"Which version of corporate-governance statement should the board treat as current?"},{"a":["group of companies"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A collection of legally distinct entities connected by control or ownership.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A collection of legally distinct entities connected by control or ownership.","i":867,"id":"governance.corporate-group","lv":"core","ph":"corporate group group of companies corporate group group of companies corporate group a collection of legally distinct entities connected by control or ownership a collection of legally distinct entities connected by control or ownership how are we defining corporate group in this deck you will see corporate group in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here corporate group means a collection of legally distinct entities connected by control or ownership corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification role person right contract law organisation party global context dependent","sn":"Corporate group","t":"Corporate group","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/corporate-group/","ui":"How are we defining corporate group in this deck?"},{"a":["company story"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A coherent story connecting an organisation's identity, strategy, performance and future.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A coherent story connecting an organisation's identity, strategy, performance and future.","i":868,"id":"marketing.corporate-narrative","lv":"core","ph":"corporate narrative company story company story corporate narrative corporate narrative a coherent story connecting an organisations identity strategy performance and future a coherent story connecting an organisations identity strategy performance and future compare corporate narrative with the same cohort and period before drawing a conclusion you will see corporate narrative in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here corporate narrative means a coherent story connecting an organisations identity strategy performance and future marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model organisation party global context dependent","sn":"Corporate narrative","t":"Corporate narrative","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/corporate-narrative/","ui":"Compare corporate narrative with the same cohort and period before drawing a conclusion."},{"a":["corporate pitch"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation made on behalf of an organisation to explain strategy, performance, capabilities or decisions.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A company presentation about what it is doing and why.","i":869,"id":"bizpitch.corporate-presentation","lv":"core","ph":"corporate presentation corporate pitch corporate pitch corporate presentation corporate presentation a company presentation about what it is doing and why a presentation made on behalf of an organisation to explain strategy performance capabilities or decisions the corporate presentation needs one narrative across strategy numbers and delivery you will see corporate presentation in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here corporate presentation means a presentation made on behalf of an organisation to explain strategy performance capabilities or decisions business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations startup business corporate investor sales planning pitching submission decision metric standard specification format genre model organisation party status decision global context dependent","sn":"Corporate presentation","t":"Corporate presentation","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/corporate-presentation/","ui":"The corporate presentation needs one narrative across strategy, numbers and delivery."},{"a":["company secretary"],"amb":["Company secretary","corporate secretary"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The officer responsible for board administration and governance records, especially in United States usage.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The officer responsible for board administration and governance records, especially in United States usage.","i":870,"id":"governance.corporate-secretary","lv":"core","ph":"corporate secretary company secretary company secretary corporate secretary corporate secretary the officer responsible for board administration and governance records especially in united states usage the officer responsible for board administration and governance records especially in united states usage the number is useful only if everyone calculates corporate secretary the same way you will see corporate secretary in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here corporate secretary means the officer responsible for board administration and governance records especially in united states usage corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees company secretary startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification role person right contract law organisation party global context dependent","sn":"Corporate secretary","t":"Corporate secretary","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/corporate-secretary/","ui":"The number is useful only if everyone calculates corporate secretary the same way."},{"a":["CSR"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Organisational responsibility for social and environmental effects, often expressed through policy and programmes.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Organisational responsibility for social and environmental effects, often expressed through policy and programmes.","i":871,"id":"sustainability.corporate-social-responsibility","lv":"core","ph":"corporate social responsibility csr corporate social responsibility csr corporate social responsibility organisational responsibility for social and environmental effects often expressed through policy and programmes organisational responsibility for social and environmental effects often expressed through policy and programmes keep corporate social responsibility on the dashboard but show the definition and reporting period beside it you will see corporate social responsibility in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here corporate social responsibility means organisational responsibility for social and environmental effects often expressed through policy and programmes sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact metric standard specification organisation party risk ethics access global context dependent","sn":"Corporate social responsibility","t":"Corporate social responsibility","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/corporate-social-responsibility/","ui":"Keep corporate social responsibility on the dashboard, but show the definition and reporting period beside it."},{"a":["spinoff"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A business separated from a parent company into an independent company.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A part of a company becomes a separate company.","i":872,"id":"startup.corporate-spin-off","lv":"working","ph":"corporate spin off spinoff corporate spin off spinoff corporate spin off a part of a company becomes a separate company a business separated from a parent company into an independent company the corporate spin off requires standalone systems and leadership you will see corporate spin off in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here corporate spin off means a business separated from a parent company into an independent company startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem startup investor finance corporate fundraising financing due diligence governance metric standard specification role person finance commerce equipment technology organisation party global context dependent","sn":"Corporate spin-off","t":"Corporate spin-off","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/corporate-spin-off/","ui":"The corporate spin-off requires standalone systems and leadership."},{"a":["GHG Protocol Corporate Standard"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The GHG Protocol standard for company-level emissions inventories.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The GHG Protocol standard for company-level emissions inventories.","i":873,"id":"sustainability.corporate-standard","lv":"core","ph":"corporate standard ghg protocol corporate standard corporate standard ghg protocol corporate standard corporate standard the ghg protocol standard for company level emissions inventories the ghg protocol standard for company level emissions inventories compare corporate standard with the same cohort and period before drawing a conclusion you will see corporate standard in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here corporate standard means the ghg protocol standard for company level emissions inventories sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification format genre model organisation party risk ethics access global context dependent","sn":"Corporate Standard","t":"Corporate Standard","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/corporate-standard/","ui":"Compare corporate Standard with the same cohort and period before drawing a conclusion."},{"a":["entity veil"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The legal separation between a company and its owners or controllers.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The legal separation between a company and its owners or controllers.","i":874,"id":"governance.corporate-veil","lv":"working","ph":"corporate veil entity veil corporate veil entity veil corporate veil the legal separation between a company and its owners or controllers the legal separation between a company and its owners or controllers the draft mentions corporate veil but the scope and jurisdiction are still unclear you will see corporate veil in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here corporate veil means the legal separation between a company and its owners or controllers corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification role person right contract law organisation party global context dependent","sn":"Corporate veil","t":"Corporate veil","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/corporate-veil/","ui":"The draft mentions corporate veil, but the scope and jurisdiction are still unclear."},{"a":["CVC"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Startup investment made by a corporation for financial and strategic reasons.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A large company invests in startups.","i":875,"id":"startup.corporate-venture-capital","lv":"core","ph":"corporate venture capital cvc corporate venture capital cvc corporate venture capital a large company invests in startups startup investment made by a corporation for financial and strategic reasons the corporate venture capital investor also wants commercial collaboration you will see corporate venture capital in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here corporate venture capital means startup investment made by a corporation for financial and strategic reasons startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance metric standard specification role person finance commerce equipment technology organisation party global context dependent","sn":"Corporate venture capital","t":"Corporate venture capital","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/corporate-venture-capital/","ui":"The corporate venture capital investor also wants commercial collaboration."},{"a":["incorporated company"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A company formed under corporate law as a legal person separate from shareholders.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A company formed under corporate law as a legal person separate from shareholders.","i":876,"id":"governance.corporation","lv":"core","ph":"corporation incorporated company corporation incorporated company corporation a company formed under corporate law as a legal person separate from shareholders a company formed under corporate law as a legal person separate from shareholders do not describe corporation as agreed until the operative document says so you will see corporation in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here corporation means a company formed under corporate law as a legal person separate from shareholders corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification role person right contract law organisation party global context dependent","sn":"Corporation","t":"Corporation","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/corporation/","ui":"Do not describe corporation as agreed until the operative document says so."},{"a":["disclosure correction"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Amendment of information to fix an identified mistake.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Amendment of information to fix an identified mistake.","i":877,"id":"reporting.correction-of-error","lv":"core","ph":"correction of error disclosure correction correction of error disclosure correction correction of error amendment of information to fix an identified mistake amendment of information to fix an identified mistake can we state who receives the right created by correction of error and when it applies you will see correction of error in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here correction of error means amendment of information to fix an identified mistake corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Correction of error","t":"Correction of error","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/correction-of-error/","ui":"Can we state who receives the right created by correction of error, and when it applies?"},{"a":["CA"],"amb":["Corrective action"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Action eliminating the cause of a detected problem to prevent recurrence.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Action eliminating the cause of a detected problem to prevent recurrence.","i":878,"id":"operations.corrective-action.quality-corrective-action","lv":"core","ph":"corrective action ca ca corrective action corrective action action eliminating the cause of a detected problem to prevent recurrence action eliminating the cause of a detected problem to prevent recurrence the process map needs an exception path for corrective action you will see corrective action in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here corrective action means action eliminating the cause of a detected problem to prevent recurrence operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause corrective action business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Corrective action","t":"Corrective action","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/corrective-action--operations-corrective-action-quality-corrective-action/","ui":"The process map needs an exception path for corrective action."},{"a":["recovery action"],"amb":["Corrective action"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Action intended to bring performance back toward target.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Action intended to bring performance back toward target.","i":879,"id":"people.corrective-action.people-performance-corrective-action","lv":"core","ph":"corrective action recovery action corrective action recovery action corrective action action intended to bring performance back toward target action intended to bring performance back toward target keep corrective action on the dashboard but show the definition and reporting period beside it you will see corrective action in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here corrective action means action intended to bring performance back toward target people organisation and change organisation design people systems and change okrs kpis and performance goals corrective action startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Corrective action","t":"Corrective action","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/corrective-action--people-corrective-action-people-performance-corrective-action/","ui":"Keep corrective action on the dashboard, but show the definition and reporting period beside it."},{"a":["CAPA"],"amb":["CAPA","corrective and preventive action"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A controlled process for addressing actual and potential causes of nonconformity.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A controlled process for addressing actual and potential causes of nonconformity.","i":880,"id":"operations.corrective-and-preventive-action","lv":"core","ph":"corrective and preventive action capa capa corrective and preventive action corrective and preventive action a controlled process for addressing actual and potential causes of nonconformity a controlled process for addressing actual and potential causes of nonconformity the process map needs an exception path for corrective and preventive action you will see corrective and preventive action in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here corrective and preventive action means a controlled process for addressing actual and potential causes of nonconformity operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action capa business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Corrective and preventive action","t":"Corrective and preventive action","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/corrective-and-preventive-action/","ui":"The process map needs an exception path for corrective and preventive action."},{"a":["recovery control"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A control designed to repair consequences or restore the desired state.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A control designed to repair consequences or restore the desired state.","i":881,"id":"governance.corrective-control","lv":"core","ph":"corrective control recovery control corrective control recovery control corrective control a control designed to repair consequences or restore the desired state a control designed to repair consequences or restore the desired state can we separate the likelihood of corrective control from its potential impact you will see corrective control in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here corrective control means a control designed to repair consequences or restore the desired state corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law risk ethics access global context dependent","sn":"Corrective control","t":"Corrective control","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/corrective-control/","ui":"Can we separate the likelihood of corrective control from its potential impact?"},{"a":["claim correction"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Public correction or clarification of a misleading sustainability statement.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Public correction or clarification of a misleading sustainability statement.","i":882,"id":"sustainability.corrective-disclosure","lv":"core","ph":"corrective disclosure claim correction claim correction corrective disclosure corrective disclosure public correction or clarification of a misleading sustainability statement public correction or clarification of a misleading sustainability statement the team needs one controlled copy of corrective disclosure with an owner and date you will see corrective disclosure in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here corrective disclosure means public correction or clarification of a misleading sustainability statement sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact risk ethics access global context dependent","sn":"Corrective disclosure","t":"Corrective disclosure","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/corrective-disclosure/","ui":"The team needs one controlled copy of corrective disclosure, with an owner and date."},{"a":["association"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A statistical association between variables that does not by itself establish causation.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A statistical association between variables that does not by itself establish causation.","i":883,"id":"marketing.correlation","lv":"core","ph":"correlation association association correlation correlation a statistical association between variables that does not by itself establish causation a statistical association between variables that does not by itself establish causation how are we defining correlation in this deck you will see correlation in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here correlation means a statistical association between variables that does not by itself establish causation marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Correlation","t":"Correlation","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/correlation/","ui":"How are we defining correlation in this deck?"},{"a":["corrupt conduct"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Abuse of entrusted power for private gain or improper advantage.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Abuse of entrusted power for private gain or improper advantage.","i":884,"id":"governance.corruption","lv":"core","ph":"corruption corrupt conduct corrupt conduct corruption corruption abuse of entrusted power for private gain or improper advantage abuse of entrusted power for private gain or improper advantage can we state who receives the right created by corruption and when it applies you will see corruption in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here corruption means abuse of entrusted power for private gain or improper advantage corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Corruption","t":"Corruption","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/corruption/","ui":"Can we state who receives the right created by corruption, and when it applies?"},{"a":["allocation"],"amb":["Allocation"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Assignment of shared costs to products, departments or other cost objects using a chosen basis.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Assignment of shared costs to products, departments or other cost objects using a chosen basis.","i":885,"id":"bizfinance.cost-allocation","lv":"core","ph":"cost allocation allocation allocation cost allocation cost allocation assignment of shared costs to products departments or other cost objects using a chosen basis assignment of shared costs to products departments or other cost objects using a chosen basis keep cost allocation on the dashboard but show the definition and reporting period beside it you will see cost allocation in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here cost allocation means assignment of shared costs to products departments or other cost objects using a chosen basis finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics allocation startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce organisation party global context dependent","sn":"Cost allocation","t":"Cost allocation","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/cost-allocation/","ui":"Keep cost allocation on the dashboard, but show the definition and reporting period beside it."},{"a":["cost center"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An organisational unit tracked primarily for costs rather than direct revenue.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An organisational unit tracked primarily for costs rather than direct revenue.","i":886,"id":"bizfinance.cost-centre","lv":"core","ph":"cost centre cost center cost center cost centre cost centre an organisational unit tracked primarily for costs rather than direct revenue an organisational unit tracked primarily for costs rather than direct revenue finance will reconcile cost centre before the board pack goes out you will see cost centre in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here cost centre means an organisational unit tracked primarily for costs rather than direct revenue finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process organisation party global context dependent","sn":"Cost centre","t":"Cost centre","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/cost-centre/","ui":"Finance will reconcile cost centre before the board pack goes out."},{"a":["efficiency ratio"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Operating costs divided by operating income under a stated definition, commonly used in financial services.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Operating costs divided by operating income under a stated definition, commonly used in financial services.","i":887,"id":"bizfinance.cost-income-ratio","lv":"working","ph":"cost income ratio efficiency ratio cost income ratio efficiency ratio cost income ratio operating costs divided by operating income under a stated definition commonly used in financial services operating costs divided by operating income under a stated definition commonly used in financial services how are we defining cost income ratio in this deck you will see cost income ratio in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here cost income ratio means operating costs divided by operating income under a stated definition commonly used in financial services finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Cost-income ratio","t":"Cost-income ratio","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/cost-income-ratio/","ui":"How are we defining cost-income ratio in this deck?"},{"a":["acquisition cost"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Cost incurred to acquire an asset, company, customer or right; the object must be stated.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Cost incurred to acquire an asset, company, customer or right; the object must be stated.","i":888,"id":"bizfinance.cost-of-acquisition","lv":"working","ph":"cost of acquisition acquisition cost acquisition cost cost of acquisition cost of acquisition cost incurred to acquire an asset company customer or right the object must be stated cost incurred to acquire an asset company customer or right the object must be stated keep cost of acquisition on the dashboard but show the definition and reporting period beside it you will see cost of acquisition in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here cost of acquisition means cost incurred to acquire an asset company customer or right the object must be stated finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification role person finance commerce right contract law organisation party global context dependent","sn":"Cost of acquisition","t":"Cost of acquisition","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/cost-of-acquisition/","ui":"Keep cost of acquisition on the dashboard, but show the definition and reporting period beside it."},{"a":["debt rate"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Effective required return or borrowing cost on debt, before or after tax as stated.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Effective required return or borrowing cost on debt, before or after tax as stated.","i":889,"id":"bizfinance.cost-of-debt","lv":"working","ph":"cost of debt debt rate cost of debt debt rate cost of debt effective required return or borrowing cost on debt before or after tax as stated effective required return or borrowing cost on debt before or after tax as stated how sensitive is cost of debt to the discount rate and terminal assumptions you will see cost of debt in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here cost of debt means effective required return or borrowing cost on debt before or after tax as stated finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce workflow process global context dependent","sn":"Cost of debt","t":"Cost of debt","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/cost-of-debt/","ui":"How sensitive is cost of debt to the discount rate and terminal assumptions?"},{"a":["equity discount rate"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Required return for equity investors under the chosen method.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Required return for equity investors under the chosen method.","i":890,"id":"bizfinance.cost-of-equity","lv":"working","ph":"cost of equity equity discount rate cost of equity equity discount rate cost of equity required return for equity investors under the chosen method required return for equity investors under the chosen method the valuation memo needs to state the assumptions behind cost of equity you will see cost of equity in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here cost of equity means required return for equity investors under the chosen method finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing role person finance commerce workflow process global context dependent","sn":"Cost of equity","t":"Cost of equity","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/cost-of-equity/","ui":"The valuation memo needs to state the assumptions behind cost of equity."},{"a":["COGS","cost of sales"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Direct costs assigned to goods sold during a period.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Direct costs assigned to goods sold during a period.","i":891,"id":"bizfinance.cost-of-goods-sold","lv":"core","ph":"cost of goods sold cogs cost of sales cogs cost of goods sold cost of sales cost of goods sold direct costs assigned to goods sold during a period direct costs assigned to goods sold during a period how are we defining cost of goods sold in this deck you will see cost of goods sold in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here cost of goods sold means direct costs assigned to goods sold during a period finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Cost of goods sold","t":"Cost of goods sold","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/cost-of-goods-sold/","ui":"How are we defining cost of goods sold in this deck?"},{"a":["COR"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Costs directly associated with delivering recognised revenue, often broader than physical goods.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Costs directly associated with delivering recognised revenue, often broader than physical goods.","i":892,"id":"bizfinance.cost-of-revenue","lv":"core","ph":"cost of revenue cor cor cost of revenue cost of revenue costs directly associated with delivering recognised revenue often broader than physical goods costs directly associated with delivering recognised revenue often broader than physical goods keep cost of revenue on the dashboard but show the definition and reporting period beside it you will see cost of revenue in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here cost of revenue means costs directly associated with delivering recognised revenue often broader than physical goods finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Cost of revenue","t":"Cost of revenue","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/cost-of-revenue/","ui":"Keep cost of revenue on the dashboard, but show the definition and reporting period beside it."},{"a":["CPA"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Marketing cost divided by attributed acquisitions under a stated method.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Marketing cost divided by attributed acquisitions under a stated method.","i":893,"id":"marketing.cost-per-acquisition","lv":"core","ph":"cost per acquisition cpa cost per acquisition cpa cost per acquisition marketing cost divided by attributed acquisitions under a stated method marketing cost divided by attributed acquisitions under a stated method the number is useful only if everyone calculates cost per acquisition the same way you will see cost per acquisition in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here cost per acquisition means marketing cost divided by attributed acquisitions under a stated method marketing brand and growth brand marketing media and growth digital marketing metrics customer acquisition cost startup business corporate marketing sales market research marketing growth reporting metric standard specification workflow process format genre model global context dependent","sn":"Cost per acquisition","t":"Cost per acquisition","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/cost-per-acquisition/","ui":"The number is useful only if everyone calculates cost per acquisition the same way."},{"a":["CPC"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Advertising spend divided by measured clicks.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Advertising spend divided by measured clicks.","i":894,"id":"marketing.cost-per-click","lv":"core","ph":"cost per click cpc cost per click cpc cost per click advertising spend divided by measured clicks advertising spend divided by measured clicks keep cost per click on the dashboard but show the definition and reporting period beside it you will see cost per click in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here cost per click means advertising spend divided by measured clicks marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Cost per click","t":"Cost per click","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/cost-per-click/","ui":"Keep cost per click on the dashboard, but show the definition and reporting period beside it."},{"a":["CPCV"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Spend divided by video views meeting the completion definition.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Spend divided by video views meeting the completion definition.","i":895,"id":"marketing.cost-per-completed-view","lv":"working","ph":"cost per completed view cpcv cost per completed view cpcv cost per completed view spend divided by video views meeting the completion definition spend divided by video views meeting the completion definition the number is useful only if everyone calculates cost per completed view the same way you will see cost per completed view in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here cost per completed view means spend divided by video views meeting the completion definition marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Cost per completed view","t":"Cost per completed view","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/cost-per-completed-view/","ui":"The number is useful only if everyone calculates cost per completed view the same way."},{"a":["CPH"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Recruiting cost divided by hires under a stated method.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Recruiting cost divided by hires under a stated method.","i":896,"id":"people.cost-per-hire","lv":"core","ph":"cost per hire cph cost per hire cph cost per hire recruiting cost divided by hires under a stated method recruiting cost divided by hires under a stated method the number is useful only if everyone calculates cost per hire the same way you will see cost per hire in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here cost per hire means recruiting cost divided by hires under a stated method people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Cost per hire","t":"Cost per hire","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/cost-per-hire/","ui":"The number is useful only if everyone calculates cost per hire the same way."},{"a":["CPI"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Marketing cost divided by attributed app installs.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Marketing cost divided by attributed app installs.","i":897,"id":"marketing.cost-per-install","lv":"core","ph":"cost per install cpi cost per install cpi cost per install marketing cost divided by attributed app installs marketing cost divided by attributed app installs the number is useful only if everyone calculates cost per install the same way you will see cost per install in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here cost per install means marketing cost divided by attributed app installs marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Cost per install","t":"Cost per install","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/cost-per-install/","ui":"The number is useful only if everyone calculates cost per install the same way."},{"a":["CPL"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Marketing cost divided by leads generated.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Marketing cost divided by leads generated.","i":898,"id":"marketing.cost-per-lead","lv":"core","ph":"cost per lead cpl cost per lead cpl cost per lead marketing cost divided by leads generated marketing cost divided by leads generated how are we defining cost per lead in this deck you will see cost per lead in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here cost per lead means marketing cost divided by leads generated marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Cost per lead","t":"Cost per lead","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/cost-per-lead/","ui":"How are we defining cost per lead in this deck?"},{"a":["CPM"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Cost per one thousand impressions.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Cost per one thousand impressions.","i":899,"id":"marketing.cost-per-mille","lv":"core","ph":"cost per mille cpm cost per mille cpm cost per mille cost per one thousand impressions cost per one thousand impressions compare cost per mille with the same cohort and period before drawing a conclusion you will see cost per mille in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here cost per mille means cost per one thousand impressions marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Cost per mille","t":"Cost per mille","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/cost-per-mille/","ui":"Compare cost per mille with the same cohort and period before drawing a conclusion."},{"a":["CPRP"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Cost per one thousand distinct people or devices reached.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Cost per one thousand distinct people or devices reached.","i":900,"id":"marketing.cost-per-thousand-reached","lv":"working","ph":"cost per thousand reached cprp cost per thousand reached cprp cost per thousand reached cost per one thousand distinct people or devices reached cost per one thousand distinct people or devices reached compare cost per thousand reached with the same cohort and period before drawing a conclusion you will see cost per thousand reached in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here cost per thousand reached means cost per one thousand distinct people or devices reached marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Cost per thousand reached","t":"Cost per thousand reached","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/cost-per-thousand-reached/","ui":"Compare cost per thousand reached with the same cohort and period before drawing a conclusion."},{"a":["unit cost"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Total or selected cost divided by units produced or served.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Total or selected cost divided by units produced or served.","i":901,"id":"bizfinance.cost-per-unit","lv":"core","ph":"cost per unit unit cost cost per unit unit cost cost per unit total or selected cost divided by units produced or served total or selected cost divided by units produced or served keep cost per unit on the dashboard but show the definition and reporting period beside it you will see cost per unit in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here cost per unit means total or selected cost divided by units produced or served finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Cost per unit","t":"Cost per unit","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/cost-per-unit/","ui":"Keep cost per unit on the dashboard, but show the definition and reporting period beside it."},{"a":["CPV"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Advertising spend divided by qualifying video views.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Advertising spend divided by qualifying video views.","i":902,"id":"marketing.cost-per-view","lv":"core","ph":"cost per view cpv cost per view cpv cost per view advertising spend divided by qualifying video views advertising spend divided by qualifying video views keep cost per view on the dashboard but show the definition and reporting period beside it you will see cost per view in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here cost per view means advertising spend divided by qualifying video views marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Cost per view","t":"Cost per view","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/cost-per-view/","ui":"Keep cost per view on the dashboard, but show the definition and reporting period beside it."},{"a":["markup pricing"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Setting price by adding a margin or markup to estimated cost.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Setting price by adding a margin or markup to estimated cost.","i":903,"id":"revenue.cost-plus-pricing","lv":"core","ph":"cost plus pricing markup pricing cost plus pricing markup pricing cost plus pricing setting price by adding a margin or markup to estimated cost setting price by adding a margin or markup to estimated cost the pricing slide needs to separate cost plus pricing from the commercial assumptions around it you will see cost plus pricing in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here cost plus pricing means setting price by adding a margin or markup to estimated cost revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Cost-plus pricing","t":"Cost-plus pricing","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/cost-plus-pricing/","ui":"The pricing slide needs to separate cost-plus pricing from the commercial assumptions around it."},{"a":["cost base"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The main fixed and variable costs created by a business model.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"What the business spends money on and why.","i":904,"id":"strategy.cost-structure","lv":"core","ph":"cost structure cost base cost base cost structure cost structure what the business spends money on and why the main fixed and variable costs created by a business model the cost structure changes materially at enterprise scale you will see cost structure in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here cost structure means the main fixed and variable costs created by a business model strategy markets and business models strategy market analysis and business models business model canvas and lean canvas startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification equipment technology format genre model global context dependent business foundation","sn":"Cost structure","t":"Cost structure","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/cost-structure/","ui":"The cost structure changes materially at enterprise scale."},{"a":["company counsel"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The lawyers representing the company in a financing or transaction.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The company's lawyers.","i":905,"id":"startup.counsel-to-the-company","lv":"working","ph":"counsel to the company company counsel company counsel counsel to the company counsel to the company the companys lawyers the lawyers representing the company in a financing or transaction counsel to the company is preparing the closing set you will see counsel to the company in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet control and investor rights in term sheet control and investor rights a loose definition can change rights obligations approval disclosure or enforceability here counsel to the company means the lawyers representing the company in a financing or transaction startups venture and fundraising startup formation venture capital and fundraising term sheet control and investor rights startup investor finance corporate fundraising financing due diligence governance finance commerce right contract law organisation party global context dependent","sn":"Counsel to the company","t":"Counsel to the company","tp":"Term-sheet control & investor rights","tpid":"startup-venture-fundraising.term-sheet-control","u":"terms/counsel-to-the-company/","ui":"Counsel to the company is preparing the closing set."},{"a":["CTF","CFT"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Controls intended to prevent funds from supporting terrorism.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Controls intended to prevent funds from supporting terrorism.","i":906,"id":"governance.counter-terrorist-financing","lv":"working","ph":"counter terrorist financing ctf cft cft counter terrorist financing ctf counter terrorist financing controls intended to prevent funds from supporting terrorism controls intended to prevent funds from supporting terrorism can we state who receives the right created by counter terrorist financing and when it applies you will see counter terrorist financing in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here counter terrorist financing means controls intended to prevent funds from supporting terrorism corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Counter-terrorist financing","t":"Counter-terrorist financing","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/counter-terrorist-financing/","ui":"Can we state who receives the right created by counter-terrorist financing, and when it applies?"},{"a":["opposing argument"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A reasoned challenge to a claim or recommendation.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"An argument against the proposed idea.","i":907,"id":"bizpitch.counterargument","lv":"working","ph":"counterargument opposing argument counterargument opposing argument counterargument an argument against the proposed idea a reasoned challenge to a claim or recommendation include the strongest counterargument rather than a weak substitute you will see counterargument in business pitches proposals executive summaries and decision decks when the discussion reaches decision narrative and persuasion it helps a reader interpret decision narrative and persuasion without confusing the measure decision role or evidence being discussed here counterargument means a reasoned challenge to a claim or recommendation business pitching and presentation materials business pitches decks and decision materials decision narrative and persuasion startup business corporate investor sales planning pitching submission decision status decision global context dependent","sn":"Counterargument","t":"Counterargument","tp":"Decision narrative & persuasion","tpid":"business-pitching-artifacts.decision-story","u":"terms/counterargument/","ui":"Include the strongest counterargument rather than a weak substitute."},{"a":["no-treatment outcome"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The estimated outcome that would have occurred without the intervention.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The estimated outcome that would have occurred without the intervention.","i":908,"id":"marketing.counterfactual","lv":"working","ph":"counterfactual no treatment outcome counterfactual no treatment outcome counterfactual the estimated outcome that would have occurred without the intervention the estimated outcome that would have occurred without the intervention compare counterfactual with the same cohort and period before drawing a conclusion you will see counterfactual in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here counterfactual means the estimated outcome that would have occurred without the intervention marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Counterfactual","t":"Counterfactual","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/counterfactual/","ui":"Compare counterfactual with the same cohort and period before drawing a conclusion."},{"a":["execution counterpart"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"One of several separately signed copies that together form the agreement.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"One of several separately signed copies that together form the agreement.","i":909,"id":"governance.counterpart","lv":"working","ph":"counterpart execution counterpart counterpart execution counterpart counterpart one of several separately signed copies that together form the agreement one of several separately signed copies that together form the agreement counsel wants counterpart clarified before anyone signs you will see counterpart in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here counterpart means one of several separately signed copies that together form the agreement corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact metric standard specification right contract law global context dependent","sn":"Counterpart","t":"Counterpart","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/counterpart/","ui":"Counsel wants counterpart clarified before anyone signs."},{"a":["contracting counterparty"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The other party to a transaction or contract.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The other party to a transaction or contract.","i":910,"id":"governance.counterparty","lv":"core","ph":"counterparty contracting counterparty contracting counterparty counterparty counterparty the other party to a transaction or contract the other party to a transaction or contract the draft mentions counterparty but the scope and jurisdiction are still unclear you will see counterparty in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here counterparty means the other party to a transaction or contract corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Counterparty","t":"Counterparty","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/counterparty/","ui":"The draft mentions counterparty, but the scope and jurisdiction are still unclear."},{"a":["coupon rate"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The stated interest payment on a bond or debt security.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The stated interest payment on a bond or debt security.","i":911,"id":"bizfinance.coupon","lv":"working","ph":"coupon coupon rate coupon coupon rate coupon the stated interest payment on a bond or debt security the stated interest payment on a bond or debt security can you walk me through how coupon works in the model you will see coupon in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here coupon means the stated interest payment on a bond or debt security finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology global context dependent","sn":"Coupon","t":"Coupon","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/coupon/","ui":"Can you walk me through how coupon works in the model?"},{"a":["undertaking","debt covenant"],"amb":["Covenant","undertaking"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contractual promise to do or not do something.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A contractual promise to do or not do something.","i":912,"id":"governance.covenant","lv":"core","ph":"covenant undertaking debt covenant covenant debt covenant undertaking covenant a contractual promise to do or not do something a contractual promise to do or not do something do not describe covenant as agreed until the operative document says so you will see covenant in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here covenant means a contractual promise to do or not do something corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language undertaking startup business corporate sales finance product investor people go to market sales contracting customer success renewal accounting planning forecasting valuation reporting financing governance compliance risk management document artifact right contract law global context dependent","sn":"Covenant","t":"Covenant","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/covenant/","ui":"Do not describe covenant as agreed until the operative document says so."},{"a":["covenant default"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Failure to comply with a covenant.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Failure to comply with a covenant.","i":913,"id":"bizfinance.covenant-breach","lv":"core","ph":"covenant breach covenant default covenant breach covenant default covenant breach failure to comply with a covenant failure to comply with a covenant the draft mentions covenant breach but the scope and jurisdiction are still unclear you will see covenant breach in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here covenant breach means failure to comply with a covenant finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce right contract law global context dependent","sn":"Covenant breach","t":"Covenant breach","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/covenant-breach/","ui":"The draft mentions covenant breach, but the scope and jurisdiction are still unclear."},{"a":["covenant cushion"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The distance between current performance and a covenant limit.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The distance between current performance and a covenant limit.","i":914,"id":"bizfinance.covenant-headroom","lv":"working","ph":"covenant headroom covenant cushion covenant cushion covenant headroom covenant headroom the distance between current performance and a covenant limit the distance between current performance and a covenant limit counsel wants covenant headroom clarified before anyone signs you will see covenant headroom in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here covenant headroom means the distance between current performance and a covenant limit finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce right contract law global context dependent","sn":"Covenant headroom","t":"Covenant headroom","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/covenant-headroom/","ui":"Counsel wants covenant headroom clarified before anyone signs."},{"a":["covenant compliance report"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A report on debt-covenant compliance and headroom.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A report on debt-covenant compliance and headroom.","i":915,"id":"reporting.covenant-report","lv":"working","ph":"covenant report covenant compliance report covenant compliance report covenant report covenant report a report on debt covenant compliance and headroom a report on debt covenant compliance and headroom can we state who receives the right created by covenant report and when it applies you will see covenant report in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here covenant report means a report on debt covenant compliance and headroom corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce right contract law organisation party global context dependent","sn":"Covenant report","t":"Covenant report","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/covenant-report/","ui":"Can we state who receives the right created by covenant report, and when it applies?"},{"a":["board-paper cover"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A front page summarising purpose, owner, decision and recommendations.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A front page summarising purpose, owner, decision and recommendations.","i":916,"id":"reporting.cover-sheet","lv":"working","ph":"cover sheet board paper cover board paper cover cover sheet cover sheet a front page summarising purpose owner decision and recommendations a front page summarising purpose owner decision and recommendations attach the latest cover sheet to the decision pack before the meeting you will see cover sheet in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here cover sheet means a front page summarising purpose owner decision and recommendations corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce organisation party status decision global context dependent","sn":"Cover sheet","t":"Cover sheet","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/cover-sheet/","ui":"Attach the latest cover sheet to the decision pack before the meeting."},{"a":["initiate coverage"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The first formal research report on a company by an analyst.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The first formal research report on a company by an analyst.","i":917,"id":"reporting.coverage-initiation","lv":"working","ph":"coverage initiation initiate coverage coverage initiation initiate coverage coverage initiation the first formal research report on a company by an analyst the first formal research report on a company by an analyst which version of coverage initiation should the board treat as current you will see coverage initiation in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here coverage initiation means the first formal research report on a company by an analyst corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce organisation party global context dependent","sn":"Coverage initiation","t":"Coverage initiation","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/coverage-initiation/","ui":"Which version of coverage initiation should the board treat as current?"},{"a":["sales coverage"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A plan assigning sales capacity across territories, segments, roles or channels.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A plan assigning sales capacity across territories, segments, roles or channels.","i":918,"id":"revenue.coverage-model","lv":"working","ph":"coverage model sales coverage coverage model sales coverage coverage model a plan assigning sales capacity across territories segments roles or channels a plan assigning sales capacity across territories segments roles or channels keep coverage model on the dashboard but show the definition and reporting period beside it you will see coverage model in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here coverage model means a plan assigning sales capacity across territories segments roles or channels revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal document artifact role person finance commerce equipment technology format genre model global context dependent","sn":"Coverage model","t":"Coverage model","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/coverage-model/","ui":"Keep coverage model on the dashboard, but show the definition and reporting period beside it."},{"a":["capability index"],"amb":["CP"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A process-capability index comparing specification width with potential process spread.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A process-capability index comparing specification width with potential process spread.","i":919,"id":"operations.cp","lv":"specialist","ph":"cp capability index capability index cp cp a process capability index comparing specification width with potential process spread a process capability index comparing specification width with potential process spread the number is useful only if everyone calculates cp the same way you will see cp in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here cp means a process capability index comparing specification width with potential process spread operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause condition precedent business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Cp","t":"Cp","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/cp/","ui":"The number is useful only if everyone calculates cp the same way."},{"a":["centred capability index"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A capability index considering both process spread and centring relative to specification.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A capability index considering both process spread and centring relative to specification.","i":920,"id":"operations.cpk","lv":"specialist","ph":"cpk centred capability index centred capability index cpk cpk a capability index considering both process spread and centring relative to specification a capability index considering both process spread and centring relative to specification keep cpk on the dashboard but show the definition and reporting period beside it you will see cpk in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here cpk means a capability index considering both process spread and centring relative to specification operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Cpk","t":"Cpk","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/cpk/","ui":"Keep cpk on the dashboard, but show the definition and reporting period beside it."},{"a":["closed-loop design"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A design concept aiming for materials to circulate safely in biological or technical cycles.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A design concept aiming for materials to circulate safely in biological or technical cycles.","i":921,"id":"sustainability.cradle-to-cradle","lv":"working","ph":"cradle to cradle closed loop design closed loop design cradle to cradle cradle to cradle a design concept aiming for materials to circulate safely in biological or technical cycles a design concept aiming for materials to circulate safely in biological or technical cycles which standard and reporting period govern cradle to cradle you will see cradle to cradle in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here cradle to cradle means a design concept aiming for materials to circulate safely in biological or technical cycles sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Cradle to cradle","t":"Cradle to cradle","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/cradle-to-cradle/","ui":"Which standard and reporting period govern cradle to cradle?"},{"a":["upstream product boundary"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A life-cycle boundary from extraction through the factory gate.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A life-cycle boundary from extraction through the factory gate.","i":922,"id":"sustainability.cradle-to-gate","lv":"working","ph":"cradle to gate upstream product boundary cradle to gate upstream product boundary cradle to gate a life cycle boundary from extraction through the factory gate a life cycle boundary from extraction through the factory gate which standard and reporting period govern cradle to gate you will see cradle to gate in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here cradle to gate means a life cycle boundary from extraction through the factory gate sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Cradle to gate","t":"Cradle to gate","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/cradle-to-gate/","ui":"Which standard and reporting period govern cradle to gate?"},{"a":["full life cycle"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A life-cycle boundary from raw-material extraction through disposal.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A life-cycle boundary from raw-material extraction through disposal.","i":923,"id":"sustainability.cradle-to-grave","lv":"core","ph":"cradle to grave full life cycle cradle to grave full life cycle cradle to grave a life cycle boundary from raw material extraction through disposal a life cycle boundary from raw material extraction through disposal can we separate the target for cradle to grave from measured performance you will see cradle to grave in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here cradle to grave means a life cycle boundary from raw material extraction through disposal sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Cradle to grave","t":"Cradle to grave","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/cradle-to-grave/","ui":"Can we separate the target for cradle to grave from measured performance?"},{"a":["agency brief"],"amb":["Creative brief"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A document translating strategy into a focused problem and direction for creative work.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A document translating strategy into a focused problem and direction for creative work.","i":924,"id":"marketing.creative-brief","lv":"core","ph":"creative brief agency brief agency brief creative brief creative brief a document translating strategy into a focused problem and direction for creative work a document translating strategy into a focused problem and direction for creative work attach the latest creative brief to the decision pack before the meeting you will see creative brief in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here creative brief means a document translating strategy into a focused problem and direction for creative work marketing brand and growth brand marketing media and growth marketing strategy and planning design brief startup business corporate marketing sales market research marketing growth reporting document artifact metric standard specification format genre model global context dependent","sn":"Creative brief","t":"Creative brief","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/creative-brief/","ui":"Attach the latest creative brief to the decision pack before the meeting."},{"a":["credentials presentation","creds deck"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation of relevant experience, team, clients, case studies and proof used to win trust or selection.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A deck that proves past experience and credibility.","i":925,"id":"bizpitch.credentials-deck","lv":"core","ph":"credentials deck credentials presentation creds deck credentials deck credentials presentation creds deck credentials deck a deck that proves past experience and credibility a presentation of relevant experience team clients case studies and proof used to win trust or selection cut the credentials deck to the work most relevant to this brief you will see credentials deck in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here credentials deck means a presentation of relevant experience team clients case studies and proof used to win trust or selection business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact organisation party global context dependent","sn":"Credentials deck","t":"Credentials deck","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/credentials-deck/","ui":"Cut the credentials deck to the work most relevant to this brief."},{"a":["Cr"],"amb":["CR"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An entry on the right side of an account; it generally increases liabilities, equity and income and decreases assets and expenses.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The right side of an account; what it changes depends on the account type.","i":926,"id":"bizfinance.credit","lv":"core","ph":"credit cr cr credit credit the right side of an account what it changes depends on the account type an entry on the right side of an account it generally increases liabilities equity and income and decreases assets and expenses credit revenue only when the accounting rule says it has been earned you will see credit in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here credit means an entry on the right side of an account it generally increases liabilities equity and income and decreases assets and expenses finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records change request startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce right contract law global context dependent","sn":"Credit","t":"Credit","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/credit/","ui":"Credit revenue only when the accounting rule says it has been earned."},{"a":["default risk"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Risk that a counterparty fails to meet a financial obligation.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Risk that a counterparty fails to meet a financial obligation.","i":927,"id":"governance.credit-risk","lv":"core","ph":"credit risk default risk credit risk default risk credit risk risk that a counterparty fails to meet a financial obligation risk that a counterparty fails to meet a financial obligation counsel wants credit risk clarified before anyone signs you will see credit risk in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here credit risk means risk that a counterparty fails to meet a financial obligation corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law risk ethics access global context dependent","sn":"Credit risk","t":"Credit risk","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/credit-risk/","ui":"Counsel wants credit risk clarified before anyone signs."},{"a":["split credit"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A rule dividing sales credit among several contributors.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A rule dividing sales credit among several contributors.","i":928,"id":"revenue.credit-split","lv":"working","ph":"credit split split credit credit split split credit credit split a rule dividing sales credit among several contributors a rule dividing sales credit among several contributors how are we defining credit split in this deck you will see credit split in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here credit split means a rule dividing sales credit among several contributors revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Credit split","t":"Credit split","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/credit-split/","ui":"How are we defining credit split in this deck?"},{"a":["debt-holder presentation"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation to existing or prospective creditors about financing, restructuring or repayment.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A company explains its plan to people it owes money to.","i":929,"id":"bizpitch.creditor-pitch","lv":"specialist","ph":"creditor pitch debt holder presentation creditor pitch debt holder presentation creditor pitch a company explains its plan to people it owes money to a presentation to existing or prospective creditors about financing restructuring or repayment the creditor pitch must make the liquidity bridge credible you will see creditor pitch in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here creditor pitch means a presentation to existing or prospective creditors about financing restructuring or repayment business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Creditor pitch","t":"Creditor pitch","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/creditor-pitch/","ui":"The creditor pitch must make the liquidity bridge credible."},{"a":["emergency communication"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Planned communication with employees, customers, authorities and public stakeholders during crisis.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Planned communication with employees, customers, authorities and public stakeholders during crisis.","i":930,"id":"operations.crisis-communication","lv":"core","ph":"crisis communication emergency communication crisis communication emergency communication crisis communication planned communication with employees customers authorities and public stakeholders during crisis planned communication with employees customers authorities and public stakeholders during crisis can we separate the likelihood of crisis communication from its potential impact you will see crisis communication in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here crisis communication means planned communication with employees customers authorities and public stakeholders during crisis operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification role person workflow process global context dependent","sn":"Crisis communication","t":"Crisis communication","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/crisis-communication/","ui":"Can we separate the likelihood of crisis communication from its potential impact?"},{"a":["crisis trigger"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A defined condition for elevating an incident to crisis governance.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A defined condition for elevating an incident to crisis governance.","i":931,"id":"operations.crisis-escalation-threshold","lv":"working","ph":"crisis escalation threshold crisis trigger crisis escalation threshold crisis trigger crisis escalation threshold a defined condition for elevating an incident to crisis governance a defined condition for elevating an incident to crisis governance the control is not complete until we can evidence how crisis escalation threshold is monitored you will see crisis escalation threshold in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here crisis escalation threshold means a defined condition for elevating an incident to crisis governance operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Crisis escalation threshold","t":"Crisis escalation threshold","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/crisis-escalation-threshold/","ui":"The control is not complete until we can evidence how crisis escalation threshold is monitored."},{"a":["crisis response"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Strategic leadership and communication during a severe event threatening the organisation.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Strategic leadership and communication during a severe event threatening the organisation.","i":932,"id":"operations.crisis-management","lv":"core","ph":"crisis management crisis response crisis management crisis response crisis management strategic leadership and communication during a severe event threatening the organisation strategic leadership and communication during a severe event threatening the organisation add crisis management to the risk register with an owner and mitigation you will see crisis management in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here crisis management means strategic leadership and communication during a severe event threatening the organisation operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process organisation party global context dependent","sn":"Crisis management","t":"Crisis management","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/crisis-management/","ui":"Add crisis management to the risk register with an owner and mitigation."},{"a":["CMT"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The designated group leading response to a major crisis.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The designated group leading response to a major crisis.","i":933,"id":"operations.crisis-management-team","lv":"core","ph":"crisis management team cmt cmt crisis management team crisis management team the designated group leading response to a major crisis the designated group leading response to a major crisis add crisis management team to the risk register with an owner and mitigation you will see crisis management team in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here crisis management team means the designated group leading response to a major crisis operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process organisation party global context dependent","sn":"Crisis-management team","t":"Crisis-management team","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/crisis-management-team/","ui":"Add crisis-management team to the risk register with an owner and mitigation."},{"a":["key dependency"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A resource, supplier, system or condition required for a critical activity.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A resource, supplier, system or condition required for a critical activity.","i":934,"id":"operations.critical-dependency","lv":"core","ph":"critical dependency key dependency critical dependency key dependency critical dependency a resource supplier system or condition required for a critical activity a resource supplier system or condition required for a critical activity add critical dependency to the risk register with an owner and mitigation you will see critical dependency in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here critical dependency means a resource supplier system or condition required for a critical activity operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person equipment technology workflow process global context dependent","sn":"Critical dependency","t":"Critical dependency","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/critical-dependency/","ui":"Add critical dependency to the risk register with an owner and mitigation."},{"a":["compelling event"],"amb":["Compelling event","critical event"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A dated business event creating urgency or a consequence for delay.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A dated business event creating urgency or a consequence for delay.","i":935,"id":"revenue.critical-event","lv":"core","ph":"critical event compelling event compelling event critical event critical event a dated business event creating urgency or a consequence for delay a dated business event creating urgency or a consequence for delay who can verify critical event on the buyers side you will see critical event in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here critical event means a dated business event creating urgency or a consequence for delay revenue sales and go to market go to market sales pricing and customer success sales process and qualification compelling event startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce workflow process global context dependent","sn":"Critical event","t":"Critical event","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/critical-event/","ui":"Who can verify critical event on the buyer’s side?"},{"a":["mission-critical process"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A process whose disruption would create unacceptable impact within a defined time.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A process whose disruption would create unacceptable impact within a defined time.","i":936,"id":"operations.critical-process","lv":"core","ph":"critical process mission critical process critical process mission critical process critical process a process whose disruption would create unacceptable impact within a defined time a process whose disruption would create unacceptable impact within a defined time which version of critical process should the board treat as current you will see critical process in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here critical process means a process whose disruption would create unacceptable impact within a defined time operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process risk ethics access global context dependent","sn":"Critical process","t":"Critical process","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/critical-process/","ui":"Which version of critical process should the board treat as current?"},{"a":["mission-critical role"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A role whose vacancy or failure would materially affect objectives.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A role whose vacancy or failure would materially affect objectives.","i":937,"id":"people.critical-role","lv":"core","ph":"critical role mission critical role critical role mission critical role critical role a role whose vacancy or failure would materially affect objectives a role whose vacancy or failure would materially affect objectives can we make critical role accountable for one clear decision you will see critical role in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here critical role means a role whose vacancy or failure would materially affect objectives people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact role person workflow process organisation party global context dependent","sn":"Critical role","t":"Critical role","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/critical-role/","ui":"Can we make critical role accountable for one clear decision?"},{"a":["priority skill"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A capability essential to current or future performance and difficult to replace.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A capability essential to current or future performance and difficult to replace.","i":938,"id":"people.critical-skill","lv":"core","ph":"critical skill priority skill critical skill priority skill critical skill a capability essential to current or future performance and difficult to replace a capability essential to current or future performance and difficult to replace can we test the claim about critical skill against employee data and lived experience you will see critical skill in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here critical skill means a capability essential to current or future performance and difficult to replace people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Critical skill","t":"Critical skill","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/critical-skill/","ui":"Can we test the claim about critical skill against employee data and lived experience?"},{"a":["CSF"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A condition or capability that must be present for a strategy or initiative to succeed.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Something that has to go right for the plan to work.","i":939,"id":"strategy.critical-success-factor","lv":"working","ph":"critical success factor csf critical success factor csf critical success factor something that has to go right for the plan to work a condition or capability that must be present for a strategy or initiative to succeed executive sponsorship is a critical success factor for the rollout you will see critical success factor in strategy decks market analyses business plans and planning workshops when the discussion reaches purpose goals and strategic direction it helps a reader interpret purpose goals and strategic direction without confusing the measure decision role or evidence being discussed here critical success factor means a condition or capability that must be present for a strategy or initiative to succeed strategy markets and business models strategy market analysis and business models purpose goals and strategic direction startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Critical success factor","t":"Critical success factor","tp":"Purpose, goals & strategic direction","tpid":"strategy-market-models.purpose-goals","u":"terms/critical-success-factor/","ui":"Executive sponsorship is a critical success factor for the rollout."},{"a":["international data transfer"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Transfer or remote access of personal data across national or legal boundaries.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Transfer or remote access of personal data across national or legal boundaries.","i":940,"id":"governance.cross-border-data-transfer","lv":"core","ph":"cross border data transfer international data transfer cross border data transfer international data transfer cross border data transfer transfer or remote access of personal data across national or legal boundaries transfer or remote access of personal data across national or legal boundaries counsel wants cross border data transfer clarified before anyone signs you will see cross border data transfer in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here cross border data transfer means transfer or remote access of personal data across national or legal boundaries corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law equipment technology risk ethics access global context dependent","sn":"Cross-border data transfer","t":"Cross-border data transfer","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/cross-border-data-transfer/","ui":"Counsel wants cross-border data transfer clarified before anyone signs."},{"a":["cross default clause"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A provision making default under another obligation trigger consequences under this agreement.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A provision making default under another obligation trigger consequences under this agreement.","i":941,"id":"bizfinance.cross-default","lv":"working","ph":"cross default cross default clause cross default cross default clause cross default a provision making default under another obligation trigger consequences under this agreement a provision making default under another obligation trigger consequences under this agreement the draft mentions cross default but the scope and jurisdiction are still unclear you will see cross default in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here cross default means a provision making default under another obligation trigger consequences under this agreement finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Cross-default","t":"Cross-default","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/cross-default/","ui":"The draft mentions cross-default, but the scope and jurisdiction are still unclear."},{"a":["cross-device tracking"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Estimating or matching activity across several devices associated with a person or household.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Estimating or matching activity across several devices associated with a person or household.","i":942,"id":"marketing.cross-device-measurement","lv":"working","ph":"cross device measurement cross device tracking cross device measurement cross device tracking cross device measurement estimating or matching activity across several devices associated with a person or household estimating or matching activity across several devices associated with a person or household how are we defining cross device measurement in this deck you will see cross device measurement in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here cross device measurement means estimating or matching activity across several devices associated with a person or household marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model global context dependent","sn":"Cross-device measurement","t":"Cross-device measurement","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/cross-device-measurement/","ui":"How are we defining cross-device measurement in this deck?"},{"a":["cross dock"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Transferring goods from inbound to outbound transport with minimal storage.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Transferring goods from inbound to outbound transport with minimal storage.","i":943,"id":"operations.cross-docking","lv":"working","ph":"cross docking cross dock cross dock cross docking cross docking transferring goods from inbound to outbound transport with minimal storage transferring goods from inbound to outbound transport with minimal storage the weekly review should track cross docking against the same process definition you will see cross docking in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here cross docking means transferring goods from inbound to outbound transport with minimal storage operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Cross-docking","t":"Cross-docking","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/cross-docking/","ui":"The weekly review should track cross-docking against the same process definition."},{"a":["adjacent sale"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Selling an additional product or service to an existing customer.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Selling an additional product or service to an existing customer.","i":944,"id":"revenue.cross-sell","lv":"core","ph":"cross sell adjacent sale adjacent sale cross sell cross sell selling an additional product or service to an existing customer selling an additional product or service to an existing customer how are we defining cross sell in this deck you will see cross sell in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here cross sell means selling an additional product or service to an existing customer revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Cross-sell","t":"Cross-sell","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/cross-sell/","ui":"How are we defining cross-sell in this deck?"},{"a":["cross subsidisation"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A structure in which revenue or margin from one customer, product or activity supports another.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"One part of the business helps pay for another.","i":945,"id":"strategy.cross-subsidy","lv":"working","ph":"cross subsidy cross subsidisation cross subsidisation cross subsidy cross subsidy one part of the business helps pay for another a structure in which revenue or margin from one customer product or activity supports another the cross subsidy must be visible before pricing changes you will see cross subsidy in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here cross subsidy means a structure in which revenue or margin from one customer product or activity supports another strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Cross-subsidy","t":"Cross-subsidy","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/cross-subsidy/","ui":"The cross-subsidy must be visible before pricing changes."},{"a":["cross-tabs"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Comparison of survey results across selected subgroups.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Comparison of survey results across selected subgroups.","i":946,"id":"marketing.cross-tabulation","lv":"core","ph":"cross tabulation cross tabs cross tabs cross tabulation cross tabulation comparison of survey results across selected subgroups comparison of survey results across selected subgroups can we show the uncertainty around cross tabulation instead of presenting one clean number you will see cross tabulation in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here cross tabulation means comparison of survey results across selected subgroups marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Cross-tabulation","t":"Cross-tabulation","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/cross-tabulation/","ui":"Can we show the uncertainty around cross-tabulation instead of presenting one clean number?"},{"a":["crowd funding"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Raising money from many people, through donations, rewards, debt or equity depending on the structure.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Many people each contribute or invest a smaller amount.","i":947,"id":"startup.crowdfunding","lv":"core","ph":"crowdfunding crowd funding crowd funding crowdfunding crowdfunding many people each contribute or invest a smaller amount raising money from many people through donations rewards debt or equity depending on the structure specify whether the crowdfunding is reward debt or equity based you will see crowdfunding in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding instruments and exemptions in funding instruments and exemptions a loose definition can change rights obligations approval disclosure or enforceability here crowdfunding means raising money from many people through donations rewards debt or equity depending on the structure startups venture and fundraising startup formation venture capital and fundraising funding instruments and exemptions startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent startup","sn":"Crowdfunding","t":"Crowdfunding","tp":"Funding instruments & exemptions","tpid":"startup-venture-fundraising.funding-instruments","u":"terms/crowdfunding/","ui":"Specify whether the crowdfunding is reward, debt or equity based."},{"a":["crowd round"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A financing raised from many contributors or investors through a platform, under applicable rules.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Many people contribute or invest smaller amounts.","i":948,"id":"startup.crowdfunding-round","lv":"core","ph":"crowdfunding round crowd round crowd round crowdfunding round crowdfunding round many people contribute or invest smaller amounts a financing raised from many contributors or investors through a platform under applicable rules the crowdfunding round requires clear public disclosures you will see crowdfunding round in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here crowdfunding round means a financing raised from many contributors or investors through a platform under applicable rules startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"Crowdfunding round","t":"Crowdfunding round","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/crowdfunding-round/","ui":"The crowdfunding round requires clear public disclosures."},{"a":["Corporate Sustainability Reporting Directive"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The European Union Corporate Sustainability Reporting Directive.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The European Union Corporate Sustainability Reporting Directive.","i":949,"id":"sustainability.csrd","lv":"core","ph":"csrd corporate sustainability reporting directive corporate sustainability reporting directive csrd csrd the european union corporate sustainability reporting directive the european union corporate sustainability reporting directive the number is useful only if everyone calculates csrd the same way you will see csrd in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here csrd means the european union corporate sustainability reporting directive sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact metric standard specification format genre model risk ethics access global context dependent","sn":"CSRD","t":"CSRD","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/csrd/","ui":"The number is useful only if everyone calculates CSRD the same way."},{"a":["workplace culture"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Informal patterns of meaning and behaviour within a group.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Informal patterns of meaning and behaviour within a group.","i":950,"id":"people.culture","lv":"core","ph":"culture workplace culture culture workplace culture culture informal patterns of meaning and behaviour within a group informal patterns of meaning and behaviour within a group the change plan needs to show how people will be supported through culture you will see culture in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here culture means informal patterns of meaning and behaviour within a group people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Culture","t":"Culture","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/culture/","ui":"The change plan needs to show how people will be supported through culture."},{"a":["culture assessment"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A structured assessment of current cultural patterns and gaps.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A structured assessment of current cultural patterns and gaps.","i":951,"id":"people.culture-diagnostic","lv":"working","ph":"culture diagnostic culture assessment culture assessment culture diagnostic culture diagnostic a structured assessment of current cultural patterns and gaps a structured assessment of current cultural patterns and gaps the programme is tracking activity around culture diagnostic but not adoption you will see culture diagnostic in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here culture diagnostic means a structured assessment of current cultural patterns and gaps people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management workflow process organisation party global context dependent","sn":"Culture diagnostic","t":"Culture diagnostic","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/culture-diagnostic/","ui":"The programme is tracking activity around culture diagnostic, but not adoption."},{"a":["culture delta"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Difference between current and desired cultural patterns.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Difference between current and desired cultural patterns.","i":952,"id":"people.culture-gap","lv":"working","ph":"culture gap culture delta culture delta culture gap culture gap difference between current and desired cultural patterns difference between current and desired cultural patterns what behaviour should be different after culture gap you will see culture gap in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here culture gap means difference between current and desired cultural patterns people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Culture gap","t":"Culture gap","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/culture-gap/","ui":"What behaviour should be different after culture gap?"},{"a":["organisational culture survey"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A survey assessing norms, behaviours and organisational experience.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A survey assessing norms, behaviours and organisational experience.","i":953,"id":"people.culture-survey","lv":"working","ph":"culture survey organisational culture survey culture survey organisational culture survey culture survey a survey assessing norms behaviours and organisational experience a survey assessing norms behaviours and organisational experience the change plan needs to show how people will be supported through culture survey you will see culture survey in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here culture survey means a survey assessing norms behaviours and organisational experience people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Culture survey","t":"Culture survey","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/culture-survey/","ui":"The change plan needs to show how people will be supported through culture survey."},{"a":["accruing dividend"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A dividend that accrues if not paid and remains payable under the security's terms.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Unpaid dividends keep adding up.","i":954,"id":"startup.cumulative-dividend","lv":"working","ph":"cumulative dividend accruing dividend accruing dividend cumulative dividend cumulative dividend unpaid dividends keep adding up a dividend that accrues if not paid and remains payable under the securitys terms the cumulative dividend increases the preference over time you will see cumulative dividend in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet economics in term sheet economics a loose definition can change rights obligations approval disclosure or enforceability here cumulative dividend means a dividend that accrues if not paid and remains payable under the securitys terms startups venture and fundraising startup formation venture capital and fundraising term sheet economics startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"Cumulative dividend","t":"Cumulative dividend","tp":"Term-sheet economics","tpid":"startup-venture-fundraising.term-sheet-economics","u":"terms/cumulative-dividend/","ui":"The cumulative dividend increases the preference over time."},{"a":["remedy period"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Time allowed to remedy a breach before further rights arise.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"Time allowed to remedy a breach before further rights arise.","i":955,"id":"governance.cure-period","lv":"core","ph":"cure period remedy period cure period remedy period cure period time allowed to remedy a breach before further rights arise time allowed to remedy a breach before further rights arise counsel wants cure period clarified before anyone signs you will see cure period in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here cure period means time allowed to remedy a breach before further rights arise corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact right contract law global context dependent","sn":"Cure period","t":"Cure period","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/cure-period/","ui":"Counsel wants cure period clarified before anyone signs."},{"a":["short-term asset"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An asset expected to be realised, sold or consumed within the operating cycle or specified short-term criteria.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An asset expected to be realised, sold or consumed within the operating cycle or specified short-term criteria.","i":956,"id":"bizfinance.current-asset","lv":"core","ph":"current asset short term asset current asset short term asset current asset an asset expected to be realised sold or consumed within the operating cycle or specified short term criteria an asset expected to be realised sold or consumed within the operating cycle or specified short term criteria finance will reconcile current asset before the board pack goes out you will see current asset in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here current asset means an asset expected to be realised sold or consumed within the operating cycle or specified short term criteria finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce workflow process global context dependent","sn":"Current asset","t":"Current asset","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/current-asset/","ui":"Finance will reconcile current asset before the board pack goes out."},{"a":["short-term liability"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A liability expected to be settled within the operating cycle or specified short-term criteria.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A liability expected to be settled within the operating cycle or specified short-term criteria.","i":957,"id":"bizfinance.current-liability","lv":"core","ph":"current liability short term liability current liability short term liability current liability a liability expected to be settled within the operating cycle or specified short term criteria a liability expected to be settled within the operating cycle or specified short term criteria the draft mentions current liability but the scope and jurisdiction are still unclear you will see current liability in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here current liability means a liability expected to be settled within the operating cycle or specified short term criteria finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce right contract law workflow process global context dependent","sn":"Current liability","t":"Current liability","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/current-liability/","ui":"The draft mentions current liability, but the scope and jurisdiction are still unclear."},{"a":["liquidity ratio"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Current assets divided by current liabilities.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Current assets divided by current liabilities.","i":958,"id":"bizfinance.current-ratio","lv":"core","ph":"current ratio liquidity ratio current ratio liquidity ratio current ratio current assets divided by current liabilities current assets divided by current liabilities how are we defining current ratio in this deck you will see current ratio in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here current ratio means current assets divided by current liabilities finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Current ratio","t":"Current ratio","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/current-ratio/","ui":"How are we defining current ratio in this deck?"},{"a":["cRPO"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The portion of remaining performance obligations expected to be recognised within the next twelve months.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The portion of remaining performance obligations expected to be recognised within the next twelve months.","i":959,"id":"revenue.current-remaining-performance-obligations","lv":"working","ph":"current remaining performance obligations crpo crpo current remaining performance obligations current remaining performance obligations the portion of remaining performance obligations expected to be recognised within the next twelve months the portion of remaining performance obligations expected to be recognised within the next twelve months counsel wants current remaining performance obligations clarified before anyone signs you will see current remaining performance obligations in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here current remaining performance obligations means the portion of remaining performance obligations expected to be recognised within the next twelve months revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Current remaining performance obligations","t":"Current remaining performance obligations","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/current-remaining-performance-obligations/","ui":"Counsel wants current remaining performance obligations clarified before anyone signs."},{"a":["event-driven filing"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A filing used to disclose specified events between periodic reports.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A filing used to disclose specified events between periodic reports.","i":960,"id":"reporting.current-report","lv":"working","ph":"current report event driven filing current report event driven filing current report a filing used to disclose specified events between periodic reports a filing used to disclose specified events between periodic reports attach the latest current report to the decision pack before the meeting you will see current report in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here current report means a filing used to disclose specified events between periodic reports corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce status decision global context dependent","sn":"Current report","t":"Current report","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/current-report/","ui":"Attach the latest current report to the decision pack before the meeting."},{"a":["as-is state"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The existing way an organisation operates.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The existing way an organisation operates.","i":961,"id":"people.current-state","lv":"core","ph":"current state as is state as is state current state current state the existing way an organisation operates the existing way an organisation operates the programme is tracking activity around current state but not adoption you will see current state in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here current state means the existing way an organisation operates people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Current state","t":"Current state","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/current-state/","ui":"The programme is tracking activity around current state, but not adoption."},{"a":["client","customer account"],"amb":["customer account"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A person or organisation that buys or contracts for a product or service.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","investor","marketing","product","sales","finance"],"e":"A person or organisation that buys or contracts for a product or service.","i":962,"id":"revenue.customer","lv":"core","ph":"customer client customer account client customer customer account customer a person or organisation that buys or contracts for a product or service a person or organisation that buys or contracts for a product or service who can verify customer on the buyers side you will see customer in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here customer means a person or organisation that buys or contracts for a product or service revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles user account startup business corporate investor marketing product sales finance strategy market research planning pitching go to market sales contracting customer success renewal document artifact role person finance commerce right contract law organisation party global context dependent","sn":"Customer","t":"Customer","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/customer/","ui":"Who can verify customer on the buyer’s side?"},{"a":["CAC"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Sales and marketing cost allocated to newly acquired customers under a stated method.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Sales and marketing cost allocated to newly acquired customers under a stated method.","i":963,"id":"bizfinance.customer-acquisition-cost","lv":"core","ph":"customer acquisition cost cac cac customer acquisition cost customer acquisition cost sales and marketing cost allocated to newly acquired customers under a stated method sales and marketing cost allocated to newly acquired customers under a stated method compare customer acquisition cost with the same cohort and period before drawing a conclusion you will see customer acquisition cost in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here customer acquisition cost means sales and marketing cost allocated to newly acquired customers under a stated method finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics cost per acquisition startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification role person finance commerce workflow process format genre model global context dependent business","sn":"Customer acquisition cost","t":"Customer acquisition cost","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/customer-acquisition-cost/","ui":"Compare customer acquisition cost with the same cohort and period before drawing a conclusion."},{"a":["CBBE"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Brand value understood through customer awareness, associations, responses and loyalty.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Brand value understood through customer awareness, associations, responses and loyalty.","i":964,"id":"marketing.customer-based-brand-equity","lv":"working","ph":"customer based brand equity cbbe cbbe customer based brand equity customer based brand equity brand value understood through customer awareness associations responses and loyalty brand value understood through customer awareness associations responses and loyalty the work feels inconsistent because the team is using customer based brand equity in three different ways you will see customer based brand equity in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here customer based brand equity means brand value understood through customer awareness associations responses and loyalty marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent","sn":"Customer-based brand equity","t":"Customer-based brand equity","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/customer-based-brand-equity/","ui":"The work feels inconsistent because the team is using customer-based brand equity in three different ways."},{"a":["complaint"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A documented expression of dissatisfaction requiring review or response.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A documented expression of dissatisfaction requiring review or response.","i":965,"id":"operations.customer-complaint","lv":"core","ph":"customer complaint complaint complaint customer complaint customer complaint a documented expression of dissatisfaction requiring review or response a documented expression of dissatisfaction requiring review or response which version of customer complaint should the board treat as current you will see customer complaint in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here customer complaint means a documented expression of dissatisfaction requiring review or response operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification role person workflow process global context dependent","sn":"Customer complaint","t":"Customer complaint","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/customer-complaint/","ui":"Which version of customer complaint should the board treat as current?"},{"a":["discovery interviews"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Structured learning with potential customers to test problems, behaviours and assumptions before scaling a solution.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Talk to customers to learn what is true before building too much.","i":966,"id":"strategy.customer-discovery","lv":"core","ph":"customer discovery discovery interviews customer discovery discovery interviews customer discovery talk to customers to learn what is true before building too much structured learning with potential customers to test problems behaviours and assumptions before scaling a solution customer discovery should seek disconfirming evidence you will see customer discovery in strategy decks market analyses business plans and planning workshops when the discussion reaches needs jobs and value propositions it helps a reader interpret needs jobs and value propositions without confusing the measure decision role or evidence being discussed here customer discovery means structured learning with potential customers to test problems behaviours and assumptions before scaling a solution strategy markets and business models strategy market analysis and business models needs jobs and value propositions startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent startup","sn":"Customer discovery","t":"Customer discovery","tp":"Needs, jobs & value propositions","tpid":"strategy-market-models.customer-needs","u":"terms/customer-discovery/","ui":"Customer discovery should seek disconfirming evidence."},{"a":["CDD"],"amb":["CDD"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Identity, ownership and risk checks performed on a customer under relevant rules.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Identity, ownership and risk checks performed on a customer under relevant rules.","i":967,"id":"governance.customer-due-diligence","lv":"core","ph":"customer due diligence cdd cdd customer due diligence customer due diligence identity ownership and risk checks performed on a customer under relevant rules identity ownership and risk checks performed on a customer under relevant rules do not describe customer due diligence as agreed until the operative document says so you will see customer due diligence in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here customer due diligence means identity ownership and risk checks performed on a customer under relevant rules corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance commercial due diligence startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law workflow process organisation party risk ethics access global context dependent","sn":"Customer due diligence","t":"Customer due diligence","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/customer-due-diligence/","ui":"Do not describe customer due diligence as agreed until the operative document says so."},{"a":["CES"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A survey measure of how easy or difficult customers found an interaction or task.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A survey measure of how easy or difficult customers found an interaction or task.","i":968,"id":"revenue.customer-effort-score","lv":"working","ph":"customer effort score ces ces customer effort score customer effort score a survey measure of how easy or difficult customers found an interaction or task a survey measure of how easy or difficult customers found an interaction or task keep customer effort score on the dashboard but show the definition and reporting period beside it you will see customer effort score in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here customer effort score means a survey measure of how easy or difficult customers found an interaction or task revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce global context dependent","sn":"Customer effort score","t":"Customer effort score","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/customer-effort-score/","ui":"Keep customer effort score on the dashboard, but show the definition and reporting period beside it."},{"a":["user feedback"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Information from customers about needs, problems, satisfaction or desired change.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Information from customers about needs, problems, satisfaction or desired change.","i":969,"id":"revenue.customer-feedback","lv":"core","ph":"customer feedback user feedback customer feedback user feedback customer feedback information from customers about needs problems satisfaction or desired change information from customers about needs problems satisfaction or desired change track customer feedback before the renewal conversation starts you will see customer feedback in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here customer feedback means information from customers about needs problems satisfaction or desired change revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Customer feedback","t":"Customer feedback","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/customer-feedback/","ui":"Track customer feedback before the renewal conversation starts."},{"a":["gain","customer benefit"],"amb":["customer benefit"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A benefit or positive result the customer values.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Something better the customer wants.","i":970,"id":"strategy.customer-gain","lv":"core","ph":"customer gain gain customer benefit customer benefit customer gain gain customer gain something better the customer wants a benefit or positive result the customer values the gain is faster approval not another dashboard you will see customer gain in strategy decks market analyses business plans and planning workshops when the discussion reaches needs jobs and value propositions it helps a reader interpret needs jobs and value propositions without confusing the measure decision role or evidence being discussed here customer gain means a benefit or positive result the customer values strategy markets and business models strategy market analysis and business models needs jobs and value propositions benefit startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Customer gain","t":"Customer gain","tp":"Needs, jobs & value propositions","tpid":"strategy-market-models.customer-needs","u":"terms/customer-gain/","ui":"The gain is faster approval, not another dashboard."},{"a":["health score"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A composite indicator intended to summarise account risk or success from selected signals.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A composite indicator intended to summarise account risk or success from selected signals.","i":971,"id":"revenue.customer-health-score","lv":"core","ph":"customer health score health score customer health score health score customer health score a composite indicator intended to summarise account risk or success from selected signals a composite indicator intended to summarise account risk or success from selected signals the number is useful only if everyone calculates customer health score the same way you will see customer health score in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here customer health score means a composite indicator intended to summarise account risk or success from selected signals revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce risk ethics access global context dependent","sn":"Customer health score","t":"Customer health score","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/customer-health-score/","ui":"The number is useful only if everyone calculates customer health score the same way."},{"a":["user interview"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A structured conversation used to learn about customer behaviour, needs, decisions or experience.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Talk directly with customers to learn what is true.","i":972,"id":"product.customer-interview","lv":"core","ph":"customer interview user interview customer interview user interview customer interview talk directly with customers to learn what is true a structured conversation used to learn about customer behaviour needs decisions or experience ask the customer interviewee about the last real incident you will see customer interview in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here customer interview means a structured conversation used to learn about customer behaviour needs decisions or experience product technology and innovation product management technology and innovation product discovery and research startup business corporate product technology product discovery product development testing launch operations role person equipment technology status decision global context dependent","sn":"Customer interview","t":"Customer interview","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/customer-interview/","ui":"Ask the customer interviewee about the last real incident."},{"a":["job to be done"],"amb":["Customer job","job to be done"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The functional, social or emotional progress a customer is trying to make in a situation.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"What the customer is trying to get done.","i":973,"id":"strategy.customer-job","lv":"core","ph":"customer job job to be done customer job job to be done customer job what the customer is trying to get done the functional social or emotional progress a customer is trying to make in a situation the customer job is approval confidence not simply report generation you will see customer job in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here customer job means the functional social or emotional progress a customer is trying to make in a situation strategy markets and business models strategy market analysis and business models business model canvas and lean canvas job to be done startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification role person equipment technology format genre model global context dependent","sn":"Customer job","t":"Customer job","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/customer-job/","ui":"The customer job is approval confidence, not simply report generation."},{"a":["customer lifecycle","buyer journey"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The stages and interactions a customer experiences before, during and after purchase.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","sales","finance","product","marketing"],"e":"The stages and interactions a customer experiences before, during and after purchase.","i":974,"id":"marketing.customer-journey","lv":"core","ph":"customer journey customer lifecycle buyer journey buyer journey customer journey customer lifecycle customer journey the stages and interactions a customer experiences before during and after purchase the stages and interactions a customer experiences before during and after purchase the report should separate the effect of customer journey from correlation you will see customer journey in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here customer journey means the stages and interactions a customer experiences before during and after purchase marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate sales finance product marketing go to market sales contracting customer success renewal market research marketing growth reporting metric standard specification role person format genre model status decision global context dependent business","sn":"Customer journey","t":"Customer journey","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/customer-journey/","ui":"The report should separate the effect of customer journey from correlation."},{"a":["customer lifespan"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The period a customer remains active or economically valuable under a stated definition.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The period a customer remains active or economically valuable under a stated definition.","i":975,"id":"revenue.customer-lifetime","lv":"working","ph":"customer lifetime customer lifespan customer lifespan customer lifetime customer lifetime the period a customer remains active or economically valuable under a stated definition the period a customer remains active or economically valuable under a stated definition compare customer lifetime with the same cohort and period before drawing a conclusion you will see customer lifetime in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here customer lifetime means the period a customer remains active or economically valuable under a stated definition revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Customer lifetime","t":"Customer lifetime","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/customer-lifetime/","ui":"Compare customer lifetime with the same cohort and period before drawing a conclusion."},{"a":["LTV","CLV"],"amb":["CLV","LTV"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Estimated economic value generated by a customer over the relationship, under disclosed assumptions.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Estimated economic value generated by a customer over the relationship, under disclosed assumptions.","i":976,"id":"revenue.customer-lifetime-value","lv":"core","ph":"customer lifetime value ltv clv clv customer lifetime value ltv customer lifetime value estimated economic value generated by a customer over the relationship under disclosed assumptions estimated economic value generated by a customer over the relationship under disclosed assumptions keep customer lifetime value on the dashboard but show the definition and reporting period beside it you will see customer lifetime value in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here customer lifetime value means estimated economic value generated by a customer over the relationship under disclosed assumptions revenue sales and go to market go to market sales pricing and customer success retention churn and expansion lifetime value startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce status decision global context dependent","sn":"Customer lifetime value","t":"Customer lifetime value","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/customer-lifetime-value/","ui":"Keep customer lifetime value on the dashboard, but show the definition and reporting period beside it."},{"a":["pain"],"amb":["Customer pain"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A problem, risk, frustration or unwanted outcome associated with a customer job.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Something that makes the customer's job difficult or risky.","i":977,"id":"strategy.customer-pain","lv":"core","ph":"customer pain pain customer pain pain customer pain something that makes the customers job difficult or risky a problem risk frustration or unwanted outcome associated with a customer job quantify the customer pain before calling it urgent you will see customer pain in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here customer pain means a problem risk frustration or unwanted outcome associated with a customer job strategy markets and business models strategy market analysis and business models business model canvas and lean canvas pain point startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification role person equipment technology format genre model risk ethics access global context dependent","sn":"Customer pain","t":"Customer pain","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/customer-pain/","ui":"Quantify the customer pain before calling it urgent."},{"a":["promise"],"amb":["customer promise"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A clear commitment describing the value or experience customers should expect.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A clear commitment describing the value or experience customers should expect.","i":978,"id":"marketing.customer-promise","lv":"core","ph":"customer promise promise customer promise promise customer promise a clear commitment describing the value or experience customers should expect a clear commitment describing the value or experience customers should expect can we make customer promise specific enough that another team could use it correctly you will see customer promise in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here customer promise means a clear commitment describing the value or experience customers should expect marketing brand and growth brand marketing media and growth messaging proposition and voice brand promise startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent","sn":"Customer promise","t":"Customer promise","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/customer-promise/","ui":"Can we make customer promise specific enough that another team could use it correctly?"},{"a":["validation slide"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide presenting testimonials, retention, case studies, references or other evidence from customers.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that proves customers see value.","i":979,"id":"bizpitch.customer-proof-slide","lv":"working","ph":"customer proof slide validation slide customer proof slide validation slide customer proof slide the slide that proves customers see value a slide presenting testimonials retention case studies references or other evidence from customers the customer proof slide needs permission and context for every quote you will see customer proof slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here customer proof slide means a slide presenting testimonials retention case studies references or other evidence from customers business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact role person global context dependent","sn":"Customer proof slide","t":"Customer proof slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/customer-proof-slide/","ui":"The customer proof slide needs permission and context for every quote."},{"a":["reference customer"],"amb":["Customer reference"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A customer willing to discuss experience with a company or product during diligence or sales.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A real customer who can confirm the company's claims.","i":980,"id":"startup.customer-reference","lv":"core","ph":"customer reference reference customer customer reference reference customer customer reference a real customer who can confirm the companys claims a customer willing to discuss experience with a company or product during diligence or sales ask permission before offering a customer reference you will see customer reference in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here customer reference means a customer willing to discuss experience with a company or product during diligence or sales startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms reference call startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Customer reference","t":"Customer reference","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/customer-reference/","ui":"Ask permission before offering a customer reference."},{"a":["relationship model"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The type of interaction and support a business establishes with a customer segment.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How the business gets, serves and keeps customers.","i":981,"id":"strategy.customer-relationship","lv":"core","ph":"customer relationship relationship model customer relationship relationship model customer relationship how the business gets serves and keeps customers the type of interaction and support a business establishes with a customer segment high touch customer relationships change the cost structure you will see customer relationship in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here customer relationship means the type of interaction and support a business establishes with a customer segment strategy markets and business models strategy market analysis and business models business model canvas and lean canvas startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification role person equipment technology format genre model global context dependent business","sn":"Customer relationship","t":"Customer relationship","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/customer-relationship/","ui":"High-touch customer relationships change the cost structure."},{"a":["customer insight"],"amb":["customer insight"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Research focused on customers, buyers or accounts, including commercial and organisational context.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Learn how customers decide, buy and receive value.","i":982,"id":"product.customer-research","lv":"core","ph":"customer research customer insight customer insight customer research customer research learn how customers decide buy and receive value research focused on customers buyers or accounts including commercial and organisational context customer research exposed a procurement barrier you will see customer research in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here customer research means research focused on customers buyers or accounts including commercial and organisational context product technology and innovation product management technology and innovation product discovery and research insight startup business corporate product technology product discovery product development testing launch operations role person equipment technology organisation party global context dependent","sn":"Customer research","t":"Customer research","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/customer-research/","ui":"Customer research exposed a procurement barrier."},{"a":["account risk"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The likelihood or potential impact of churn, dissatisfaction, non-payment or failure to achieve value.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The likelihood or potential impact of churn, dissatisfaction, non-payment or failure to achieve value.","i":983,"id":"revenue.customer-risk","lv":"core","ph":"customer risk account risk account risk customer risk customer risk the likelihood or potential impact of churn dissatisfaction non payment or failure to achieve value the likelihood or potential impact of churn dissatisfaction non payment or failure to achieve value the account review should connect customer risk to the customers intended outcome you will see customer risk in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here customer risk means the likelihood or potential impact of churn dissatisfaction non payment or failure to achieve value revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce risk ethics access global context dependent","sn":"Customer risk","t":"Customer risk","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/customer-risk/","ui":"The account review should connect customer risk to the customer’s intended outcome."},{"a":["CSAT"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A survey measure of satisfaction with a specified interaction, product or service.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A survey measure of satisfaction with a specified interaction, product or service.","i":984,"id":"revenue.customer-satisfaction-score","lv":"core","ph":"customer satisfaction score csat csat customer satisfaction score customer satisfaction score a survey measure of satisfaction with a specified interaction product or service a survey measure of satisfaction with a specified interaction product or service the number is useful only if everyone calculates customer satisfaction score the same way you will see customer satisfaction score in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here customer satisfaction score means a survey measure of satisfaction with a specified interaction product or service revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce global context dependent","sn":"Customer satisfaction score","t":"Customer satisfaction score","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/customer-satisfaction-score/","ui":"The number is useful only if everyone calculates customer satisfaction score the same way."},{"a":["market segment","segment"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A group of customers with shared needs, behaviours or economics relevant to a strategy.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A group of similar customers.","i":985,"id":"strategy.customer-segment","lv":"core","ph":"customer segment market segment segment customer segment market segment segment customer segment a group of similar customers a group of customers with shared needs behaviours or economics relevant to a strategy segment the market by buying behaviour not only company size you will see customer segment in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here customer segment means a group of customers with shared needs behaviours or economics relevant to a strategy strategy markets and business models strategy market analysis and business models customers users and segmentation startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent business foundation business","sn":"Customer segment","t":"Customer segment","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/customer-segment/","ui":"Segment the market by buying behaviour, not only company size."},{"a":["segment structure"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A structure grouping teams around defined customer types or markets.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A structure grouping teams around defined customer types or markets.","i":986,"id":"people.customer-segment-structure","lv":"working","ph":"customer segment structure segment structure customer segment structure segment structure customer segment structure a structure grouping teams around defined customer types or markets a structure grouping teams around defined customer types or markets the announcement should not get ahead of the agreed process for customer segment structure you will see customer segment structure in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here customer segment structure means a structure grouping teams around defined customer types or markets people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management role person format genre model organisation party global context dependent","sn":"Customer-segment structure","t":"Customer-segment structure","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/customer-segment-structure/","ui":"The announcement should not get ahead of the agreed process for customer-segment structure."},{"a":["customer overview slide"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide defining target customers and sometimes naming current or representative accounts.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that explains who the customer is.","i":987,"id":"bizpitch.customer-slide","lv":"core","ph":"customer slide customer overview slide customer overview slide customer slide customer slide the slide that explains who the customer is a slide defining target customers and sometimes naming current or representative accounts the customer slide should separate users from economic buyers you will see customer slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here customer slide means a slide defining target customers and sometimes naming current or representative accounts business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact role person global context dependent","sn":"Customer slide","t":"Customer slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/customer-slide/","ui":"The customer slide should separate users from economic buyers."},{"a":["CS"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A function focused on helping customers achieve intended outcomes and continue or expand the relationship.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A function focused on helping customers achieve intended outcomes and continue or expand the relationship.","i":988,"id":"revenue.customer-success","lv":"core","ph":"customer success cs cs customer success customer success a function focused on helping customers achieve intended outcomes and continue or expand the relationship a function focused on helping customers achieve intended outcomes and continue or expand the relationship track customer success before the renewal conversation starts you will see customer success in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here customer success means a function focused on helping customers achieve intended outcomes and continue or expand the relationship revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Customer success","t":"Customer success","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/customer-success/","ui":"Track customer success before the renewal conversation starts."},{"a":["CSM"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A role responsible for customer adoption, value, health, renewal and expansion coordination.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A role responsible for customer adoption, value, health, renewal and expansion coordination.","i":989,"id":"revenue.customer-success-manager","lv":"core","ph":"customer success manager csm csm customer success manager customer success manager a role responsible for customer adoption value health renewal and expansion coordination a role responsible for customer adoption value health renewal and expansion coordination bring customer success manager into the next review before the decision gets made around them you will see customer success manager in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here customer success manager means a role responsible for customer adoption value health renewal and expansion coordination revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Customer success manager","t":"Customer success manager","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/customer-success-manager/","ui":"Bring customer success manager into the next review before the decision gets made around them."},{"a":["market validation"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Evidence that customers will adopt, pay for or meaningfully use the proposed solution.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Proof that customers want the solution enough to act.","i":990,"id":"strategy.customer-validation","lv":"core","ph":"customer validation market validation customer validation market validation customer validation proof that customers want the solution enough to act evidence that customers will adopt pay for or meaningfully use the proposed solution customer validation requires behaviour not compliments you will see customer validation in strategy decks market analyses business plans and planning workshops when the discussion reaches needs jobs and value propositions it helps a reader interpret needs jobs and value propositions without confusing the measure decision role or evidence being discussed here customer validation means evidence that customers will adopt pay for or meaningfully use the proposed solution strategy markets and business models strategy market analysis and business models needs jobs and value propositions startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Customer validation","t":"Customer validation","tp":"Needs, jobs & value propositions","tpid":"strategy-market-models.customer-needs","u":"terms/customer-validation/","ui":"Customer validation requires behaviour, not compliments."},{"a":["cybersecurity risk"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Risk of harm from failures or attacks affecting information systems and data.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Risk of harm from failures or attacks affecting information systems and data.","i":991,"id":"governance.cyber-risk","lv":"core","ph":"cyber risk cybersecurity risk cyber risk cybersecurity risk cyber risk risk of harm from failures or attacks affecting information systems and data risk of harm from failures or attacks affecting information systems and data the board will ask what happens if cyber risk moves outside tolerance you will see cyber risk in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here cyber risk means risk of harm from failures or attacks affecting information systems and data corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law equipment technology risk ethics access global context dependent","sn":"Cyber risk","t":"Cyber risk","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/cyber-risk/","ui":"The board will ask what happens if cyber risk moves outside tolerance."},{"a":["cyber security"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Protection of digital systems, networks and data from threats and attacks.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Defend digital systems and data.","i":992,"id":"product.cybersecurity","lv":"core","ph":"cybersecurity cyber security cyber security cybersecurity cybersecurity defend digital systems and data protection of digital systems networks and data from threats and attacks cybersecurity risk is reviewed at board level you will see cybersecurity in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here cybersecurity means protection of digital systems networks and data from threats and attacks product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations right contract law equipment technology global context dependent","sn":"Cybersecurity","t":"Cybersecurity","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/cybersecurity/","ui":"Cybersecurity risk is reviewed at board level."},{"a":["cyber report"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A board report on cyber risk, incidents and resilience.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A board report on cyber risk, incidents and resilience.","i":993,"id":"reporting.cybersecurity-report","lv":"core","ph":"cybersecurity report cyber report cyber report cybersecurity report cybersecurity report a board report on cyber risk incidents and resilience a board report on cyber risk incidents and resilience the team needs one controlled copy of cybersecurity report with an owner and date you will see cybersecurity report in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here cybersecurity report means a board report on cyber risk incidents and resilience corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce equipment technology organisation party risk ethics access global context dependent","sn":"Cybersecurity report","t":"Cybersecurity report","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/cybersecurity-report/","ui":"The team needs one controlled copy of cybersecurity report, with an owner and date."},{"a":["perpetual counting"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Regularly counting selected inventory subsets rather than closing for a full count.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Regularly counting selected inventory subsets rather than closing for a full count.","i":994,"id":"operations.cycle-counting","lv":"core","ph":"cycle counting perpetual counting cycle counting perpetual counting cycle counting regularly counting selected inventory subsets rather than closing for a full count regularly counting selected inventory subsets rather than closing for a full count compare cycle counting with the same cohort and period before drawing a conclusion you will see cycle counting in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here cycle counting means regularly counting selected inventory subsets rather than closing for a full count operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Cycle counting","t":"Cycle counting","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/cycle-counting/","ui":"Compare cycle counting with the same cohort and period before drawing a conclusion."},{"a":["working stock"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Inventory used to meet normal demand between replenishment orders.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Inventory used to meet normal demand between replenishment orders.","i":995,"id":"operations.cycle-stock","lv":"working","ph":"cycle stock working stock cycle stock working stock cycle stock inventory used to meet normal demand between replenishment orders inventory used to meet normal demand between replenishment orders the number is useful only if everyone calculates cycle stock the same way you will see cycle stock in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here cycle stock means inventory used to meet normal demand between replenishment orders operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Cycle stock","t":"Cycle stock","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/cycle-stock/","ui":"The number is useful only if everyone calculates cycle stock the same way."},{"a":["delivery cycle time","process time","processing cycle"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Elapsed time to complete one cycle of a process.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","product","technology","finance","investor","operations","procurement","sales"],"e":"Elapsed time to complete one cycle of a process.","i":996,"id":"bizfinance.cycle-time","lv":"core","ph":"cycle time delivery cycle time process time processing cycle cycle time delivery cycle time process time processing cycle cycle time elapsed time to complete one cycle of a process elapsed time to complete one cycle of a process show where cycle time happens in the operating model and who receives the handoff you will see cycle time in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here cycle time means elapsed time to complete one cycle of a process finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate product technology finance investor operations procurement sales product discovery product development testing launch operations accounting planning forecasting valuation reporting financing procurement quality control risk management delivery metric standard specification finance commerce workflow process global context dependent business","sn":"Cycle time","t":"Cycle time","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/cycle-time/","ui":"Show where cycle time happens in the operating model and who receives the handoff."},{"a":["DACI matrix"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A decision framework identifying driver, approver, contributors and informed parties.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A decision framework identifying driver, approver, contributors and informed parties.","i":997,"id":"people.daci","lv":"working","ph":"daci daci matrix daci daci matrix daci a decision framework identifying driver approver contributors and informed parties a decision framework identifying driver approver contributors and informed parties the announcement should not get ahead of the agreed process for daci you will see daci in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here daci means a decision framework identifying driver approver contributors and informed parties people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person format genre model organisation party status decision global context dependent","sn":"DACI","t":"DACI","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/daci/","ui":"The announcement should not get ahead of the agreed process for DACI."},{"a":["DAU"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Unique users meeting the activity definition on a day.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Unique users meeting the activity definition on a day.","i":998,"id":"marketing.daily-active-users","lv":"core","ph":"daily active users dau daily active users dau daily active users unique users meeting the activity definition on a day unique users meeting the activity definition on a day what happens to daily active users after the initial acquisition spike you will see daily active users in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here daily active users means unique users meeting the activity definition on a day marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent","sn":"Daily active users","t":"Daily active users","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/daily-active-users/","ui":"What happens to daily active users after the initial acquisition spike?"},{"a":["daily stand-up"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A 15-minute event for Developers to inspect progress toward the Sprint Goal and adapt their plan.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A brief daily check on progress toward the Sprint Goal.","i":999,"id":"product.daily-scrum","lv":"core","ph":"daily scrum daily stand up daily scrum daily stand up daily scrum a brief daily check on progress toward the sprint goal a 15 minute event for developers to inspect progress toward the sprint goal and adapt their plan the daily scrum is not a status report to management you will see daily scrum in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here daily scrum means a 15 minute event for developers to inspect progress toward the sprint goal and adapt their plan product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology product discovery product development testing launch operations document artifact equipment technology global context dependent","sn":"Daily Scrum","t":"Daily Scrum","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/daily-scrum/","ui":"The Daily Scrum is not a status report to management."},{"a":["shadow launch"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Deployment of functionality without exposing it fully to users, often to test infrastructure or data flows.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Put code into production without making the feature visible.","i":1000,"id":"product.dark-launch","lv":"working","ph":"dark launch shadow launch dark launch shadow launch dark launch put code into production without making the feature visible deployment of functionality without exposing it fully to users often to test infrastructure or data flows the dark launch tests performance under real traffic you will see dark launch in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here dark launch means deployment of functionality without exposing it fully to users often to test infrastructure or data flows product technology and innovation product management technology and innovation experiments testing and rollout startup business corporate product technology product discovery product development testing launch operations role person equipment technology global context dependent","sn":"Dark launch","t":"Dark launch","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/dark-launch/","ui":"The dark launch tests performance under real traffic."},{"a":["deceptive design"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"An interface design that steers, tricks or obstructs people in ways that undermine informed choice.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"An interface design that steers, tricks or obstructs people in ways that undermine informed choice.","i":1001,"id":"marketing.dark-pattern","lv":"core","ph":"dark pattern deceptive design dark pattern deceptive design dark pattern an interface design that steers tricks or obstructs people in ways that undermine informed choice an interface design that steers tricks or obstructs people in ways that undermine informed choice the draft mentions dark pattern but the scope and jurisdiction are still unclear you will see dark pattern in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here dark pattern means an interface design that steers tricks or obstructs people in ways that undermine informed choice marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Dark pattern","t":"Dark pattern","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/dark-pattern/","ui":"The draft mentions dark pattern, but the scope and jurisdiction are still unclear."},{"a":["management dashboard","analytics dashboard","performance dashboard"],"amb":["management dashboard"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A visual display of current metrics and status.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","investor","sales","product","technology","people","operations"],"e":"A visual display of current metrics and status.","i":1002,"id":"people.dashboard","lv":"core","ph":"dashboard management dashboard analytics dashboard performance dashboard analytics dashboard dashboard management dashboard performance dashboard dashboard a visual display of current metrics and status a visual display of current metrics and status the number is useful only if everyone calculates dashboard the same way you will see dashboard in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here dashboard means a visual display of current metrics and status people organisation and change organisation design people systems and change okrs kpis and performance goals management dashboard startup business corporate investor sales product technology people operations planning pitching submission decision product discovery product development testing launch operations people planning employment performance management change management metric standard specification organisation party status decision global context dependent","sn":"Dashboard","t":"Dashboard","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/dashboard/","ui":"The number is useful only if everyone calculates dashboard the same way."},{"a":["personal-data breach"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A security breach leading to accidental or unlawful loss, access, alteration or disclosure of personal data.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A security breach leading to accidental or unlawful loss, access, alteration or disclosure of personal data.","i":1003,"id":"governance.data-breach","lv":"core","ph":"data breach personal data breach data breach personal data breach data breach a security breach leading to accidental or unlawful loss access alteration or disclosure of personal data a security breach leading to accidental or unlawful loss access alteration or disclosure of personal data how are we defining data breach in this deck you will see data breach in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here data breach means a security breach leading to accidental or unlawful loss access alteration or disclosure of personal data corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification role person right contract law equipment technology risk ethics access global context dependent","sn":"Data breach","t":"Data breach","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/data-breach/","ui":"How are we defining data breach in this deck?"},{"a":["data catalog"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A searchable inventory of data assets, definitions, owners and lineage.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A directory of the organisation's data.","i":1004,"id":"product.data-catalogue","lv":"working","ph":"data catalogue data catalog data catalog data catalogue data catalogue a directory of the organisations data a searchable inventory of data assets definitions owners and lineage the data catalogue helps analysts find the approved customer table you will see data catalogue in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here data catalogue means a searchable inventory of data assets definitions owners and lineage product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations role person equipment technology global context dependent","sn":"Data catalogue","t":"Data catalogue","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/data-catalogue/","ui":"The data catalogue helps analysts find the approved customer table."},{"a":["controller"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The party determining purposes and means of personal-data processing under relevant law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The party determining purposes and means of personal-data processing under relevant law.","i":1005,"id":"governance.data-controller","lv":"core","ph":"data controller controller controller data controller data controller the party determining purposes and means of personal data processing under relevant law the party determining purposes and means of personal data processing under relevant law counsel wants data controller clarified before anyone signs you will see data controller in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here data controller means the party determining purposes and means of personal data processing under relevant law corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law equipment technology workflow process risk ethics access global context dependent","sn":"Data controller","t":"Data controller","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/data-controller/","ui":"Counsel wants data controller clarified before anyone signs."},{"a":["input drift"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Change in the distribution or characteristics of input data over time.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The data reaching the model changes.","i":1006,"id":"product.data-drift","lv":"working","ph":"data drift input drift data drift input drift data drift the data reaching the model changes change in the distribution or characteristics of input data over time data drift triggered a review before performance fell you will see data drift in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here data drift means change in the distribution or characteristics of input data over time product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Data drift","t":"Data drift","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/data-drift/","ui":"Data drift triggered a review before performance fell."},{"a":["algorithmic attribution"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Attribution using a platform's statistical model to assign credit based on observed data.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Attribution using a platform's statistical model to assign credit based on observed data.","i":1007,"id":"marketing.data-driven-attribution","lv":"working","ph":"data driven attribution algorithmic attribution algorithmic attribution data driven attribution data driven attribution attribution using a platforms statistical model to assign credit based on observed data attribution using a platforms statistical model to assign credit based on observed data how are we defining data driven attribution in this deck you will see data driven attribution in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here data driven attribution means attribution using a platforms statistical model to assign credit based on observed data marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting equipment technology format genre model global context dependent","sn":"Data-driven attribution","t":"Data-driven attribution","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/data-driven-attribution/","ui":"How are we defining data-driven attribution in this deck?"},{"a":["estimated ESG data"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A value derived when direct measurement is unavailable.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A value derived when direct measurement is unavailable.","i":1008,"id":"sustainability.data-estimate","lv":"core","ph":"data estimate estimated esg data data estimate estimated esg data data estimate a value derived when direct measurement is unavailable a value derived when direct measurement is unavailable do not describe data estimate as assured beyond the scope of the engagement you will see data estimate in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here data estimate means a value derived when direct measurement is unavailable sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification equipment technology risk ethics access global context dependent","sn":"Data estimate","t":"Data estimate","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/data-estimate/","ui":"Do not describe data estimate as assured beyond the scope of the engagement."},{"a":["governance of data"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Policies, roles and controls governing data quality, access, ownership, use and retention.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Rules and responsibilities for using data properly.","i":1009,"id":"product.data-governance","lv":"core","ph":"data governance governance of data data governance governance of data data governance rules and responsibilities for using data properly policies roles and controls governing data quality access ownership use and retention data governance must name accountable owners you will see data governance in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here data governance means policies roles and controls governing data quality access ownership use and retention product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations role person equipment technology global context dependent","sn":"Data governance","t":"Data governance","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/data-governance/","ui":"Data governance must name accountable owners."},{"a":["enterprise data lake"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A repository storing large volumes of raw or lightly processed data in varied formats.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A large store of raw data for future use.","i":1010,"id":"product.data-lake","lv":"working","ph":"data lake enterprise data lake data lake enterprise data lake data lake a large store of raw data for future use a repository storing large volumes of raw or lightly processed data in varied formats the data lake needs governance or it becomes a data swamp you will see data lake in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here data lake means a repository storing large volumes of raw or lightly processed data in varied formats product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations equipment technology workflow process global context dependent","sn":"Data lake","t":"Data lake","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/data-lake/","ui":"The data lake needs governance or it becomes a data swamp."},{"a":["lakehouse"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An architecture combining data-lake flexibility with warehouse-style management and analytics.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A system combining raw-data storage with reliable analytics features.","i":1011,"id":"product.data-lakehouse","lv":"working","ph":"data lakehouse lakehouse data lakehouse lakehouse data lakehouse a system combining raw data storage with reliable analytics features an architecture combining data lake flexibility with warehouse style management and analytics the lakehouse supports both machine learning and reporting you will see data lakehouse in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here data lakehouse means an architecture combining data lake flexibility with warehouse style management and analytics product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations equipment technology workflow process global context dependent","sn":"Data lakehouse","t":"Data lakehouse","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/data-lakehouse/","ui":"The lakehouse supports both machine learning and reporting."},{"a":["lineage","reporting lineage"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Traceable movement of data from source through calculation to disclosure.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["startup","business","corporate","product","technology","investor","sustainability","finance","operations"],"e":"Traceable movement of data from source through calculation to disclosure.","i":1012,"id":"sustainability.data-lineage","lv":"core","ph":"data lineage lineage reporting lineage data lineage lineage reporting lineage data lineage traceable movement of data from source through calculation to disclosure traceable movement of data from source through calculation to disclosure the control owner needs to resolve the exception around data lineage you will see data lineage in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here data lineage means traceable movement of data from source through calculation to disclosure sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance startup business corporate product technology investor sustainability finance operations product discovery product development testing launch operations strategy risk management sustainability reporting disclosure assurance equipment technology risk ethics access global context dependent","sn":"Data lineage","t":"Data lineage","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/data-lineage/","ui":"The control owner needs to resolve the exception around data lineage."},{"a":["data localization"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A legal or policy requirement that specified data remain or be processed within a jurisdiction.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A legal or policy requirement that specified data remain or be processed within a jurisdiction.","i":1013,"id":"governance.data-localisation","lv":"core","ph":"data localisation data localization data localisation data localization data localisation a legal or policy requirement that specified data remain or be processed within a jurisdiction a legal or policy requirement that specified data remain or be processed within a jurisdiction can we state who receives the right created by data localisation and when it applies you will see data localisation in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here data localisation means a legal or policy requirement that specified data remain or be processed within a jurisdiction corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law equipment technology workflow process risk ethics access global context dependent","sn":"Data localisation","t":"Data localisation","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/data-localisation/","ui":"Can we state who receives the right created by data localisation, and when it applies?"},{"a":["data-flow mapping"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Documenting what personal data an organisation holds, where it flows and why it is used.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Documenting what personal data an organisation holds, where it flows and why it is used.","i":1014,"id":"governance.data-mapping","lv":"core","ph":"data mapping data flow mapping data flow mapping data mapping data mapping documenting what personal data an organisation holds where it flows and why it is used documenting what personal data an organisation holds where it flows and why it is used the team needs one controlled copy of data mapping with an owner and date you will see data mapping in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here data mapping means documenting what personal data an organisation holds where it flows and why it is used corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law equipment technology organisation party risk ethics access global context dependent","sn":"Data mapping","t":"Data mapping","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/data-mapping/","ui":"The team needs one controlled copy of data mapping, with an owner and date."},{"a":["departmental data mart"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A subset of data organised for a particular function, team or subject.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A smaller data store built for one business area.","i":1015,"id":"product.data-mart","lv":"working","ph":"data mart departmental data mart data mart departmental data mart data mart a smaller data store built for one business area a subset of data organised for a particular function team or subject finance owns the revenue data mart you will see data mart in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here data mart means a subset of data organised for a particular function team or subject product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations equipment technology organisation party global context dependent","sn":"Data mart","t":"Data mart","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/data-mart/","ui":"Finance owns the revenue data mart."},{"a":["data minimization"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Collecting and retaining only data reasonably necessary for the stated purpose.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales","investor","finance","people"],"e":"Collecting and retaining only data reasonably necessary for the stated purpose.","i":1016,"id":"marketing.data-minimisation","lv":"core","ph":"data minimisation data minimization data minimisation data minimization data minimisation collecting and retaining only data reasonably necessary for the stated purpose collecting and retaining only data reasonably necessary for the stated purpose counsel wants data minimisation clarified before anyone signs you will see data minimisation in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here data minimisation means collecting and retaining only data reasonably necessary for the stated purpose marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales investor finance people market research marketing growth reporting governance contracting compliance risk management equipment technology format genre model risk ethics access global context dependent","sn":"Data minimisation","t":"Data minimisation","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/data-minimisation/","ui":"Counsel wants data minimisation clarified before anyone signs."},{"a":["proprietary data advantage"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Advantage claimed from exclusive, high-quality or compounding data assets.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Unique useful data competitors cannot easily obtain.","i":1017,"id":"strategy.data-moat","lv":"working","ph":"data moat proprietary data advantage data moat proprietary data advantage data moat unique useful data competitors cannot easily obtain advantage claimed from exclusive high quality or compounding data assets a large database is not a data moat if everyone can buy the same data you will see data moat in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here data moat means advantage claimed from exclusive high quality or compounding data assets strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Data moat","t":"Data moat","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/data-moat/","ui":"A large database is not a data moat if everyone can buy the same data."},{"a":["information model"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A structured representation of data entities, attributes and relationships.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A map of how data is organised and connected.","i":1018,"id":"product.data-model","lv":"core","ph":"data model information model data model information model data model a map of how data is organised and connected a structured representation of data entities attributes and relationships the data model treats account and customer as different entities you will see data model in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here data model means a structured representation of data entities attributes and relationships product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model global context dependent","sn":"Data model","t":"Data model","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/data-model/","ui":"The data model treats account and customer as different entities."},{"a":["data monetization"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Generating revenue or strategic value from data through products, insights, licensing or improved decisions.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Create value from data rather than merely storing it.","i":1019,"id":"strategy.data-monetisation","lv":"working","ph":"data monetisation data monetization data monetisation data monetization data monetisation create value from data rather than merely storing it generating revenue or strategic value from data through products insights licensing or improved decisions data monetisation must respect consent rights and privacy you will see data monetisation in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here data monetisation means generating revenue or strategic value from data through products insights licensing or improved decisions strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model status decision global context dependent","sn":"Data monetisation","t":"Data monetisation","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/data-monetisation/","ui":"Data monetisation must respect consent, rights and privacy."},{"a":["data flywheel"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Claimed improvement in product value as more usage generates data that improves the product; the effect is not automatic.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product","sales"],"e":"More use creates data that may make the product better.","i":1020,"id":"strategy.data-network-effect","lv":"working","ph":"data network effect data flywheel data flywheel data network effect data network effect more use creates data that may make the product better claimed improvement in product value as more usage generates data that improves the product the effect is not automatic the data network effect depends on exclusive useful feedback data you will see data network effect in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here data network effect means claimed improvement in product value as more usage generates data that improves the product the effect is not automatic strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product sales strategy market research planning pitching marketing growth reporting metric standard specification equipment technology format genre model global context dependent","sn":"Data network effect","t":"Data network effect","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/data-network-effect/","ui":"The data network effect depends on exclusive, useful feedback data."},{"a":["information owner"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The person accountable for a data domain's quality, access and governance.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The person accountable for a data domain's quality, access and governance.","i":1021,"id":"people.data-owner","lv":"core","ph":"data owner information owner data owner information owner data owner the person accountable for a data domains quality access and governance the person accountable for a data domains quality access and governance who owns data owner and who has the authority to approve it you will see data owner in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here data owner means the person accountable for a data domains quality access and governance people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person equipment technology organisation party global context dependent","sn":"Data owner","t":"Data owner","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/data-owner/","ui":"Who owns data owner, and who has the authority to approve it?"},{"a":["pipeline"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An automated sequence that moves and transforms data between systems.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A flow that carries data from one place to another.","i":1022,"id":"product.data-pipeline","lv":"core","ph":"data pipeline pipeline data pipeline pipeline data pipeline a flow that carries data from one place to another an automated sequence that moves and transforms data between systems the data pipeline failed before the board report refreshed you will see data pipeline in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here data pipeline means an automated sequence that moves and transforms data between systems product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model global context dependent","sn":"Data pipeline","t":"Data pipeline","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/data-pipeline/","ui":"The data pipeline failed before the board report refreshed."},{"a":["DPA"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A contract governing processing of personal data between relevant parties.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A contract governing processing of personal data between relevant parties.","i":1023,"id":"revenue.data-processing-agreement","lv":"core","ph":"data processing agreement dpa data processing agreement dpa data processing agreement a contract governing processing of personal data between relevant parties a contract governing processing of personal data between relevant parties counsel wants data processing agreement clarified before anyone signs you will see data processing agreement in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here data processing agreement means a contract governing processing of personal data between relevant parties revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact role person finance commerce right contract law equipment technology workflow process global context dependent","sn":"Data processing agreement","t":"Data processing agreement","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/data-processing-agreement/","ui":"Counsel wants data processing agreement clarified before anyone signs."},{"a":["processor"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A party processing personal data on a controller's behalf under relevant law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A party processing personal data on a controller's behalf under relevant law.","i":1024,"id":"governance.data-processor","lv":"core","ph":"data processor processor data processor processor data processor a party processing personal data on a controllers behalf under relevant law a party processing personal data on a controllers behalf under relevant law counsel wants data processor clarified before anyone signs you will see data processor in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here data processor means a party processing personal data on a controllers behalf under relevant law corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law equipment technology workflow process risk ethics access global context dependent","sn":"Data processor","t":"Data processor","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/data-processor/","ui":"Counsel wants data processor clarified before anyone signs."},{"a":["DPIA","privacy impact assessment","PIA"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A structured assessment of privacy risks for processing likely to create high risk.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A structured assessment of privacy risks for processing likely to create high risk.","i":1025,"id":"governance.data-protection-impact-assessment","lv":"core","ph":"data protection impact assessment dpia privacy impact assessment pia data protection impact assessment dpia pia privacy impact assessment data protection impact assessment a structured assessment of privacy risks for processing likely to create high risk a structured assessment of privacy risks for processing likely to create high risk counsel wants data protection impact assessment clarified before anyone signs you will see data protection impact assessment in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here data protection impact assessment means a structured assessment of privacy risks for processing likely to create high risk corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law equipment technology workflow process risk ethics access global context dependent","sn":"Data-protection impact assessment","t":"Data-protection impact assessment","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/data-protection-impact-assessment/","ui":"Counsel wants data-protection impact assessment clarified before anyone signs."},{"a":["DPO"],"amb":["DPO"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A designated privacy role required in some circumstances under applicable law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A designated privacy role required in some circumstances under applicable law.","i":1026,"id":"governance.data-protection-officer","lv":"core","ph":"data protection officer dpo data protection officer dpo data protection officer a designated privacy role required in some circumstances under applicable law a designated privacy role required in some circumstances under applicable law do not describe data protection officer as agreed until the operative document says so you will see data protection officer in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here data protection officer means a designated privacy role required in some circumstances under applicable law corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance days payable outstanding startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law equipment technology risk ethics access global context dependent","sn":"Data-protection officer","t":"Data-protection officer","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/data-protection-officer/","ui":"Do not describe data-protection officer as agreed until the operative document says so."},{"a":["information quality"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The degree to which data is accurate, complete, timely, consistent and fit for purpose.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Whether data is reliable enough for the job.","i":1027,"id":"product.data-quality","lv":"core","ph":"data quality information quality data quality information quality data quality whether data is reliable enough for the job the degree to which data is accurate complete timely consistent and fit for purpose poor data quality undermines the forecast you will see data quality in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here data quality means the degree to which data is accurate complete timely consistent and fit for purpose product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology global context dependent","sn":"Data quality","t":"Data quality","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/data-quality/","ui":"Poor data quality undermines the forecast."},{"a":["emissions data quality"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"An assessment of reliability, specificity and completeness of emissions data.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"An assessment of reliability, specificity and completeness of emissions data.","i":1028,"id":"sustainability.data-quality-score","lv":"working","ph":"data quality score emissions data quality data quality score emissions data quality data quality score an assessment of reliability specificity and completeness of emissions data an assessment of reliability specificity and completeness of emissions data can we state who receives the right created by data quality score and when it applies you will see data quality score in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here data quality score means an assessment of reliability specificity and completeness of emissions data sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification right contract law equipment technology workflow process risk ethics access global context dependent","sn":"Data-quality score","t":"Data-quality score","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/data-quality-score/","ui":"Can we state who receives the right created by data-quality score, and when it applies?"},{"a":["data location"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A requirement or choice concerning where data is physically stored.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A requirement or choice concerning where data is physically stored.","i":1029,"id":"governance.data-residency","lv":"core","ph":"data residency data location data location data residency data residency a requirement or choice concerning where data is physically stored a requirement or choice concerning where data is physically stored counsel wants data residency clarified before anyone signs you will see data residency in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here data residency means a requirement or choice concerning where data is physically stored corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law equipment technology risk ethics access global context dependent","sn":"Data residency","t":"Data residency","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/data-residency/","ui":"Counsel wants data residency clarified before anyone signs."},{"a":["retention schedule"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A policy stating how long categories of records are kept and when they are disposed of.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A policy stating how long categories of records are kept and when they are disposed of.","i":1030,"id":"governance.data-retention-schedule","lv":"core","ph":"data retention schedule retention schedule data retention schedule retention schedule data retention schedule a policy stating how long categories of records are kept and when they are disposed of a policy stating how long categories of records are kept and when they are disposed of the team needs one controlled copy of data retention schedule with an owner and date you will see data retention schedule in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here data retention schedule means a policy stating how long categories of records are kept and when they are disposed of corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law equipment technology risk ethics access global context dependent corporate","sn":"Data-retention schedule","t":"Data-retention schedule","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/data-retention-schedule/","ui":"The team needs one controlled copy of data-retention schedule, with an owner and date."},{"a":["virtual data room","VDR"],"amb":["VDR","virtual data room"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A secure repository for documents shared during diligence.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","business","corporate","investor","sales","finance"],"e":"A controlled folder of deal documents.","i":1031,"id":"startup.data-room","lv":"core","ph":"data room virtual data room vdr data room vdr virtual data room data room a controlled folder of deal documents a secure repository for documents shared during diligence the data room should have a clear index and permissions you will see data room in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here data room means a secure repository for documents shared during diligence startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms virtual data room startup business corporate investor sales finance planning pitching submission decision fundraising financing due diligence governance document artifact finance commerce equipment technology organisation party global context dependent startup","sn":"Data room","t":"Data room","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/data-room/","ui":"The data room should have a clear index and permissions."},{"a":["VDR index"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A structured listing of the data room's folders and documents.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","business","corporate","investor","sales","finance"],"e":"The table of contents for deal documents.","i":1032,"id":"startup.data-room-index","lv":"working","ph":"data room index vdr index data room index vdr index data room index the table of contents for deal documents a structured listing of the data rooms folders and documents reconcile the data room index daily you will see data room index in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here data room index means a structured listing of the data rooms folders and documents startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms startup business corporate investor sales finance planning pitching submission decision fundraising financing due diligence governance document artifact metric standard specification finance commerce equipment technology organisation party global context dependent","sn":"Data room index","t":"Data room index","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/data-room-index/","ui":"Reconcile the data room index daily."},{"a":["individual","consumer"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The individual to whom personal data relates.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The individual to whom personal data relates.","i":1033,"id":"governance.data-subject","lv":"core","ph":"data subject individual consumer consumer data subject individual data subject the individual to whom personal data relates the individual to whom personal data relates the draft mentions data subject but the scope and jurisdiction are still unclear you will see data subject in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here data subject means the individual to whom personal data relates corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law equipment technology risk ethics access global context dependent","sn":"Data subject","t":"Data subject","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/data-subject/","ui":"The draft mentions data subject, but the scope and jurisdiction are still unclear."},{"a":["DSR","rights request"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A request by an individual to exercise rights under applicable privacy law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A request by an individual to exercise rights under applicable privacy law.","i":1034,"id":"governance.data-subject-request","lv":"core","ph":"data subject request dsr rights request data subject request dsr rights request data subject request a request by an individual to exercise rights under applicable privacy law a request by an individual to exercise rights under applicable privacy law counsel wants data subject request clarified before anyone signs you will see data subject request in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here data subject request means a request by an individual to exercise rights under applicable privacy law corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law equipment technology risk ethics access global context dependent","sn":"Data-subject request","t":"Data-subject request","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/data-subject-request/","ui":"Counsel wants data-subject request clarified before anyone signs."},{"a":["data visualization"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The graphical representation of data to support understanding and analysis.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Turn data into charts or visual forms.","i":1035,"id":"product.data-visualisation","lv":"core","ph":"data visualisation data visualization data visualisation data visualization data visualisation turn data into charts or visual forms the graphical representation of data to support understanding and analysis data visualisation should reveal scale and uncertainty honestly you will see data visualisation in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here data visualisation means the graphical representation of data to support understanding and analysis product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Data visualisation","t":"Data visualisation","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/data-visualisation/","ui":"Data visualisation should reveal scale and uncertainty honestly."},{"a":["enterprise data warehouse","EDW"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A system designed to combine and analyse structured data from multiple sources.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A central place for cleaned data used in reporting and analysis.","i":1036,"id":"product.data-warehouse","lv":"core","ph":"data warehouse enterprise data warehouse edw data warehouse edw enterprise data warehouse data warehouse a central place for cleaned data used in reporting and analysis a system designed to combine and analyse structured data from multiple sources the data warehouse feeds the executive dashboard you will see data warehouse in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here data warehouse means a system designed to combine and analyse structured data from multiple sources product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology global context dependent","sn":"Data warehouse","t":"Data warehouse","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/data-warehouse/","ui":"The data warehouse feeds the executive dashboard."},{"a":["DB"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An organised system for storing, retrieving and managing data.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A structured place where software stores data.","i":1037,"id":"product.database","lv":"core","ph":"database db database db database a structured place where software stores data an organised system for storing retrieving and managing data the database keeps transaction records you will see database in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here database means an organised system for storing retrieving and managing data product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Database","t":"Database","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/database/","ui":"The database keeps transaction records."},{"a":["daily-to-monthly stickiness"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Daily active users divided by monthly active users, used as one indicator of frequency.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Daily active users divided by monthly active users, used as one indicator of frequency.","i":1038,"id":"marketing.dau-mau","lv":"working","ph":"dau mau daily to monthly stickiness daily to monthly stickiness dau mau dau mau daily active users divided by monthly active users used as one indicator of frequency daily active users divided by monthly active users used as one indicator of frequency keep dau mau on the dashboard but show the definition and reporting period beside it you will see dau mau in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here dau mau means daily active users divided by monthly active users used as one indicator of frequency marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model global context dependent","sn":"DAU/MAU","t":"DAU/MAU","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/dau-mau/","ui":"Keep DAU/MAU on the dashboard, but show the definition and reporting period beside it."},{"a":["regulatory raid"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An unannounced regulatory inspection or search, especially in competition-law enforcement.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An unannounced regulatory inspection or search, especially in competition-law enforcement.","i":1039,"id":"governance.dawn-raid","lv":"specialist","ph":"dawn raid regulatory raid dawn raid regulatory raid dawn raid an unannounced regulatory inspection or search especially in competition law enforcement an unannounced regulatory inspection or search especially in competition law enforcement do not describe dawn raid as agreed until the operative document says so you will see dawn raid in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here dawn raid means an unannounced regulatory inspection or search especially in competition law enforcement corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Dawn raid","t":"Dawn raid","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/dawn-raid/","ui":"Do not describe dawn raid as agreed until the operative document says so."},{"a":["DIO","inventory days"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"An estimate of how many days inventory is held before sale or use.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","finance","investor","operations","procurement","sales"],"e":"An estimate of how many days inventory is held before sale or use.","i":1040,"id":"operations.days-inventory-outstanding","lv":"core","ph":"days inventory outstanding dio inventory days days inventory outstanding dio inventory days days inventory outstanding an estimate of how many days inventory is held before sale or use an estimate of how many days inventory is held before sale or use the number is useful only if everyone calculates days inventory outstanding the same way you will see days inventory outstanding in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here days inventory outstanding means an estimate of how many days inventory is held before sale or use operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning startup business corporate finance investor operations procurement sales accounting planning forecasting valuation reporting financing operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Days inventory outstanding","t":"Days inventory outstanding","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/days-inventory-outstanding/","ui":"The number is useful only if everyone calculates days inventory outstanding the same way."},{"a":["DPO"],"amb":["DPO"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Average time payables remain outstanding under a stated calculation.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Average time payables remain outstanding under a stated calculation.","i":1041,"id":"bizfinance.days-payable-outstanding","lv":"core","ph":"days payable outstanding dpo days payable outstanding dpo days payable outstanding average time payables remain outstanding under a stated calculation average time payables remain outstanding under a stated calculation compare days payable outstanding with the same cohort and period before drawing a conclusion you will see days payable outstanding in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here days payable outstanding means average time payables remain outstanding under a stated calculation finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity data protection officer startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Days payable outstanding","t":"Days payable outstanding","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/days-payable-outstanding/","ui":"Compare days payable outstanding with the same cohort and period before drawing a conclusion."},{"a":["DSO"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Average time receivables remain outstanding under a stated calculation.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Average time receivables remain outstanding under a stated calculation.","i":1042,"id":"bizfinance.days-sales-outstanding","lv":"core","ph":"days sales outstanding dso days sales outstanding dso days sales outstanding average time receivables remain outstanding under a stated calculation average time receivables remain outstanding under a stated calculation the number is useful only if everyone calculates days sales outstanding the same way you will see days sales outstanding in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here days sales outstanding means average time receivables remain outstanding under a stated calculation finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Days sales outstanding","t":"Days sales outstanding","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/days-sales-outstanding/","ui":"The number is useful only if everyone calculates days sales outstanding the same way."},{"a":["deidentified data"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Removing or transforming identifiers to reduce re-identification risk, under a specified standard or method.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Removing or transforming identifiers to reduce re-identification risk, under a specified standard or method.","i":1043,"id":"governance.de-identification","lv":"core","ph":"de identification deidentified data de identification deidentified data de identification removing or transforming identifiers to reduce re identification risk under a specified standard or method removing or transforming identifiers to reduce re identification risk under a specified standard or method counsel wants de identification clarified before anyone signs you will see de identification in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here de identification means removing or transforming identifiers to reduce re identification risk under a specified standard or method corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law equipment technology workflow process risk ethics access global context dependent","sn":"De-identification","t":"De-identification","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/de-identification/","ui":"Counsel wants de-identification clarified before anyone signs."},{"a":["SPAC merger"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The transaction through which a SPAC combines with an operating company, making it publicly traded.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A private company becomes public by merging with a SPAC.","i":1044,"id":"startup.de-spac","lv":"working","ph":"de spac spac merger de spac spac merger de spac a private company becomes public by merging with a spac the transaction through which a spac combines with an operating company making it publicly traded the de spac requires investor and regulatory disclosures you will see de spac in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here de spac means the transaction through which a spac combines with an operating company making it publicly traded startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"De-SPAC","t":"De-SPAC","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/de-spac/","ui":"The de-SPAC requires investor and regulatory disclosures."},{"a":["non-moving inventory"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Inventory with little or no realistic demand or operational use.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Inventory with little or no realistic demand or operational use.","i":1045,"id":"operations.dead-stock","lv":"working","ph":"dead stock non moving inventory dead stock non moving inventory dead stock inventory with little or no realistic demand or operational use inventory with little or no realistic demand or operational use compare dead stock with the same cohort and period before drawing a conclusion you will see dead stock in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here dead stock means inventory with little or no realistic demand or operational use operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Dead stock","t":"Dead stock","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/dead-stock/","ui":"Compare dead stock with the same cohort and period before drawing a conclusion."},{"a":["commercial desk"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A cross-functional team or process helping structure, price, approve and contract complex deals.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A cross-functional team or process helping structure, price, approve and contract complex deals.","i":1046,"id":"revenue.deal-desk","lv":"working","ph":"deal desk commercial desk commercial desk deal desk deal desk a cross functional team or process helping structure price approve and contract complex deals a cross functional team or process helping structure price approve and contract complex deals can we state who receives the right created by deal desk and when it applies you will see deal desk in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here deal desk means a cross functional team or process helping structure price approve and contract complex deals revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law workflow process organisation party global context dependent","sn":"Deal desk","t":"Deal desk","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/deal-desk/","ui":"Can we state who receives the right created by deal desk, and when it applies?"},{"a":["transaction roadshow"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Investor meetings conducted as part of a financing or offering.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Investor meetings conducted as part of a financing or offering.","i":1047,"id":"reporting.deal-roadshow","lv":"core","ph":"deal roadshow transaction roadshow deal roadshow transaction roadshow deal roadshow investor meetings conducted as part of a financing or offering investor meetings conducted as part of a financing or offering the q and a needs a direct answer on deal roadshow you will see deal roadshow in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here deal roadshow means investor meetings conducted as part of a financing or offering corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce global context dependent","sn":"Deal roadshow","t":"Deal roadshow","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/deal-roadshow/","ui":"The Q&A needs a direct answer on deal roadshow."},{"a":["pushed deal"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Movement of an expected close date into a later period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Movement of an expected close date into a later period.","i":1048,"id":"revenue.deal-slippage","lv":"core","ph":"deal slippage pushed deal deal slippage pushed deal deal slippage movement of an expected close date into a later period movement of an expected close date into a later period the number is useful only if everyone calculates deal slippage the same way you will see deal slippage in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here deal slippage means movement of an expected close date into a later period revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce status decision global context dependent","sn":"Deal slippage","t":"Deal slippage","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/deal-slippage/","ui":"The number is useful only if everyone calculates deal slippage the same way."},{"a":["opportunity source"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The channel, campaign, partner or activity credited with originating an opportunity.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The channel, campaign, partner or activity credited with originating an opportunity.","i":1049,"id":"revenue.deal-source","lv":"working","ph":"deal source opportunity source deal source opportunity source deal source the channel campaign partner or activity credited with originating an opportunity the channel campaign partner or activity credited with originating an opportunity do not move the opportunity until deal source is confirmed you will see deal source in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here deal source means the channel campaign partner or activity credited with originating an opportunity revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce format genre model global context dependent","sn":"Deal source","t":"Deal source","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/deal-source/","ui":"Do not move the opportunity until deal source is confirmed."},{"a":["corporate debenture"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A debt instrument whose exact security and legal meaning varies by jurisdiction.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A debt instrument whose exact security and legal meaning varies by jurisdiction.","i":1050,"id":"bizfinance.debenture","lv":"specialist","ph":"debenture corporate debenture corporate debenture debenture debenture a debt instrument whose exact security and legal meaning varies by jurisdiction a debt instrument whose exact security and legal meaning varies by jurisdiction counsel wants debenture clarified before anyone signs you will see debenture in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here debenture means a debt instrument whose exact security and legal meaning varies by jurisdiction finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce right contract law equipment technology global context dependent","sn":"Debenture","t":"Debenture","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/debenture/","ui":"Counsel wants debenture clarified before anyone signs."},{"a":["Dr"],"amb":["Dr"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An entry on the left side of an account; it generally increases assets and expenses and decreases liabilities, equity and income.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The left side of an account; what it changes depends on the account type.","i":1051,"id":"bizfinance.debit","lv":"core","ph":"debit dr debit dr debit the left side of an account what it changes depends on the account type an entry on the left side of an account it generally increases assets and expenses and decreases liabilities equity and income the journal entry debits cash and credits the loan liability you will see debit in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here debit means an entry on the left side of an account it generally increases assets and expenses and decreases liabilities equity and income finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records disaster recovery startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Debit","t":"Debit","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/debit/","ui":"The journal entry debits cash and credits the loan liability."},{"a":["borrowings"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Contractual borrowing or other financial obligation requiring repayment.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Contractual borrowing or other financial obligation requiring repayment.","i":1052,"id":"bizfinance.debt","lv":"core","ph":"debt borrowings borrowings debt debt contractual borrowing or other financial obligation requiring repayment contractual borrowing or other financial obligation requiring repayment can we state who receives the right created by debt and when it applies you will see debt in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here debt means contractual borrowing or other financial obligation requiring repayment finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce right contract law global context dependent","sn":"Debt","t":"Debt","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/debt/","ui":"Can we state who receives the right created by debt, and when it applies?"},{"a":["borrowing capacity"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The amount of debt an organisation can prudently or contractually support.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The amount of debt an organisation can prudently or contractually support.","i":1053,"id":"bizfinance.debt-capacity","lv":"core","ph":"debt capacity borrowing capacity borrowing capacity debt capacity debt capacity the amount of debt an organisation can prudently or contractually support the amount of debt an organisation can prudently or contractually support the draft mentions debt capacity but the scope and jurisdiction are still unclear you will see debt capacity in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here debt capacity means the amount of debt an organisation can prudently or contractually support finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce right contract law organisation party global context dependent","sn":"Debt capacity","t":"Debt capacity","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/debt-capacity/","ui":"The draft mentions debt capacity, but the scope and jurisdiction are still unclear."},{"a":["debt funding","borrowing"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Raising capital through obligations that require repayment.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","investor","finance","corporate","business"],"e":"Raising capital through obligations that require repayment.","i":1054,"id":"bizfinance.debt-financing","lv":"core","ph":"debt financing debt funding borrowing borrowing debt financing debt funding debt financing raising capital through obligations that require repayment raising capital through obligations that require repayment can we state who receives the right created by debt financing and when it applies you will see debt financing in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here debt financing means raising capital through obligations that require repayment finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup investor finance corporate business fundraising financing due diligence governance accounting planning forecasting valuation reporting finance commerce equipment technology global context dependent","sn":"Debt financing","t":"Debt financing","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/debt-financing/","ui":"Can we state who receives the right created by debt financing, and when it applies?"},{"a":["debt model"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A model of debt balances, interest, repayments, covenants and maturity.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A model of debt balances, interest, repayments, covenants and maturity.","i":1055,"id":"bizfinance.debt-schedule","lv":"core","ph":"debt schedule debt model debt model debt schedule debt schedule a model of debt balances interest repayments covenants and maturity a model of debt balances interest repayments covenants and maturity can we state who receives the right created by debt schedule and when it applies you will see debt schedule in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here debt schedule means a model of debt balances interest repayments covenants and maturity finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce right contract law equipment technology format genre model global context dependent","sn":"Debt schedule","t":"Debt schedule","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/debt-schedule/","ui":"Can we state who receives the right created by debt schedule, and when it applies?"},{"a":["loan payments"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Required interest and principal payments over a period.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Required interest and principal payments over a period.","i":1056,"id":"bizfinance.debt-service","lv":"core","ph":"debt service loan payments debt service loan payments debt service required interest and principal payments over a period required interest and principal payments over a period finance will reconcile debt service before the board pack goes out you will see debt service in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here debt service means required interest and principal payments over a period finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Debt service","t":"Debt service","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/debt-service/","ui":"Finance will reconcile debt service before the board pack goes out."},{"a":["DSCR"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Cash or earnings available for debt service divided by required debt payments.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Cash or earnings available for debt service divided by required debt payments.","i":1057,"id":"bizfinance.debt-service-coverage-ratio","lv":"core","ph":"debt service coverage ratio dscr debt service coverage ratio dscr debt service coverage ratio cash or earnings available for debt service divided by required debt payments cash or earnings available for debt service divided by required debt payments the number is useful only if everyone calculates debt service coverage ratio the same way you will see debt service coverage ratio in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here debt service coverage ratio means cash or earnings available for debt service divided by required debt payments finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Debt service coverage ratio","t":"Debt service coverage ratio","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/debt-service-coverage-ratio/","ui":"The number is useful only if everyone calculates debt service coverage ratio the same way."},{"a":["DSRA"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Cash reserve held to cover scheduled debt service.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Cash reserve held to cover scheduled debt service.","i":1058,"id":"bizfinance.debt-service-reserve-account","lv":"specialist","ph":"debt service reserve account dsra debt service reserve account dsra debt service reserve account cash reserve held to cover scheduled debt service cash reserve held to cover scheduled debt service the team needs one controlled copy of debt service reserve account with an owner and date you will see debt service reserve account in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here debt service reserve account means cash reserve held to cover scheduled debt service finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Debt service reserve account","t":"Debt service reserve account","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/debt-service-reserve-account/","ui":"The team needs one controlled copy of debt service reserve account, with an owner and date."},{"a":["leverage ratio"],"amb":["leverage ratio"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Debt divided by EBITDA under stated definitions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Debt divided by EBITDA under stated definitions.","i":1059,"id":"bizfinance.debt-to-ebitda","lv":"core","ph":"debt to ebitda leverage ratio debt to ebitda leverage ratio debt to ebitda debt divided by ebitda under stated definitions debt divided by ebitda under stated definitions compare debt to ebitda with the same cohort and period before drawing a conclusion you will see debt to ebitda in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here debt to ebitda means debt divided by ebitda under stated definitions finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency gearing startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Debt-to-EBITDA","t":"Debt-to-EBITDA","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/debt-to-ebitda/","ui":"Compare debt-to-EBITDA with the same cohort and period before drawing a conclusion."},{"a":["D/E"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Debt divided by equity under defined inclusions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Debt divided by equity under defined inclusions.","i":1060,"id":"bizfinance.debt-to-equity-ratio","lv":"core","ph":"debt to equity ratio d e d e debt to equity ratio debt to equity ratio debt divided by equity under defined inclusions debt divided by equity under defined inclusions how are we defining debt to equity ratio in this deck you will see debt to equity ratio in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here debt to equity ratio means debt divided by equity under defined inclusions finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Debt-to-equity ratio","t":"Debt-to-equity ratio","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/debt-to-equity-ratio/","ui":"How are we defining debt-to-equity ratio in this deck?"},{"a":["ten-billion-dollar startup"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Informal term for a privately held startup valued at ten billion US dollars or more.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A private startup valued at ten billion dollars or more.","i":1061,"id":"startup.decacorn","lv":"specialist","ph":"decacorn ten billion dollar startup decacorn ten billion dollar startup decacorn a private startup valued at ten billion dollars or more informal term for a privately held startup valued at ten billion us dollars or more decacorn valuations can move sharply between rounds you will see decacorn in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here decacorn means informal term for a privately held startup valued at ten billion us dollars or more startups venture and fundraising startup formation venture capital and fundraising startup stages and company states startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party status decision global context dependent","sn":"Decacorn","t":"Decacorn","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/decacorn/","ui":"Decacorn valuations can move sharply between rounds."},{"a":["decarbonization"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Reduction of greenhouse-gas emissions associated with an activity or economy.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Reduction of greenhouse-gas emissions associated with an activity or economy.","i":1062,"id":"sustainability.decarbonisation","lv":"core","ph":"decarbonisation decarbonization decarbonisation decarbonization decarbonisation reduction of greenhouse gas emissions associated with an activity or economy reduction of greenhouse gas emissions associated with an activity or economy state the boundary and evidence behind decarbonisation before publishing the claim you will see decarbonisation in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here decarbonisation means reduction of greenhouse gas emissions associated with an activity or economy sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Decarbonisation","t":"Decarbonisation","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/decarbonisation/","ui":"State the boundary and evidence behind decarbonisation before publishing the claim."},{"a":["commission decelerator"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A lower commission rate applied below a performance threshold.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A lower commission rate applied below a performance threshold.","i":1063,"id":"revenue.decelerator","lv":"working","ph":"decelerator commission decelerator commission decelerator decelerator decelerator a lower commission rate applied below a performance threshold a lower commission rate applied below a performance threshold how are we defining decelerator in this deck you will see decelerator in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here decelerator means a lower commission rate applied below a performance threshold revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Decelerator","t":"Decelerator","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/decelerator/","ui":"How are we defining decelerator in this deck?"},{"a":["decentralization"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Distributing authority or capability to local units or teams.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Distributing authority or capability to local units or teams.","i":1064,"id":"people.decentralisation","lv":"core","ph":"decentralisation decentralization decentralisation decentralization decentralisation distributing authority or capability to local units or teams distributing authority or capability to local units or teams the people plan needs to explain how decentralisation affects roles and decisions you will see decentralisation in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here decentralisation means distributing authority or capability to local units or teams people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Decentralisation","t":"Decentralisation","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/decentralisation/","ui":"The people plan needs to explain how decentralisation affects roles and decisions."},{"a":["evaluation criteria","purchase criteria"],"amb":["evaluation criteria"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The standards a buyer uses to judge options.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","investor","sales","finance","product"],"e":"The standards a buyer uses to judge options.","i":1065,"id":"revenue.decision-criteria","lv":"core","ph":"decision criteria evaluation criteria purchase criteria decision criteria evaluation criteria purchase criteria decision criteria the standards a buyer uses to judge options the standards a buyer uses to judge options do not move the opportunity until decision criteria is confirmed you will see decision criteria in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here decision criteria means the standards a buyer uses to judge options revenue sales and go to market go to market sales pricing and customer success sales process and qualification evaluation criteria startup business corporate investor sales finance product planning pitching submission decision go to market sales contracting customer success renewal role person finance commerce workflow process status decision global context dependent","sn":"Decision criteria","t":"Decision criteria","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/decision-criteria/","ui":"Do not move the opportunity until decision criteria is confirmed."},{"a":["decision register","board decision register"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A record of board decisions and rationale.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","investor","sales","finance","people"],"e":"A record of board decisions and rationale.","i":1066,"id":"reporting.decision-log","lv":"core","ph":"decision log decision register board decision register board decision register decision log decision register decision log a record of board decisions and rationale a record of board decisions and rationale keep decision log on the dashboard but show the definition and reporting period beside it you will see decision log in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here decision log means a record of board decisions and rationale corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers startup business corporate investor sales finance people planning pitching submission decision governance contracting compliance risk management reporting investor relations disclosure document artifact metric standard specification finance commerce organisation party status decision global context dependent business foundation corporate","sn":"Decision log","t":"Decision log","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/decision-log/","ui":"Keep decision log on the dashboard, but show the definition and reporting period beside it."},{"a":[],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The person or body with authority to approve the purchase.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","investor","marketing","product","sales","finance"],"e":"The person or body with authority to approve the purchase.","i":1067,"id":"revenue.decision-maker","lv":"core","ph":"decision maker decision maker decision maker the person or body with authority to approve the purchase the person or body with authority to approve the purchase who can verify decision maker on the buyers side you will see decision maker in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here decision maker means the person or body with authority to approve the purchase revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles startup business corporate investor marketing product sales finance strategy market research planning pitching go to market sales contracting customer success renewal role person finance commerce status decision global context dependent business foundation","sn":"Decision-maker","t":"Decision-maker","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/decision-maker/","ui":"Who can verify decision-maker on the buyer’s side?"},{"a":["approval meeting"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A meeting designed to reach a specified choice or approval.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A meeting where a particular decision must be made.","i":1068,"id":"bizpitch.decision-meeting","lv":"core","ph":"decision meeting approval meeting approval meeting decision meeting decision meeting a meeting where a particular decision must be made a meeting designed to reach a specified choice or approval send the pre read before the decision meeting you will see decision meeting in business pitches proposals executive summaries and decision decks when the discussion reaches business presentation delivery it helps a reader interpret business presentation delivery without confusing the measure decision role or evidence being discussed here decision meeting means a meeting designed to reach a specified choice or approval business pitching and presentation materials business pitches decks and decision materials business presentation delivery startup business corporate investor sales planning pitching submission decision status decision global context dependent","sn":"Decision meeting","t":"Decision meeting","tp":"Business presentation delivery","tpid":"business-pitching-artifacts.presentation-delivery","u":"terms/decision-meeting/","ui":"Send the pre-read before the decision meeting."},{"a":["decision paper"],"amb":["Decision memo","decision paper"],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A short document that frames a decision, options, evidence, recommendation and required approval.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A short paper designed to help someone decide.","i":1069,"id":"bizpitch.decision-memo","lv":"working","ph":"decision memo decision paper decision memo decision paper decision memo a short paper designed to help someone decide a short document that frames a decision options evidence recommendation and required approval put the recommendation at the top of the decision memo you will see decision memo in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here decision memo means a short document that frames a decision options evidence recommendation and required approval business pitching and presentation materials business pitches decks and decision materials business deck types decision paper startup business corporate investor sales planning pitching submission decision document artifact status decision global context dependent","sn":"Decision memo","t":"Decision memo","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/decision-memo/","ui":"Put the recommendation at the top of the decision memo."},{"a":["decision memo"],"amb":["Decision memo","decision paper"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A concise paper framing a requested decision, alternatives, evidence and recommendation.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A concise paper framing a requested decision, alternatives, evidence and recommendation.","i":1070,"id":"reporting.decision-paper","lv":"core","ph":"decision paper decision memo decision memo decision paper decision paper a concise paper framing a requested decision alternatives evidence and recommendation a concise paper framing a requested decision alternatives evidence and recommendation which version of decision paper should the board treat as current you will see decision paper in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here decision paper means a concise paper framing a requested decision alternatives evidence and recommendation corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers decision memo corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party status decision global context dependent","sn":"Decision paper","t":"Decision paper","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/decision-paper/","ui":"Which version of decision paper should the board treat as current?"},{"a":["decision node"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A step where a rule or judgement determines the next path.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A step where a rule or judgement determines the next path.","i":1071,"id":"operations.decision-point","lv":"core","ph":"decision point decision node decision node decision point decision point a step where a rule or judgement determines the next path a step where a rule or judgement determines the next path the operating model needs to show how decision point works in practice you will see decision point in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here decision point means a step where a rule or judgement determines the next path operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process status decision global context dependent","sn":"Decision point","t":"Decision point","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/decision-point/","ui":"The operating model needs to show how decision point works in practice."},{"a":["buying process"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The sequence, participants and approvals through which the buyer reaches a decision.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The sequence, participants and approvals through which the buyer reaches a decision.","i":1072,"id":"revenue.decision-process","lv":"core","ph":"decision process buying process buying process decision process decision process the sequence participants and approvals through which the buyer reaches a decision the sequence participants and approvals through which the buyer reaches a decision who can verify decision process on the buyers side you will see decision process in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here decision process means the sequence participants and approvals through which the buyer reaches a decision revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce workflow process status decision global context dependent","sn":"Decision process","t":"Decision process","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/decision-process/","ui":"Who can verify decision process on the buyer’s side?"},{"a":["board ask"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The exact approval, direction or acknowledgement sought from the board.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The exact approval, direction or acknowledgement sought from the board.","i":1073,"id":"reporting.decision-requested","lv":"core","ph":"decision requested board ask board ask decision requested decision requested the exact approval direction or acknowledgement sought from the board the exact approval direction or acknowledgement sought from the board which version of decision requested should the board treat as current you will see decision requested in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here decision requested means the exact approval direction or acknowledgement sought from the board corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party status decision global context dependent","sn":"Decision requested","t":"Decision requested","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/decision-requested/","ui":"Which version of decision requested should the board treat as current?"},{"a":["decision ask"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A clear statement of the specific approval, choice or commitment requested from an audience.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The exact choice the audience needs to make.","i":1074,"id":"bizpitch.decision-required","lv":"core","ph":"decision required decision ask decision ask decision required decision required the exact choice the audience needs to make a clear statement of the specific approval choice or commitment requested from an audience put the decision required before the background section you will see decision required in business pitches proposals executive summaries and decision decks when the discussion reaches decision narrative and persuasion it helps a reader interpret decision narrative and persuasion without confusing the measure decision role or evidence being discussed here decision required means a clear statement of the specific approval choice or commitment requested from an audience business pitching and presentation materials business pitches decks and decision materials decision narrative and persuasion startup business corporate investor sales planning pitching submission decision document artifact status decision global context dependent","sn":"Decision required","t":"Decision required","tp":"Decision narrative & persuasion","tpid":"business-pitching-artifacts.decision-story","u":"terms/decision-required/","ui":"Put the decision required before the background section."},{"a":["decision authority"],"amb":["decision authority"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The right to make or approve a defined decision.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The right to make or approve a defined decision.","i":1075,"id":"people.decision-right","lv":"core","ph":"decision right decision authority decision authority decision right decision right the right to make or approve a defined decision the right to make or approve a defined decision the draft mentions decision right but the scope and jurisdiction are still unclear you will see decision right in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here decision right means the right to make or approve a defined decision people organisation and change organisation design people systems and change roles responsibility and decision rights authority startup business corporate people operations people planning employment performance management change management role person right contract law organisation party status decision global context dependent","sn":"Decision right","t":"Decision right","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/decision-right/","ui":"The draft mentions decision right, but the scope and jurisdiction are still unclear."},{"a":["bottom of funnel"],"amb":["Bottom of funnel"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A stage in which the audience selects, purchases or commits.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A stage in which the audience selects, purchases or commits.","i":1076,"id":"marketing.decision-stage","lv":"core","ph":"decision stage bottom of funnel bottom of funnel decision stage decision stage a stage in which the audience selects purchases or commits a stage in which the audience selects purchases or commits the report should separate the effect of decision stage from correlation you will see decision stage in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here decision stage means a stage in which the audience selects purchases or commits marketing brand and growth brand marketing media and growth marketing strategy and planning bottom of funnel startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model status decision global context dependent","sn":"Decision stage","t":"Decision stage","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/decision-stage/","ui":"The report should separate the effect of decision stage from correlation."},{"a":["instrument under seal"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A formal legal instrument executed with special requirements in some jurisdictions.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A formal legal instrument executed with special requirements in some jurisdictions.","i":1077,"id":"governance.deed","lv":"working","ph":"deed instrument under seal deed instrument under seal deed a formal legal instrument executed with special requirements in some jurisdictions a formal legal instrument executed with special requirements in some jurisdictions can we state who receives the right created by deed and when it applies you will see deed in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here deed means a formal legal instrument executed with special requirements in some jurisdictions corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Deed","t":"Deed","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/deed/","ui":"Can we state who receives the right created by deed, and when it applies?"},{"a":["automatic acceptance"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Contractual acceptance that occurs automatically if the buyer does not object within a period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Contractual acceptance that occurs automatically if the buyer does not object within a period.","i":1078,"id":"revenue.deemed-acceptance","lv":"working","ph":"deemed acceptance automatic acceptance automatic acceptance deemed acceptance deemed acceptance contractual acceptance that occurs automatically if the buyer does not object within a period contractual acceptance that occurs automatically if the buyer does not object within a period counsel wants deemed acceptance clarified before anyone signs you will see deemed acceptance in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here deemed acceptance means contractual acceptance that occurs automatically if the buyer does not object within a period revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact role person finance commerce right contract law global context dependent","sn":"Deemed acceptance","t":"Deemed acceptance","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/deemed-acceptance/","ui":"Counsel wants deemed acceptance clarified before anyone signs."},{"a":["board deep-dive"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A detailed board examination of one topic beyond routine reporting.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A detailed board examination of one topic beyond routine reporting.","i":1079,"id":"reporting.deep-dive","lv":"core","ph":"deep dive board deep dive board deep dive deep dive deep dive a detailed board examination of one topic beyond routine reporting a detailed board examination of one topic beyond routine reporting attach the latest deep dive to the decision pack before the meeting you will see deep dive in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here deep dive means a detailed board examination of one topic beyond routine reporting corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Deep dive","t":"Deep dive","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/deep-dive/","ui":"Attach the latest deep dive to the decision pack before the meeting."},{"a":["payment default"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Failure to meet a debt obligation or other specified condition.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Failure to meet a debt obligation or other specified condition.","i":1080,"id":"bizfinance.default","lv":"core","ph":"default payment default default payment default default failure to meet a debt obligation or other specified condition failure to meet a debt obligation or other specified condition can we state who receives the right created by default and when it applies you will see default in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here default means failure to meet a debt obligation or other specified condition finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Default","t":"Default","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/default/","ui":"Can we state who receives the right created by default, and when it applies?"},{"a":[],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A startup expected to reach profitability before exhausting cash at plausible growth and spending assumptions.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The company can become profitable before running out of cash.","i":1081,"id":"startup.default-alive","lv":"working","ph":"default alive default alive default alive the company can become profitable before running out of cash a startup expected to reach profitability before exhausting cash at plausible growth and spending assumptions default alive depends on assumptions not optimism you will see default alive in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup traction burn and capital efficiency it helps a reader interpret startup traction burn and capital efficiency without confusing the measure decision role or evidence being discussed here default alive means a startup expected to reach profitability before exhausting cash at plausible growth and spending assumptions startups venture and fundraising startup formation venture capital and fundraising startup traction burn and capital efficiency startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce organisation party global context dependent","sn":"Default alive","t":"Default alive","tp":"Startup traction, burn & capital efficiency","tpid":"startup-venture-fundraising.startup-metrics","u":"terms/default-alive/","ui":"Default alive depends on assumptions, not optimism."},{"a":[],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A startup expected to exhaust cash before reaching profitability under plausible assumptions.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The company will need more money before it can become profitable.","i":1082,"id":"startup.default-dead","lv":"working","ph":"default dead default dead default dead the company will need more money before it can become profitable a startup expected to exhaust cash before reaching profitability under plausible assumptions the board wants a plan while the company remains default dead you will see default dead in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup traction burn and capital efficiency it helps a reader interpret startup traction burn and capital efficiency without confusing the measure decision role or evidence being discussed here default dead means a startup expected to exhaust cash before reaching profitability under plausible assumptions startups venture and fundraising startup formation venture capital and fundraising startup traction burn and capital efficiency startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce organisation party global context dependent","sn":"Default dead","t":"Default dead","tp":"Startup traction, burn & capital efficiency","tpid":"startup-venture-fundraising.startup-metrics","u":"terms/default-dead/","ui":"The board wants a plan while the company remains default dead."},{"a":["fault"],"amb":["defect"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A failure or imperfection that prevents output from meeting a requirement or expected use.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A failure or imperfection that prevents output from meeting a requirement or expected use.","i":1083,"id":"operations.defect","lv":"core","ph":"defect fault defect fault defect a failure or imperfection that prevents output from meeting a requirement or expected use a failure or imperfection that prevents output from meeting a requirement or expected use do not close defect until the evidence has been checked you will see defect in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here defect means a failure or imperfection that prevents output from meeting a requirement or expected use operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action bug business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Defect","t":"Defect","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/defect/","ui":"Do not close defect until the evidence has been checked."},{"a":["quality failure rate","failure rate"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Defective units divided by inspected or produced units.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor","operations","procurement","sales"],"e":"Defective units divided by inspected or produced units.","i":1084,"id":"bizfinance.defect-rate","lv":"core","ph":"defect rate quality failure rate failure rate defect rate failure rate quality failure rate defect rate defective units divided by inspected or produced units defective units divided by inspected or produced units the number is useful only if everyone calculates defect rate the same way you will see defect rate in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here defect rate means defective units divided by inspected or produced units finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor operations procurement sales accounting planning forecasting valuation reporting financing operations procurement quality control risk management delivery metric standard specification finance commerce global context dependent","sn":"Defect rate","t":"Defect rate","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/defect-rate/","ui":"The number is useful only if everyone calculates defect rate the same way."},{"a":["quality waste"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Resources consumed by errors, failures, inspection or correction.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Resources consumed by errors, failures, inspection or correction.","i":1085,"id":"operations.defect-waste","lv":"working","ph":"defect waste quality waste defect waste quality waste defect waste resources consumed by errors failures inspection or correction resources consumed by errors failures inspection or correction show where defect waste happens in the operating model and who receives the handoff you will see defect waste in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here defect waste means resources consumed by errors failures inspection or correction operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Defect waste","t":"Defect waste","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/defect-waste/","ui":"Show where defect waste happens in the operating model and who receives the handoff."},{"a":["DPMO"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A Six Sigma measure of defects relative to one million opportunities.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A Six Sigma measure of defects relative to one million opportunities.","i":1086,"id":"operations.defects-per-million-opportunities","lv":"specialist","ph":"defects per million opportunities dpmo defects per million opportunities dpmo defects per million opportunities a six sigma measure of defects relative to one million opportunities a six sigma measure of defects relative to one million opportunities keep defects per million opportunities on the dashboard but show the definition and reporting period beside it you will see defects per million opportunities in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here defects per million opportunities means a six sigma measure of defects relative to one million opportunities operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Defects per million opportunities","t":"Defects per million opportunities","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/defects-per-million-opportunities/","ui":"Keep defects per million opportunities on the dashboard, but show the definition and reporting period beside it."},{"a":["defendability"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The degree to which an advantage can resist imitation, substitution or erosion.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How hard it is for others to remove the advantage.","i":1087,"id":"strategy.defensibility","lv":"core","ph":"defensibility defendability defendability defensibility defensibility how hard it is for others to remove the advantage the degree to which an advantage can resist imitation substitution or erosion the defensibility case rests on data rights and workflow lock in you will see defensibility in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here defensibility means the degree to which an advantage can resist imitation substitution or erosion strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Defensibility","t":"Defensibility","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/defensibility/","ui":"The defensibility case rests on data rights and workflow lock-in."},{"a":["contract liability","unearned revenue"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Customer consideration received or billed before related revenue is recognised.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","sales","finance","product","investor"],"e":"Customer consideration received or billed before related revenue is recognised.","i":1088,"id":"reporting.deferred-revenue","lv":"core","ph":"deferred revenue contract liability unearned revenue contract liability deferred revenue unearned revenue deferred revenue customer consideration received or billed before related revenue is recognised customer consideration received or billed before related revenue is recognised keep deferred revenue on the dashboard but show the definition and reporting period beside it you will see deferred revenue in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here deferred revenue means customer consideration received or billed before related revenue is recognised corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance startup business corporate sales finance product investor go to market sales contracting customer success renewal accounting planning forecasting valuation reporting financing governance investor relations disclosure document artifact metric standard specification role person finance commerce global context dependent","sn":"Deferred revenue","t":"Deferred revenue","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/deferred-revenue/","ui":"Keep deferred revenue on the dashboard, but show the definition and reporting period beside it."},{"a":["DB plan"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A retirement plan promising benefits under a formula.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A retirement plan promising benefits under a formula.","i":1089,"id":"people.defined-benefit-plan","lv":"working","ph":"defined benefit plan db plan db plan defined benefit plan defined benefit plan a retirement plan promising benefits under a formula a retirement plan promising benefits under a formula the people plan needs to explain how defined benefit plan affects roles and decisions you will see defined benefit plan in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here defined benefit plan means a retirement plan promising benefits under a formula people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management document artifact organisation party global context dependent","sn":"Defined-benefit plan","t":"Defined-benefit plan","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/defined-benefit-plan/","ui":"The people plan needs to explain how defined-benefit plan affects roles and decisions."},{"a":["DC plan"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A retirement plan based on contributions and investment outcomes.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A retirement plan based on contributions and investment outcomes.","i":1090,"id":"people.defined-contribution-plan","lv":"working","ph":"defined contribution plan dc plan dc plan defined contribution plan defined contribution plan a retirement plan based on contributions and investment outcomes a retirement plan based on contributions and investment outcomes the people plan needs to explain how defined contribution plan affects roles and decisions you will see defined contribution plan in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here defined contribution plan means a retirement plan based on contributions and investment outcomes people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management document artifact organisation party global context dependent","sn":"Defined-contribution plan","t":"Defined-contribution plan","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/defined-contribution-plan/","ui":"The people plan needs to explain how defined-contribution plan affects roles and decisions."},{"a":["capitalised term"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A word or phrase assigned a specific meaning for an agreement.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A word or phrase assigned a specific meaning for an agreement.","i":1091,"id":"governance.defined-term","lv":"core","ph":"defined term capitalised term capitalised term defined term defined term a word or phrase assigned a specific meaning for an agreement a word or phrase assigned a specific meaning for an agreement can we state who receives the right created by defined term and when it applies you will see defined term in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here defined term means a word or phrase assigned a specific meaning for an agreement corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Defined term","t":"Defined term","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/defined-term/","ui":"Can we state who receives the right created by defined term, and when it applies?"},{"a":["DoD"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A shared standard that work must satisfy before it is considered complete.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The quality checklist for calling work finished.","i":1092,"id":"product.definition-of-done","lv":"core","ph":"definition of done dod definition of done dod definition of done the quality checklist for calling work finished a shared standard that work must satisfy before it is considered complete security testing is part of the definition of done you will see definition of done in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here definition of done means a shared standard that work must satisfy before it is considered complete product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Definition of done","t":"Definition of done","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/definition-of-done/","ui":"Security testing is part of the definition of done."},{"a":["DoR"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Agreed conditions indicating that work is sufficiently understood to enter delivery.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A checklist showing work is ready to start.","i":1093,"id":"product.definition-of-ready","lv":"working","ph":"definition of ready dor definition of ready dor definition of ready a checklist showing work is ready to start agreed conditions indicating that work is sufficiently understood to enter delivery the item fails the definition of ready because research is missing you will see definition of ready in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here definition of ready means agreed conditions indicating that work is sufficiently understood to enter delivery product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Definition of ready","t":"Definition of ready","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/definition-of-ready/","ui":"The item fails the definition of ready because research is missing."},{"a":["final agreement"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The final binding contract documenting a transaction.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The full legal contract for the deal.","i":1094,"id":"startup.definitive-agreement","lv":"core","ph":"definitive agreement final agreement definitive agreement final agreement definitive agreement the full legal contract for the deal the final binding contract documenting a transaction the definitive agreement contains terms not detailed in the term sheet you will see definitive agreement in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet control and investor rights in term sheet control and investor rights a loose definition can change rights obligations approval disclosure or enforceability here definitive agreement means the final binding contract documenting a transaction startups venture and fundraising startup formation venture capital and fundraising term sheet control and investor rights term sheet startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce right contract law organisation party global context dependent","sn":"Definitive agreement","t":"Definitive agreement","tp":"Term-sheet control & investor rights","tpid":"startup-venture-fundraising.term-sheet-control","u":"terms/definitive-agreement/","ui":"The definitive agreement contains terms not detailed in the term sheet."},{"a":["forest loss"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Conversion of forest to another land use or long-term reduction in forest cover.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Conversion of forest to another land use or long-term reduction in forest cover.","i":1095,"id":"sustainability.deforestation","lv":"core","ph":"deforestation forest loss deforestation forest loss deforestation conversion of forest to another land use or long term reduction in forest cover conversion of forest to another land use or long term reduction in forest cover which standard and reporting period govern deforestation you will see deforestation in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here deforestation means conversion of forest to another land use or long term reduction in forest cover sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Deforestation","t":"Deforestation","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/deforestation/","ui":"Which standard and reporting period govern deforestation?"},{"a":["flattening"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Removing management layers to simplify structure or speed decisions.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Removing management layers to simplify structure or speed decisions.","i":1096,"id":"people.delayering","lv":"working","ph":"delayering flattening delayering flattening delayering removing management layers to simplify structure or speed decisions removing management layers to simplify structure or speed decisions can we test the claim about delayering against employee data and lived experience you will see delayering in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here delayering means removing management layers to simplify structure or speed decisions people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management workflow process organisation party status decision global context dependent","sn":"Delayering","t":"Delayering","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/delayering/","ui":"Can we test the claim about delayering against employee data and lived experience?"},{"a":["delegated responsibility"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Assignment of work or authority to another person while accountability may remain.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Assignment of work or authority to another person while accountability may remain.","i":1097,"id":"people.delegation","lv":"core","ph":"delegation delegated responsibility delegated responsibility delegation delegation assignment of work or authority to another person while accountability may remain assignment of work or authority to another person while accountability may remain who is accountable for delegation and who is affected by it you will see delegation in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here delegation means assignment of work or authority to another person while accountability may remain people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Delegation","t":"Delegation","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/delegation/","ui":"Who is accountable for delegation, and who is affected by it?"},{"a":["delegated authority"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Formal transfer of decision-making power within defined limits.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Formal transfer of decision-making power within defined limits.","i":1098,"id":"governance.delegation-of-authority","lv":"core","ph":"delegation of authority delegated authority delegated authority delegation of authority delegation of authority formal transfer of decision making power within defined limits formal transfer of decision making power within defined limits the board paper must state who owns and approves delegation of authority you will see delegation of authority in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here delegation of authority means formal transfer of decision making power within defined limits corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law status decision global context dependent","sn":"Delegation of authority","t":"Delegation of authority","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/delegation-of-authority/","ui":"The board paper must state who owns and approves delegation of authority."},{"a":["outputs"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"The specified outputs a supplier or team is required to provide.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The things the work must produce.","i":1099,"id":"bizpitch.deliverables","lv":"core","ph":"deliverables outputs deliverables outputs deliverables the things the work must produce the specified outputs a supplier or team is required to provide define acceptance criteria for each deliverable you will see deliverables in business pitches proposals executive summaries and decision decks when the discussion reaches proposals bids and tender materials it helps a reader interpret proposals bids and tender materials without confusing the measure decision role or evidence being discussed here deliverables means the specified outputs a supplier or team is required to provide business pitching and presentation materials business pitches decks and decision materials proposals bids and tender materials startup business corporate investor sales planning pitching submission decision role person organisation party global context dependent","sn":"Deliverables","t":"Deliverables","tp":"Proposals, bids & tender materials","tpid":"business-pitching-artifacts.proposal-materials","u":"terms/deliverables/","ui":"Define acceptance criteria for each deliverable."},{"a":["service delivery model"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The way a product or service is produced and provided to customers.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How the organisation actually delivers the offer.","i":1100,"id":"strategy.delivery-model","lv":"core","ph":"delivery model service delivery model delivery model service delivery model delivery model how the organisation actually delivers the offer the way a product or service is produced and provided to customers the delivery model relies on partners in smaller markets you will see delivery model in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here delivery model means the way a product or service is produced and provided to customers strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Delivery model","t":"Delivery model","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/delivery-model/","ui":"The delivery model relies on partners in smaller markets."},{"a":["customer demand"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The quantity customers are willing and able to buy at given prices and conditions.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How much customers want and can buy.","i":1101,"id":"strategy.demand","lv":"core","ph":"demand customer demand customer demand demand demand how much customers want and can buy the quantity customers are willing and able to buy at given prices and conditions interest is not demand until behaviour or commitment supports it you will see demand in strategy decks market analyses business plans and planning workshops when the discussion reaches needs jobs and value propositions it helps a reader interpret needs jobs and value propositions without confusing the measure decision role or evidence being discussed here demand means the quantity customers are willing and able to buy at given prices and conditions strategy markets and business models strategy market analysis and business models needs jobs and value propositions startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Demand","t":"Demand","tp":"Needs, jobs & value propositions","tpid":"strategy-market-models.customer-needs","u":"terms/demand/","ui":"Interest is not demand until behaviour or commitment supports it."},{"a":["intent capture"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Activity designed to convert existing active demand into enquiries, leads or sales.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Activity designed to convert existing active demand into enquiries, leads or sales.","i":1102,"id":"marketing.demand-capture","lv":"working","ph":"demand capture intent capture demand capture intent capture demand capture activity designed to convert existing active demand into enquiries leads or sales activity designed to convert existing active demand into enquiries leads or sales which audience channel and period does demand capture cover you will see demand capture in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here demand capture means activity designed to convert existing active demand into enquiries leads or sales marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Demand capture","t":"Demand capture","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/demand-capture/","ui":"Which audience, channel and period does demand capture cover?"},{"a":["market demand forecast","sales forecast for operations"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"An estimate of future demand over a defined horizon.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","investor","marketing","product","operations","procurement","sales"],"e":"An estimate of future demand over a defined horizon.","i":1103,"id":"operations.demand-forecast","lv":"core","ph":"demand forecast market demand forecast sales forecast for operations demand forecast market demand forecast sales forecast for operations demand forecast an estimate of future demand over a defined horizon an estimate of future demand over a defined horizon the number is useful only if everyone calculates demand forecast the same way you will see demand forecast in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here demand forecast means an estimate of future demand over a defined horizon operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning startup business corporate investor marketing product operations procurement sales strategy market research planning pitching operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Demand forecast","t":"Demand forecast","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/demand-forecast/","ui":"The number is useful only if everyone calculates demand forecast the same way."},{"a":["demand gen"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Marketing activity designed to create or develop market interest and buying demand.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Marketing activity designed to create or develop market interest and buying demand.","i":1104,"id":"marketing.demand-generation","lv":"core","ph":"demand generation demand gen demand gen demand generation demand generation marketing activity designed to create or develop market interest and buying demand marketing activity designed to create or develop market interest and buying demand compare demand generation with the same cohort and period before drawing a conclusion you will see demand generation in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here demand generation means marketing activity designed to create or develop market interest and buying demand marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent business","sn":"Demand generation","t":"Demand generation","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/demand-generation/","ui":"Compare demand generation with the same cohort and period before drawing a conclusion."},{"a":["demand forecast process"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Estimating future demand to guide supply and inventory decisions.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Estimating future demand to guide supply and inventory decisions.","i":1105,"id":"operations.demand-planning","lv":"core","ph":"demand planning demand forecast process demand forecast process demand planning demand planning estimating future demand to guide supply and inventory decisions estimating future demand to guide supply and inventory decisions keep demand planning on the dashboard but show the definition and reporting period beside it you will see demand planning in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here demand planning means estimating future demand to guide supply and inventory decisions operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process status decision global context dependent","sn":"Demand planning","t":"Demand planning","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/demand-planning/","ui":"Keep demand planning on the dashboard, but show the definition and reporting period beside it."},{"a":["demand right"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A right allowing eligible holders to require the company to initiate a securities registration.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investors can ask the company to register shares for sale.","i":1106,"id":"startup.demand-registration","lv":"specialist","ph":"demand registration demand right demand registration demand right demand registration investors can ask the company to register shares for sale a right allowing eligible holders to require the company to initiate a securities registration the agreement limits the number of demand registrations you will see demand registration in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet control and investor rights in term sheet control and investor rights a loose definition can change rights obligations approval disclosure or enforceability here demand registration means a right allowing eligible holders to require the company to initiate a securities registration startups venture and fundraising startup formation venture capital and fundraising term sheet control and investor rights startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce right contract law organisation party global context dependent","sn":"Demand registration","t":"Demand registration","tp":"Term-sheet control & investor rights","tpid":"startup-venture-fundraising.term-sheet-control","u":"terms/demand-registration/","ui":"The agreement limits the number of demand registrations."},{"a":["DSP"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Software enabling advertisers to buy digital inventory across sources.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Software enabling advertisers to buy digital inventory across sources.","i":1107,"id":"marketing.demand-side-platform","lv":"working","ph":"demand side platform dsp demand side platform dsp demand side platform software enabling advertisers to buy digital inventory across sources software enabling advertisers to buy digital inventory across sources which version of demand side platform should the board treat as current you will see demand side platform in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here demand side platform means software enabling advertisers to buy digital inventory across sources marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting document artifact equipment technology format genre model global context dependent","sn":"Demand-side platform","t":"Demand-side platform","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/demand-side-platform/","ui":"Which version of demand-side platform should the board treat as current?"},{"a":["product demonstration"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A guided presentation of how a product or service works in relation to buyer needs.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A guided presentation of how a product or service works in relation to buyer needs.","i":1108,"id":"revenue.demo","lv":"core","ph":"demo product demonstration demo product demonstration demo a guided presentation of how a product or service works in relation to buyer needs a guided presentation of how a product or service works in relation to buyer needs sales needs one agreed definition of demo before the forecast review you will see demo in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here demo means a guided presentation of how a product or service works in relation to buyer needs revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce workflow process global context dependent","sn":"Demo","t":"Demo","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/demo/","ui":"Sales needs one agreed definition of demo before the forecast review."},{"a":["showcase day"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An event at which programme participants present to investors, partners or the wider ecosystem.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A day when startups pitch after a programme.","i":1109,"id":"startup.demo-day","lv":"core","ph":"demo day showcase day demo day showcase day demo day a day when startups pitch after a programme an event at which programme participants present to investors partners or the wider ecosystem the team is simplifying the story for demo day you will see demo day in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here demo day means an event at which programme participants present to investors partners or the wider ecosystem startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Demo day","t":"Demo day","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/demo-day/","ui":"The team is simplifying the story for demo day."},{"a":["demo-day presentation"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A short, highly structured investor presentation delivered at an accelerator or startup showcase.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A brief startup pitch delivered to many investors at an event.","i":1110,"id":"bizpitch.demo-day-pitch","lv":"core","ph":"demo day pitch demo day presentation demo day pitch demo day presentation demo day pitch a brief startup pitch delivered to many investors at an event a short highly structured investor presentation delivered at an accelerator or startup showcase the demo day pitch has to work even for someone seeing the company for the first time you will see demo day pitch in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here demo day pitch means a short highly structured investor presentation delivered at an accelerator or startup showcase business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations startup business corporate investor sales planning pitching submission decision role person global context dependent","sn":"Demo day pitch","t":"Demo day pitch","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/demo-day-pitch/","ui":"The demo day pitch has to work even for someone seeing the company for the first time."},{"a":["demographic segment"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Grouping consumers by attributes such as age, income, household or education.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Group people by measurable personal characteristics.","i":1111,"id":"strategy.demographic-segmentation","lv":"working","ph":"demographic segmentation demographic segment demographic segment demographic segmentation demographic segmentation group people by measurable personal characteristics grouping consumers by attributes such as age income household or education demographic segmentation alone does not explain motivation you will see demographic segmentation in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here demographic segmentation means grouping consumers by attributes such as age income household or education strategy markets and business models strategy market analysis and business models customers users and segmentation startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Demographic segmentation","t":"Demographic segmentation","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/demographic-segmentation/","ui":"Demographic segmentation alone does not explain motivation."},{"a":["downward move"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Movement to a role or level with reduced scope or status.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Movement to a role or level with reduced scope or status.","i":1112,"id":"people.demotion","lv":"working","ph":"demotion downward move demotion downward move demotion movement to a role or level with reduced scope or status movement to a role or level with reduced scope or status can we make demotion accountable for one clear decision you will see demotion in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here demotion means movement to a role or level with reduced scope or status people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management role person organisation party status decision global context dependent","sn":"Demotion","t":"Demotion","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/demotion/","ui":"Can we make demotion accountable for one clear decision?"},{"a":["function"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A formal organisational unit grouped around a function or activity.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A formal organisational unit grouped around a function or activity.","i":1113,"id":"people.department","lv":"core","ph":"department function department function department a formal organisational unit grouped around a function or activity a formal organisational unit grouped around a function or activity the people plan needs to explain how department affects roles and decisions you will see department in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here department means a formal organisational unit grouped around a function or activity people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Department","t":"Department","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/department/","ui":"The people plan needs to explain how department affects roles and decisions."},{"a":["prerequisite","product dependency"],"amb":["Dependency"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Another system, team, decision or condition required for work to succeed.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","investor","sales","product","technology"],"e":"Something the work relies on.","i":1114,"id":"product.dependency.work-dependency","lv":"core","ph":"dependency prerequisite product dependency dependency prerequisite product dependency dependency something the work relies on another system team decision or condition required for work to succeed identity integration is a launch dependency you will see dependency in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here dependency means another system team decision or condition required for work to succeed product technology and innovation product management technology and innovation requirements stories and service design dependency startup business corporate investor sales product technology planning pitching submission decision product discovery product development testing launch operations equipment technology organisation party status decision global context dependent business foundation","sn":"Dependency","t":"Dependency","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/dependency--product-dependency-work-dependency/","ui":"Identity integration is a launch dependency."},{"a":["sustainability dependency"],"amb":["Dependency"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Reliance of an organisation or economy on people, nature, infrastructure or other systems.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Reliance of an organisation or economy on people, nature, infrastructure or other systems.","i":1115,"id":"sustainability.dependency.sustainability-dependency","lv":"core","ph":"dependency sustainability dependency dependency sustainability dependency dependency reliance of an organisation or economy on people nature infrastructure or other systems reliance of an organisation or economy on people nature infrastructure or other systems which standard and reporting period govern dependency you will see dependency in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here dependency means reliance of an organisation or economy on people nature infrastructure or other systems sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact dependency corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology organisation party risk ethics access global context dependent","sn":"Dependency","t":"Dependency","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/dependency--sustainability-dependency-sustainability-dependency/","ui":"Which standard and reporting period govern dependency?"},{"a":["service dependency map"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Identifying relationships between critical processes, systems, suppliers and resources.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Identifying relationships between critical processes, systems, suppliers and resources.","i":1116,"id":"operations.dependency-mapping","lv":"core","ph":"dependency mapping service dependency map dependency mapping service dependency map dependency mapping identifying relationships between critical processes systems suppliers and resources identifying relationships between critical processes systems suppliers and resources the board will ask what happens if dependency mapping moves outside tolerance you will see dependency mapping in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here dependency mapping means identifying relationships between critical processes systems suppliers and resources operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person equipment technology workflow process global context dependent","sn":"Dependency mapping","t":"Dependency mapping","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/dependency-mapping/","ui":"The board will ask what happens if dependency mapping moves outside tolerance."},{"a":["nature dependency"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Reliance on ecosystem services or natural resources.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Reliance on ecosystem services or natural resources.","i":1117,"id":"sustainability.dependency-on-nature","lv":"core","ph":"dependency on nature nature dependency dependency on nature nature dependency dependency on nature reliance on ecosystem services or natural resources reliance on ecosystem services or natural resources can we separate the target for dependency on nature from measured performance you will see dependency on nature in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here dependency on nature means reliance on ecosystem services or natural resources sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology risk ethics access global context dependent","sn":"Dependency on nature","t":"Dependency on nature","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/dependency-on-nature/","ui":"Can we separate the target for dependency on nature from measured performance?"},{"a":["deploy"],"amb":["Deployment"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The process of releasing software or configuration into an environment.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Put a software version into use.","i":1118,"id":"product.deployment","lv":"core","ph":"deployment deploy deploy deployment deployment put a software version into use the process of releasing software or configuration into an environment the deployment is scheduled outside peak traffic you will see deployment in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here deployment means the process of releasing software or configuration into an environment product technology and innovation product management technology and innovation software delivery and architecture implementation startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology workflow process global context dependent","sn":"Deployment","t":"Deployment","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/deployment/","ui":"The deployment is scheduled outside peak traffic."},{"a":["deprecated"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Formal notice that a feature or interface remains available temporarily but should no longer be adopted.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The feature still works for now but will be removed.","i":1119,"id":"product.deprecation","lv":"core","ph":"deprecation deprecated deprecated deprecation deprecation the feature still works for now but will be removed formal notice that a feature or interface remains available temporarily but should no longer be adopted the deprecation notice includes a replacement path you will see deprecation in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here deprecation means formal notice that a feature or interface remains available temporarily but should no longer be adopted product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations equipment technology status decision global context dependent","sn":"Deprecation","t":"Deprecation","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/deprecation/","ui":"The deprecation notice includes a replacement path."},{"a":["depreciation expense"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Allocation of a tangible asset's depreciable amount across its useful life.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Allocation of a tangible asset's depreciable amount across its useful life.","i":1120,"id":"bizfinance.depreciation","lv":"core","ph":"depreciation depreciation expense depreciation depreciation expense depreciation allocation of a tangible assets depreciable amount across its useful life allocation of a tangible assets depreciable amount across its useful life how are we defining depreciation in this deck you will see depreciation in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here depreciation means allocation of a tangible assets depreciable amount across its useful life finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Depreciation","t":"Depreciation","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/depreciation/","ui":"How are we defining depreciation in this deck?"},{"a":["D&A"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Combined non-cash charges allocating asset costs over time.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Combined non-cash charges allocating asset costs over time.","i":1121,"id":"bizfinance.depreciation-and-amortisation","lv":"core","ph":"depreciation and amortisation d and a d and a depreciation and amortisation depreciation and amortisation combined non cash charges allocating asset costs over time combined non cash charges allocating asset costs over time keep depreciation and amortisation on the dashboard but show the definition and reporting period beside it you will see depreciation and amortisation in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here depreciation and amortisation means combined non cash charges allocating asset costs over time finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Depreciation and amortisation","t":"Depreciation and amortisation","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/depreciation-and-amortisation/","ui":"Keep depreciation and amortisation on the dashboard, but show the definition and reporting period beside it."},{"a":["shareholder derivative suit"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A claim brought by a shareholder on behalf of the company under applicable conditions.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A claim brought by a shareholder on behalf of the company under applicable conditions.","i":1122,"id":"governance.derivative-action","lv":"specialist","ph":"derivative action shareholder derivative suit derivative action shareholder derivative suit derivative action a claim brought by a shareholder on behalf of the company under applicable conditions a claim brought by a shareholder on behalf of the company under applicable conditions the draft mentions derivative action but the scope and jurisdiction are still unclear you will see derivative action in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here derivative action means a claim brought by a shareholder on behalf of the company under applicable conditions corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Derivative action","t":"Derivative action","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/derivative-action/","ui":"The draft mentions derivative action, but the scope and jurisdiction are still unclear."},{"a":["descriptive naming"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A name that directly states what the offer is or does.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A name that directly states what the offer is or does.","i":1123,"id":"marketing.descriptive-name","lv":"working","ph":"descriptive name descriptive naming descriptive name descriptive naming descriptive name a name that directly states what the offer is or does a name that directly states what the offer is or does the work feels inconsistent because the team is using descriptive name in three different ways you will see descriptive name in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here descriptive name means a name that directly states what the offer is or does marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Descriptive name","t":"Descriptive name","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/descriptive-name/","ui":"The work feels inconsistent because the team is using descriptive name in three different ways."},{"a":["brand descriptor"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A clarifying phrase attached to a brand or product name.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A clarifying phrase attached to a brand or product name.","i":1124,"id":"marketing.descriptor","lv":"working","ph":"descriptor brand descriptor brand descriptor descriptor descriptor a clarifying phrase attached to a brand or product name a clarifying phrase attached to a brand or product name can we show how descriptor changes the audiences experience not just the language you will see descriptor in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here descriptor means a clarifying phrase attached to a brand or product name marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Descriptor","t":"Descriptor","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/descriptor/","ui":"Can we show how descriptor changes the audience’s experience, not just the language?"},{"a":["creative brief","product design brief"],"amb":["Creative brief"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A document framing the problem, audience, constraints, objectives and required design work.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A short explanation of what design needs to solve.","i":1125,"id":"product.design-brief","lv":"core","ph":"design brief creative brief product design brief creative brief design brief product design brief design brief a short explanation of what design needs to solve a document framing the problem audience constraints objectives and required design work the design brief should separate fixed constraints from assumptions you will see design brief in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here design brief means a document framing the problem audience constraints objectives and required design work product technology and innovation product management technology and innovation requirements stories and service design creative brief startup business corporate product technology product discovery product development testing launch operations document artifact equipment technology global context dependent","sn":"Design brief","t":"Design brief","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/design-brief/","ui":"The design brief should separate fixed constraints from assumptions."},{"a":["development partner"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A customer collaborating closely on product development, usually receiving early access or influence.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"An early customer helping shape the product.","i":1126,"id":"product.design-partner","lv":"core","ph":"design partner development partner design partner development partner design partner an early customer helping shape the product a customer collaborating closely on product development usually receiving early access or influence the design partner should not control the whole roadmap you will see design partner in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here design partner means a customer collaborating closely on product development usually receiving early access or influence product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations role person equipment technology status decision global context dependent","sn":"Design partner","t":"Design partner","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/design-partner/","ui":"The design partner should not control the whole roadmap."},{"a":["prototype"],"amb":["prototype"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An early representation used to explore or test a design.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"An early model used to learn.","i":1127,"id":"product.design-prototype","lv":"core","ph":"design prototype prototype design prototype prototype design prototype an early model used to learn an early representation used to explore or test a design the design prototype is intentionally incomplete you will see design prototype in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here design prototype means an early representation used to explore or test a design product technology and innovation product management technology and innovation requirements stories and service design prototype startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Design prototype","t":"Design prototype","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/design-prototype/","ui":"The design prototype is intentionally incomplete."},{"a":["UI design system"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A maintained set of reusable components, patterns, tokens and standards for creating consistent interfaces.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A shared kit and rules for building consistent interfaces.","i":1128,"id":"product.design-system","lv":"core","ph":"design system ui design system design system ui design system design system a shared kit and rules for building consistent interfaces a maintained set of reusable components patterns tokens and standards for creating consistent interfaces the design system needs governance not just a component library you will see design system in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here design system means a maintained set of reusable components patterns tokens and standards for creating consistent interfaces product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Design system","t":"Design system","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/design-system/","ui":"The design system needs governance, not just a component library."},{"a":["UI token"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A named reusable value for design decisions such as colour, spacing, typography or motion.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A reusable design value stored once and used everywhere.","i":1129,"id":"product.design-token","lv":"working","ph":"design token ui token design token ui token design token a reusable design value stored once and used everywhere a named reusable value for design decisions such as colour spacing typography or motion update the colour design token rather than individual screens you will see design token in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here design token means a named reusable value for design decisions such as colour spacing typography or motion product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations equipment technology status decision global context dependent","sn":"Design token","t":"Design token","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/design-token/","ui":"Update the colour design token rather than individual screens."},{"a":["preferred requirement"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A beneficial but non-mandatory feature used in evaluation.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A beneficial but non-mandatory feature used in evaluation.","i":1130,"id":"operations.desirable-requirement","lv":"working","ph":"desirable requirement preferred requirement desirable requirement preferred requirement desirable requirement a beneficial but non mandatory feature used in evaluation a beneficial but non mandatory feature used in evaluation which version of desirable requirement should the board treat as current you will see desirable requirement in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here desirable requirement means a beneficial but non mandatory feature used in evaluation operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Desirable requirement","t":"Desirable requirement","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/desirable-requirement/","ui":"Which version of desirable requirement should the board treat as current?"},{"a":["target culture"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The behaviours and norms an organisation intends to strengthen.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The behaviours and norms an organisation intends to strengthen.","i":1131,"id":"people.desired-culture","lv":"core","ph":"desired culture target culture desired culture target culture desired culture the behaviours and norms an organisation intends to strengthen the behaviours and norms an organisation intends to strengthen the change plan needs to show how people will be supported through desired culture you will see desired culture in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here desired culture means the behaviours and norms an organisation intends to strengthen people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Desired culture","t":"Desired culture","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/desired-culture/","ui":"The change plan needs to show how people will be supported through desired culture."},{"a":["customer outcome"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A specific result the customer wants from completing a job.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The result the customer hopes to achieve.","i":1132,"id":"strategy.desired-outcome","lv":"core","ph":"desired outcome customer outcome customer outcome desired outcome desired outcome the result the customer hopes to achieve a specific result the customer wants from completing a job measure the desired outcome in the customers terms you will see desired outcome in strategy decks market analyses business plans and planning workshops when the discussion reaches needs jobs and value propositions it helps a reader interpret needs jobs and value propositions without confusing the measure decision role or evidence being discussed here desired outcome means a specific result the customer wants from completing a job strategy markets and business models strategy market analysis and business models needs jobs and value propositions startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Desired outcome","t":"Desired outcome","tp":"Needs, jobs & value propositions","tpid":"strategy-market-models.customer-needs","u":"terms/desired-outcome/","ui":"Measure the desired outcome in the customer's terms."},{"a":["detection control"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A control designed to identify an error or event after or while it occurs.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A control designed to identify an error or event after or while it occurs.","i":1133,"id":"governance.detective-control","lv":"core","ph":"detective control detection control detection control detective control detective control a control designed to identify an error or event after or while it occurs a control designed to identify an error or event after or while it occurs add detective control to the risk register with an owner and mitigation you will see detective control in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here detective control means a control designed to identify an error or event after or while it occurs corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law risk ethics access global context dependent","sn":"Detective control","t":"Detective control","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/detective-control/","ui":"Add detective control to the risk register with an owner and mitigation."},{"a":["exact identity match"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Identity matching based on a direct shared identifier or verified link.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Identity matching based on a direct shared identifier or verified link.","i":1134,"id":"marketing.deterministic-matching","lv":"working","ph":"deterministic matching exact identity match deterministic matching exact identity match deterministic matching identity matching based on a direct shared identifier or verified link identity matching based on a direct shared identifier or verified link compare deterministic matching with the same cohort and period before drawing a conclusion you will see deterministic matching in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here deterministic matching means identity matching based on a direct shared identifier or verified link marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model organisation party global context dependent","sn":"Deterministic matching","t":"Deterministic matching","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/deterministic-matching/","ui":"Compare deterministic matching with the same cohort and period before drawing a conclusion."},{"a":["development team"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"In Scrum, the people committed to creating any aspect of a usable Increment each Sprint.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The people who build the usable product increment.","i":1135,"id":"product.developers","lv":"core","ph":"developers development team developers development team developers the people who build the usable product increment in scrum the people committed to creating any aspect of a usable increment each sprint developers decide how to achieve the sprint goal you will see developers in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here developers means in scrum the people committed to creating any aspect of a usable increment each sprint product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Developers","t":"Developers","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/developers/","ui":"Developers decide how to achieve the Sprint Goal."},{"a":["DFI"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A government-backed institution investing to advance economic or social development, often in underserved markets.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A public institution providing finance to support development.","i":1136,"id":"startup.development-finance-institution","lv":"working","ph":"development finance institution dfi development finance institution dfi development finance institution a public institution providing finance to support development a government backed institution investing to advance economic or social development often in underserved markets the development finance institution requires environmental and social safeguards you will see development finance institution in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here development finance institution means a government backed institution investing to advance economic or social development often in underserved markets startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance role person finance commerce format genre model organisation party global context dependent","sn":"Development finance institution","t":"Development finance institution","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/development-finance-institution/","ui":"The development finance institution requires environmental and social safeguards."},{"a":["individual development plan","IDP"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A plan for building an employee's skills, experience and career readiness.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A plan for building an employee's skills, experience and career readiness.","i":1137,"id":"people.development-plan","lv":"core","ph":"development plan individual development plan idp development plan idp individual development plan development plan a plan for building an employees skills experience and career readiness a plan for building an employees skills experience and career readiness can we test the claim about development plan against employee data and lived experience you will see development plan in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here development plan means a plan for building an employees skills experience and career readiness people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management document artifact role person organisation party global context dependent","sn":"Development plan","t":"Development plan","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/development-plan/","ui":"Can we test the claim about development plan against employee data and lived experience?"},{"a":["process deviation"],"amb":["Deviation"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A departure from an approved process, specification or instruction.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A departure from an approved process, specification or instruction.","i":1138,"id":"operations.deviation","lv":"core","ph":"deviation process deviation deviation process deviation deviation a departure from an approved process specification or instruction a departure from an approved process specification or instruction which requirement does deviation fail or satisfy you will see deviation in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here deviation means a departure from an approved process specification or instruction operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action variance business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Deviation","t":"Deviation","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/deviation/","ui":"Which requirement does deviation fail or satisfy?"},{"a":["explanatory metric"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A measure used to understand why a primary outcome changed.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A measure used to understand why a primary outcome changed.","i":1139,"id":"marketing.diagnostic-metric","lv":"working","ph":"diagnostic metric explanatory metric diagnostic metric explanatory metric diagnostic metric a measure used to understand why a primary outcome changed a measure used to understand why a primary outcome changed compare diagnostic metric with the same cohort and period before drawing a conclusion you will see diagnostic metric in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here diagnostic metric means a measure used to understand why a primary outcome changed marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Diagnostic metric","t":"Diagnostic metric","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/diagnostic-metric/","ui":"Compare diagnostic metric with the same cohort and period before drawing a conclusion."},{"a":["diary research","longitudinal diary"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Research in which participants record experiences over time.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","product","technology","marketing","sales"],"e":"Research in which participants record experiences over time.","i":1140,"id":"marketing.diary-study","lv":"working","ph":"diary study diary research longitudinal diary diary research diary study longitudinal diary diary study research in which participants record experiences over time research in which participants record experiences over time the finding on diary study is directional not universal you will see diary study in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here diary study means research in which participants record experiences over time marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate product technology marketing sales product discovery product development testing launch operations market research marketing growth reporting format genre model global context dependent","sn":"Diary study","t":"Diary study","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/diary-study/","ui":"The finding on diary study is directional, not universal."},{"a":["differentiate"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Meaningful distinction from alternatives on attributes customers value.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A valuable reason the offer is not interchangeable.","i":1141,"id":"strategy.differentiation","lv":"core","ph":"differentiation differentiate differentiate differentiation differentiation a valuable reason the offer is not interchangeable meaningful distinction from alternatives on attributes customers value differentiation has to matter to the chosen customer you will see differentiation in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here differentiation means meaningful distinction from alternatives on attributes customers value strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent business","sn":"Differentiation","t":"Differentiation","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/differentiation/","ui":"Differentiation has to matter to the chosen customer."},{"a":["DOOH"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Digitally displayed out-of-home advertising.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Digitally displayed out-of-home advertising.","i":1142,"id":"marketing.digital-out-of-home","lv":"core","ph":"digital out of home dooh digital out of home dooh digital out of home digitally displayed out of home advertising digitally displayed out of home advertising which audience channel and period does digital out of home cover you will see digital out of home in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here digital out of home means digitally displayed out of home advertising marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Digital out-of-home","t":"Digital out-of-home","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/digital-out-of-home/","ui":"Which audience, channel and period does digital out-of-home cover?"},{"a":["sustainability XBRL taxonomy"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A machine-readable taxonomy for tagging sustainability disclosures.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A machine-readable taxonomy for tagging sustainability disclosures.","i":1143,"id":"sustainability.digital-sustainability-taxonomy","lv":"specialist","ph":"digital sustainability taxonomy sustainability xbrl taxonomy digital sustainability taxonomy sustainability xbrl taxonomy digital sustainability taxonomy a machine readable taxonomy for tagging sustainability disclosures a machine readable taxonomy for tagging sustainability disclosures the sustainability report needs the method exclusions and assurance status for digital sustainability taxonomy you will see digital sustainability taxonomy in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here digital sustainability taxonomy means a machine readable taxonomy for tagging sustainability disclosures sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance format genre model risk ethics access global context dependent","sn":"Digital sustainability taxonomy","t":"Digital sustainability taxonomy","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/digital-sustainability-taxonomy/","ui":"The sustainability report needs the method, exclusions and assurance status for digital sustainability taxonomy."},{"a":["DD tracker"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A record of questions, requests, owners, status and responses during diligence.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A table showing what diligence work is open or complete.","i":1144,"id":"startup.diligence-tracker","lv":"working","ph":"diligence tracker dd tracker dd tracker diligence tracker diligence tracker a table showing what diligence work is open or complete a record of questions requests owners status and responses during diligence the diligence tracker has one owner per response you will see diligence tracker in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here diligence tracker means a record of questions requests owners status and responses during diligence startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party status decision global context dependent","sn":"Diligence tracker","t":"Diligence tracker","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/diligence-tracker/","ui":"The diligence tracker has one owner per response."},{"a":["diluted earnings per share"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Earnings per share reflecting potential dilution from specified instruments under applicable rules.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Earnings per share reflecting potential dilution from specified instruments under applicable rules.","i":1145,"id":"bizfinance.diluted-eps","lv":"working","ph":"diluted eps diluted earnings per share diluted earnings per share diluted eps diluted eps earnings per share reflecting potential dilution from specified instruments under applicable rules earnings per share reflecting potential dilution from specified instruments under applicable rules how are we defining diluted eps in this deck you will see diluted eps in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here diluted eps means earnings per share reflecting potential dilution from specified instruments under applicable rules finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Diluted EPS","t":"Diluted EPS","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/diluted-eps/","ui":"How are we defining diluted EPS in this deck?"},{"a":["equity dilution"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Reduction in an existing holder's ownership percentage when additional securities are issued or become outstanding.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Existing owners own a smaller percentage after new shares are added.","i":1146,"id":"startup.dilution","lv":"core","ph":"dilution equity dilution dilution equity dilution dilution existing owners own a smaller percentage after new shares are added reduction in an existing holders ownership percentage when additional securities are issued or become outstanding the round creates dilution but may increase the value of the company you will see dilution in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here dilution means reduction in an existing holders ownership percentage when additional securities are issued or become outstanding startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution down round startup investor finance corporate fundraising financing due diligence governance metric standard specification role person finance commerce organisation party global context dependent startup","sn":"Dilution","t":"Dilution","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/dilution/","ui":"The round creates dilution but may increase the value of the company."},{"a":["diminishing marginal returns"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Declining additional output from successive increases in input.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Declining additional output from successive increases in input.","i":1147,"id":"marketing.diminishing-returns","lv":"core","ph":"diminishing returns diminishing marginal returns diminishing marginal returns diminishing returns diminishing returns declining additional output from successive increases in input declining additional output from successive increases in input how are we defining diminishing returns in this deck you will see diminishing returns in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here diminishing returns means declining additional output from successive increases in input marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Diminishing returns","t":"Diminishing returns","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/diminishing-returns/","ui":"How are we defining diminishing returns in this deck?"},{"a":["non-competitive award"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Award of a contract without a full competition, under a permitted justification.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Award of a contract without a full competition, under a permitted justification.","i":1148,"id":"operations.direct-award","lv":"core","ph":"direct award non competitive award direct award non competitive award direct award award of a contract without a full competition under a permitted justification award of a contract without a full competition under a permitted justification the draft mentions direct award but the scope and jurisdiction are still unclear you will see direct award in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here direct award means award of a contract without a full competition under a permitted justification operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification right contract law workflow process status decision global context dependent","sn":"Direct award","t":"Direct award","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/direct-award/","ui":"The draft mentions direct award, but the scope and jurisdiction are still unclear."},{"a":["direct rival"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A provider offering a similar solution to a similar customer for the same need.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A very similar alternative for the same customer.","i":1149,"id":"strategy.direct-competitor","lv":"core","ph":"direct competitor direct rival direct competitor direct rival direct competitor a very similar alternative for the same customer a provider offering a similar solution to a similar customer for the same need direct competitors use the same procurement category you will see direct competitor in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here direct competitor means a provider offering a similar solution to a similar customer for the same need strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Direct competitor","t":"Direct competitor","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/direct-competitor/","ui":"Direct competitors use the same procurement category."},{"a":["attributable cost"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A cost traceable to a specific product, customer, project or cost object.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A cost traceable to a specific product, customer, project or cost object.","i":1150,"id":"bizfinance.direct-cost","lv":"core","ph":"direct cost attributable cost attributable cost direct cost direct cost a cost traceable to a specific product customer project or cost object a cost traceable to a specific product customer project or cost object the number is useful only if everyone calculates direct cost the same way you will see direct cost in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here direct cost means a cost traceable to a specific product customer project or cost object finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification role person finance commerce global context dependent","sn":"Direct cost","t":"Direct cost","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/direct-cost/","ui":"The number is useful only if everyone calculates direct cost the same way."},{"a":["direct loss"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Losses treated as the direct and natural result of a breach under the applicable test.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Losses treated as the direct and natural result of a breach under the applicable test.","i":1151,"id":"governance.direct-damages","lv":"working","ph":"direct damages direct loss direct damages direct loss direct damages losses treated as the direct and natural result of a breach under the applicable test losses treated as the direct and natural result of a breach under the applicable test counsel wants direct damages clarified before anyone signs you will see direct damages in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here direct damages means losses treated as the direct and natural result of a breach under the applicable test corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Direct damages","t":"Direct damages","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/direct-damages/","ui":"Counsel wants direct damages clarified before anyone signs."},{"a":["direct public listing"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A public-market listing in which existing shares begin trading without a traditional underwritten primary offering, subject to structure.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A company lists shares publicly without the usual IPO sale process.","i":1152,"id":"startup.direct-listing","lv":"working","ph":"direct listing direct public listing direct listing direct public listing direct listing a company lists shares publicly without the usual ipo sale process a public market listing in which existing shares begin trading without a traditional underwritten primary offering subject to structure the direct listing does not automatically raise new capital you will see direct listing in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here direct listing means a public market listing in which existing shares begin trading without a traditional underwritten primary offering subject to structure startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns startup investor finance corporate fundraising financing due diligence governance finance commerce format genre model organisation party global context dependent","sn":"Direct listing","t":"Direct listing","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/direct-listing/","ui":"The direct listing does not automatically raise new capital."},{"a":["postal marketing"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Marketing material sent physically to named or targeted recipients.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Marketing material sent physically to named or targeted recipients.","i":1153,"id":"marketing.direct-mail","lv":"core","ph":"direct mail postal marketing direct mail postal marketing direct mail marketing material sent physically to named or targeted recipients marketing material sent physically to named or targeted recipients define direct mail before we compare campaign performance you will see direct mail in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here direct mail means marketing material sent physically to named or targeted recipients marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Direct mail","t":"Direct mail","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/direct-mail/","ui":"Define direct mail before we compare campaign performance."},{"a":["same-side network effect"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Value increases as more users of the same type join.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","investor","marketing","product","sales"],"e":"Value increases as more users of the same type join.","i":1154,"id":"marketing.direct-network-effect","lv":"working","ph":"direct network effect same side network effect direct network effect same side network effect direct network effect value increases as more users of the same type join value increases as more users of the same type join compare direct network effect with the baseline cohort before calling it growth you will see direct network effect in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here direct network effect means value increases as more users of the same type join marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate investor marketing product sales strategy market research planning pitching marketing growth reporting role person format genre model global context dependent","sn":"Direct network effect","t":"Direct network effect","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/direct-network-effect/","ui":"Compare direct network effect with the baseline cohort before calling it growth."},{"a":["direct selling"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Selling by the company directly to the end customer rather than through an intermediary.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Selling by the company directly to the end customer rather than through an intermediary.","i":1155,"id":"revenue.direct-sales","lv":"core","ph":"direct sales direct selling direct sales direct selling direct sales selling by the company directly to the end customer rather than through an intermediary selling by the company directly to the end customer rather than through an intermediary can we connect direct sales to a channel owner and measurable next step you will see direct sales in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here direct sales means selling by the company directly to the end customer rather than through an intermediary revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce equipment technology format genre model organisation party global context dependent","sn":"Direct sales","t":"Direct sales","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/direct-sales/","ui":"Can we connect direct sales to a channel, owner and measurable next step?"},{"a":["DTC","D2C"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model in which a brand sells directly to end consumers rather than relying entirely on intermediaries.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The company sells straight to the person who uses the product.","i":1156,"id":"strategy.direct-to-consumer","lv":"core","ph":"direct to consumer dtc d 2 c d 2 c direct to consumer dtc direct to consumer the company sells straight to the person who uses the product a model in which a brand sells directly to end consumers rather than relying entirely on intermediaries the direct to consumer model gives us data but raises fulfilment cost you will see direct to consumer in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here direct to consumer means a model in which a brand sells directly to end consumers rather than relying entirely on intermediaries strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Direct-to-consumer","t":"Direct-to-consumer","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/direct-to-consumer/","ui":"The direct-to-consumer model gives us data but raises fulfilment cost."},{"a":["board director"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A person formally appointed or elected to a company's board.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A person formally appointed or elected to a company's board.","i":1157,"id":"governance.director","lv":"core","ph":"director board director board director director director a person formally appointed or elected to a companys board a person formally appointed or elected to a companys board put director on the agenda while the board can still influence the decision you will see director in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here director means a person formally appointed or elected to a companys board corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Director","t":"Director","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/director/","ui":"Put director on the agenda while the board can still influence the decision."},{"a":["continuing board education"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Ongoing learning intended to help directors perform their duties.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Ongoing learning intended to help directors perform their duties.","i":1158,"id":"governance.director-education","lv":"working","ph":"director education continuing board education continuing board education director education director education ongoing learning intended to help directors perform their duties ongoing learning intended to help directors perform their duties attach the latest director education to the decision pack before the meeting you will see director education in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here director education means ongoing learning intended to help directors perform their duties corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law organisation party global context dependent","sn":"Director education","t":"Director education","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/director-education/","ui":"Attach the latest director education to the decision pack before the meeting."},{"a":["director indemnity"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A company's contractual or statutory protection of a director against specified liabilities and expenses.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A company's contractual or statutory protection of a director against specified liabilities and expenses.","i":1159,"id":"governance.director-indemnification","lv":"working","ph":"director indemnification director indemnity director indemnification director indemnity director indemnification a companys contractual or statutory protection of a director against specified liabilities and expenses a companys contractual or statutory protection of a director against specified liabilities and expenses do not describe director indemnification as agreed until the operative document says so you will see director indemnification in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here director indemnification means a companys contractual or statutory protection of a director against specified liabilities and expenses corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law organisation party global context dependent","sn":"Director indemnification","t":"Director indemnification","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/director-indemnification/","ui":"Do not describe director indemnification as agreed until the operative document says so."},{"a":["board onboarding"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Orientation and information provided to a newly appointed director.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Orientation and information provided to a newly appointed director.","i":1160,"id":"governance.director-induction","lv":"working","ph":"director induction board onboarding board onboarding director induction director induction orientation and information provided to a newly appointed director orientation and information provided to a newly appointed director which committee has oversight of director induction you will see director induction in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here director induction means orientation and information provided to a newly appointed director corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Director induction","t":"Director induction","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/director-induction/","ui":"Which committee has oversight of director induction?"},{"a":["board tenure"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The length of time a person has served on a board.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The length of time a person has served on a board.","i":1161,"id":"governance.director-tenure","lv":"working","ph":"director tenure board tenure board tenure director tenure director tenure the length of time a person has served on a board the length of time a person has served on a board which committee has oversight of director tenure you will see director tenure in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here director tenure means the length of time a person has served on a board corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Director tenure","t":"Director tenure","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/director-tenure/","ui":"Which committee has oversight of director tenure?"},{"a":["D&O insurance"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Insurance covering specified liabilities of directors and officers, subject to policy terms.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Insurance covering specified liabilities of directors and officers, subject to policy terms.","i":1162,"id":"governance.directors-and-officers-insurance","lv":"core","ph":"directors and officers insurance d and o insurance d and o insurance directors and officers insurance directors and officers insurance insurance covering specified liabilities of directors and officers subject to policy terms insurance covering specified liabilities of directors and officers subject to policy terms the board paper must state who owns and approves directors and officers insurance you will see directors and officers insurance in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here directors and officers insurance means insurance covering specified liabilities of directors and officers subject to policy terms corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law organisation party global context dependent","sn":"Directors and officers insurance","t":"Directors and officers insurance","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/directors-and-officers-insurance/","ui":"The board paper must state who owns and approves directors and officers insurance."},{"a":["board report"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A statutory report from directors accompanying company accounts in some jurisdictions.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A statutory report from directors accompanying company accounts in some jurisdictions.","i":1163,"id":"reporting.directors-report","lv":"working","ph":"directors report board report board report directors report directors report a statutory report from directors accompanying company accounts in some jurisdictions a statutory report from directors accompanying company accounts in some jurisdictions counsel wants directors report clarified before anyone signs you will see directors report in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here directors report means a statutory report from directors accompanying company accounts in some jurisdictions corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce organisation party global context dependent","sn":"Directors' report","t":"Directors' report","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/directors-report/","ui":"Counsel wants directors' report clarified before anyone signs."},{"a":["DR"],"amb":["Dr"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Restoration of technology, data and infrastructure after a serious disruption.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","product","technology","operations","procurement","sales"],"e":"Restoration of technology, data and infrastructure after a serious disruption.","i":1164,"id":"operations.disaster-recovery","lv":"core","ph":"disaster recovery dr disaster recovery dr disaster recovery restoration of technology data and infrastructure after a serious disruption restoration of technology data and infrastructure after a serious disruption the number is useful only if everyone calculates disaster recovery the same way you will see disaster recovery in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here disaster recovery means restoration of technology data and infrastructure after a serious disruption operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience debit startup business corporate product technology operations procurement sales product discovery product development testing launch operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Disaster recovery","t":"Disaster recovery","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/disaster-recovery/","ui":"The number is useful only if everyone calculates disaster recovery the same way."},{"a":["DRP"],"amb":["DRP"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A documented plan for recovering systems and data.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A documented plan for recovering systems and data.","i":1165,"id":"operations.disaster-recovery-plan","lv":"core","ph":"disaster recovery plan drp disaster recovery plan drp disaster recovery plan a documented plan for recovering systems and data a documented plan for recovering systems and data the team needs one controlled copy of disaster recovery plan with an owner and date you will see disaster recovery plan in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here disaster recovery plan means a documented plan for recovering systems and data operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience distribution requirements planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification equipment technology workflow process global context dependent","sn":"Disaster-recovery plan","t":"Disaster-recovery plan","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/disaster-recovery-plan/","ui":"The team needs one controlled copy of disaster-recovery plan, with an owner and date."},{"a":["cash payment"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Payment of cash to suppliers, employees, lenders or others.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Payment of cash to suppliers, employees, lenders or others.","i":1166,"id":"bizfinance.disbursement","lv":"working","ph":"disbursement cash payment cash payment disbursement disbursement payment of cash to suppliers employees lenders or others payment of cash to suppliers employees lenders or others how are we defining disbursement in this deck you will see disbursement in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here disbursement means payment of cash to suppliers employees lenders or others finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing role person finance commerce global context dependent","sn":"Disbursement","t":"Disbursement","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/disbursement/","ui":"How are we defining disbursement in this deck?"},{"a":["discipline"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An employment or organisational consequence imposed after a substantiated breach.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An employment or organisational consequence imposed after a substantiated breach.","i":1167,"id":"governance.disciplinary-action","lv":"core","ph":"disciplinary action discipline disciplinary action discipline disciplinary action an employment or organisational consequence imposed after a substantiated breach an employment or organisational consequence imposed after a substantiated breach counsel wants disciplinary action clarified before anyone signs you will see disciplinary action in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here disciplinary action means an employment or organisational consequence imposed after a substantiated breach corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Disciplinary action","t":"Disciplinary action","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/disciplinary-action/","ui":"Counsel wants disciplinary action clarified before anyone signs."},{"a":["disclaimer"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A report stating that the auditor cannot obtain enough evidence to express an opinion.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A report stating that the auditor cannot obtain enough evidence to express an opinion.","i":1168,"id":"governance.disclaimer-of-opinion","lv":"working","ph":"disclaimer of opinion disclaimer disclaimer disclaimer of opinion disclaimer of opinion a report stating that the auditor cannot obtain enough evidence to express an opinion a report stating that the auditor cannot obtain enough evidence to express an opinion can we circulate disclaimer of opinion with the assumptions and open questions marked you will see disclaimer of opinion in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here disclaimer of opinion means a report stating that the auditor cannot obtain enough evidence to express an opinion corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law global context dependent","sn":"Disclaimer of opinion","t":"Disclaimer of opinion","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/disclaimer-of-opinion/","ui":"Can we circulate disclaimer of opinion with the assumptions and open questions marked?"},{"a":["legal slide"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide containing legal, confidentiality, forward-looking or usage qualifications.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A slide explaining important limits and legal conditions.","i":1169,"id":"bizpitch.disclaimer-slide","lv":"working","ph":"disclaimer slide legal slide disclaimer slide legal slide disclaimer slide a slide explaining important limits and legal conditions a slide containing legal confidentiality forward looking or usage qualifications counsel should review the disclaimer slide before external circulation you will see disclaimer slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here disclaimer slide means a slide containing legal confidentiality forward looking or usage qualifications business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact right contract law status decision global context dependent","sn":"Disclaimer slide","t":"Disclaimer slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/disclaimer-slide/","ui":"Counsel should review the disclaimer slide before external circulation."},{"a":["marketing disclosure"],"amb":["Disclosure"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Information provided to clarify a material relationship, limitation or condition.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Information provided to clarify a material relationship, limitation or condition.","i":1170,"id":"marketing.disclosure.marketing-brand-growth-marketing-ethics","lv":"core","ph":"disclosure marketing disclosure disclosure marketing disclosure disclosure information provided to clarify a material relationship limitation or condition information provided to clarify a material relationship limitation or condition the draft mentions disclosure but the scope and jurisdiction are still unclear you will see disclosure in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here disclosure means information provided to clarify a material relationship limitation or condition marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns disclosure startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent business foundation","sn":"Disclosure","t":"Disclosure","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/disclosure--marketing-disclosure-marketing-brand-growth-marketing-ethics/","ui":"The draft mentions disclosure, but the scope and jurisdiction are still unclear."},{"a":["corporate disclosure"],"amb":["Disclosure"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Communication of information required or chosen for investors, regulators or stakeholders.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Communication of information required or chosen for investors, regulators or stakeholders.","i":1171,"id":"reporting.disclosure.corporate-reporting-ir-disclosure","lv":"core","ph":"disclosure corporate disclosure corporate disclosure disclosure disclosure communication of information required or chosen for investors regulators or stakeholders communication of information required or chosen for investors regulators or stakeholders counsel wants disclosure clarified before anyone signs you will see disclosure in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here disclosure means communication of information required or chosen for investors regulators or stakeholders corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct disclosure corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce global context dependent","sn":"Disclosure","t":"Disclosure","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/disclosure--reporting-disclosure-corporate-reporting-ir-disclosure/","ui":"Counsel wants disclosure clarified before anyone signs."},{"a":["disclosure review committee","disclosure review group"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A management group reviewing external disclosure and controls.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A management group reviewing external disclosure and controls.","i":1172,"id":"reporting.disclosure-committee","lv":"working","ph":"disclosure committee disclosure review committee disclosure review group disclosure committee disclosure review committee disclosure review group disclosure committee a management group reviewing external disclosure and controls a management group reviewing external disclosure and controls investor relations will rehearse the explanation of disclosure committee before the results call you will see disclosure committee in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here disclosure committee means a management group reviewing external disclosure and controls corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce workflow process organisation party global context dependent","sn":"Disclosure committee","t":"Disclosure committee","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/disclosure-committee/","ui":"Investor relations will rehearse the explanation of disclosure committee before the results call."},{"a":["disclosure control and procedure"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A process designed to ensure required information is recorded, reviewed and reported.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A process designed to ensure required information is recorded, reviewed and reported.","i":1173,"id":"reporting.disclosure-control","lv":"core","ph":"disclosure control disclosure control and procedure disclosure control disclosure control and procedure disclosure control a process designed to ensure required information is recorded reviewed and reported a process designed to ensure required information is recorded reviewed and reported can we circulate disclosure control with the assumptions and open questions marked you will see disclosure control in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here disclosure control means a process designed to ensure required information is recorded reviewed and reported corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce workflow process global context dependent","sn":"Disclosure control","t":"Disclosure control","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/disclosure-control/","ui":"Can we circulate disclosure control with the assumptions and open questions marked?"},{"a":["reporting clutter"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Excess information that makes important matters harder to identify.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Excess information that makes important matters harder to identify.","i":1174,"id":"reporting.disclosure-overload","lv":"working","ph":"disclosure overload reporting clutter disclosure overload reporting clutter disclosure overload excess information that makes important matters harder to identify excess information that makes important matters harder to identify counsel wants disclosure overload clarified before anyone signs you will see disclosure overload in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here disclosure overload means excess information that makes important matters harder to identify corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Disclosure overload","t":"Disclosure overload","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/disclosure-overload/","ui":"Counsel wants disclosure overload clarified before anyone signs."},{"a":["disclosure letter"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A schedule qualifying representations and disclosing exceptions, liabilities or facts relevant to an agreement.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A document listing exceptions to legal promises in the contract.","i":1175,"id":"startup.disclosure-schedule","lv":"working","ph":"disclosure schedule disclosure letter disclosure letter disclosure schedule disclosure schedule a document listing exceptions to legal promises in the contract a schedule qualifying representations and disclosing exceptions liabilities or facts relevant to an agreement the disclosure schedule needs input from every function you will see disclosure schedule in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet control and investor rights in term sheet control and investor rights a loose definition can change rights obligations approval disclosure or enforceability here disclosure schedule means a schedule qualifying representations and disclosing exceptions liabilities or facts relevant to an agreement startups venture and fundraising startup formation venture capital and fundraising term sheet control and investor rights startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce organisation party global context dependent","sn":"Disclosure schedule","t":"Disclosure schedule","tp":"Term-sheet control & investor rights","tpid":"startup-venture-fundraising.term-sheet-control","u":"terms/disclosure-schedule/","ui":"The disclosure schedule needs input from every function."},{"a":["price reduction"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A reduction from a stated reference or list price.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A reduction from a stated reference or list price.","i":1176,"id":"revenue.discount","lv":"core","ph":"discount price reduction discount price reduction discount a reduction from a stated reference or list price a reduction from a stated reference or list price the proposal must state how discount changes the customers bill you will see discount in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here discount means a reduction from a stated reference or list price revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent startup","sn":"Discount","t":"Discount","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/discount/","ui":"The proposal must state how discount changes the customer’s bill."},{"a":["DLOM"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Reduction reflecting difficulty selling an ownership interest.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Reduction reflecting difficulty selling an ownership interest.","i":1177,"id":"bizfinance.discount-for-lack-of-marketability","lv":"specialist","ph":"discount for lack of marketability dlom discount for lack of marketability dlom discount for lack of marketability reduction reflecting difficulty selling an ownership interest reduction reflecting difficulty selling an ownership interest the valuation memo needs to state the assumptions behind discount for lack of marketability you will see discount for lack of marketability in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here discount for lack of marketability means reduction reflecting difficulty selling an ownership interest finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing role person finance commerce workflow process format genre model global context dependent","sn":"Discount for lack of marketability","t":"Discount for lack of marketability","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/discount-for-lack-of-marketability/","ui":"The valuation memo needs to state the assumptions behind discount for lack of marketability."},{"a":["required return"],"amb":["Discount rate"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Rate used to convert future cash flows into present value, reflecting time and risk under the model.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Rate used to convert future cash flows into present value, reflecting time and risk under the model.","i":1178,"id":"bizfinance.discount-rate.finance-accounting-valuation-valuation-methods","lv":"core","ph":"discount rate required return discount rate required return discount rate rate used to convert future cash flows into present value reflecting time and risk under the model rate used to convert future cash flows into present value reflecting time and risk under the model compare discount rate with the same cohort and period before drawing a conclusion you will see discount rate in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here discount rate means rate used to convert future cash flows into present value reflecting time and risk under the model finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value discount rate startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce equipment technology workflow process format genre model risk ethics access global context dependent","sn":"Discount rate","t":"Discount rate","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/discount-rate--bizfinance-discount-rate-finance-accounting-valuation-valuation-methods/","ui":"Compare discount rate with the same cohort and period before drawing a conclusion."},{"a":["conversion discount"],"amb":["Discount rate"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A percentage reduction from a later financing price used to calculate conversion of an earlier instrument.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Early investors convert at a cheaper share price.","i":1179,"id":"startup.discount-rate.startup-venture-fundraising-valuation-conversion","lv":"core","ph":"discount rate conversion discount conversion discount discount rate discount rate early investors convert at a cheaper share price a percentage reduction from a later financing price used to calculate conversion of an earlier instrument the note converts with a twenty percent discount you will see discount rate in fundraising decks data rooms term sheets and investor conversations when the discussion reaches valuation and conversion mechanics in valuation and conversion mechanics a loose definition can change rights obligations approval disclosure or enforceability here discount rate means a percentage reduction from a later financing price used to calculate conversion of an earlier instrument startups venture and fundraising startup formation venture capital and fundraising valuation and conversion mechanics discount rate startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce organisation party global context dependent","sn":"Discount rate","t":"Discount rate","tp":"Valuation & conversion mechanics","tpid":"startup-venture-fundraising.valuation-conversion","u":"terms/discount-rate--startup-discount-rate-startup-venture-fundraising-valuation-conversion/","ui":"The note converts with a twenty percent discount."},{"a":["DCF"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A valuation method estimating present value from projected cash flows and a discount rate.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A valuation method estimating present value from projected cash flows and a discount rate.","i":1180,"id":"bizfinance.discounted-cash-flow","lv":"core","ph":"discounted cash flow dcf dcf discounted cash flow discounted cash flow a valuation method estimating present value from projected cash flows and a discount rate a valuation method estimating present value from projected cash flows and a discount rate use the same basis for discounted cash flow across every comparison you will see discounted cash flow in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here discounted cash flow means a valuation method estimating present value from projected cash flows and a discount rate finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process global context dependent","sn":"Discounted cash flow","t":"Discounted cash flow","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/discounted-cash-flow/","ui":"Use the same basis for discounted cash flow across every comparison."},{"a":["DCF model"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A valuation model discounting projected cash flows and terminal value to present value.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A valuation model discounting projected cash flows and terminal value to present value.","i":1181,"id":"bizfinance.discounted-cash-flow-model","lv":"core","ph":"discounted cash flow model dcf model dcf model discounted cash flow model discounted cash flow model a valuation model discounting projected cash flows and terminal value to present value a valuation model discounting projected cash flows and terminal value to present value run a downside case for discounted cash flow model before the review you will see discounted cash flow model in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here discounted cash flow model means a valuation model discounting projected cash flows and terminal value to present value finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Discounted cash-flow model","t":"Discounted cash-flow model","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/discounted-cash-flow-model/","ui":"Run a downside case for discounted cash-flow model before the review."},{"a":["discovery meeting"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A sales conversation used to understand the buyer's situation, problem, priorities and process.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A sales conversation used to understand the buyer's situation, problem, priorities and process.","i":1182,"id":"revenue.discovery-call","lv":"core","ph":"discovery call discovery meeting discovery call discovery meeting discovery call a sales conversation used to understand the buyers situation problem priorities and process a sales conversation used to understand the buyers situation problem priorities and process the account plan should show how discovery call affects the next step you will see discovery call in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here discovery call means a sales conversation used to understand the buyers situation problem priorities and process revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce workflow process global context dependent","sn":"Discovery call","t":"Discovery call","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/discovery-call/","ui":"The account plan should show how discovery call affects the next step."},{"a":["needs discovery"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A stage focused on understanding the buyer's problem, context, stakeholders and urgency.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A stage focused on understanding the buyer's problem, context, stakeholders and urgency.","i":1183,"id":"revenue.discovery-stage","lv":"core","ph":"discovery stage needs discovery discovery stage needs discovery discovery stage a stage focused on understanding the buyers problem context stakeholders and urgency a stage focused on understanding the buyers problem context stakeholders and urgency the account plan should show how discovery stage affects the next step you will see discovery stage in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here discovery stage means a stage focused on understanding the buyers problem context stakeholders and urgency revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce format genre model status decision global context dependent","sn":"Discovery stage","t":"Discovery stage","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/discovery-stage/","ui":"The account plan should show how discovery stage affects the next step."},{"a":["board discussion memo"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A paper designed to structure board debate before a decision.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A paper designed to structure board debate before a decision.","i":1184,"id":"reporting.discussion-paper","lv":"working","ph":"discussion paper board discussion memo board discussion memo discussion paper discussion paper a paper designed to structure board debate before a decision a paper designed to structure board debate before a decision attach the latest discussion paper to the decision pack before the meeting you will see discussion paper in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here discussion paper means a paper designed to structure board debate before a decision corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party status decision global context dependent","sn":"Discussion paper","t":"Discussion paper","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/discussion-paper/","ui":"Attach the latest discussion paper to the decision pack before the meeting."},{"a":["scale diseconomies"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Rising average cost or declining efficiency as scale increases beyond effective limits.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Rising average cost or declining efficiency as scale increases beyond effective limits.","i":1185,"id":"bizfinance.diseconomies-of-scale","lv":"working","ph":"diseconomies of scale scale diseconomies diseconomies of scale scale diseconomies diseconomies of scale rising average cost or declining efficiency as scale increases beyond effective limits rising average cost or declining efficiency as scale increases beyond effective limits compare diseconomies of scale with the same cohort and period before drawing a conclusion you will see diseconomies of scale in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here diseconomies of scale means rising average cost or declining efficiency as scale increases beyond effective limits finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Diseconomies of scale","t":"Diseconomies of scale","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/diseconomies-of-scale/","ui":"Compare diseconomies of scale with the same cohort and period before drawing a conclusion."},{"a":["disorderly pathway"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A scenario involving delayed or abrupt policy and market adjustment.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A scenario involving delayed or abrupt policy and market adjustment.","i":1186,"id":"sustainability.disorderly-transition","lv":"working","ph":"disorderly transition disorderly pathway disorderly pathway disorderly transition disorderly transition a scenario involving delayed or abrupt policy and market adjustment a scenario involving delayed or abrupt policy and market adjustment add disorderly transition to the risk register with an owner and mitigation you will see disorderly transition in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here disorderly transition means a scenario involving delayed or abrupt policy and market adjustment sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact format genre model risk ethics access global context dependent","sn":"Disorderly transition","t":"Disorderly transition","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/disorderly-transition/","ui":"Add disorderly transition to the risk register with an owner and mitigation."},{"a":["denigration"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A claim or implication likely to unfairly damage a competitor's product or reputation, with legal rules varying.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A claim or implication likely to unfairly damage a competitor's product or reputation, with legal rules varying.","i":1187,"id":"marketing.disparagement","lv":"specialist","ph":"disparagement denigration denigration disparagement disparagement a claim or implication likely to unfairly damage a competitors product or reputation with legal rules varying a claim or implication likely to unfairly damage a competitors product or reputation with legal rules varying the draft mentions disparagement but the scope and jurisdiction are still unclear you will see disparagement in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here disparagement means a claim or implication likely to unfairly damage a competitors product or reputation with legal rules varying marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting right contract law format genre model risk ethics access global context dependent","sn":"Disparagement","t":"Disparagement","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/disparagement/","ui":"The draft mentions disparagement, but the scope and jurisdiction are still unclear."},{"a":["display ads"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Visual digital ads shown across websites, apps or platforms.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Visual digital ads shown across websites, apps or platforms.","i":1188,"id":"marketing.display-advertising","lv":"core","ph":"display advertising display ads display ads display advertising display advertising visual digital ads shown across websites apps or platforms visual digital ads shown across websites apps or platforms which audience channel and period does display advertising cover you will see display advertising in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here display advertising means visual digital ads shown across websites apps or platforms marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Display advertising","t":"Display advertising","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/display-advertising/","ui":"Which audience, channel and period does display advertising cover?"},{"a":["dispute clause"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A clause setting the process for resolving disagreements.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A clause setting the process for resolving disagreements.","i":1189,"id":"governance.dispute-resolution-clause","lv":"core","ph":"dispute resolution clause dispute clause dispute clause dispute resolution clause dispute resolution clause a clause setting the process for resolving disagreements a clause setting the process for resolving disagreements counsel wants dispute resolution clause clarified before anyone signs you will see dispute resolution clause in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here dispute resolution clause means a clause setting the process for resolving disagreements corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law workflow process global context dependent","sn":"Dispute-resolution clause","t":"Dispute-resolution clause","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/dispute-resolution-clause/","ui":"Counsel wants dispute-resolution clause clarified before anyone signs."},{"a":["DQ"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Removed from active pursuit because minimum fit, authority, timing or viability criteria are not met.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Removed from active pursuit because minimum fit, authority, timing or viability criteria are not met.","i":1190,"id":"revenue.disqualified","lv":"core","ph":"disqualified dq disqualified dq disqualified removed from active pursuit because minimum fit authority timing or viability criteria are not met removed from active pursuit because minimum fit authority timing or viability criteria are not met sales needs one agreed definition of disqualified before the forecast review you will see disqualified in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here disqualified means removed from active pursuit because minimum fit authority timing or viability criteria are not met revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce format genre model global context dependent","sn":"Disqualified","t":"Disqualified","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/disqualified/","ui":"Sales needs one agreed definition of disqualified before the forecast review."},{"a":["dissolution"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A winding-up, insolvency or cessation event addressed by a financing instrument.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The company closes or liquidates.","i":1191,"id":"startup.dissolution-event","lv":"working","ph":"dissolution event dissolution dissolution dissolution event dissolution event the company closes or liquidates a winding up insolvency or cessation event addressed by a financing instrument the safe ranks behind creditors in a dissolution event you will see dissolution event in fundraising decks data rooms term sheets and investor conversations when the discussion reaches valuation and conversion mechanics in valuation and conversion mechanics a loose definition can change rights obligations approval disclosure or enforceability here dissolution event means a winding up insolvency or cessation event addressed by a financing instrument startups venture and fundraising startup formation venture capital and fundraising valuation and conversion mechanics startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Dissolution event","t":"Dissolution event","tp":"Valuation & conversion mechanics","tpid":"startup-venture-fundraising.valuation-conversion","u":"terms/dissolution-event/","ui":"The SAFE ranks behind creditors in a dissolution event."},{"a":["distinctive asset"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A non-name cue, such as a colour, shape, sound or character, strongly linked to a brand.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A non-name cue, such as a colour, shape, sound or character, strongly linked to a brand.","i":1192,"id":"marketing.distinctive-brand-asset","lv":"core","ph":"distinctive brand asset distinctive asset distinctive asset distinctive brand asset distinctive brand asset a non name cue such as a colour shape sound or character strongly linked to a brand a non name cue such as a colour shape sound or character strongly linked to a brand can we show how distinctive brand asset changes the audiences experience not just the language you will see distinctive brand asset in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here distinctive brand asset means a non name cue such as a colour shape sound or character strongly linked to a brand marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Distinctive brand asset","t":"Distinctive brand asset","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/distinctive-brand-asset/","ui":"Can we show how distinctive brand asset changes the audience’s experience, not just the language?"},{"a":["differentiating capability"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A capability that is unusually strong, valuable and relevant to competitive advantage.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Something the organisation does especially well and that matters.","i":1193,"id":"strategy.distinctive-capability","lv":"working","ph":"distinctive capability differentiating capability differentiating capability distinctive capability distinctive capability something the organisation does especially well and that matters a capability that is unusually strong valuable and relevant to competitive advantage customer onboarding is becoming a distinctive capability you will see distinctive capability in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here distinctive capability means a capability that is unusually strong valuable and relevant to competitive advantage strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Distinctive capability","t":"Distinctive capability","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/distinctive-capability/","ui":"Customer onboarding is becoming a distinctive capability."},{"a":["market distribution"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The system through which products, services or content reach customers.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The system through which products, services or content reach customers.","i":1194,"id":"marketing.distribution.marketing-brand-growth-channels-media","lv":"core","ph":"distribution market distribution distribution market distribution distribution the system through which products services or content reach customers the system through which products services or content reach customers define distribution before we compare campaign performance you will see distribution in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here distribution means the system through which products services or content reach customers marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting role person equipment technology format genre model global context dependent","sn":"Distribution","t":"Distribution","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/distribution/","ui":"Define distribution before we compare campaign performance."},{"a":["distributor agreement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contract appointing a distributor and defining territory, channels, obligations and economics.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A contract appointing a distributor and defining territory, channels, obligations and economics.","i":1195,"id":"governance.distribution-agreement","lv":"core","ph":"distribution agreement distributor agreement distribution agreement distributor agreement distribution agreement a contract appointing a distributor and defining territory channels obligations and economics a contract appointing a distributor and defining territory channels obligations and economics do not describe distribution agreement as agreed until the operative document says so you will see distribution agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here distribution agreement means a contract appointing a distributor and defining territory channels obligations and economics corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Distribution agreement","t":"Distribution agreement","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/distribution-agreement/","ui":"Do not describe distribution agreement as agreed until the operative document says so."},{"a":["DC"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A facility designed to receive, process and dispatch goods through a distribution network.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A facility designed to receive, process and dispatch goods through a distribution network.","i":1196,"id":"operations.distribution-centre","lv":"core","ph":"distribution centre dc dc distribution centre distribution centre a facility designed to receive process and dispatch goods through a distribution network a facility designed to receive process and dispatch goods through a distribution network the operating plan needs an owner and service level for distribution centre you will see distribution centre in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here distribution centre means a facility designed to receive process and dispatch goods through a distribution network operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Distribution centre","t":"Distribution centre","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/distribution-centre/","ui":"The operating plan needs an owner and service level for distribution centre."},{"a":["channel moat"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Advantage created by difficult-to-replicate access to customers or channels.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Hard-to-copy access to customers.","i":1197,"id":"strategy.distribution-moat","lv":"working","ph":"distribution moat channel moat channel moat distribution moat distribution moat hard to copy access to customers advantage created by difficult to replicate access to customers or channels the partner network may become a distribution moat you will see distribution moat in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here distribution moat means advantage created by difficult to replicate access to customers or channels strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Distribution moat","t":"Distribution moat","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/distribution-moat/","ui":"The partner network may become a distribution moat."},{"a":["route-to-market model"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The channels and relationships through which an offer reaches customers.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How the product gets to customers.","i":1198,"id":"strategy.distribution-model","lv":"core","ph":"distribution model route to market model distribution model route to market model distribution model how the product gets to customers the channels and relationships through which an offer reaches customers the distribution model shifts from distributors to direct sales you will see distribution model in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here distribution model means the channels and relationships through which an offer reaches customers strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Distribution model","t":"Distribution model","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/distribution-model/","ui":"The distribution model shifts from distributors to direct sales."},{"a":["DRP"],"amb":["DRP"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Planning inventory replenishment across distribution locations.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Planning inventory replenishment across distribution locations.","i":1199,"id":"operations.distribution-requirements-planning","lv":"working","ph":"distribution requirements planning drp distribution requirements planning drp distribution requirements planning planning inventory replenishment across distribution locations planning inventory replenishment across distribution locations keep distribution requirements planning on the dashboard but show the definition and reporting period beside it you will see distribution requirements planning in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here distribution requirements planning means planning inventory replenishment across distribution locations operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning disaster recovery plan business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Distribution requirements planning","t":"Distribution requirements planning","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/distribution-requirements-planning/","ui":"Keep distribution requirements planning on the dashboard, but show the definition and reporting period beside it."},{"a":["fund waterfall"],"amb":["Distribution waterfall"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The contractual order and formula for distributing investment proceeds.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The rules for who receives sale proceeds and when.","i":1200,"id":"startup.distribution-waterfall","lv":"working","ph":"distribution waterfall fund waterfall distribution waterfall fund waterfall distribution waterfall the rules for who receives sale proceeds and when the contractual order and formula for distributing investment proceeds the distribution waterfall includes return of capital hurdle and carry you will see distribution waterfall in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here distribution waterfall means the contractual order and formula for distributing investment proceeds startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns waterfall startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce right contract law organisation party global context dependent","sn":"Distribution waterfall","t":"Distribution waterfall","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/distribution-waterfall/","ui":"The distribution waterfall includes return of capital, hurdle and carry."},{"a":["distribution partner"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"An intermediary that moves and sells goods through a market or channel.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","sales","finance","product","operations","procurement"],"e":"An intermediary that moves and sells goods through a market or channel.","i":1201,"id":"operations.distributor","lv":"core","ph":"distributor distribution partner distribution partner distributor distributor an intermediary that moves and sells goods through a market or channel an intermediary that moves and sells goods through a market or channel what breaks upstream or downstream if distributor changes you will see distributor in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here distributor means an intermediary that moves and sells goods through a market or channel operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks startup business corporate sales finance product operations procurement go to market sales contracting customer success renewal operations procurement quality control risk management delivery metric standard specification workflow process format genre model global context dependent","sn":"Distributor","t":"Distributor","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/distributor/","ui":"What breaks upstream or downstream if distributor changes?"},{"a":["diversify"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Expansion into new products, markets or businesses beyond the current core.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Moving into new kinds of business.","i":1202,"id":"strategy.diversification","lv":"core","ph":"diversification diversify diversification diversify diversification moving into new kinds of business expansion into new products markets or businesses beyond the current core the diversification case needs capabilities not just a large market you will see diversification in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here diversification means expansion into new products markets or businesses beyond the current core strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Diversification","t":"Diversification","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/diversification/","ui":"The diversification case needs capabilities, not just a large market."},{"a":["Ansoff diversification"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The new-product, new-market quadrant of the Ansoff framework, carrying the greatest combined unfamiliarity.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A growth move into both new products and new markets.","i":1203,"id":"strategy.diversification-matrix","lv":"working","ph":"diversification matrix ansoff diversification ansoff diversification diversification matrix diversification matrix a growth move into both new products and new markets the new product new market quadrant of the ansoff framework carrying the greatest combined unfamiliarity the board should treat this as diversification risk you will see diversification matrix in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here diversification matrix means the new product new market quadrant of the ansoff framework carrying the greatest combined unfamiliarity strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Diversification matrix","t":"Diversification matrix","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/diversification-matrix/","ui":"The board should treat this as diversification risk."},{"a":["workforce diversity"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Representation of different identities, backgrounds and experiences.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["startup","business","corporate","people","operations","investor","sustainability","finance"],"e":"Representation of different identities, backgrounds and experiences.","i":1204,"id":"sustainability.diversity","lv":"core","ph":"diversity workforce diversity diversity workforce diversity diversity representation of different identities backgrounds and experiences representation of different identities backgrounds and experiences which standard and reporting period govern diversity you will see diversity in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here diversity means representation of different identities backgrounds and experiences sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition equity startup business corporate people operations investor sustainability finance people planning employment performance management change management strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Diversity","t":"Diversity","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/diversity/","ui":"Which standard and reporting period govern diversity?"},{"a":["board diversity policy"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A policy describing how diversity is considered in board or workforce composition.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A policy describing how diversity is considered in board or workforce composition.","i":1205,"id":"governance.diversity-policy","lv":"working","ph":"diversity policy board diversity policy board diversity policy diversity policy diversity policy a policy describing how diversity is considered in board or workforce composition a policy describing how diversity is considered in board or workforce composition the board paper must state who owns and approves diversity policy you will see diversity policy in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here diversity policy means a policy describing how diversity is considered in board or workforce composition corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law organisation party global context dependent","sn":"Diversity policy","t":"Diversity policy","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/diversity-policy/","ui":"The board paper must state who owns and approves diversity policy."},{"a":["workforce representation"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The distribution of defined demographic groups across the workforce or levels.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The distribution of defined demographic groups across the workforce or levels.","i":1206,"id":"people.diversity-representation","lv":"core","ph":"diversity representation workforce representation diversity representation workforce representation diversity representation the distribution of defined demographic groups across the workforce or levels the distribution of defined demographic groups across the workforce or levels how are we defining diversity representation in this deck you will see diversity representation in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here diversity representation means the distribution of defined demographic groups across the workforce or levels people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Diversity representation","t":"Diversity representation","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/diversity-representation/","ui":"How are we defining diversity representation in this deck?"},{"a":["disinvestment"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Selling or avoiding an investment because of strategy, risk or ethical criteria.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Selling or avoiding an investment because of strategy, risk or ethical criteria.","i":1207,"id":"sustainability.divestment","lv":"core","ph":"divestment disinvestment disinvestment divestment divestment selling or avoiding an investment because of strategy risk or ethical criteria selling or avoiding an investment because of strategy risk or ethical criteria which standard and reporting period govern divestment you will see divestment in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here divestment means selling or avoiding an investment because of strategy risk or ethical criteria sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification format genre model risk ethics access global context dependent","sn":"Divestment","t":"Divestment","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/divestment/","ui":"Which standard and reporting period govern divestment?"},{"a":["shareholder distribution"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A distribution of value by a company to shareholders under applicable law and approvals.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","investor","finance","corporate","business"],"e":"A distribution of value by a company to shareholders under applicable law and approvals.","i":1208,"id":"bizfinance.dividend","lv":"core","ph":"dividend shareholder distribution dividend shareholder distribution dividend a distribution of value by a company to shareholders under applicable law and approvals a distribution of value by a company to shareholders under applicable law and approvals do not describe dividend as agreed until the operative document says so you will see dividend in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity a loose definition can change rights obligations approval disclosure or enforceability here dividend means a distribution of value by a company to shareholders under applicable law and approvals finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup investor finance corporate business fundraising financing due diligence governance accounting planning forecasting valuation reporting finance commerce right contract law organisation party status decision global context dependent","sn":"Dividend","t":"Dividend","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/dividend/","ui":"Do not describe dividend as agreed until the operative document says so."},{"a":["payout ratio"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Dividends divided by earnings or another stated measure.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Dividends divided by earnings or another stated measure.","i":1209,"id":"bizfinance.dividend-payout-ratio","lv":"working","ph":"dividend payout ratio payout ratio dividend payout ratio payout ratio dividend payout ratio dividends divided by earnings or another stated measure dividends divided by earnings or another stated measure how are we defining dividend payout ratio in this deck you will see dividend payout ratio in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here dividend payout ratio means dividends divided by earnings or another stated measure finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Dividend payout ratio","t":"Dividend payout ratio","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/dividend-payout-ratio/","ui":"How are we defining dividend payout ratio in this deck?"},{"a":["distribution right"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A holder's right to receive declared distributions according to class terms.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A holder's right to receive declared distributions according to class terms.","i":1210,"id":"governance.dividend-right","lv":"working","ph":"dividend right distribution right distribution right dividend right dividend right a holders right to receive declared distributions according to class terms a holders right to receive declared distributions according to class terms the draft mentions dividend right but the scope and jurisdiction are still unclear you will see dividend right in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here dividend right means a holders right to receive declared distributions according to class terms corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Dividend right","t":"Dividend right","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/dividend-right/","ui":"The draft mentions dividend right, but the scope and jurisdiction are still unclear."},{"a":["corporate division"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A major organisational segment with defined management responsibility.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A major organisational segment with defined management responsibility.","i":1211,"id":"people.division","lv":"core","ph":"division corporate division corporate division division division a major organisational segment with defined management responsibility a major organisational segment with defined management responsibility the people plan needs to explain how division affects roles and decisions you will see division in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here division means a major organisational segment with defined management responsibility people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management workflow process format genre model organisation party global context dependent","sn":"Division","t":"Division","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/division/","ui":"The people plan needs to explain how division affects roles and decisions."},{"a":["division-based structure"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Grouping operations by product, geography, customer or business line.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Grouping operations by product, geography, customer or business line.","i":1212,"id":"people.divisional-structure","lv":"core","ph":"divisional structure division based structure division based structure divisional structure divisional structure grouping operations by product geography customer or business line grouping operations by product geography customer or business line how are we defining divisional structure in this deck you will see divisional structure in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here divisional structure means grouping operations by product geography customer or business line people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management metric standard specification role person organisation party global context dependent","sn":"Divisional structure","t":"Divisional structure","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/divisional-structure/","ui":"How are we defining divisional structure in this deck?"},{"a":["define-measure-analyze-improve-control"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The Six Sigma sequence define, measure, analyse, improve and control.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The Six Sigma sequence define, measure, analyse, improve and control.","i":1213,"id":"operations.dmaic","lv":"working","ph":"dmaic define measure analyze improve control define measure analyze improve control dmaic dmaic the six sigma sequence define measure analyse improve and control the six sigma sequence define measure analyse improve and control can we remove the ambiguity around dmaic before the process changes you will see dmaic in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here dmaic means the six sigma sequence define measure analyse improve and control operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"DMAIC","t":"DMAIC","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/dmaic/","ui":"Can we remove the ambiguity around DMAIC before the process changes?"},{"a":["dos and don'ts"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Paired examples clarifying acceptable and unacceptable expression.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Paired examples clarifying acceptable and unacceptable expression.","i":1214,"id":"marketing.do-and-don-t","lv":"core","ph":"do and dont dos and donts do and dont dos and donts do and dont paired examples clarifying acceptable and unacceptable expression paired examples clarifying acceptable and unacceptable expression the team needs one controlled copy of do and dont with an owner and date you will see do and dont in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here do and dont means paired examples clarifying acceptable and unacceptable expression marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Do and don't","t":"Do and don't","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/do-and-don-t/","ui":"The team needs one controlled copy of do and don't, with an owner and date."},{"a":["DNSH"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A principle requiring an activity not to materially undermine specified environmental or social objectives.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A principle requiring an activity not to materially undermine specified environmental or social objectives.","i":1215,"id":"sustainability.do-no-significant-harm","lv":"working","ph":"do no significant harm dnsh dnsh do no significant harm do no significant harm a principle requiring an activity not to materially undermine specified environmental or social objectives a principle requiring an activity not to materially undermine specified environmental or social objectives which standard and reporting period govern do no significant harm you will see do no significant harm in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here do no significant harm means a principle requiring an activity not to materially undermine specified environmental or social objectives sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Do no significant harm","t":"Do no significant harm","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/do-no-significant-harm/","ui":"Which standard and reporting period govern do no significant harm?"},{"a":["DNS request"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A privacy-control request used under certain United States state laws.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A privacy-control request used under certain United States state laws.","i":1216,"id":"governance.do-not-sell-or-share","lv":"specialist","ph":"do not sell or share dns request dns request do not sell or share do not sell or share a privacy control request used under certain united states state laws a privacy control request used under certain united states state laws the draft mentions do not sell or share but the scope and jurisdiction are still unclear you will see do not sell or share in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here do not sell or share means a privacy control request used under certain united states state laws corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law equipment technology risk ethics access global context dependent","sn":"Do not sell or share","t":"Do not sell or share","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/do-not-sell-or-share/","ui":"The draft mentions do not sell or share, but the scope and jurisdiction are still unclear."},{"a":["status quo option"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"The consequences of maintaining the current state rather than acting.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"What happens if no change is made.","i":1217,"id":"bizpitch.do-nothing-option","lv":"core","ph":"do nothing option status quo option do nothing option status quo option do nothing option what happens if no change is made the consequences of maintaining the current state rather than acting the business case should price the do nothing option you will see do nothing option in business pitches proposals executive summaries and decision decks when the discussion reaches decision narrative and persuasion it helps a reader interpret decision narrative and persuasion without confusing the measure decision role or evidence being discussed here do nothing option means the consequences of maintaining the current state rather than acting business pitching and presentation materials business pitches decks and decision materials decision narrative and persuasion startup business corporate investor sales planning pitching submission decision status decision global context dependent","sn":"Do-nothing option","t":"Do-nothing option","tp":"Decision narrative & persuasion","tpid":"business-pitching-artifacts.decision-story","u":"terms/do-nothing-option/","ui":"The business case should price the do-nothing option."},{"a":["controlled documents","quality document control"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Governance of document creation, approval, versioning, access and retirement.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Governance of document creation, approval, versioning, access and retirement.","i":1218,"id":"operations.document-control","lv":"core","ph":"document control controlled documents quality document control controlled documents document control quality document control document control governance of document creation approval versioning access and retirement governance of document creation approval versioning access and retirement attach the latest document control to the decision pack before the meeting you will see document control in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems a loose definition can change rights obligations approval disclosure or enforceability here document control means governance of document creation approval versioning access and retirement operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification equipment technology workflow process status decision global context dependent","sn":"Document control","t":"Document control","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/document-control/","ui":"Attach the latest document control to the decision pack before the meeting."},{"a":["BCG dog"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"In the BCG matrix, a low-share business in a low-growth market; the label is reductive and should not replace analysis.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A weak-position business in a slow market.","i":1219,"id":"strategy.dog","lv":"specialist","ph":"dog bcg dog bcg dog dog dog a weak position business in a slow market in the bcg matrix a low share business in a low growth market the label is reductive and should not replace analysis the dog label hides the units strategic relationships you will see dog in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here dog means in the bcg matrix a low share business in a low growth market the label is reductive and should not replace analysis strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Dog","t":"Dog","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/dog/","ui":"The “dog” label hides the unit's strategic relationships."},{"a":["donation-based crowdfunding"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Raising contributions without financial return, usually for charitable, community or personal purposes.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"People give money without expecting ownership or repayment.","i":1220,"id":"startup.donation-crowdfunding","lv":"core","ph":"donation crowdfunding donation based crowdfunding donation based crowdfunding donation crowdfunding donation crowdfunding people give money without expecting ownership or repayment raising contributions without financial return usually for charitable community or personal purposes donation crowdfunding should not be marketed as an investment you will see donation crowdfunding in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding instruments and exemptions in funding instruments and exemptions a loose definition can change rights obligations approval disclosure or enforceability here donation crowdfunding means raising contributions without financial return usually for charitable community or personal purposes startups venture and fundraising startup formation venture capital and fundraising funding instruments and exemptions startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"Donation crowdfunding","t":"Donation crowdfunding","tp":"Funding instruments & exemptions","tpid":"startup-venture-fundraising.funding-instruments","u":"terms/donation-crowdfunding/","ui":"Donation crowdfunding should not be marketed as an investment."},{"a":["inactive company"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A registered company with no significant accounting transactions or activity under the applicable rules.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A registered company with no significant accounting transactions or activity under the applicable rules.","i":1221,"id":"governance.dormant-company","lv":"working","ph":"dormant company inactive company dormant company inactive company dormant company a registered company with no significant accounting transactions or activity under the applicable rules a registered company with no significant accounting transactions or activity under the applicable rules can we circulate dormant company with the assumptions and open questions marked you will see dormant company in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here dormant company means a registered company with no significant accounting transactions or activity under the applicable rules corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law organisation party global context dependent","sn":"Dormant company","t":"Dormant company","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/dormant-company/","ui":"Can we circulate dormant company with the assumptions and open questions marked?"},{"a":["lapsed customer"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A customer considered inactive but not necessarily formally churned.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A customer considered inactive but not necessarily formally churned.","i":1222,"id":"revenue.dormant-customer","lv":"working","ph":"dormant customer lapsed customer dormant customer lapsed customer dormant customer a customer considered inactive but not necessarily formally churned a customer considered inactive but not necessarily formally churned compare dormant customer with the same cohort and period before drawing a conclusion you will see dormant customer in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here dormant customer means a customer considered inactive but not necessarily formally churned revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Dormant customer","t":"Dormant customer","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/dormant-customer/","ui":"Compare dormant customer with the same cohort and period before drawing a conclusion."},{"a":["inactive users"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Users who remain registered but have not met the activity definition for a specified period.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Users who remain registered but have not met the activity definition for a specified period.","i":1223,"id":"marketing.dormant-users","lv":"working","ph":"dormant users inactive users dormant users inactive users dormant users users who remain registered but have not met the activity definition for a specified period users who remain registered but have not met the activity definition for a specified period the team needs one controlled copy of dormant users with an owner and date you will see dormant users in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here dormant users means users who remain registered but have not met the activity definition for a specified period marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting document artifact role person format genre model global context dependent","sn":"Dormant users","t":"Dormant users","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/dormant-users/","ui":"The team needs one controlled copy of dormant users, with an owner and date."},{"a":["matrix reporting line"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"An additional, usually weaker or advisory reporting relationship.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"An additional, usually weaker or advisory reporting relationship.","i":1224,"id":"people.dotted-line-reporting","lv":"working","ph":"dotted line reporting matrix reporting line dotted line reporting matrix reporting line dotted line reporting an additional usually weaker or advisory reporting relationship an additional usually weaker or advisory reporting relationship which version of dotted line reporting should the board treat as current you will see dotted line reporting in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here dotted line reporting means an additional usually weaker or advisory reporting relationship people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management document artifact role person organisation party global context dependent","sn":"Dotted-line reporting","t":"Dotted-line reporting","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/dotted-line-reporting/","ui":"Which version of dotted-line reporting should the board treat as current?"},{"a":["double entry"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An accounting system recording every transaction with equal debit and credit effects.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An accounting system recording every transaction with equal debit and credit effects.","i":1225,"id":"bizfinance.double-entry-bookkeeping","lv":"core","ph":"double entry bookkeeping double entry double entry double entry bookkeeping double entry bookkeeping an accounting system recording every transaction with equal debit and credit effects an accounting system recording every transaction with equal debit and credit effects the headline changes once we calculate double entry bookkeeping consistently you will see double entry bookkeeping in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here double entry bookkeeping means an accounting system recording every transaction with equal debit and credit effects finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce equipment technology global context dependent","sn":"Double-entry bookkeeping","t":"Double-entry bookkeeping","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/double-entry-bookkeeping/","ui":"The headline changes once we calculate double-entry bookkeeping consistently."},{"a":["dual materiality"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Assessment of both financial effects on the company and the company's impacts on people and environment.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Assessment of both financial effects on the company and the company's impacts on people and environment.","i":1226,"id":"sustainability.double-materiality","lv":"core","ph":"double materiality dual materiality double materiality dual materiality double materiality assessment of both financial effects on the company and the companys impacts on people and environment assessment of both financial effects on the company and the companys impacts on people and environment can we separate the target for double materiality from measured performance you will see double materiality in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here double materiality means assessment of both financial effects on the company and the companys impacts on people and environment sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact materiality corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process organisation party risk ethics access global context dependent corporate","sn":"Double materiality","t":"Double materiality","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/double-materiality/","ui":"Can we separate the target for double materiality from measured performance?"},{"a":["double trigger"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Vesting acceleration requiring two events, commonly a change of control and later termination or role reduction.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Two events must happen before equity vests faster.","i":1227,"id":"startup.double-trigger-acceleration","lv":"working","ph":"double trigger acceleration double trigger double trigger double trigger acceleration double trigger acceleration two events must happen before equity vests faster vesting acceleration requiring two events commonly a change of control and later termination or role reduction the founder has double trigger acceleration you will see double trigger acceleration in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here double trigger acceleration means vesting acceleration requiring two events commonly a change of control and later termination or role reduction startups venture and fundraising startup formation venture capital and fundraising founder and employee equity startup investor finance corporate fundraising financing due diligence governance metric standard specification role person finance commerce organisation party global context dependent","sn":"Double-trigger acceleration","t":"Double-trigger acceleration","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/double-trigger-acceleration/","ui":"The founder has double-trigger acceleration."},{"a":["valuation down-round"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A financing completed at a lower valuation than the previous priced round.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The new round values the company lower than before.","i":1228,"id":"startup.down-round","lv":"core","ph":"down round valuation down round down round valuation down round down round the new round values the company lower than before a financing completed at a lower valuation than the previous priced round the down round triggers anti dilution analysis you will see down round in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here down round means a financing completed at a lower valuation than the previous priced round startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages dilution startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Down round","t":"Down round","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/down-round/","ui":"The down round triggers anti-dilution analysis."},{"a":["low case"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A scenario based on adverse assumptions or outcomes.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A scenario based on adverse assumptions or outcomes.","i":1229,"id":"bizfinance.downside-case","lv":"core","ph":"downside case low case downside case low case downside case a scenario based on adverse assumptions or outcomes a scenario based on adverse assumptions or outcomes finance will reconcile downside case before the board pack goes out you will see downside case in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here downside case means a scenario based on adverse assumptions or outcomes finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Downside case","t":"Downside case","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/downside-case/","ui":"Finance will reconcile downside case before the board pack goes out."},{"a":["demand side"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Activities closer to distribution, customers or end use.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Activities closer to distribution, customers or end use.","i":1230,"id":"operations.downstream","lv":"core","ph":"downstream demand side demand side downstream downstream activities closer to distribution customers or end use activities closer to distribution customers or end use the operating plan needs an owner and service level for downstream you will see downstream in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here downstream means activities closer to distribution customers or end use operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process status decision global context dependent","sn":"Downstream","t":"Downstream","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/downstream/","ui":"The operating plan needs an owner and service level for downstream."},{"a":["downstream Scope 3"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Value-chain emissions associated with distribution, use and end-of-life after the organisation's operations.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Value-chain emissions associated with distribution, use and end-of-life after the organisation's operations.","i":1231,"id":"sustainability.downstream-emissions","lv":"core","ph":"downstream emissions downstream scope 3 downstream emissions downstream scope 3 downstream emissions value chain emissions associated with distribution use and end of life after the organisations operations value chain emissions associated with distribution use and end of life after the organisations operations the number is useful only if everyone calculates downstream emissions the same way you will see downstream emissions in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here downstream emissions means value chain emissions associated with distribution use and end of life after the organisations operations sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification organisation party risk ethics access global context dependent","sn":"Downstream emissions","t":"Downstream emissions","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/downstream-emissions/","ui":"The number is useful only if everyone calculates downstream emissions the same way."},{"a":["outage time"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Time during which a system or asset is unavailable.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","product","technology","operations","procurement","sales"],"e":"Time during which a system or asset is unavailable.","i":1232,"id":"operations.downtime","lv":"core","ph":"downtime outage time downtime outage time downtime time during which a system or asset is unavailable time during which a system or asset is unavailable keep downtime on the dashboard but show the definition and reporting period beside it you will see downtime in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the scope can change what data may be used who may access it and which controls are required here downtime means time during which a system or asset is unavailable operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints startup business corporate product technology operations procurement sales product discovery product development testing launch operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Downtime","t":"Downtime","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/downtime/","ui":"Keep downtime on the dashboard, but show the definition and reporting period beside it."},{"a":["distributions to paid-in"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Distributions to paid-in capital, measuring cash or stock distributed by a fund relative to contributed capital.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"How much invested fund capital has actually been returned.","i":1233,"id":"startup.dpi","lv":"specialist","ph":"dpi distributions to paid in distributions to paid in dpi dpi how much invested fund capital has actually been returned distributions to paid in capital measuring cash or stock distributed by a fund relative to contributed capital dpi matters because it reflects realised distributions you will see dpi in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here dpi means distributions to paid in capital measuring cash or stock distributed by a fund relative to contributed capital startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"DPI","t":"DPI","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/dpi/","ui":"DPI matters because it reflects realised distributions."},{"a":["drag right"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A right allowing specified holders to require others to participate in a company sale.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","investor","finance","corporate","business","people"],"e":"A right allowing specified holders to require others to participate in a company sale.","i":1234,"id":"governance.drag-along-right","lv":"core","ph":"drag along right drag right drag along right drag right drag along right a right allowing specified holders to require others to participate in a company sale a right allowing specified holders to require others to participate in a company sale can we state who receives the right created by drag along right and when it applies you will see drag along right in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here drag along right means a right allowing specified holders to require others to participate in a company sale corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Drag-along right","t":"Drag-along right","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/drag-along-right/","ui":"Can we state who receives the right created by drag-along right, and when it applies?"},{"a":["commission draw"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"An advance against future commission, which may be recoverable or non-recoverable.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"An advance against future commission, which may be recoverable or non-recoverable.","i":1235,"id":"revenue.draw","lv":"specialist","ph":"draw commission draw commission draw draw draw an advance against future commission which may be recoverable or non recoverable an advance against future commission which may be recoverable or non recoverable keep draw on the dashboard but show the definition and reporting period beside it you will see draw in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here draw means an advance against future commission which may be recoverable or non recoverable revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Draw","t":"Draw","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/draw/","ui":"Keep draw on the dashboard, but show the definition and reporting period beside it."},{"a":["directly responsible individual"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The directly responsible individual for a task or outcome.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The directly responsible individual for a task or outcome.","i":1236,"id":"people.dri","lv":"core","ph":"dri directly responsible individual directly responsible individual dri dri the directly responsible individual for a task or outcome the directly responsible individual for a task or outcome who is accountable for dri and who is affected by it you will see dri in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here dri means the directly responsible individual for a task or outcome people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"DRI","t":"DRI","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/dri/","ui":"Who is accountable for DRI, and who is affected by it?"},{"a":["partitioned pricing"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Revealing mandatory charges progressively instead of presenting the full price upfront.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Revealing mandatory charges progressively instead of presenting the full price upfront.","i":1237,"id":"marketing.drip-pricing","lv":"core","ph":"drip pricing partitioned pricing drip pricing partitioned pricing drip pricing revealing mandatory charges progressively instead of presenting the full price upfront revealing mandatory charges progressively instead of presenting the full price upfront do not describe drip pricing as agreed until the operative document says so you will see drip pricing in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here drip pricing means revealing mandatory charges progressively instead of presenting the full price upfront marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Drip pricing","t":"Drip pricing","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/drip-pricing/","ui":"Do not describe drip pricing as agreed until the operative document says so."},{"a":["driver model"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Forecasting based on operational drivers rather than only line-item extrapolation.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Forecasting based on operational drivers rather than only line-item extrapolation.","i":1238,"id":"bizfinance.driver-based-planning","lv":"working","ph":"driver based planning driver model driver based planning driver model driver based planning forecasting based on operational drivers rather than only line item extrapolation forecasting based on operational drivers rather than only line item extrapolation keep driver based planning on the dashboard but show the definition and reporting period beside it you will see driver based planning in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here driver based planning means forecasting based on operational drivers rather than only line item extrapolation finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce workflow process global context dependent","sn":"Driver-based planning","t":"Driver-based planning","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/driver-based-planning/","ui":"Keep driver-based planning on the dashboard, but show the definition and reporting period beside it."},{"a":["abandonment rate"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The proportion failing to continue from one stage to another.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The proportion failing to continue from one stage to another.","i":1239,"id":"marketing.drop-off-rate","lv":"core","ph":"drop off rate abandonment rate abandonment rate drop off rate drop off rate the proportion failing to continue from one stage to another the proportion failing to continue from one stage to another the number is useful only if everyone calculates drop off rate the same way you will see drop off rate in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here drop off rate means the proportion failing to continue from one stage to another marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model status decision global context dependent","sn":"Drop-off rate","t":"Drop-off rate","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/drop-off-rate/","ui":"The number is useful only if everyone calculates drop-off rate the same way."},{"a":["dropshipping"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Fulfilling customer orders directly from a supplier rather than the seller's own inventory.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Fulfilling customer orders directly from a supplier rather than the seller's own inventory.","i":1240,"id":"operations.drop-shipping","lv":"core","ph":"drop shipping dropshipping drop shipping dropshipping drop shipping fulfilling customer orders directly from a supplier rather than the sellers own inventory fulfilling customer orders directly from a supplier rather than the sellers own inventory can we show the capacity constraint behind drop shipping you will see drop shipping in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here drop shipping means fulfilling customer orders directly from a supplier rather than the sellers own inventory operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process global context dependent","sn":"Drop-shipping","t":"Drop-shipping","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/drop-shipping/","ui":"Can we show the capacity constraint behind drop-shipping?"},{"a":["dress rehearsal"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A full rehearsal of a presentation under conditions close to the real event.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A practice run before the real presentation.","i":1241,"id":"bizpitch.dry-run","lv":"core","ph":"dry run dress rehearsal dress rehearsal dry run dry run a practice run before the real presentation a full rehearsal of a presentation under conditions close to the real event use the dry run to test timing and handovers you will see dry run in business pitches proposals executive summaries and decision decks when the discussion reaches business presentation delivery it helps a reader interpret business presentation delivery without confusing the measure decision role or evidence being discussed here dry run means a full rehearsal of a presentation under conditions close to the real event business pitching and presentation materials business pitches decks and decision materials business presentation delivery startup business corporate investor sales planning pitching submission decision status decision global context dependent","sn":"Dry run","t":"Dry run","tp":"Business presentation delivery","tpid":"business-pitching-artifacts.presentation-delivery","u":"terms/dry-run/","ui":"Use the dry run to test timing and handovers."},{"a":["dual-class stock"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A capital structure with two or more share classes carrying different voting rights.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A capital structure with two or more share classes carrying different voting rights.","i":1242,"id":"governance.dual-class-structure","lv":"core","ph":"dual class structure dual class stock dual class stock dual class structure dual class structure a capital structure with two or more share classes carrying different voting rights a capital structure with two or more share classes carrying different voting rights the draft mentions dual class structure but the scope and jurisdiction are still unclear you will see dual class structure in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here dual class structure means a capital structure with two or more share classes carrying different voting rights corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting right contract law equipment technology global context dependent","sn":"Dual-class structure","t":"Dual-class structure","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/dual-class-structure/","ui":"The draft mentions dual-class structure, but the scope and jurisdiction are still unclear."},{"a":["two-source strategy"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Using two suppliers for the same or comparable requirement.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Using two suppliers for the same or comparable requirement.","i":1243,"id":"operations.dual-sourcing","lv":"core","ph":"dual sourcing two source strategy dual sourcing two source strategy dual sourcing using two suppliers for the same or comparable requirement using two suppliers for the same or comparable requirement what breaks upstream or downstream if dual sourcing changes you will see dual sourcing in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here dual sourcing means using two suppliers for the same or comparable requirement operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process global context dependent","sn":"Dual sourcing","t":"Dual sourcing","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/dual-sourcing/","ui":"What breaks upstream or downstream if dual sourcing changes?"},{"a":["deadline"],"amb":["Due date"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The date by which a result or action is expected.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The date by which a result or action is expected.","i":1244,"id":"people.due-date","lv":"core","ph":"due date deadline deadline due date due date the date by which a result or action is expected the date by which a result or action is expected the number is useful only if everyone calculates due date the same way you will see due date in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here due date means the date by which a result or action is expected people organisation and change organisation design people systems and change okrs kpis and performance goals filing deadline startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Due date","t":"Due date","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/due-date/","ui":"The number is useful only if everyone calculates due date the same way."},{"a":["diligence"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Investigation and verification performed before an investment, acquisition, partnership or other material decision.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Check the important facts and risks before doing the deal.","i":1245,"id":"startup.due-diligence","lv":"core","ph":"due diligence diligence diligence due diligence due diligence check the important facts and risks before doing the deal investigation and verification performed before an investment acquisition partnership or other material decision due diligence should test the investment thesis not merely collect documents you will see due diligence in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here due diligence means investigation and verification performed before an investment acquisition partnership or other material decision startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology workflow process organisation party status decision global context dependent startup","sn":"Due diligence","t":"Due diligence","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/due-diligence/","ui":"Due diligence should test the investment thesis, not merely collect documents."},{"a":["DDQ"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A structured set of questions used to collect information for investment, procurement, compliance or transaction review.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A formal question list used to check a company or supplier.","i":1246,"id":"bizpitch.due-diligence-questionnaire","lv":"working","ph":"due diligence questionnaire ddq ddq due diligence questionnaire due diligence questionnaire a formal question list used to check a company or supplier a structured set of questions used to collect information for investment procurement compliance or transaction review complete the due diligence questionnaire from verified source documents you will see due diligence questionnaire in business pitches proposals executive summaries and decision decks when the discussion reaches supporting documents and leave behinds it helps a reader interpret supporting documents and leave behinds without confusing the measure decision role or evidence being discussed here due diligence questionnaire means a structured set of questions used to collect information for investment procurement compliance or transaction review business pitching and presentation materials business pitches decks and decision materials supporting documents and leave behinds startup business corporate investor sales planning pitching submission decision document artifact right contract law workflow process global context dependent","sn":"Due diligence questionnaire","t":"Due diligence questionnaire","tp":"Supporting documents & leave-behinds","tpid":"business-pitching-artifacts.supporting-documents","u":"terms/due-diligence-questionnaire/","ui":"Complete the due diligence questionnaire from verified source documents."},{"a":["payment recovery"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Automated or manual follow-up used to collect failed recurring payments and prevent involuntary churn.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Automated or manual follow-up used to collect failed recurring payments and prevent involuntary churn.","i":1247,"id":"revenue.dunning","lv":"working","ph":"dunning payment recovery dunning payment recovery dunning automated or manual follow up used to collect failed recurring payments and prevent involuntary churn automated or manual follow up used to collect failed recurring payments and prevent involuntary churn compare dunning with the same cohort and period before drawing a conclusion you will see dunning in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here dunning means automated or manual follow up used to collect failed recurring payments and prevent involuntary churn revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Dunning","t":"Dunning","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/dunning/","ui":"Compare dunning with the same cohort and period before drawing a conclusion."},{"a":["DuPont model"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Decomposition of return on equity into profitability, efficiency and leverage components.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Decomposition of return on equity into profitability, efficiency and leverage components.","i":1248,"id":"bizfinance.dupont-analysis","lv":"specialist","ph":"dupont analysis dupont model dupont analysis dupont model dupont analysis decomposition of return on equity into profitability efficiency and leverage components decomposition of return on equity into profitability efficiency and leverage components how are we defining dupont analysis in this deck you will see dupont analysis in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here dupont analysis means decomposition of return on equity into profitability efficiency and leverage components finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"DuPont analysis","t":"DuPont analysis","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/dupont-analysis/","ui":"How are we defining duPont analysis in this deck?"},{"a":["care duty"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A director's duty to act with the care, skill and diligence required by applicable law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A director's duty to act with the care, skill and diligence required by applicable law.","i":1249,"id":"governance.duty-of-care","lv":"core","ph":"duty of care care duty care duty duty of care duty of care a directors duty to act with the care skill and diligence required by applicable law a directors duty to act with the care skill and diligence required by applicable law the minutes should record the decision on duty of care not reconstruct it later you will see duty of care in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here duty of care means a directors duty to act with the care skill and diligence required by applicable law corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Duty of care","t":"Duty of care","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/duty-of-care/","ui":"The minutes should record the decision on duty of care, not reconstruct it later."},{"a":["loyalty duty"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A duty to put the company's interests ahead of conflicting personal interests, subject to applicable law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A duty to put the company's interests ahead of conflicting personal interests, subject to applicable law.","i":1250,"id":"governance.duty-of-loyalty","lv":"core","ph":"duty of loyalty loyalty duty duty of loyalty loyalty duty duty of loyalty a duty to put the companys interests ahead of conflicting personal interests subject to applicable law a duty to put the companys interests ahead of conflicting personal interests subject to applicable law the minutes should record the decision on duty of loyalty not reconstruct it later you will see duty of loyalty in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here duty of loyalty means a duty to put the companys interests ahead of conflicting personal interests subject to applicable law corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Duty of loyalty","t":"Duty of loyalty","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/duty-of-loyalty/","ui":"The minutes should record the decision on duty of loyalty, not reconstruct it later."},{"a":["conflicts duty"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A duty to identify, disclose and appropriately manage conflicts of interest.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A duty to identify, disclose and appropriately manage conflicts of interest.","i":1251,"id":"governance.duty-to-avoid-conflicts","lv":"working","ph":"duty to avoid conflicts conflicts duty conflicts duty duty to avoid conflicts duty to avoid conflicts a duty to identify disclose and appropriately manage conflicts of interest a duty to identify disclose and appropriately manage conflicts of interest which committee has oversight of duty to avoid conflicts you will see duty to avoid conflicts in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here duty to avoid conflicts means a duty to identify disclose and appropriately manage conflicts of interest corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party status decision global context dependent","sn":"Duty to avoid conflicts","t":"Duty to avoid conflicts","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/duty-to-avoid-conflicts/","ui":"Which committee has oversight of duty to avoid conflicts?"},{"a":["evolving materiality"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The idea that an issue's significance can change over time and between impact and financial perspectives.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The idea that an issue's significance can change over time and between impact and financial perspectives.","i":1252,"id":"sustainability.dynamic-materiality","lv":"working","ph":"dynamic materiality evolving materiality dynamic materiality evolving materiality dynamic materiality the idea that an issues significance can change over time and between impact and financial perspectives the idea that an issues significance can change over time and between impact and financial perspectives state the boundary and evidence behind dynamic materiality before publishing the claim you will see dynamic materiality in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here dynamic materiality means the idea that an issues significance can change over time and between impact and financial perspectives sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Dynamic materiality","t":"Dynamic materiality","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/dynamic-materiality/","ui":"State the boundary and evidence behind dynamic materiality before publishing the claim."},{"a":["DPS"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"An electronic procurement arrangement that remains open to qualifying suppliers under applicable rules.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"An electronic procurement arrangement that remains open to qualifying suppliers under applicable rules.","i":1253,"id":"operations.dynamic-purchasing-system","lv":"specialist","ph":"dynamic purchasing system dps dps dynamic purchasing system dynamic purchasing system an electronic procurement arrangement that remains open to qualifying suppliers under applicable rules an electronic procurement arrangement that remains open to qualifying suppliers under applicable rules can we circulate dynamic purchasing system with the assumptions and open questions marked you will see dynamic purchasing system in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here dynamic purchasing system means an electronic procurement arrangement that remains open to qualifying suppliers under applicable rules operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification role person equipment technology workflow process global context dependent","sn":"Dynamic purchasing system","t":"Dynamic purchasing system","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/dynamic-purchasing-system/","ui":"Can we circulate dynamic purchasing system with the assumptions and open questions marked?"},{"a":["electronic auction"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"An electronic competitive bidding event.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"An electronic competitive bidding event.","i":1254,"id":"operations.e-auction","lv":"working","ph":"e auction electronic auction e auction electronic auction e auction an electronic competitive bidding event an electronic competitive bidding event procurement needs the basis for e auction before suppliers price the work you will see e auction in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here e auction means an electronic competitive bidding event operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process status decision global context dependent","sn":"E-auction","t":"E-auction","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/e-auction/","ui":"Procurement needs the basis for e-auction before suppliers price the work."},{"a":["preview access"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Controlled access to a product before general release.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Selected users can try the product before everyone else.","i":1255,"id":"product.early-access","lv":"core","ph":"early access preview access early access preview access early access selected users can try the product before everyone else controlled access to a product before general release early access participants know features may change you will see early access in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here early access means controlled access to a product before general release product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations equipment technology status decision global context dependent","sn":"Early access","t":"Early access","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/early-access/","ui":"Early access participants know features may change."},{"a":["early user"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A customer willing to try a relatively new solution before the mainstream market.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Someone willing to try a new product early.","i":1256,"id":"strategy.early-adopter","lv":"core","ph":"early adopter early user early adopter early user early adopter someone willing to try a new product early a customer willing to try a relatively new solution before the mainstream market early adopters tolerate gaps that mainstream buyers will not you will see early adopter in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here early adopter means a customer willing to try a relatively new solution before the mainstream market strategy markets and business models strategy market analysis and business models customers users and segmentation startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Early adopter","t":"Early adopter","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/early-adopter/","ui":"Early adopters tolerate gaps that mainstream buyers will not."},{"a":["first adopters"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The initial customer group most ready to try a new solution despite its limitations.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The first customers willing to try something new.","i":1257,"id":"strategy.early-adopters","lv":"core","ph":"early adopters first adopters early adopters first adopters early adopters the first customers willing to try something new the initial customer group most ready to try a new solution despite its limitations the early adopters have a painful workaround already you will see early adopters in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here early adopters means the initial customer group most ready to try a new solution despite its limitations strategy markets and business models strategy market analysis and business models business model canvas and lean canvas startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification role person equipment technology format genre model global context dependent","sn":"Early adopters","t":"Early adopters","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/early-adopters/","ui":"The early adopters have a painful workaround already."},{"a":[],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A broad label for a young company still establishing product, market, team and repeatable growth.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A young company still proving how it works.","i":1258,"id":"startup.early-stage","lv":"core","ph":"early stage early stage early stage a young company still proving how it works a broad label for a young company still establishing product market team and repeatable growth early stage is too broad state the product and revenue status you will see early stage in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here early stage means a broad label for a young company still establishing product market team and repeatable growth startups venture and fundraising startup formation venture capital and fundraising startup stages and company states startup investor finance corporate fundraising financing due diligence governance finance commerce format genre model organisation party status decision global context dependent","sn":"Early-stage","t":"Early-stage","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/early-stage/","ui":"“Early-stage” is too broad; state the product and revenue status."},{"a":["publicity"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Attention or coverage obtained from others rather than directly purchased.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Attention or coverage obtained from others rather than directly purchased.","i":1259,"id":"marketing.earned-media","lv":"core","ph":"earned media publicity earned media publicity earned media attention or coverage obtained from others rather than directly purchased attention or coverage obtained from others rather than directly purchased define earned media before we compare campaign performance you will see earned media in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here earned media means attention or coverage obtained from others rather than directly purchased marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Earned media","t":"Earned media","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/earned-media/","ui":"Define earned media before we compare campaign performance."},{"a":["closed period"],"amb":["Closed period"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A period restricting trading or communication around results.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A period restricting trading or communication around results.","i":1260,"id":"reporting.earnings-blackout","lv":"working","ph":"earnings blackout closed period closed period earnings blackout earnings blackout a period restricting trading or communication around results a period restricting trading or communication around results can we explain the movement in earnings blackout without hiding the underlying driver you will see earnings blackout in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here earnings blackout means a period restricting trading or communication around results corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication closed period corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce global context dependent","sn":"Earnings blackout","t":"Earnings blackout","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/earnings-blackout/","ui":"Can we explain the movement in earnings blackout without hiding the underlying driver?"},{"a":["results call"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A public or investor call in which management presents results and answers questions.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A public or investor call in which management presents results and answers questions.","i":1261,"id":"reporting.earnings-call","lv":"core","ph":"earnings call results call earnings call results call earnings call a public or investor call in which management presents results and answers questions a public or investor call in which management presents results and answers questions define earnings call before comparing it across periods you will see earnings call in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here earnings call means a public or investor call in which management presents results and answers questions corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce workflow process global context dependent corporate","sn":"Earnings call","t":"Earnings call","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/earnings-call/","ui":"Define earnings call before comparing it across periods."},{"a":["results deck","earnings presentation"],"amb":["earnings presentation","results deck"],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation accompanying periodic financial results, usually explaining performance, drivers and outlook.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A company deck explaining its latest financial results.","i":1262,"id":"bizpitch.earnings-deck","lv":"working","ph":"earnings deck results deck earnings presentation earnings deck earnings presentation results deck earnings deck a company deck explaining its latest financial results a presentation accompanying periodic financial results usually explaining performance drivers and outlook reconcile every adjusted number in the earnings deck you will see earnings deck in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here earnings deck means a presentation accompanying periodic financial results usually explaining performance drivers and outlook business pitching and presentation materials business pitches decks and decision materials business deck types earnings presentation startup business corporate investor sales planning pitching submission decision document artifact organisation party global context dependent","sn":"Earnings deck","t":"Earnings deck","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/earnings-deck/","ui":"Reconcile every adjusted number in the earnings deck."},{"a":["profit guidance"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Management's forecast or range for profit or earnings.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Management's forecast or range for profit or earnings.","i":1263,"id":"reporting.earnings-guidance","lv":"core","ph":"earnings guidance profit guidance earnings guidance profit guidance earnings guidance managements forecast or range for profit or earnings managements forecast or range for profit or earnings the reader should be able to distinguish earnings guidance from managements interpretation of it you will see earnings guidance in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here earnings guidance means managements forecast or range for profit or earnings corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce workflow process global context dependent","sn":"Earnings guidance","t":"Earnings guidance","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/earnings-guidance/","ui":"The reader should be able to distinguish earnings guidance from management’s interpretation of it."},{"a":["EPS"],"amb":["EPS"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Profit attributable to ordinary shareholders divided by a weighted average share count under applicable rules.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Profit attributable to ordinary shareholders divided by a weighted average share count under applicable rules.","i":1264,"id":"bizfinance.earnings-per-share","lv":"core","ph":"earnings per share eps earnings per share eps earnings per share profit attributable to ordinary shareholders divided by a weighted average share count under applicable rules profit attributable to ordinary shareholders divided by a weighted average share count under applicable rules the number is useful only if everyone calculates earnings per share the same way you will see earnings per share in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here earnings per share means profit attributable to ordinary shareholders divided by a weighted average share count under applicable rules finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit equator principles startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Earnings per share","t":"Earnings per share","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/earnings-per-share/","ui":"The number is useful only if everyone calculates earnings per share the same way."},{"a":["results deck"],"amb":["earnings presentation","results deck"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Slides accompanying a results announcement or call.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Slides accompanying a results announcement or call.","i":1265,"id":"reporting.earnings-presentation","lv":"core","ph":"earnings presentation results deck earnings presentation results deck earnings presentation slides accompanying a results announcement or call slides accompanying a results announcement or call the team needs one controlled copy of earnings presentation with an owner and date you will see earnings presentation in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here earnings presentation means slides accompanying a results announcement or call corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance earnings deck corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Earnings presentation","t":"Earnings presentation","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/earnings-presentation/","ui":"The team needs one controlled copy of earnings presentation, with an owner and date."},{"a":["quality of earnings"],"amb":["quality of earnings"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The sustainability, cash support and transparency of reported profit.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The sustainability, cash support and transparency of reported profit.","i":1266,"id":"reporting.earnings-quality","lv":"working","ph":"earnings quality quality of earnings earnings quality quality of earnings earnings quality the sustainability cash support and transparency of reported profit the sustainability cash support and transparency of reported profit the team needs one controlled copy of earnings quality with an owner and date you will see earnings quality in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here earnings quality means the sustainability cash support and transparency of reported profit corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance quality of earnings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce risk ethics access global context dependent","sn":"Earnings quality","t":"Earnings quality","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/earnings-quality/","ui":"The team needs one controlled copy of earnings quality, with an owner and date."},{"a":["results release"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A public announcement of periodic financial results and management commentary.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A public announcement of periodic financial results and management commentary.","i":1267,"id":"reporting.earnings-release","lv":"core","ph":"earnings release results release earnings release results release earnings release a public announcement of periodic financial results and management commentary a public announcement of periodic financial results and management commentary the filing needs the basis and boundary for earnings release you will see earnings release in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here earnings release means a public announcement of periodic financial results and management commentary corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce workflow process global context dependent corporate","sn":"Earnings release","t":"Earnings release","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/earnings-release/","ui":"The filing needs the basis and boundary for earnings release."},{"a":["results surprise"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The difference between actual results and the relevant expectation.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The difference between actual results and the relevant expectation.","i":1268,"id":"reporting.earnings-surprise","lv":"core","ph":"earnings surprise results surprise earnings surprise results surprise earnings surprise the difference between actual results and the relevant expectation the difference between actual results and the relevant expectation define earnings surprise before comparing it across periods you will see earnings surprise in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here earnings surprise means the difference between actual results and the relevant expectation corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Earnings surprise","t":"Earnings surprise","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/earnings-surprise/","ui":"Define earnings surprise before comparing it across periods."},{"a":["call transcript"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A written record of an earnings call.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A written record of an earnings call.","i":1269,"id":"reporting.earnings-transcript","lv":"core","ph":"earnings transcript call transcript call transcript earnings transcript earnings transcript a written record of an earnings call a written record of an earnings call the reader should be able to distinguish earnings transcript from managements interpretation of it you will see earnings transcript in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here earnings transcript means a written record of an earnings call corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Earnings transcript","t":"Earnings transcript","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/earnings-transcript/","ui":"The reader should be able to distinguish earnings transcript from management’s interpretation of it."},{"a":["profit visibility"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The degree to which future earnings can be estimated from recurring or contracted drivers.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The degree to which future earnings can be estimated from recurring or contracted drivers.","i":1270,"id":"reporting.earnings-visibility","lv":"working","ph":"earnings visibility profit visibility earnings visibility profit visibility earnings visibility the degree to which future earnings can be estimated from recurring or contracted drivers the degree to which future earnings can be estimated from recurring or contracted drivers define earnings visibility before comparing it across periods you will see earnings visibility in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here earnings visibility means the degree to which future earnings can be estimated from recurring or contracted drivers corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce right contract law global context dependent","sn":"Earnings visibility","t":"Earnings visibility","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/earnings-visibility/","ui":"Define earnings visibility before comparing it across periods."},{"a":["operating earnings"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Earnings before interest and taxes under the measure's stated definition.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Earnings before interest and taxes under the measure's stated definition.","i":1271,"id":"bizfinance.ebit","lv":"core","ph":"ebit operating earnings ebit operating earnings ebit earnings before interest and taxes under the measures stated definition earnings before interest and taxes under the measures stated definition compare ebit with the same cohort and period before drawing a conclusion you will see ebit in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here ebit means earnings before interest and taxes under the measures stated definition finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce global context dependent","sn":"EBIT","t":"EBIT","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/ebit/","ui":"Compare EBIT with the same cohort and period before drawing a conclusion."},{"a":["EV/EBIT"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Enterprise value divided by EBIT.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Enterprise value divided by EBIT.","i":1272,"id":"bizfinance.ebit-multiple","lv":"working","ph":"ebit multiple ev ebit ebit multiple ev ebit ebit multiple enterprise value divided by ebit enterprise value divided by ebit the number is useful only if everyone calculates ebit multiple the same way you will see ebit multiple in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here ebit multiple means enterprise value divided by ebit finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process global context dependent","sn":"EBIT multiple","t":"EBIT multiple","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/ebit-multiple/","ui":"The number is useful only if everyone calculates eBIT multiple the same way."},{"a":["earnings before interest taxes depreciation and amortization"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Earnings before interest, taxes, depreciation and amortisation, often used as a non-GAAP or non-IFRS performance measure.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Earnings before interest, taxes, depreciation and amortisation, often used as a non-GAAP or non-IFRS performance measure.","i":1273,"id":"bizfinance.ebitda","lv":"core","ph":"ebitda earnings before interest taxes depreciation and amortization earnings before interest taxes depreciation and amortization ebitda ebitda earnings before interest taxes depreciation and amortisation often used as a non gaap or non ifrs performance measure earnings before interest taxes depreciation and amortisation often used as a non gaap or non ifrs performance measure how are we defining ebitda in this deck you will see ebitda in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here ebitda means earnings before interest taxes depreciation and amortisation often used as a non gaap or non ifrs performance measure finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit adjusted ebitda operating profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce global context dependent","sn":"EBITDA","t":"EBITDA","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/ebitda/","ui":"How are we defining EBITDA in this deck?"},{"a":["adjusted EBITDA margin"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"EBITDA divided by revenue under the company's stated measure.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"EBITDA divided by revenue under the company's stated measure.","i":1274,"id":"bizfinance.ebitda-margin","lv":"working","ph":"ebitda margin adjusted ebitda margin adjusted ebitda margin ebitda margin ebitda margin ebitda divided by revenue under the companys stated measure ebitda divided by revenue under the companys stated measure keep ebitda margin on the dashboard but show the definition and reporting period beside it you will see ebitda margin in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here ebitda margin means ebitda divided by revenue under the companys stated measure finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce organisation party global context dependent","sn":"EBITDA margin","t":"EBITDA margin","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/ebitda-margin/","ui":"Keep eBITDA margin on the dashboard, but show the definition and reporting period beside it."},{"a":["EV/EBITDA"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Enterprise value divided by EBITDA under stated definitions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Enterprise value divided by EBITDA under stated definitions.","i":1275,"id":"bizfinance.ebitda-multiple","lv":"core","ph":"ebitda multiple ev ebitda ebitda multiple ev ebitda ebitda multiple enterprise value divided by ebitda under stated definitions enterprise value divided by ebitda under stated definitions the number is useful only if everyone calculates ebitda multiple the same way you will see ebitda multiple in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here ebitda multiple means enterprise value divided by ebitda under stated definitions finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process global context dependent","sn":"EBITDA multiple","t":"EBITDA multiple","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/ebitda-multiple/","ui":"The number is useful only if everyone calculates eBITDA multiple the same way."},{"a":["environmental label"],"amb":["ecolabel"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A label indicating environmental attributes under a specified programme.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A label indicating environmental attributes under a specified programme.","i":1276,"id":"sustainability.ecolabel","lv":"core","ph":"ecolabel environmental label ecolabel environmental label ecolabel a label indicating environmental attributes under a specified programme a label indicating environmental attributes under a specified programme the control owner needs to resolve the exception around ecolabel you will see ecolabel in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here ecolabel means a label indicating environmental attributes under a specified programme sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance certification mark corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Ecolabel","t":"Ecolabel","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/ecolabel/","ui":"The control owner needs to resolve the exception around ecolabel."},{"a":["budget holder","budget owner"],"amb":["Budget holder","budget owner"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The person with authority over the budget or final financial approval.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","investor","marketing","product","sales","finance"],"e":"The person with authority over the budget or final financial approval.","i":1277,"id":"revenue.economic-buyer","lv":"core","ph":"economic buyer budget holder budget owner budget holder budget owner economic buyer economic buyer the person with authority over the budget or final financial approval the person with authority over the budget or final financial approval sales needs one agreed definition of economic buyer before the forecast review you will see economic buyer in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here economic buyer means the person with authority over the budget or final financial approval revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles buyer budget holder budget owner startup business corporate investor marketing product sales finance strategy market research planning pitching go to market sales contracting customer success renewal role person finance commerce status decision global context dependent","sn":"Economic buyer","t":"Economic buyer","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/economic-buyer/","ui":"Sales needs one agreed definition of economic buyer before the forecast review."},{"a":["EOQ"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A modelled order size balancing specified ordering and holding costs.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A modelled order size balancing specified ordering and holding costs.","i":1278,"id":"operations.economic-order-quantity","lv":"working","ph":"economic order quantity eoq economic order quantity eoq economic order quantity a modelled order size balancing specified ordering and holding costs a modelled order size balancing specified ordering and holding costs compare economic order quantity with the same cohort and period before drawing a conclusion you will see economic order quantity in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here economic order quantity means a modelled order size balancing specified ordering and holding costs operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification equipment technology workflow process format genre model global context dependent","sn":"Economic order quantity","t":"Economic order quantity","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/economic-order-quantity/","ui":"Compare economic order quantity with the same cohort and period before drawing a conclusion."},{"a":["unit of analysis"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The customer, order, location, transaction or other unit used for unit-economics analysis.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The customer, order, location, transaction or other unit used for unit-economics analysis.","i":1279,"id":"bizfinance.economic-unit","lv":"core","ph":"economic unit unit of analysis economic unit unit of analysis economic unit the customer order location transaction or other unit used for unit economics analysis the customer order location transaction or other unit used for unit economics analysis compare economic unit with the same cohort and period before drawing a conclusion you will see economic unit in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here economic unit means the customer order location transaction or other unit used for unit economics analysis finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification role person finance commerce global context dependent","sn":"Economic unit","t":"Economic unit","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/economic-unit/","ui":"Compare economic unit with the same cohort and period before drawing a conclusion."},{"a":["scale economies","scale advantage"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Cost or efficiency advantages gained as volume increases.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product","finance"],"e":"Producing more makes each unit cheaper or more efficient.","i":1280,"id":"strategy.economies-of-scale","lv":"core","ph":"economies of scale scale economies scale advantage economies of scale scale advantage scale economies economies of scale producing more makes each unit cheaper or more efficient cost or efficiency advantages gained as volume increases the strategy depends on economies of scale in procurement you will see economies of scale in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage in strategic choices and advantage different calculation boundaries periods or accounting treatments can change the number and the decision here economies of scale means cost or efficiency advantages gained as volume increases strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product finance strategy market research planning pitching accounting forecasting valuation reporting financing metric standard specification equipment technology format genre model global context dependent","sn":"Economies of scale","t":"Economies of scale","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/economies-of-scale/","ui":"The strategy depends on economies of scale in procurement."},{"a":["scope economies"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Advantages gained by sharing resources or capabilities across different products, customers or markets.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Offering several things together is cheaper or more valuable than separately.","i":1281,"id":"strategy.economies-of-scope","lv":"working","ph":"economies of scope scope economies economies of scope scope economies economies of scope offering several things together is cheaper or more valuable than separately advantages gained by sharing resources or capabilities across different products customers or markets the platform creates economies of scope across three services you will see economies of scope in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here economies of scope means advantages gained by sharing resources or capabilities across different products customers or markets strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Economies of scope","t":"Economies of scope","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/economies-of-scope/","ui":"The platform creates economies of scope across three services."},{"a":["ecological system"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A community of organisms interacting with each other and their physical environment.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A community of organisms interacting with each other and their physical environment.","i":1282,"id":"sustainability.ecosystem","lv":"core","ph":"ecosystem ecological system ecological system ecosystem ecosystem a community of organisms interacting with each other and their physical environment a community of organisms interacting with each other and their physical environment can we separate the target for ecosystem from measured performance you will see ecosystem in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here ecosystem means a community of organisms interacting with each other and their physical environment sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology risk ethics access global context dependent","sn":"Ecosystem","t":"Ecosystem","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/ecosystem/","ui":"Can we separate the target for ecosystem from measured performance?"},{"a":["nature service"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A benefit people and economies obtain from ecosystems.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A benefit people and economies obtain from ecosystems.","i":1283,"id":"sustainability.ecosystem-service","lv":"core","ph":"ecosystem service nature service ecosystem service nature service ecosystem service a benefit people and economies obtain from ecosystems a benefit people and economies obtain from ecosystems state the boundary and evidence behind ecosystem service before publishing the claim you will see ecosystem service in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here ecosystem service means a benefit people and economies obtain from ecosystems sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology risk ethics access global context dependent","sn":"Ecosystem service","t":"Ecosystem service","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/ecosystem-service/","ui":"State the boundary and evidence behind ecosystem service before publishing the claim."},{"a":["Electronic Data Gathering, Analysis, and Retrieval"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The SEC's electronic system for company filings and public access.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The SEC's electronic system for company filings and public access.","i":1284,"id":"reporting.edgar","lv":"core","ph":"edgar electronic data gathering analysis and retrieval edgar electronic data gathering analysis and retrieval edgar the secs electronic system for company filings and public access the secs electronic system for company filings and public access which version of edgar should the board treat as current you will see edgar in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here edgar means the secs electronic system for company filings and public access corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce equipment technology organisation party global context dependent","sn":"EDGAR","t":"EDGAR","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/edgar/","ui":"Which version of EDGAR should the board treat as current?"},{"a":["corner case"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A less common condition at the boundary of normal use that may behave differently.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"An unusual situation the product still needs to handle.","i":1285,"id":"product.edge-case","lv":"core","ph":"edge case corner case corner case edge case edge case an unusual situation the product still needs to handle a less common condition at the boundary of normal use that may behave differently the edge case becomes common for international users you will see edge case in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here edge case means a less common condition at the boundary of normal use that may behave differently product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Edge case","t":"Edge case","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/edge-case/","ui":"The edge case becomes common for international users."},{"a":["content calendar"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A calendar assigning content topics, formats, dates and owners.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A calendar assigning content topics, formats, dates and owners.","i":1286,"id":"marketing.editorial-calendar","lv":"core","ph":"editorial calendar content calendar content calendar editorial calendar editorial calendar a calendar assigning content topics formats dates and owners a calendar assigning content topics formats dates and owners the report should separate the effect of editorial calendar from correlation you will see editorial calendar in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here editorial calendar means a calendar assigning content topics formats dates and owners marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model global context dependent","sn":"Editorial calendar","t":"Editorial calendar","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/editorial-calendar/","ui":"The report should separate the effect of editorial calendar from correlation."},{"a":["writing style guide"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Rules governing spelling, grammar, terminology, tone and content conventions.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Rules governing spelling, grammar, terminology, tone and content conventions.","i":1287,"id":"marketing.editorial-style-guide","lv":"core","ph":"editorial style guide writing style guide editorial style guide writing style guide editorial style guide rules governing spelling grammar terminology tone and content conventions rules governing spelling grammar terminology tone and content conventions can we make editorial style guide specific enough that another team could use it correctly you will see editorial style guide in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here editorial style guide means rules governing spelling grammar terminology tone and content conventions marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Editorial style guide","t":"Editorial style guide","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/editorial-style-guide/","ui":"Can we make editorial style guide specific enough that another team could use it correctly?"},{"a":["treatment effect"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The magnitude of a difference or relationship, independent of sample size.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"How large the change actually is.","i":1288,"id":"product.effect-size","lv":"working","ph":"effect size treatment effect effect size treatment effect effect size how large the change actually is the magnitude of a difference or relationship independent of sample size the effect size is too small to justify the complexity you will see effect size in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here effect size means the magnitude of a difference or relationship independent of sample size product technology and innovation product management technology and innovation experiments testing and rollout startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Effect size","t":"Effect size","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/effect-size/","ui":"The effect size is too small to justify the complexity."},{"a":["date of effect"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The date an agreement becomes legally effective, which may differ from signature or commencement.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The date an agreement becomes legally effective, which may differ from signature or commencement.","i":1289,"id":"governance.effective-date","lv":"core","ph":"effective date date of effect date of effect effective date effective date the date an agreement becomes legally effective which may differ from signature or commencement the date an agreement becomes legally effective which may differ from signature or commencement do not describe effective date as agreed until the operative document says so you will see effective date in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here effective date means the date an agreement becomes legally effective which may differ from signature or commencement corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Effective date","t":"Effective date","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/effective-date/","ui":"Do not describe effective date as agreed until the operative document says so."},{"a":["cloud elasticity"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The ability of computing resources to expand or contract with demand.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Computing capacity adjusts as demand changes.","i":1290,"id":"product.elasticity","lv":"working","ph":"elasticity cloud elasticity cloud elasticity elasticity elasticity computing capacity adjusts as demand changes the ability of computing resources to expand or contract with demand elasticity reduces overprovisioning during quiet periods you will see elasticity in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here elasticity means the ability of computing resources to expand or contract with demand product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations document artifact right contract law equipment technology global context dependent","sn":"Elasticity","t":"Elasticity","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/elasticity/","ui":"Elasticity reduces overprovisioning during quiet periods."},{"a":["price elasticity"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The responsiveness of demand to a change in price or another factor.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The responsiveness of demand to a change in price or another factor.","i":1291,"id":"revenue.elasticity-of-demand","lv":"working","ph":"elasticity of demand price elasticity elasticity of demand price elasticity elasticity of demand the responsiveness of demand to a change in price or another factor the responsiveness of demand to a change in price or another factor the pricing slide needs to separate elasticity of demand from the commercial assumptions around it you will see elasticity of demand in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here elasticity of demand means the responsiveness of demand to a change in price or another factor revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Elasticity of demand","t":"Elasticity of demand","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/elasticity-of-demand/","ui":"The pricing slide needs to separate elasticity of demand from the commercial assumptions around it."},{"a":["e-signature"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An electronic method of signing whose legal effect depends on applicable law and process.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An electronic method of signing whose legal effect depends on applicable law and process.","i":1292,"id":"governance.electronic-signature","lv":"core","ph":"electronic signature e signature e signature electronic signature electronic signature an electronic method of signing whose legal effect depends on applicable law and process an electronic method of signing whose legal effect depends on applicable law and process do not describe electronic signature as agreed until the operative document says so you will see electronic signature in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here electronic signature means an electronic method of signing whose legal effect depends on applicable law and process corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law workflow process global context dependent","sn":"Electronic signature","t":"Electronic signature","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/electronic-signature/","ui":"Do not describe electronic signature as agreed until the operative document says so."},{"a":["elevator speech"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A concise spoken explanation intended to create understanding and interest quickly.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A concise spoken explanation intended to create understanding and interest quickly.","i":1293,"id":"marketing.elevator-pitch","lv":"core","ph":"elevator pitch elevator speech elevator pitch elevator speech elevator pitch a concise spoken explanation intended to create understanding and interest quickly a concise spoken explanation intended to create understanding and interest quickly can we make elevator pitch specific enough that another team could use it correctly you will see elevator pitch in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here elevator pitch means a concise spoken explanation intended to create understanding and interest quickly marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting document artifact format genre model global context dependent","sn":"Elevator pitch","t":"Elevator pitch","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/elevator-pitch/","ui":"Can we make elevator pitch specific enough that another team could use it correctly?"},{"a":["extract load transform"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Extract, load and transform: loading source data first and transforming it within the target system.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Load raw data first, then clean it in the destination.","i":1294,"id":"product.elt","lv":"working","ph":"elt extract load transform elt extract load transform elt load raw data first then clean it in the destination extract load and transform loading source data first and transforming it within the target system elt uses the warehouses computing power you will see elt in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here elt means extract load and transform loading source data first and transforming it within the target system product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"ELT","t":"ELT","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/elt/","ui":"ELT uses the warehouse's computing power."},{"a":["email campaigns"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Commercial or relationship communication sent through email.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Commercial or relationship communication sent through email.","i":1295,"id":"marketing.email-marketing","lv":"core","ph":"email marketing email campaigns email campaigns email marketing email marketing commercial or relationship communication sent through email commercial or relationship communication sent through email the report should separate the effect of email marketing from correlation you will see email marketing in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here email marketing means commercial or relationship communication sent through email marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Email marketing","t":"Email marketing","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/email-marketing/","ui":"The report should separate the effect of email marketing from correlation."},{"a":["release embargo"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A restriction preventing publication before a specified time.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A restriction preventing publication before a specified time.","i":1296,"id":"reporting.embargo","lv":"core","ph":"embargo release embargo embargo release embargo embargo a restriction preventing publication before a specified time a restriction preventing publication before a specified time do not describe embargo as agreed until the operative document says so you will see embargo in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here embargo means a restriction preventing publication before a specified time corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Embargo","t":"Embargo","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/embargo/","ui":"Do not describe embargo as agreed until the operative document says so."},{"a":["embedded channel"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Distribution achieved by placing a product or service inside another product, workflow or platform.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Distribution achieved by placing a product or service inside another product, workflow or platform.","i":1297,"id":"revenue.embedded-distribution","lv":"working","ph":"embedded distribution embedded channel embedded channel embedded distribution embedded distribution distribution achieved by placing a product or service inside another product workflow or platform distribution achieved by placing a product or service inside another product workflow or platform the process map needs an exception path for embedded distribution you will see embedded distribution in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here embedded distribution means distribution achieved by placing a product or service inside another product workflow or platform revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce equipment technology workflow process format genre model global context dependent","sn":"Embedded distribution","t":"Embedded distribution","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/embedded-distribution/","ui":"The process map needs an exception path for embedded distribution."},{"a":["institutionalisation"],"amb":["Embedding"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Making a new practice part of normal operating routines.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Making a new practice part of normal operating routines.","i":1298,"id":"people.embedding.people-organisation-change-culture-change","lv":"core","ph":"embedding institutionalisation embedding institutionalisation embedding making a new practice part of normal operating routines making a new practice part of normal operating routines can we identify the groups most affected by embedding before the rollout you will see embedding in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here embedding means making a new practice part of normal operating routines people organisation and change organisation design people systems and change culture transformation and change embedding startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Embedding","t":"Embedding","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/embedding--people-embedding-people-organisation-change-culture-change/","ui":"Can we identify the groups most affected by embedding before the rollout?"},{"a":["vector embedding"],"amb":["Embedding"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A numeric representation placing similar items near one another in a vector space.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A number-based representation used to compare meaning.","i":1299,"id":"product.embedding.product-technology-innovation-ai-product","lv":"working","ph":"embedding vector embedding embedding vector embedding embedding a number based representation used to compare meaning a numeric representation placing similar items near one another in a vector space the search uses embeddings to retrieve related documents you will see embedding in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here embedding means a numeric representation placing similar items near one another in a vector space product technology and innovation product management technology and innovation ai product and model operations embedding startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Embedding","t":"Embedding","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/embedding--product-embedding-product-technology-innovation-ai-product/","ui":"The search uses embeddings to retrieve related documents."},{"a":["emergency management"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Immediate actions protecting people, property and environment during an emergency.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Immediate actions protecting people, property and environment during an emergency.","i":1300,"id":"operations.emergency-response","lv":"core","ph":"emergency response emergency management emergency management emergency response emergency response immediate actions protecting people property and environment during an emergency immediate actions protecting people property and environment during an emergency add emergency response to the risk register with an owner and mitigation you will see emergency response in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here emergency response means immediate actions protecting people property and environment during an emergency operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Emergency response","t":"Emergency response","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/emergency-response/","ui":"Add emergency response to the risk register with an owner and mitigation."},{"a":["developing market"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A market that is developing rapidly and may have less mature institutions, infrastructure or category norms.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A market that is growing and still taking shape.","i":1301,"id":"strategy.emerging-market","lv":"working","ph":"emerging market developing market developing market emerging market emerging market a market that is growing and still taking shape a market that is developing rapidly and may have less mature institutions infrastructure or category norms do not treat all emerging markets as one customer segment you will see emerging market in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here emerging market means a market that is developing rapidly and may have less mature institutions infrastructure or category norms strategy markets and business models strategy market analysis and business models markets industries and categories startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Emerging market","t":"Emerging market","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/emerging-market/","ui":"Do not treat all emerging markets as one customer segment."},{"a":["nascent risk"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A new or changing risk whose likelihood, impact or form is not yet well understood.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A new or changing risk whose likelihood, impact or form is not yet well understood.","i":1302,"id":"governance.emerging-risk","lv":"working","ph":"emerging risk nascent risk emerging risk nascent risk emerging risk a new or changing risk whose likelihood impact or form is not yet well understood a new or changing risk whose likelihood impact or form is not yet well understood which version of emerging risk should the board treat as current you will see emerging risk in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here emerging risk means a new or changing risk whose likelihood impact or form is not yet well understood corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law risk ethics access global context dependent","sn":"Emerging risk","t":"Emerging risk","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/emerging-risk/","ui":"Which version of emerging risk should the board treat as current?"},{"a":["emissions factor"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A coefficient converting activity data into estimated emissions.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A coefficient converting activity data into estimated emissions.","i":1303,"id":"sustainability.emission-factor","lv":"core","ph":"emission factor emissions factor emission factor emissions factor emission factor a coefficient converting activity data into estimated emissions a coefficient converting activity data into estimated emissions state the boundary and evidence behind emission factor before publishing the claim you will see emission factor in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here emission factor means a coefficient converting activity data into estimated emissions sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology risk ethics access global context dependent","sn":"Emission factor","t":"Emission factor","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/emission-factor/","ui":"State the boundary and evidence behind emission factor before publishing the claim."},{"a":["GHG reduction"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A decrease in emissions relative to a defined baseline.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A decrease in emissions relative to a defined baseline.","i":1304,"id":"sustainability.emission-reduction","lv":"core","ph":"emission reduction ghg reduction emission reduction ghg reduction emission reduction a decrease in emissions relative to a defined baseline a decrease in emissions relative to a defined baseline the sustainability report needs the method exclusions and assurance status for emission reduction you will see emission reduction in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here emission reduction means a decrease in emissions relative to a defined baseline sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Emission reduction","t":"Emission reduction","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/emission-reduction/","ui":"The sustainability report needs the method, exclusions and assurance status for emission reduction."},{"a":["GHG target"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A target to reduce greenhouse-gas emissions against a defined baseline.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A target to reduce greenhouse-gas emissions against a defined baseline.","i":1305,"id":"sustainability.emissions-reduction-target","lv":"core","ph":"emissions reduction target ghg target emissions reduction target ghg target emissions reduction target a target to reduce greenhouse gas emissions against a defined baseline a target to reduce greenhouse gas emissions against a defined baseline which standard and reporting period govern emissions reduction target you will see emissions reduction target in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here emissions reduction target means a target to reduce greenhouse gas emissions against a defined baseline sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Emissions-reduction target","t":"Emissions-reduction target","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/emissions-reduction-target/","ui":"Which standard and reporting period govern emissions-reduction target?"},{"a":["emotional payoff"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A feeling or psychological outcome associated with the offer.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A feeling or psychological outcome associated with the offer.","i":1306,"id":"marketing.emotional-benefit","lv":"core","ph":"emotional benefit emotional payoff emotional benefit emotional payoff emotional benefit a feeling or psychological outcome associated with the offer a feeling or psychological outcome associated with the offer what evidence makes emotional benefit believable you will see emotional benefit in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here emotional benefit means a feeling or psychological outcome associated with the offer marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Emotional benefit","t":"Emotional benefit","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/emotional-benefit/","ui":"What evidence makes emotional benefit believable?"},{"a":["emotional need"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The way a customer wants to feel or avoid feeling in a situation.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How the customer wants to feel.","i":1307,"id":"strategy.emotional-job","lv":"working","ph":"emotional job emotional need emotional job emotional need emotional job how the customer wants to feel the way a customer wants to feel or avoid feeling in a situation confidence before the board review is an emotional job you will see emotional job in strategy decks market analyses business plans and planning workshops when the discussion reaches needs jobs and value propositions it helps a reader interpret needs jobs and value propositions without confusing the measure decision role or evidence being discussed here emotional job means the way a customer wants to feel or avoid feeling in a situation strategy markets and business models strategy market analysis and business models needs jobs and value propositions startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Emotional job","t":"Emotional job","tp":"Needs, jobs & value propositions","tpid":"strategy-market-models.customer-needs","u":"terms/emotional-job/","ui":"Confidence before the board review is an emotional job."},{"a":["EOM"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A paragraph highlighting a properly disclosed matter fundamental to understanding the statements.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A paragraph highlighting a properly disclosed matter fundamental to understanding the statements.","i":1308,"id":"governance.emphasis-of-matter-paragraph","lv":"specialist","ph":"emphasis of matter paragraph eom emphasis of matter paragraph eom emphasis of matter paragraph a paragraph highlighting a properly disclosed matter fundamental to understanding the statements a paragraph highlighting a properly disclosed matter fundamental to understanding the statements the team needs one controlled copy of emphasis of matter paragraph with an owner and date you will see emphasis of matter paragraph in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here emphasis of matter paragraph means a paragraph highlighting a properly disclosed matter fundamental to understanding the statements corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law organisation party status decision global context dependent","sn":"Emphasis-of-matter paragraph","t":"Emphasis-of-matter paragraph","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/emphasis-of-matter-paragraph/","ui":"The team needs one controlled copy of emphasis-of-matter paragraph, with an owner and date."},{"a":["Scope 3 Category 7"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A Scope 3 category covering travel between employees' homes and workplaces.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A Scope 3 category covering travel between employees' homes and workplaces.","i":1309,"id":"sustainability.employee-commuting","lv":"core","ph":"employee commuting scope 3 category 7 employee commuting scope 3 category 7 employee commuting a scope 3 category covering travel between employees homes and workplaces a scope 3 category covering travel between employees homes and workplaces the sustainability report needs the method exclusions and assurance status for employee commuting you will see employee commuting in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here employee commuting means a scope 3 category covering travel between employees homes and workplaces sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance role person risk ethics access global context dependent","sn":"Employee commuting","t":"Employee commuting","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/employee-commuting/","ui":"The sustainability report needs the method, exclusions and assurance status for employee commuting."},{"a":["option pool","talent pool"],"amb":["option pool","talent pool"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Shares reserved for employee and advisor equity awards.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Company ownership set aside for team grants.","i":1310,"id":"startup.employee-equity-pool","lv":"core","ph":"employee equity pool option pool talent pool employee equity pool option pool talent pool employee equity pool company ownership set aside for team grants shares reserved for employee and advisor equity awards the employee equity pool needs to cover planned hiring you will see employee equity pool in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here employee equity pool means shares reserved for employee and advisor equity awards startups venture and fundraising startup formation venture capital and fundraising founder and employee equity option pool talent pool startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party status decision global context dependent","sn":"Employee equity pool","t":"Employee equity pool","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/employee-equity-pool/","ui":"The employee equity pool needs to cover planned hiring."},{"a":["EX"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The overall experience of work across interactions, environment and lifecycle.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The overall experience of work across interactions, environment and lifecycle.","i":1311,"id":"people.employee-experience","lv":"core","ph":"employee experience ex employee experience ex employee experience the overall experience of work across interactions environment and lifecycle the overall experience of work across interactions environment and lifecycle compare employee experience with the same cohort and period before drawing a conclusion you will see employee experience in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here employee experience means the overall experience of work across interactions environment and lifecycle people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification role person workflow process organisation party global context dependent","sn":"Employee experience","t":"Employee experience","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/employee-experience/","ui":"Compare employee experience with the same cohort and period before drawing a conclusion."},{"a":["employee secondary"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A transaction allowing employees to sell vested shares or exercise and sell options.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Employees can turn some equity into cash.","i":1312,"id":"startup.employee-liquidity","lv":"working","ph":"employee liquidity employee secondary employee liquidity employee secondary employee liquidity employees can turn some equity into cash a transaction allowing employees to sell vested shares or exercise and sell options employee liquidity can reduce pressure before an exit you will see employee liquidity in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here employee liquidity means a transaction allowing employees to sell vested shares or exercise and sell options startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"Employee liquidity","t":"Employee liquidity","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/employee-liquidity/","ui":"Employee liquidity can reduce pressure before an exit."},{"a":["eNPS"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A survey measure based on willingness to recommend the organisation as a workplace.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A survey measure based on willingness to recommend the organisation as a workplace.","i":1313,"id":"people.employee-net-promoter-score","lv":"core","ph":"employee net promoter score enps employee net promoter score enps employee net promoter score a survey measure based on willingness to recommend the organisation as a workplace a survey measure based on willingness to recommend the organisation as a workplace keep employee net promoter score on the dashboard but show the definition and reporting period beside it you will see employee net promoter score in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here employee net promoter score means a survey measure based on willingness to recommend the organisation as a workplace people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification role person organisation party global context dependent","sn":"Employee Net Promoter Score","t":"Employee Net Promoter Score","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/employee-net-promoter-score/","ui":"Keep employee Net Promoter Score on the dashboard, but show the definition and reporting period beside it."},{"a":["employee equity"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Equity held or potentially held by employees through shares, options or other awards.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The part of the company owned by employees.","i":1314,"id":"startup.employee-ownership","lv":"core","ph":"employee ownership employee equity employee equity employee ownership employee ownership the part of the company owned by employees equity held or potentially held by employees through shares options or other awards the deck should not count ungranted pool as employee ownership you will see employee ownership in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here employee ownership means equity held or potentially held by employees through shares options or other awards startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party status decision global context dependent","sn":"Employee ownership","t":"Employee ownership","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/employee-ownership/","ui":"The deck should not count ungranted pool as employee ownership."},{"a":["ER case"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A recorded grievance, conduct or workplace-relations matter.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A recorded grievance, conduct or workplace-relations matter.","i":1315,"id":"people.employee-relations-case","lv":"working","ph":"employee relations case er case employee relations case er case employee relations case a recorded grievance conduct or workplace relations matter a recorded grievance conduct or workplace relations matter the number is useful only if everyone calculates employee relations case the same way you will see employee relations case in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here employee relations case means a recorded grievance conduct or workplace relations matter people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification role person organisation party global context dependent","sn":"Employee-relations case","t":"Employee-relations case","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/employee-relations-case/","ui":"The number is useful only if everyone calculates employee-relations case the same way."},{"a":["ERG","affinity group"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A voluntary employee-led group organised around shared identity, experience or interest.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A voluntary employee-led group organised around shared identity, experience or interest.","i":1316,"id":"people.employee-resource-group","lv":"core","ph":"employee resource group erg affinity group affinity group employee resource group erg employee resource group a voluntary employee led group organised around shared identity experience or interest a voluntary employee led group organised around shared identity experience or interest what behaviour should be different after employee resource group you will see employee resource group in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here employee resource group means a voluntary employee led group organised around shared identity experience or interest people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Employee resource group","t":"Employee resource group","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/employee-resource-group/","ui":"What behaviour should be different after employee resource group?"},{"a":["employee stock plan"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A plan allowing employees to receive or buy company equity.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A plan allowing employees to receive or buy company equity.","i":1317,"id":"people.employee-share-plan","lv":"core","ph":"employee share plan employee stock plan employee share plan employee stock plan employee share plan a plan allowing employees to receive or buy company equity a plan allowing employees to receive or buy company equity who is accountable for employee share plan and who is affected by it you will see employee share plan in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here employee share plan means a plan allowing employees to receive or buy company equity people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management document artifact role person organisation party global context dependent","sn":"Employee share plan","t":"Employee share plan","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/employee-share-plan/","ui":"Who is accountable for employee share plan, and who is affected by it?"},{"a":["employee share option","stock option"],"amb":["stock option"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A right granted to an employee to buy shares at a stated exercise price, subject to vesting and terms.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An employee can buy company shares later at a fixed price.","i":1318,"id":"startup.employee-stock-option","lv":"core","ph":"employee stock option employee share option stock option employee share option employee stock option stock option employee stock option an employee can buy company shares later at a fixed price a right granted to an employee to buy shares at a stated exercise price subject to vesting and terms the employee stock option is subject to four year vesting you will see employee stock option in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here employee stock option means a right granted to an employee to buy shares at a stated exercise price subject to vesting and terms startups venture and fundraising startup formation venture capital and fundraising founder and employee equity stock option startup investor finance corporate fundraising financing due diligence governance role person finance commerce right contract law organisation party global context dependent","sn":"Employee stock option","t":"Employee stock option","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/employee-stock-option/","ui":"The employee stock option is subject to four-year vesting."},{"a":["ESOP"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A plan through which employees hold company shares, with legal structures varying by jurisdiction.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A formal plan that gives employees company ownership.","i":1319,"id":"startup.employee-stock-ownership-plan","lv":"working","ph":"employee stock ownership plan esop employee stock ownership plan esop employee stock ownership plan a formal plan that gives employees company ownership a plan through which employees hold company shares with legal structures varying by jurisdiction esop means different things across jurisdictions you will see employee stock ownership plan in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here employee stock ownership plan means a plan through which employees hold company shares with legal structures varying by jurisdiction startups venture and fundraising startup formation venture capital and fundraising founder and employee equity startup investor finance corporate fundraising financing due diligence governance document artifact role person finance commerce right contract law organisation party global context dependent","sn":"Employee stock ownership plan","t":"Employee stock ownership plan","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/employee-stock-ownership-plan/","ui":"ESOP means different things across jurisdictions."},{"a":["staff turnover"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The rate at which employees leave and are replaced over a period.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The rate at which employees leave and are replaced over a period.","i":1320,"id":"people.employee-turnover","lv":"core","ph":"employee turnover staff turnover employee turnover staff turnover employee turnover the rate at which employees leave and are replaced over a period the rate at which employees leave and are replaced over a period keep employee turnover on the dashboard but show the definition and reporting period beside it you will see employee turnover in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here employee turnover means the rate at which employees leave and are replaced over a period people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification role person organisation party global context dependent","sn":"Employee turnover","t":"Employee turnover","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/employee-turnover/","ui":"Keep employee turnover on the dashboard, but show the definition and reporting period beside it."},{"a":["EVP"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The overall value and experience an organisation promises employees.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The overall value and experience an organisation promises employees.","i":1321,"id":"people.employee-value-proposition","lv":"core","ph":"employee value proposition evp employee value proposition evp employee value proposition the overall value and experience an organisation promises employees the overall value and experience an organisation promises employees can we identify the groups most affected by employee value proposition before the rollout you will see employee value proposition in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here employee value proposition means the overall value and experience an organisation promises employees people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Employee value proposition","t":"Employee value proposition","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/employee-value-proposition/","ui":"Can we identify the groups most affected by employee value proposition before the rollout?"},{"a":["employment brand"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"How an organisation is perceived as a place to work.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"How an organisation is perceived as a place to work.","i":1322,"id":"marketing.employer-brand","lv":"core","ph":"employer brand employment brand employer brand employment brand employer brand how an organisation is perceived as a place to work how an organisation is perceived as a place to work the work feels inconsistent because the team is using employer brand in three different ways you will see employer brand in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here employer brand means how an organisation is perceived as a place to work marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting format genre model organisation party global context dependent","sn":"Employer brand","t":"Employer brand","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/employer-brand/","ui":"The work feels inconsistent because the team is using employer brand in three different ways."},{"a":["employment contract"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contract setting terms of employment, subject to mandatory employment law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A contract setting terms of employment, subject to mandatory employment law.","i":1323,"id":"governance.employment-agreement","lv":"core","ph":"employment agreement employment contract employment agreement employment contract employment agreement a contract setting terms of employment subject to mandatory employment law a contract setting terms of employment subject to mandatory employment law the draft mentions employment agreement but the scope and jurisdiction are still unclear you will see employment agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here employment agreement means a contract setting terms of employment subject to mandatory employment law corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Employment agreement","t":"Employment agreement","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/employment-agreement/","ui":"The draft mentions employment agreement, but the scope and jurisdiction are still unclear."},{"a":["blank state"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The interface shown when no content, data or items are available.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"What a screen shows before it has content.","i":1324,"id":"product.empty-state","lv":"core","ph":"empty state blank state blank state empty state empty state what a screen shows before it has content the interface shown when no content data or items are available use the empty state to teach the first action you will see empty state in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here empty state means the interface shown when no content data or items are available product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Empty state","t":"Empty state","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/empty-state/","ui":"Use the empty state to teach the first action."},{"a":["data encryption"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Transformation of data so it is unreadable without the appropriate key.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Scramble data so unauthorised people cannot read it.","i":1325,"id":"product.encryption","lv":"core","ph":"encryption data encryption data encryption encryption encryption scramble data so unauthorised people cannot read it transformation of data so it is unreadable without the appropriate key encryption is required in transit and at rest you will see encryption in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here encryption means transformation of data so it is unreadable without the appropriate key product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations right contract law equipment technology global context dependent","sn":"Encryption","t":"Encryption","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/encryption/","ui":"Encryption is required in transit and at rest."},{"a":["stored-data encryption"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Protection of stored data through encryption.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Stored data is encrypted.","i":1326,"id":"product.encryption-at-rest","lv":"working","ph":"encryption at rest stored data encryption encryption at rest stored data encryption encryption at rest stored data is encrypted protection of stored data through encryption encryption at rest does not replace access control you will see encryption at rest in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here encryption at rest means protection of stored data through encryption product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations right contract law equipment technology global context dependent","sn":"Encryption at rest","t":"Encryption at rest","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/encryption-at-rest/","ui":"Encryption at rest does not replace access control."},{"a":["transport encryption"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Protection of data while moving between systems or networks.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Data is encrypted while travelling.","i":1327,"id":"product.encryption-in-transit","lv":"working","ph":"encryption in transit transport encryption encryption in transit transport encryption encryption in transit data is encrypted while travelling protection of data while moving between systems or networks encryption in transit uses current transport protocols you will see encryption in transit in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here encryption in transit means protection of data while moving between systems or networks product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations right contract law equipment technology global context dependent","sn":"Encryption in transit","t":"Encryption in transit","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/encryption-in-transit/","ui":"Encryption in transit uses current transport protocols."},{"a":["EOL"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The stage at which a product is retired and support or availability ends.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The product is being permanently discontinued.","i":1328,"id":"product.end-of-life","lv":"core","ph":"end of life eol end of life eol end of life the product is being permanently discontinued the stage at which a product is retired and support or availability ends publish the end of life migration plan early you will see end of life in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here end of life means the stage at which a product is retired and support or availability ends product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations equipment technology status decision global context dependent","sn":"End of life","t":"End of life","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/end-of-life/","ui":"Publish the end-of-life migration plan early."},{"a":["Scope 3 Category 12"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A Scope 3 category covering disposal and treatment of sold products.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A Scope 3 category covering disposal and treatment of sold products.","i":1329,"id":"sustainability.end-of-life-treatment","lv":"working","ph":"end of life treatment scope 3 category 12 end of life treatment scope 3 category 12 end of life treatment a scope 3 category covering disposal and treatment of sold products a scope 3 category covering disposal and treatment of sold products which standard and reporting period govern end of life treatment you will see end of life treatment in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here end of life treatment means a scope 3 category covering disposal and treatment of sold products sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"End-of-life treatment","t":"End-of-life treatment","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/end-of-life-treatment/","ui":"Which standard and reporting period govern end-of-life treatment?"},{"a":["ultimate user"],"amb":["End user"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The person who ultimately operates or consumes the purchased product or service.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The person who ultimately operates or consumes the purchased product or service.","i":1330,"id":"revenue.end-user","lv":"core","ph":"end user ultimate user end user ultimate user end user the person who ultimately operates or consumes the purchased product or service the person who ultimately operates or consumes the purchased product or service bring end user into the next review before the decision gets made around them you will see end user in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here end user means the person who ultimately operates or consumes the purchased product or service revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles user startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce global context dependent","sn":"End user","t":"End user","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/end-user/","ui":"Bring end user into the next review before the decision gets made around them."},{"a":["EULA"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Software licence terms offered to the person or organisation using the software.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Software licence terms offered to the person or organisation using the software.","i":1331,"id":"governance.end-user-licence-agreement","lv":"core","ph":"end user licence agreement eula end user licence agreement eula end user licence agreement software licence terms offered to the person or organisation using the software software licence terms offered to the person or organisation using the software counsel wants end user licence agreement clarified before anyone signs you will see end user licence agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here end user licence agreement means software licence terms offered to the person or organisation using the software corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law equipment technology organisation party global context dependent","sn":"End-user licence agreement","t":"End-user licence agreement","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/end-user-licence-agreement/","ui":"Counsel wants end-user licence agreement clarified before anyone signs."},{"a":["endorsed architecture"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A brand with its own identity that is visibly supported by a parent or master brand.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A brand with its own identity that is visibly supported by a parent or master brand.","i":1332,"id":"marketing.endorsed-brand","lv":"core","ph":"endorsed brand endorsed architecture endorsed architecture endorsed brand endorsed brand a brand with its own identity that is visibly supported by a parent or master brand a brand with its own identity that is visibly supported by a parent or master brand the work feels inconsistent because the team is using endorsed brand in three different ways you will see endorsed brand in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here endorsed brand means a brand with its own identity that is visibly supported by a parent or master brand marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting format genre model organisation party global context dependent","sn":"Endorsed brand","t":"Endorsed brand","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/endorsed-brand/","ui":"The work feels inconsistent because the team is using endorsed brand in three different ways."},{"a":["testimonial endorsement"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A message conveying a person's or organisation's opinions, findings or experience with an offer.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A message conveying a person's or organisation's opinions, findings or experience with an offer.","i":1333,"id":"marketing.endorsement","lv":"core","ph":"endorsement testimonial endorsement endorsement testimonial endorsement endorsement a message conveying a persons or organisations opinions findings or experience with an offer a message conveying a persons or organisations opinions findings or experience with an offer the draft mentions endorsement but the scope and jurisdiction are still unclear you will see endorsement in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here endorsement means a message conveying a persons or organisations opinions findings or experience with an offer marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting role person format genre model organisation party risk ethics access global context dependent","sn":"Endorsement","t":"Endorsement","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/endorsement/","ui":"The draft mentions endorsement, but the scope and jurisdiction are still unclear."},{"a":["endorsed by line"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Text showing a parent or endorsing brand relationship.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Text showing a parent or endorsing brand relationship.","i":1334,"id":"marketing.endorsement-line","lv":"working","ph":"endorsement line endorsed by line endorsed by line endorsement line endorsement line text showing a parent or endorsing brand relationship text showing a parent or endorsing brand relationship can we show how endorsement line changes the audiences experience not just the language you will see endorsement line in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here endorsement line means text showing a parent or endorsing brand relationship marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Endorsement line","t":"Endorsement line","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/endorsement-line/","ui":"Can we show how endorsement line changes the audience’s experience, not just the language?"},{"a":["engaged visit"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A session meeting a platform's engagement criteria.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A session meeting a platform's engagement criteria.","i":1335,"id":"marketing.engaged-session","lv":"working","ph":"engaged session engaged visit engaged session engaged visit engaged session a session meeting a platforms engagement criteria a session meeting a platforms engagement criteria the number is useful only if everyone calculates engaged session the same way you will see engaged session in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here engaged session means a session meeting a platforms engagement criteria marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Engaged session","t":"Engaged session","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/engaged-session/","ui":"The number is useful only if everyone calculates engaged session the same way."},{"a":["employee engagement"],"amb":["Engagement"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The degree of employees' psychological connection, effort and commitment, measured through a stated method.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The degree of employees' psychological connection, effort and commitment, measured through a stated method.","i":1336,"id":"people.engagement.people-organisation-change-people-metrics","lv":"core","ph":"engagement employee engagement employee engagement engagement engagement the degree of employees psychological connection effort and commitment measured through a stated method the degree of employees psychological connection effort and commitment measured through a stated method keep engagement on the dashboard but show the definition and reporting period beside it you will see engagement in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here engagement means the degree of employees psychological connection effort and commitment measured through a stated method people organisation and change organisation design people systems and change retention engagement and workforce metrics engagement startup business corporate people operations people planning employment performance management change management metric standard specification role person workflow process organisation party global context dependent corporate","sn":"Engagement","t":"Engagement","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/engagement--people-engagement-people-organisation-change-people-metrics/","ui":"Keep engagement on the dashboard, but show the definition and reporting period beside it."},{"a":["investor engagement"],"amb":["Engagement","investor engagement"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Dialogue with a company intended to influence disclosure, governance or performance.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Dialogue with a company intended to influence disclosure, governance or performance.","i":1337,"id":"sustainability.engagement.sustainability-impact-esg-esg-foundations","lv":"core","ph":"engagement investor engagement engagement investor engagement engagement dialogue with a company intended to influence disclosure governance or performance dialogue with a company intended to influence disclosure governance or performance which standard and reporting period govern engagement you will see engagement in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here engagement means dialogue with a company intended to influence disclosure governance or performance sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations engagement shareholder engagement corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance organisation party risk ethics access global context dependent","sn":"Engagement","t":"Engagement","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/engagement--sustainability-engagement-sustainability-impact-esg-esg-foundations/","ui":"Which standard and reporting period govern engagement?"},{"a":["engagement percentage"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Engaged sessions divided by sessions under the analytics system's definition.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Engaged sessions divided by sessions under the analytics system's definition.","i":1338,"id":"marketing.engagement-rate","lv":"working","ph":"engagement rate engagement percentage engagement percentage engagement rate engagement rate engaged sessions divided by sessions under the analytics systems definition engaged sessions divided by sessions under the analytics systems definition keep engagement rate on the dashboard but show the definition and reporting period beside it you will see engagement rate in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here engagement rate means engaged sessions divided by sessions under the analytics systems definition marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification equipment technology format genre model global context dependent","sn":"Engagement rate","t":"Engagement rate","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/engagement-rate/","ui":"Keep engagement rate on the dashboard, but show the definition and reporting period beside it."},{"a":["employee engagement index"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A summary measure derived from selected engagement-survey questions.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A summary measure derived from selected engagement-survey questions.","i":1339,"id":"people.engagement-score","lv":"core","ph":"engagement score employee engagement index employee engagement index engagement score engagement score a summary measure derived from selected engagement survey questions a summary measure derived from selected engagement survey questions keep engagement score on the dashboard but show the definition and reporting period beside it you will see engagement score in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here engagement score means a summary measure derived from selected engagement survey questions people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Engagement score","t":"Engagement score","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/engagement-score/","ui":"Keep engagement score on the dashboard, but show the definition and reporting period beside it."},{"a":["employee survey"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A survey measuring employees' experience, commitment and workplace perceptions.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A survey measuring employees' experience, commitment and workplace perceptions.","i":1340,"id":"people.engagement-survey","lv":"core","ph":"engagement survey employee survey employee survey engagement survey engagement survey a survey measuring employees experience commitment and workplace perceptions a survey measuring employees experience commitment and workplace perceptions compare engagement survey with the same cohort and period before drawing a conclusion you will see engagement survey in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here engagement survey means a survey measuring employees experience commitment and workplace perceptions people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification role person organisation party global context dependent","sn":"Engagement survey","t":"Engagement survey","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/engagement-survey/","ui":"Compare engagement survey with the same cohort and period before drawing a conclusion."},{"a":["EDD"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Additional checks applied to higher-risk customers, transactions or situations.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Additional checks applied to higher-risk customers, transactions or situations.","i":1341,"id":"governance.enhanced-due-diligence","lv":"core","ph":"enhanced due diligence edd edd enhanced due diligence enhanced due diligence additional checks applied to higher risk customers transactions or situations additional checks applied to higher risk customers transactions or situations do not describe enhanced due diligence as agreed until the operative document says so you will see enhanced due diligence in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here enhanced due diligence means additional checks applied to higher risk customers transactions or situations corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law workflow process risk ethics access global context dependent","sn":"Enhanced due diligence","t":"Enhanced due diligence","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/enhanced-due-diligence/","ui":"Do not describe enhanced due diligence as agreed until the operative document says so."},{"a":["EA"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A negotiated agreement covering broad use across a large organisation, often with special commercial terms.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A negotiated agreement covering broad use across a large organisation, often with special commercial terms.","i":1342,"id":"revenue.enterprise-agreement","lv":"working","ph":"enterprise agreement ea ea enterprise agreement enterprise agreement a negotiated agreement covering broad use across a large organisation often with special commercial terms a negotiated agreement covering broad use across a large organisation often with special commercial terms do not describe enterprise agreement as agreed until the operative document says so you will see enterprise agreement in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here enterprise agreement means a negotiated agreement covering broad use across a large organisation often with special commercial terms revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law organisation party global context dependent","sn":"Enterprise agreement","t":"Enterprise agreement","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/enterprise-agreement/","ui":"Do not describe enterprise agreement as agreed until the operative document says so."},{"a":["ERM"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An organisation-wide approach to identifying, assessing and managing risks against objectives.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An organisation-wide approach to identifying, assessing and managing risks against objectives.","i":1343,"id":"governance.enterprise-risk-management","lv":"core","ph":"enterprise risk management erm enterprise risk management erm enterprise risk management an organisation wide approach to identifying assessing and managing risks against objectives an organisation wide approach to identifying assessing and managing risks against objectives add enterprise risk management to the risk register with an owner and mitigation you will see enterprise risk management in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here enterprise risk management means an organisation wide approach to identifying assessing and managing risks against objectives corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law workflow process organisation party risk ethics access global context dependent corporate","sn":"Enterprise risk management","t":"Enterprise risk management","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/enterprise-risk-management/","ui":"Add enterprise risk management to the risk register with an owner and mitigation."},{"a":["complex B2B sales"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Selling relatively complex, high-value offers to large organisations with multiple stakeholders and longer cycles.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Selling relatively complex, high-value offers to large organisations with multiple stakeholders and longer cycles.","i":1344,"id":"revenue.enterprise-sales","lv":"core","ph":"enterprise sales complex b 2 b sales complex b 2 b sales enterprise sales enterprise sales selling relatively complex high value offers to large organisations with multiple stakeholders and longer cycles selling relatively complex high value offers to large organisations with multiple stakeholders and longer cycles can we connect enterprise sales to a channel owner and measurable next step you will see enterprise sales in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here enterprise sales means selling relatively complex high value offers to large organisations with multiple stakeholders and longer cycles revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce equipment technology workflow process format genre model organisation party global context dependent","sn":"Enterprise sales","t":"Enterprise sales","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/enterprise-sales/","ui":"Can we connect enterprise sales to a channel, owner and measurable next step?"},{"a":["EV","company value"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Value attributed to operating assets for all capital providers, commonly derived from equity value plus net debt and adjustments.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor","sustainability","operations"],"e":"Value attributed to operating assets for all capital providers, commonly derived from equity value plus net debt and adjustments.","i":1345,"id":"bizfinance.enterprise-value","lv":"core","ph":"enterprise value ev company value company value enterprise value ev enterprise value value attributed to operating assets for all capital providers commonly derived from equity value plus net debt and adjustments value attributed to operating assets for all capital providers commonly derived from equity value plus net debt and adjustments the valuation memo needs to state the assumptions behind enterprise value you will see enterprise value in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here enterprise value means value attributed to operating assets for all capital providers commonly derived from equity value plus net debt and adjustments finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value equity value market capitalisation startup business corporate finance investor sustainability operations accounting planning forecasting valuation reporting financing strategy risk management sustainability reporting disclosure assurance finance commerce equipment technology workflow process global context dependent","sn":"Enterprise value","t":"Enterprise value","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/enterprise-value/","ui":"The valuation memo needs to state the assumptions behind enterprise value."},{"a":["integration clause"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A clause stating that the written contract contains the parties' complete agreement on its subject.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A clause stating that the written contract contains the parties' complete agreement on its subject.","i":1346,"id":"governance.entire-agreement","lv":"core","ph":"entire agreement integration clause entire agreement integration clause entire agreement a clause stating that the written contract contains the parties complete agreement on its subject a clause stating that the written contract contains the parties complete agreement on its subject counsel wants entire agreement clarified before anyone signs you will see entire agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here entire agreement means a clause stating that the written contract contains the parties complete agreement on its subject corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact right contract law global context dependent","sn":"Entire agreement","t":"Entire agreement","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/entire-agreement/","ui":"Counsel wants entire agreement clarified before anyone signs."},{"a":["plan entitlement"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A feature, service level, right or capacity included in a customer's purchased package.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A feature, service level, right or capacity included in a customer's purchased package.","i":1347,"id":"revenue.entitlement","lv":"working","ph":"entitlement plan entitlement entitlement plan entitlement entitlement a feature service level right or capacity included in a customers purchased package a feature service level right or capacity included in a customers purchased package the proposal must state how entitlement changes the customers bill you will see entitlement in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here entitlement means a feature service level right or capacity included in a customers purchased package revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce right contract law global context dependent","sn":"Entitlement","t":"Entitlement","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/entitlement/","ui":"The proposal must state how entitlement changes the customer’s bill."},{"a":["company-specific disclosure"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Information tailored to the company's actual circumstances rather than generic wording.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Information tailored to the company's actual circumstances rather than generic wording.","i":1348,"id":"reporting.entity-specific-disclosure","lv":"core","ph":"entity specific disclosure company specific disclosure company specific disclosure entity specific disclosure entity specific disclosure information tailored to the companys actual circumstances rather than generic wording information tailored to the companys actual circumstances rather than generic wording the draft mentions entity specific disclosure but the scope and jurisdiction are still unclear you will see entity specific disclosure in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here entity specific disclosure means information tailored to the companys actual circumstances rather than generic wording corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Entity-specific disclosure","t":"Entity-specific disclosure","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/entity-specific-disclosure/","ui":"The draft mentions entity-specific disclosure, but the scope and jurisdiction are still unclear."},{"a":["business founder"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A person who organises resources and assumes risk to create or grow an enterprise.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Someone who builds a new business or venture.","i":1349,"id":"startup.entrepreneur","lv":"core","ph":"entrepreneur business founder business founder entrepreneur entrepreneur someone who builds a new business or venture a person who organises resources and assumes risk to create or grow an enterprise the entrepreneur is testing several models before incorporation you will see entrepreneur in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here entrepreneur means a person who organises resources and assumes risk to create or grow an enterprise startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party risk ethics access global context dependent","sn":"Entrepreneur","t":"Entrepreneur","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/entrepreneur/","ui":"The entrepreneur is testing several models before incorporation."},{"a":["EIR"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A temporary role in a fund, company or institution for an experienced entrepreneur exploring ventures or advising teams.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An experienced founder attached to an organisation while developing or helping ventures.","i":1350,"id":"startup.entrepreneur-in-residence","lv":"working","ph":"entrepreneur in residence eir eir entrepreneur in residence entrepreneur in residence an experienced founder attached to an organisation while developing or helping ventures a temporary role in a fund company or institution for an experienced entrepreneur exploring ventures or advising teams the entrepreneur in residence is validating two spinout ideas you will see entrepreneur in residence in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here entrepreneur in residence means a temporary role in a fund company or institution for an experienced entrepreneur exploring ventures or advising teams startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Entrepreneur in residence","t":"Entrepreneur in residence","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/entrepreneur-in-residence/","ui":"The entrepreneur in residence is validating two spinout ideas."},{"a":["E factor"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A matter concerning climate, pollution, resources, nature or ecological systems.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A matter concerning climate, pollution, resources, nature or ecological systems.","i":1351,"id":"sustainability.environmental-factor","lv":"core","ph":"environmental factor e factor e factor environmental factor environmental factor a matter concerning climate pollution resources nature or ecological systems a matter concerning climate pollution resources nature or ecological systems which standard and reporting period govern environmental factor you will see environmental factor in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here environmental factor means a matter concerning climate pollution resources nature or ecological systems sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology risk ethics access global context dependent","sn":"Environmental factor","t":"Environmental factor","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/environmental-factor/","ui":"Which standard and reporting period govern environmental factor?"},{"a":["product epic"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A large body of work that is usually broken into smaller items.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A big piece of work too large for one small cycle.","i":1352,"id":"product.epic","lv":"core","ph":"epic product epic epic product epic epic a big piece of work too large for one small cycle a large body of work that is usually broken into smaller items split the epic by customer outcome you will see epic in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here epic means a large body of work that is usually broken into smaller items product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Epic","t":"Epic","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/epic/","ui":"Split the epic by customer outcome."},{"a":["pay equality"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Legal or policy requirement for equitable pay for equal or equivalent work, depending on jurisdiction.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Legal or policy requirement for equitable pay for equal or equivalent work, depending on jurisdiction.","i":1353,"id":"people.equal-pay","lv":"core","ph":"equal pay pay equality equal pay pay equality equal pay legal or policy requirement for equitable pay for equal or equivalent work depending on jurisdiction legal or policy requirement for equitable pay for equal or equivalent work depending on jurisdiction can we state who receives the right created by equal pay and when it applies you will see equal pay in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here equal pay means legal or policy requirement for equitable pay for equal or equivalent work depending on jurisdiction people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management document artifact right contract law organisation party global context dependent","sn":"Equal pay","t":"Equal pay","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/equal-pay/","ui":"Can we state who receives the right created by equal pay, and when it applies?"},{"a":["EPs"],"amb":["EPS"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A risk-management framework for environmental and social risk in project finance.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A risk-management framework for environmental and social risk in project finance.","i":1354,"id":"sustainability.equator-principles","lv":"working","ph":"equator principles eps eps equator principles equator principles a risk management framework for environmental and social risk in project finance a risk management framework for environmental and social risk in project finance can we separate the target for equator principles from measured performance you will see equator principles in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here equator principles means a risk management framework for environmental and social risk in project finance sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks earnings per share corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process format genre model risk ethics access global context dependent","sn":"Equator Principles","t":"Equator Principles","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/equator-principles/","ui":"Can we separate the target for equator Principles from measured performance?"},{"a":["shareholders' equity","net assets"],"amb":["Equity"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The residual interest in assets after deducting liabilities.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The residual interest in assets after deducting liabilities.","i":1355,"id":"bizfinance.equity.accounting-equity","lv":"core","ph":"equity shareholders equity net assets equity net assets shareholders equity equity the residual interest in assets after deducting liabilities the residual interest in assets after deducting liabilities the headline changes once we calculate equity consistently you will see equity in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here equity means the residual interest in assets after deducting liabilities finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity diversity equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Equity","t":"Equity","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/equity--bizfinance-equity-accounting-equity/","ui":"The headline changes once we calculate equity consistently."},{"a":["workplace equity","social equity"],"amb":["Equity"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Fair access, treatment and outcomes that account for differing barriers.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["startup","business","corporate","people","operations","investor","sustainability","finance"],"e":"Fair access, treatment and outcomes that account for differing barriers.","i":1356,"id":"sustainability.equity.social-equity","lv":"core","ph":"equity workplace equity social equity equity social equity workplace equity equity fair access treatment and outcomes that account for differing barriers fair access treatment and outcomes that account for differing barriers state the boundary and evidence behind equity before publishing the claim you will see equity in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here equity means fair access treatment and outcomes that account for differing barriers sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition equity startup business corporate people operations investor sustainability finance people planning employment performance management change management strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Equity","t":"Equity","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/equity--sustainability-equity-social-equity/","ui":"State the boundary and evidence behind equity before publishing the claim."},{"a":["cliff reset"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A new or changed cliff applied to an equity grant, usually requiring careful consent and explanation.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Start a new waiting period before additional equity vests.","i":1357,"id":"startup.equity-cliff-reset","lv":"specialist","ph":"equity cliff reset cliff reset cliff reset equity cliff reset equity cliff reset start a new waiting period before additional equity vests a new or changed cliff applied to an equity grant usually requiring careful consent and explanation the equity cliff reset should not be hidden in a promotion letter you will see equity cliff reset in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here equity cliff reset means a new or changed cliff applied to an equity grant usually requiring careful consent and explanation startups venture and fundraising startup formation venture capital and fundraising founder and employee equity startup investor finance corporate fundraising financing due diligence governance document artifact role person finance commerce organisation party global context dependent","sn":"Equity cliff reset","t":"Equity cliff reset","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/equity-cliff-reset/","ui":"The equity cliff reset should not be hidden in a promotion letter."},{"a":["share-based compensation","stock compensation"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Compensation delivered through shares, options or share-linked awards.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","investor","finance","corporate","business","people","operations"],"e":"Compensation delivered through shares, options or share-linked awards.","i":1358,"id":"people.equity-compensation","lv":"core","ph":"equity compensation share based compensation stock compensation equity compensation share based compensation stock compensation equity compensation compensation delivered through shares options or share linked awards compensation delivered through shares options or share linked awards can we test the claim about equity compensation against employee data and lived experience you will see equity compensation in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here equity compensation means compensation delivered through shares options or share linked awards people organisation and change organisation design people systems and change performance pay and rewards startup investor finance corporate business people operations fundraising financing due diligence governance people planning employment performance management change management organisation party status decision global context dependent","sn":"Equity compensation","t":"Equity compensation","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/equity-compensation/","ui":"Can we test the claim about equity compensation against employee data and lived experience?"},{"a":["investment crowdfunding"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Raising equity capital from many investors through a regulated platform or offering.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Many people invest and receive securities.","i":1359,"id":"startup.equity-crowdfunding","lv":"core","ph":"equity crowdfunding investment crowdfunding equity crowdfunding investment crowdfunding equity crowdfunding many people invest and receive securities raising equity capital from many investors through a regulated platform or offering equity crowdfunding creates a broader shareholder base you will see equity crowdfunding in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding instruments and exemptions in funding instruments and exemptions a loose definition can change rights obligations approval disclosure or enforceability here equity crowdfunding means raising equity capital from many investors through a regulated platform or offering startups venture and fundraising startup formation venture capital and fundraising funding instruments and exemptions startup investor finance corporate fundraising financing due diligence governance document artifact role person finance commerce equipment technology organisation party global context dependent","sn":"Equity crowdfunding","t":"Equity crowdfunding","tp":"Funding instruments & exemptions","tpid":"startup-venture-fundraising.funding-instruments","u":"terms/equity-crowdfunding/","ui":"Equity crowdfunding creates a broader shareholder base."},{"a":["equity funding"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Raising capital by issuing ownership interests.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","investor","finance","corporate","business"],"e":"Raising capital by issuing ownership interests.","i":1360,"id":"bizfinance.equity-financing","lv":"core","ph":"equity financing equity funding equity financing equity funding equity financing raising capital by issuing ownership interests raising capital by issuing ownership interests can you walk me through how equity financing works in the model you will see equity financing in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here equity financing means raising capital by issuing ownership interests finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup investor finance corporate business fundraising financing due diligence governance accounting planning forecasting valuation reporting role person finance commerce equipment technology global context dependent startup","sn":"Equity financing","t":"Equity financing","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/equity-financing/","ui":"Can you walk me through how equity financing works in the model?"},{"a":["refresh grant"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A new grant intended to restore or extend an employee's future equity incentive.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Extra equity granted after earlier awards have partly vested.","i":1361,"id":"startup.equity-refresh","lv":"working","ph":"equity refresh refresh grant equity refresh refresh grant equity refresh extra equity granted after earlier awards have partly vested a new grant intended to restore or extend an employees future equity incentive the company uses equity refresh grants for critical retention you will see equity refresh in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here equity refresh means a new grant intended to restore or extend an employees future equity incentive startups venture and fundraising startup formation venture capital and fundraising founder and employee equity startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"Equity refresh","t":"Equity refresh","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/equity-refresh/","ui":"The company uses equity refresh grants for critical retention."},{"a":["stock research"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Analysis and published research concerning listed companies and shares.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Analysis and published research concerning listed companies and shares.","i":1362,"id":"reporting.equity-research","lv":"core","ph":"equity research stock research equity research stock research equity research analysis and published research concerning listed companies and shares analysis and published research concerning listed companies and shares the market will compare equity research with last quarter so keep the definition stable you will see equity research in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here equity research means analysis and published research concerning listed companies and shares corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce global context dependent","sn":"Equity research","t":"Equity research","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/equity-research/","ui":"The market will compare equity research with last quarter, so keep the definition stable."},{"a":["ERP"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Additional expected return demanded for equity market risk over the risk-free rate.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Additional expected return demanded for equity market risk over the risk-free rate.","i":1363,"id":"bizfinance.equity-risk-premium","lv":"working","ph":"equity risk premium erp equity risk premium erp equity risk premium additional expected return demanded for equity market risk over the risk free rate additional expected return demanded for equity market risk over the risk free rate the valuation memo needs to state the assumptions behind equity risk premium you will see equity risk premium in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here equity risk premium means additional expected return demanded for equity market risk over the risk free rate finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process format genre model risk ethics access global context dependent","sn":"Equity risk premium","t":"Equity risk premium","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/equity-risk-premium/","ui":"The valuation memo needs to state the assumptions behind equity risk premium."},{"a":["stock financing"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A financing in which investors receive equity securities in exchange for capital.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investors put in money and receive ownership securities.","i":1364,"id":"startup.equity-round","lv":"core","ph":"equity round stock financing equity round stock financing equity round investors put in money and receive ownership securities a financing in which investors receive equity securities in exchange for capital the equity round dilutes existing holders you will see equity round in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here equity round means a financing in which investors receive equity securities in exchange for capital startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Equity round","t":"Equity round","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/equity-round/","ui":"The equity round dilutes existing holders."},{"a":["equity share method"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Consolidating emissions according to the organisation's economic interest in operations.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Consolidating emissions according to the organisation's economic interest in operations.","i":1365,"id":"sustainability.equity-share-approach","lv":"working","ph":"equity share approach equity share method equity share approach equity share method equity share approach consolidating emissions according to the organisations economic interest in operations consolidating emissions according to the organisations economic interest in operations the number is useful only if everyone calculates equity share approach the same way you will see equity share approach in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here equity share approach means consolidating emissions according to the organisations economic interest in operations sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification organisation party risk ethics access global context dependent","sn":"Equity-share approach","t":"Equity-share approach","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/equity-share-approach/","ui":"The number is useful only if everyone calculates equity-share approach the same way."},{"a":["investment narrative"],"amb":["Equity story"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A concise narrative connecting strategy, growth, economics, risk and value creation for shareholders.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A concise narrative connecting strategy, growth, economics, risk and value creation for shareholders.","i":1366,"id":"reporting.equity-story","lv":"core","ph":"equity story investment narrative equity story investment narrative equity story a concise narrative connecting strategy growth economics risk and value creation for shareholders a concise narrative connecting strategy growth economics risk and value creation for shareholders the q and a needs a direct answer on equity story you will see equity story in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here equity story means a concise narrative connecting strategy growth economics risk and value creation for shareholders corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication investment case corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce format genre model risk ethics access global context dependent","sn":"Equity story","t":"Equity story","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/equity-story/","ui":"The Q&A needs a direct answer on equity story."},{"a":["market value of equity"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Value attributable to ordinary shareholders after claims and adjustments.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Value attributable to ordinary shareholders after claims and adjustments.","i":1367,"id":"bizfinance.equity-value","lv":"core","ph":"equity value market value of equity equity value market value of equity equity value value attributable to ordinary shareholders after claims and adjustments value attributable to ordinary shareholders after claims and adjustments attach the latest equity value to the decision pack before the meeting you will see equity value in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here equity value means value attributable to ordinary shareholders after claims and adjustments finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce workflow process global context dependent","sn":"Equity value","t":"Equity value","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/equity-value/","ui":"Attach the latest equity value to the decision pack before the meeting."},{"a":["reliability budget"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The tolerated amount of unreliability implied by a service-level objective.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"How much failure is allowed before reliability work takes priority.","i":1368,"id":"product.error-budget","lv":"working","ph":"error budget reliability budget error budget reliability budget error budget how much failure is allowed before reliability work takes priority the tolerated amount of unreliability implied by a service level objective the team exhausted the error budget this month you will see error budget in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here error budget means the tolerated amount of unreliability implied by a service level objective product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations metric standard specification right contract law equipment technology global context dependent","sn":"Error budget","t":"Error budget","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/error-budget/","ui":"The team exhausted the error budget this month."},{"a":["error handling state"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The interface or system condition shown when something fails or cannot proceed.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"What the user sees when something goes wrong.","i":1369,"id":"product.error-state","lv":"core","ph":"error state error handling state error handling state error state error state what the user sees when something goes wrong the interface or system condition shown when something fails or cannot proceed the error state should explain recovery you will see error state in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here error state means the interface or system condition shown when something fails or cannot proceed product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Error state","t":"Error state","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/error-state/","ui":"The error state should explain recovery."},{"a":["issue escalation","escalate"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Moving an issue to a higher authority or specialist because defined conditions are met.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","sales","finance","product","operations","procurement"],"e":"Moving an issue to a higher authority or specialist because defined conditions are met.","i":1370,"id":"operations.escalation","lv":"core","ph":"escalation issue escalation escalate escalate escalation issue escalation escalation moving an issue to a higher authority or specialist because defined conditions are met moving an issue to a higher authority or specialist because defined conditions are met the process map needs an exception path for escalation you will see escalation in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here escalation means moving an issue to a higher authority or specialist because defined conditions are met operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems startup business corporate sales finance product operations procurement go to market sales contracting customer success renewal operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Escalation","t":"Escalation","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/escalation/","ui":"The process map needs an exception path for escalation."},{"a":["dispute escalation"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A requirement to raise a dispute through specified management levels before formal proceedings.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A requirement to raise a dispute through specified management levels before formal proceedings.","i":1371,"id":"governance.escalation-clause","lv":"working","ph":"escalation clause dispute escalation dispute escalation escalation clause escalation clause a requirement to raise a dispute through specified management levels before formal proceedings a requirement to raise a dispute through specified management levels before formal proceedings counsel wants escalation clause clarified before anyone signs you will see escalation clause in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here escalation clause means a requirement to raise a dispute through specified management levels before formal proceedings corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law workflow process global context dependent","sn":"Escalation clause","t":"Escalation clause","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/escalation-clause/","ui":"Counsel wants escalation clause clarified before anyone signs."},{"a":["escalation route"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The agreed route for raising an issue.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The agreed route for raising an issue.","i":1372,"id":"operations.escalation-path","lv":"core","ph":"escalation path escalation route escalation path escalation route escalation path the agreed route for raising an issue the agreed route for raising an issue the process map needs an exception path for escalation path you will see escalation path in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here escalation path means the agreed route for raising an issue operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Escalation path","t":"Escalation path","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/escalation-path/","ui":"The process map needs an exception path for escalation path."},{"a":["escalation authority"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Authority to raise an issue beyond the normal decision path.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Authority to raise an issue beyond the normal decision path.","i":1373,"id":"people.escalation-right","lv":"working","ph":"escalation right escalation authority escalation authority escalation right escalation right authority to raise an issue beyond the normal decision path authority to raise an issue beyond the normal decision path can we test the claim about escalation right against employee data and lived experience you will see escalation right in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here escalation right means authority to raise an issue beyond the normal decision path people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person right contract law organisation party status decision global context dependent","sn":"Escalation right","t":"Escalation right","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/escalation-right/","ui":"Can we test the claim about escalation right against employee data and lived experience?"},{"a":["escrow arrangement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contract appointing a neutral holder of money, documents, code or assets pending conditions.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A contract appointing a neutral holder of money, documents, code or assets pending conditions.","i":1374,"id":"governance.escrow-agreement","lv":"working","ph":"escrow agreement escrow arrangement escrow agreement escrow arrangement escrow agreement a contract appointing a neutral holder of money documents code or assets pending conditions a contract appointing a neutral holder of money documents code or assets pending conditions the draft mentions escrow agreement but the scope and jurisdiction are still unclear you will see escrow agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here escrow agreement means a contract appointing a neutral holder of money documents code or assets pending conditions corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Escrow agreement","t":"Escrow agreement","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/escrow-agreement/","ui":"The draft mentions escrow agreement, but the scope and jurisdiction are still unclear."},{"a":["environmental, social and governance"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"An investor and management shorthand for environmental, social and governance matters.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"An investor and management shorthand for environmental, social and governance matters.","i":1375,"id":"sustainability.esg","lv":"core","ph":"esg environmental social and governance environmental social and governance esg esg an investor and management shorthand for environmental social and governance matters an investor and management shorthand for environmental social and governance matters can we separate the target for esg from measured performance you will see esg in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here esg means an investor and management shorthand for environmental social and governance matters sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations sustainability corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance role person workflow process risk ethics access global context dependent corporate","sn":"ESG","t":"ESG","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/esg/","ui":"Can we separate the target for ESG from measured performance?"},{"a":["sustainability committee"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A board committee overseeing sustainability, environmental, social or governance matters.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A board committee overseeing sustainability, environmental, social or governance matters.","i":1376,"id":"governance.esg-committee","lv":"working","ph":"esg committee sustainability committee esg committee sustainability committee esg committee a board committee overseeing sustainability environmental social or governance matters a board committee overseeing sustainability environmental social or governance matters the minutes should record the decision on esg committee not reconstruct it later you will see esg committee in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here esg committee means a board committee overseeing sustainability environmental social or governance matters corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party risk ethics access global context dependent","sn":"ESG committee","t":"ESG committee","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/esg-committee/","ui":"The minutes should record the decision on eSG committee, not reconstruct it later."},{"a":["sustainability DD"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Review of environmental, social and governance risks, practices and claims.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Check sustainability and governance risks before investing.","i":1377,"id":"startup.esg-due-diligence","lv":"working","ph":"esg due diligence sustainability dd esg due diligence sustainability dd esg due diligence check sustainability and governance risks before investing review of environmental social and governance risks practices and claims esg due diligence found unsupported net zero language you will see esg due diligence in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here esg due diligence means review of environmental social and governance risks practices and claims startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology workflow process organisation party risk ethics access global context dependent","sn":"ESG due diligence","t":"ESG due diligence","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/esg-due-diligence/","ui":"ESG due diligence found unsupported net-zero language."},{"a":["sustainability integration"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Systematic inclusion of material ESG factors in investment or business analysis.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Systematic inclusion of material ESG factors in investment or business analysis.","i":1378,"id":"sustainability.esg-integration","lv":"core","ph":"esg integration sustainability integration esg integration sustainability integration esg integration systematic inclusion of material esg factors in investment or business analysis systematic inclusion of material esg factors in investment or business analysis the number is useful only if everyone calculates esg integration the same way you will see esg integration in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here esg integration means systematic inclusion of material esg factors in investment or business analysis sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification equipment technology risk ethics access global context dependent","sn":"ESG integration","t":"ESG integration","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/esg-integration/","ui":"The number is useful only if everyone calculates eSG integration the same way."},{"a":["sustainability update"],"amb":["ESG report"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A board report on material sustainability issues and progress.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A board report on material sustainability issues and progress.","i":1379,"id":"reporting.esg-report","lv":"core","ph":"esg report sustainability update esg report sustainability update esg report a board report on material sustainability issues and progress a board report on material sustainability issues and progress can we circulate esg report with the assumptions and open questions marked you will see esg report in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here esg report means a board report on material sustainability issues and progress corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers sustainability report corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party risk ethics access global context dependent","sn":"ESG report","t":"ESG report","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/esg-report/","ui":"Can we circulate eSG report with the assumptions and open questions marked?"},{"a":["European Sustainability Reporting Standards"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"European Sustainability Reporting Standards used under the European Union's corporate-sustainability reporting regime.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"European Sustainability Reporting Standards used under the European Union's corporate-sustainability reporting regime.","i":1380,"id":"sustainability.esrs","lv":"core","ph":"esrs european sustainability reporting standards esrs european sustainability reporting standards esrs european sustainability reporting standards used under the european unions corporate sustainability reporting regime european sustainability reporting standards used under the european unions corporate sustainability reporting regime attach the latest esrs to the decision pack before the meeting you will see esrs in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here esrs means european sustainability reporting standards used under the european unions corporate sustainability reporting regime sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact metric standard specification format genre model risk ethics access global context dependent","sn":"ESRS","t":"ESRS","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/esrs/","ui":"Attach the latest ESRS to the decision pack before the meeting."},{"a":["cost estimate"],"amb":["estimate"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An approximate expected cost or effort, not necessarily a binding offer.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An approximate expected cost or effort, not necessarily a binding offer.","i":1381,"id":"governance.estimate","lv":"core","ph":"estimate cost estimate cost estimate estimate estimate an approximate expected cost or effort not necessarily a binding offer an approximate expected cost or effort not necessarily a binding offer can we circulate estimate with the assumptions and open questions marked you will see estimate in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here estimate means an approximate expected cost or effort not necessarily a binding offer corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents accounting estimate startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Estimate","t":"Estimate","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/estimate/","ui":"Can we circulate estimate with the assumptions and open questions marked?"},{"a":["speak-up line"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A reporting channel for suspected misconduct or ethical concerns.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A reporting channel for suspected misconduct or ethical concerns.","i":1382,"id":"governance.ethics-hotline","lv":"core","ph":"ethics hotline speak up line ethics hotline speak up line ethics hotline a reporting channel for suspected misconduct or ethical concerns a reporting channel for suspected misconduct or ethical concerns the team needs one controlled copy of ethics hotline with an owner and date you will see ethics hotline in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here ethics hotline means a reporting channel for suspected misconduct or ethical concerns corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law risk ethics access global context dependent","sn":"Ethics hotline","t":"Ethics hotline","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/ethics-hotline/","ui":"The team needs one controlled copy of ethics hotline, with an owner and date."},{"a":["ethnography"],"amb":["Ethnographic research","ethnography"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Immersive qualitative research examining behaviour, culture and context in real settings.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Spend time in people's environment to understand how things really work.","i":1383,"id":"product.ethnographic-research","lv":"working","ph":"ethnographic research ethnography ethnographic research ethnography ethnographic research spend time in peoples environment to understand how things really work immersive qualitative research examining behaviour culture and context in real settings ethnographic research should not extract stories without consent or reciprocity you will see ethnographic research in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here ethnographic research means immersive qualitative research examining behaviour culture and context in real settings product technology and innovation product management technology and innovation product discovery and research ethnography startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Ethnographic research","t":"Ethnographic research","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/ethnographic-research/","ui":"Ethnographic research should not extract stories without consent or reciprocity."},{"a":["ethnographic research"],"amb":["Ethnographic research","ethnography"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Research based on observing people and practices in context.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Research based on observing people and practices in context.","i":1384,"id":"marketing.ethnography","lv":"working","ph":"ethnography ethnographic research ethnographic research ethnography ethnography research based on observing people and practices in context research based on observing people and practices in context define ethnography in the research plan before fieldwork begins you will see ethnography in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here ethnography means research based on observing people and practices in context marketing brand and growth brand marketing media and growth research awareness and brand tracking ethnographic research startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Ethnography","t":"Ethnography","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/ethnography/","ui":"Define ethnography in the research plan before fieldwork begins."},{"a":["extract transform load"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Extract, transform and load: moving source data, transforming it and then loading it into a target system.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Clean and change data before placing it in the destination.","i":1385,"id":"product.etl","lv":"working","ph":"etl extract transform load etl extract transform load etl clean and change data before placing it in the destination extract transform and load moving source data transforming it and then loading it into a target system the etl job standardises customer identifiers you will see etl in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here etl means extract transform and load moving source data transforming it and then loading it into a target system product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations document artifact equipment technology global context dependent","sn":"ETL","t":"ETL","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/etl/","ui":"The ETL job standardises customer identifiers."},{"a":["EU sustainable-finance taxonomy"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The European Union classification system for environmentally sustainable economic activities.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The European Union classification system for environmentally sustainable economic activities.","i":1386,"id":"sustainability.eu-taxonomy","lv":"core","ph":"eu taxonomy eu sustainable finance taxonomy eu sustainable finance taxonomy eu taxonomy eu taxonomy the european union classification system for environmentally sustainable economic activities the european union classification system for environmentally sustainable economic activities which standard and reporting period govern eu taxonomy you will see eu taxonomy in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here eu taxonomy means the european union classification system for environmentally sustainable economic activities sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology format genre model risk ethics access global context dependent","sn":"EU Taxonomy","t":"EU Taxonomy","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/eu-taxonomy/","ui":"Which standard and reporting period govern eU Taxonomy?"},{"a":["eval"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Structured testing of an AI system against defined tasks, metrics and risk criteria.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Test how well and safely the AI works.","i":1387,"id":"product.evaluation","lv":"core","ph":"evaluation eval eval evaluation evaluation test how well and safely the ai works structured testing of an ai system against defined tasks metrics and risk criteria the evaluation includes realistic adversarial inputs you will see evaluation in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here evaluation means structured testing of an ai system against defined tasks metrics and risk criteria product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology risk ethics access global context dependent","sn":"Evaluation","t":"Evaluation","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/evaluation/","ui":"The evaluation includes realistic adversarial inputs."},{"a":["award criteria"],"amb":["evaluation criteria"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The standards used to assess submissions.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The standards used to assess submissions.","i":1388,"id":"operations.evaluation-criteria","lv":"core","ph":"evaluation criteria award criteria award criteria evaluation criteria evaluation criteria the standards used to assess submissions the standards used to assess submissions the team needs one controlled copy of evaluation criteria with an owner and date you will see evaluation criteria in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here evaluation criteria means the standards used to assess submissions operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents decision criteria business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Evaluation criteria","t":"Evaluation criteria","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/evaluation-criteria/","ui":"The team needs one controlled copy of evaluation criteria, with an owner and date."},{"a":["tender panel"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The group responsible for scoring and recommending an award.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The group responsible for scoring and recommending an award.","i":1389,"id":"operations.evaluation-panel","lv":"core","ph":"evaluation panel tender panel evaluation panel tender panel evaluation panel the group responsible for scoring and recommending an award the group responsible for scoring and recommending an award procurement needs the basis for evaluation panel before suppliers price the work you will see evaluation panel in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here evaluation panel means the group responsible for scoring and recommending an award operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process status decision global context dependent","sn":"Evaluation panel","t":"Evaluation panel","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/evaluation-panel/","ui":"Procurement needs the basis for evaluation panel before suppliers price the work."},{"a":["solution evaluation"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A stage in which the buyer compares options, tests fit or validates requirements.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A stage in which the buyer compares options, tests fit or validates requirements.","i":1390,"id":"revenue.evaluation-stage","lv":"core","ph":"evaluation stage solution evaluation evaluation stage solution evaluation evaluation stage a stage in which the buyer compares options tests fit or validates requirements a stage in which the buyer compares options tests fit or validates requirements the account plan should show how evaluation stage affects the next step you will see evaluation stage in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here evaluation stage means a stage in which the buyer compares options tests fit or validates requirements revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce format genre model status decision global context dependent","sn":"Evaluation stage","t":"Evaluation stage","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/evaluation-stage/","ui":"The account plan should show how evaluation stage affects the next step."},{"a":["evaluation research"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Research used to assess a concept, product, message or experience.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Research used to assess a concept, product, message or experience.","i":1391,"id":"marketing.evaluative-research","lv":"core","ph":"evaluative research evaluation research evaluation research evaluative research evaluative research research used to assess a concept product message or experience research used to assess a concept product message or experience can we show the uncertainty around evaluative research instead of presenting one clean number you will see evaluative research in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here evaluative research means research used to assess a concept product message or experience marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Evaluative research","t":"Evaluative research","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/evaluative-research/","ui":"Can we show the uncertainty around evaluative research instead of presenting one clean number?"},{"a":["analytics event"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A measured interaction or occurrence recorded by an analytics system.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A measured interaction or occurrence recorded by an analytics system.","i":1392,"id":"marketing.event","lv":"core","ph":"event analytics event analytics event event event a measured interaction or occurrence recorded by an analytics system a measured interaction or occurrence recorded by an analytics system how are we defining event in this deck you will see event in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here event means a measured interaction or occurrence recorded by an analytics system marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification equipment technology format genre model global context dependent","sn":"Event","t":"Event","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/event/","ui":"How are we defining event in this deck?"},{"a":["current disclosure"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Disclosure triggered by a specified event rather than a calendar date.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Disclosure triggered by a specified event rather than a calendar date.","i":1393,"id":"reporting.event-driven-disclosure","lv":"core","ph":"event driven disclosure current disclosure current disclosure event driven disclosure event driven disclosure disclosure triggered by a specified event rather than a calendar date disclosure triggered by a specified event rather than a calendar date do not describe event driven disclosure as agreed until the operative document says so you will see event driven disclosure in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here event driven disclosure means disclosure triggered by a specified event rather than a calendar date corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Event-driven disclosure","t":"Event-driven disclosure","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/event-driven-disclosure/","ui":"Do not describe event-driven disclosure as agreed until the operative document says so."},{"a":["experiential marketing"],"amb":["experiential marketing"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Use of events to create awareness, relationships, leads or customer engagement.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Use of events to create awareness, relationships, leads or customer engagement.","i":1394,"id":"marketing.event-marketing","lv":"core","ph":"event marketing experiential marketing event marketing experiential marketing event marketing use of events to create awareness relationships leads or customer engagement use of events to create awareness relationships leads or customer engagement the report should separate the effect of event marketing from correlation you will see event marketing in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here event marketing means use of events to create awareness relationships leads or customer engagement marketing brand and growth brand marketing media and growth marketing strategy and planning experiential marketing startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model global context dependent","sn":"Event marketing","t":"Event marketing","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/event-marketing/","ui":"The report should separate the effect of event marketing from correlation."},{"a":["default event"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A specified event allowing lenders to exercise contractual remedies.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A specified event allowing lenders to exercise contractual remedies.","i":1395,"id":"bizfinance.event-of-default","lv":"core","ph":"event of default default event default event event of default event of default a specified event allowing lenders to exercise contractual remedies a specified event allowing lenders to exercise contractual remedies do not describe event of default as agreed until the operative document says so you will see event of default in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here event of default means a specified event allowing lenders to exercise contractual remedies finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce right contract law global context dependent","sn":"Event of default","t":"Event of default","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/event-of-default/","ui":"Do not describe event of default as agreed until the operative document says so."},{"a":["event property"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Additional structured information attached to an analytics event.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Additional structured information attached to an analytics event.","i":1396,"id":"marketing.event-parameter","lv":"working","ph":"event parameter event property event parameter event property event parameter additional structured information attached to an analytics event additional structured information attached to an analytics event the number is useful only if everyone calculates event parameter the same way you will see event parameter in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here event parameter means additional structured information attached to an analytics event marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Event parameter","t":"Event parameter","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/event-parameter/","ui":"The number is useful only if everyone calculates event parameter the same way."},{"a":["rolling contract"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A contract that continues or renews automatically until properly terminated.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A contract that continues or renews automatically until properly terminated.","i":1397,"id":"revenue.evergreen-contract","lv":"working","ph":"evergreen contract rolling contract evergreen contract rolling contract evergreen contract a contract that continues or renews automatically until properly terminated a contract that continues or renews automatically until properly terminated do not describe evergreen contract as agreed until the operative document says so you will see evergreen contract in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here evergreen contract means a contract that continues or renews automatically until properly terminated revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Evergreen contract","t":"Evergreen contract","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/evergreen-contract/","ui":"Do not describe evergreen contract as agreed until the operative document says so."},{"a":["permanent capital fund"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A fund designed without a fixed termination date, reinvesting returns or raising capital continuously.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A fund that can keep investing without a fixed end date.","i":1398,"id":"startup.evergreen-fund","lv":"working","ph":"evergreen fund permanent capital fund evergreen fund permanent capital fund evergreen fund a fund that can keep investing without a fixed end date a fund designed without a fixed termination date reinvesting returns or raising capital continuously the evergreen fund can hold companies longer than a traditional fund you will see evergreen fund in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here evergreen fund means a fund designed without a fixed termination date reinvesting returns or raising capital continuously startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Evergreen fund","t":"Evergreen fund","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/evergreen-fund/","ui":"The evergreen fund can hold companies longer than a traditional fund."},{"a":["proof"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"Information that supports, challenges or qualifies a claim.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"Information used to show whether a claim is credible.","i":1399,"id":"bizpitch.evidence","lv":"core","ph":"evidence proof evidence proof evidence information used to show whether a claim is credible information that supports challenges or qualifies a claim the evidence does not support the size of the conclusion yet you will see evidence in business pitches proposals executive summaries and decision decks when the discussion reaches decision narrative and persuasion it helps a reader interpret decision narrative and persuasion without confusing the measure decision role or evidence being discussed here evidence means information that supports challenges or qualifies a claim business pitching and presentation materials business pitches decks and decision materials decision narrative and persuasion startup business corporate investor sales planning pitching submission decision status decision global context dependent","sn":"Evidence","t":"Evidence","tp":"Decision narrative & persuasion","tpid":"business-pitching-artifacts.decision-story","u":"terms/evidence/","ui":"The evidence does not support the size of the conclusion yet."},{"a":["quality of evidence"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The relevance and reliability of evidence.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The relevance and reliability of evidence.","i":1400,"id":"governance.evidence-appropriateness","lv":"working","ph":"evidence appropriateness quality of evidence evidence appropriateness quality of evidence evidence appropriateness the relevance and reliability of evidence the relevance and reliability of evidence counsel wants evidence appropriateness clarified before anyone signs you will see evidence appropriateness in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here evidence appropriateness means the relevance and reliability of evidence corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Evidence appropriateness","t":"Evidence appropriateness","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/evidence-appropriateness/","ui":"Counsel wants evidence appropriateness clarified before anyone signs."},{"a":["substantiation pack"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A controlled collection of data and documents supporting a sustainability claim.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A controlled collection of data and documents supporting a sustainability claim.","i":1401,"id":"sustainability.evidence-file","lv":"working","ph":"evidence file substantiation pack evidence file substantiation pack evidence file a controlled collection of data and documents supporting a sustainability claim a controlled collection of data and documents supporting a sustainability claim the team needs one controlled copy of evidence file with an owner and date you will see evidence file in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here evidence file means a controlled collection of data and documents supporting a sustainability claim sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact equipment technology risk ethics access global context dependent","sn":"Evidence file","t":"Evidence file","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/evidence-file/","ui":"The team needs one controlled copy of evidence file, with an owner and date."},{"a":["sufficiency of evidence"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Whether enough evidence has been obtained to support a conclusion.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Whether enough evidence has been obtained to support a conclusion.","i":1402,"id":"governance.evidence-sufficiency","lv":"working","ph":"evidence sufficiency sufficiency of evidence evidence sufficiency sufficiency of evidence evidence sufficiency whether enough evidence has been obtained to support a conclusion whether enough evidence has been obtained to support a conclusion the control owner needs to resolve the exception around evidence sufficiency you will see evidence sufficiency in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here evidence sufficiency means whether enough evidence has been obtained to support a conclusion corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Evidence sufficiency","t":"Evidence sufficiency","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/evidence-sufficiency/","ui":"The control owner needs to resolve the exception around evidence sufficiency."},{"a":["audit trail"],"amb":["Audit trail"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Documents and records showing how a claim or metric was produced.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Documents and records showing how a claim or metric was produced.","i":1403,"id":"sustainability.evidence-trail","lv":"core","ph":"evidence trail audit trail audit trail evidence trail evidence trail documents and records showing how a claim or metric was produced documents and records showing how a claim or metric was produced the number is useful only if everyone calculates evidence trail the same way you will see evidence trail in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here evidence trail means documents and records showing how a claim or metric was produced sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance audit trail corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact metric standard specification risk ethics access global context dependent","sn":"Evidence trail","t":"Evidence trail","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/evidence-trail/","ui":"The number is useful only if everyone calculates evidence trail the same way."},{"a":["ex-date"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The trading date from which a buyer normally does not receive the next declared dividend.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The trading date from which a buyer normally does not receive the next declared dividend.","i":1404,"id":"governance.ex-dividend-date","lv":"working","ph":"ex dividend date ex date ex date ex dividend date ex dividend date the trading date from which a buyer normally does not receive the next declared dividend the trading date from which a buyer normally does not receive the next declared dividend counsel wants ex dividend date clarified before anyone signs you will see ex dividend date in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here ex dividend date means the trading date from which a buyer normally does not receive the next declared dividend corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law global context dependent","sn":"Ex-dividend date","t":"Ex-dividend date","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/ex-dividend-date/","ui":"Counsel wants ex-dividend date clarified before anyone signs."},{"a":["process exception"],"amb":["exception"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A case that cannot be handled by the standard process.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A case that cannot be handled by the standard process.","i":1405,"id":"operations.exception","lv":"core","ph":"exception process exception exception process exception exception a case that cannot be handled by the standard process a case that cannot be handled by the standard process can we remove the ambiguity around exception before the process changes you will see exception in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here exception means a case that cannot be handled by the standard process operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems audit exception business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Exception","t":"Exception","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/exception/","ui":"Can we remove the ambiguity around exception before the process changes?"},{"a":["report by exception"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Reporting focused on deviations, risks and items needing attention rather than every activity.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Reporting focused on deviations, risks and items needing attention rather than every activity.","i":1406,"id":"reporting.exception-reporting","lv":"core","ph":"exception reporting report by exception exception reporting report by exception exception reporting reporting focused on deviations risks and items needing attention rather than every activity reporting focused on deviations risks and items needing attention rather than every activity which version of exception reporting should the board treat as current you will see exception reporting in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here exception reporting means reporting focused on deviations risks and items needing attention rather than every activity corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party risk ethics access global context dependent","sn":"Exception reporting","t":"Exception reporting","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/exception-reporting/","ui":"Which version of exception reporting should the board treat as current?"},{"a":["special item"],"amb":["Exceptional item"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A separately highlighted unusual or significant item; formal treatment and terminology vary by framework.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A separately highlighted unusual or significant item; formal treatment and terminology vary by framework.","i":1407,"id":"bizfinance.exceptional-item","lv":"working","ph":"exceptional item special item exceptional item special item exceptional item a separately highlighted unusual or significant item formal treatment and terminology vary by framework a separately highlighted unusual or significant item formal treatment and terminology vary by framework keep exceptional item on the dashboard but show the definition and reporting period beside it you will see exceptional item in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here exceptional item means a separately highlighted unusual or significant item formal treatment and terminology vary by framework finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit one time item startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce format genre model global context dependent","sn":"Exceptional item","t":"Exceptional item","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/exceptional-item/","ui":"Keep exceptional item on the dashboard, but show the definition and reporting period beside it."},{"a":["liability exclusion"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A clause seeking to exclude liability for specified losses or events, subject to law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A clause seeking to exclude liability for specified losses or events, subject to law.","i":1408,"id":"governance.exclusion-of-liability","lv":"working","ph":"exclusion of liability liability exclusion exclusion of liability liability exclusion exclusion of liability a clause seeking to exclude liability for specified losses or events subject to law a clause seeking to exclude liability for specified losses or events subject to law the draft mentions exclusion of liability but the scope and jurisdiction are still unclear you will see exclusion of liability in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here exclusion of liability means a clause seeking to exclude liability for specified losses or events subject to law corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Exclusion of liability","t":"Exclusion of liability","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/exclusion-of-liability/","ui":"The draft mentions exclusion of liability, but the scope and jurisdiction are still unclear."},{"a":["exclusive arrangement"],"amb":["Exclusivity"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A restriction preventing one or both parties from dealing with specified others or activities.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A restriction preventing one or both parties from dealing with specified others or activities.","i":1409,"id":"revenue.exclusivity","lv":"core","ph":"exclusivity exclusive arrangement exclusive arrangement exclusivity exclusivity a restriction preventing one or both parties from dealing with specified others or activities a restriction preventing one or both parties from dealing with specified others or activities the draft mentions exclusivity but the scope and jurisdiction are still unclear you will see exclusivity in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here exclusivity means a restriction preventing one or both parties from dealing with specified others or activities revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure no shop startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Exclusivity","t":"Exclusivity","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/exclusivity/","ui":"The draft mentions exclusivity, but the scope and jurisdiction are still unclear."},{"a":["exclusive negotiation period"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A period during which one investor or buyer has exclusive negotiation rights.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Only one party can negotiate the deal for a while.","i":1410,"id":"startup.exclusivity-period","lv":"working","ph":"exclusivity period exclusive negotiation period exclusive negotiation period exclusivity period exclusivity period only one party can negotiate the deal for a while a period during which one investor or buyer has exclusive negotiation rights the exclusivity period creates risk if diligence drags you will see exclusivity period in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here exclusivity period means a period during which one investor or buyer has exclusive negotiation rights startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance role person finance commerce right contract law workflow process organisation party global context dependent","sn":"Exclusivity period","t":"Exclusivity period","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/exclusivity-period/","ui":"The exclusivity period creates risk if diligence drags."},{"a":["leadership briefing"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A concise presentation giving senior leaders the information needed to understand an issue or act.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A short, focused update for senior leaders.","i":1411,"id":"bizpitch.executive-briefing","lv":"core","ph":"executive briefing leadership briefing executive briefing leadership briefing executive briefing a short focused update for senior leaders a concise presentation giving senior leaders the information needed to understand an issue or act the executive briefing should begin with the implication you will see executive briefing in business pitches proposals executive summaries and decision decks when the discussion reaches business presentation delivery it helps a reader interpret business presentation delivery without confusing the measure decision role or evidence being discussed here executive briefing means a concise presentation giving senior leaders the information needed to understand an issue or act business pitching and presentation materials business pitches decks and decision materials business presentation delivery startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Executive briefing","t":"Executive briefing","tp":"Business presentation delivery","tpid":"business-pitching-artifacts.presentation-delivery","u":"terms/executive-briefing/","ui":"The executive briefing should begin with the implication."},{"a":["EBR"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A strategic review involving senior stakeholders from customer and supplier.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A strategic review involving senior stakeholders from customer and supplier.","i":1412,"id":"revenue.executive-business-review","lv":"working","ph":"executive business review ebr ebr executive business review executive business review a strategic review involving senior stakeholders from customer and supplier a strategic review involving senior stakeholders from customer and supplier can we compare executive business review across the same customer cohort you will see executive business review in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here executive business review means a strategic review involving senior stakeholders from customer and supplier revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce workflow process global context dependent","sn":"Executive business review","t":"Executive business review","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/executive-business-review/","ui":"Can we compare executive business review across the same customer cohort?"},{"a":["inside director"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A director who also holds an executive management role in the organisation.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A director who also holds an executive management role in the organisation.","i":1413,"id":"governance.executive-director","lv":"core","ph":"executive director inside director executive director inside director executive director a director who also holds an executive management role in the organisation a director who also holds an executive management role in the organisation which committee has oversight of executive director you will see executive director in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here executive director means a director who also holds an executive management role in the organisation corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law workflow process organisation party global context dependent corporate","sn":"Executive director","t":"Executive director","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/executive-director/","ui":"Which committee has oversight of executive director?"},{"a":["leadership escalation"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"An issue requiring attention from senior leaders because of impact or relationship risk.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"An issue requiring attention from senior leaders because of impact or relationship risk.","i":1414,"id":"revenue.executive-escalation","lv":"working","ph":"executive escalation leadership escalation executive escalation leadership escalation executive escalation an issue requiring attention from senior leaders because of impact or relationship risk an issue requiring attention from senior leaders because of impact or relationship risk the account review should connect executive escalation to the customers intended outcome you will see executive escalation in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here executive escalation means an issue requiring attention from senior leaders because of impact or relationship risk revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce risk ethics access global context dependent","sn":"Executive escalation","t":"Executive escalation","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/executive-escalation/","ui":"The account review should connect executive escalation to the customer’s intended outcome."},{"a":["executive-level proposal"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A concise, senior-level proposal focused on decision, value, risk and next steps.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A short proposal written for senior decision-makers.","i":1415,"id":"bizpitch.executive-proposal","lv":"working","ph":"executive proposal executive level proposal executive level proposal executive proposal executive proposal a short proposal written for senior decision makers a concise senior level proposal focused on decision value risk and next steps the executive proposal should not bury the recommendation you will see executive proposal in business pitches proposals executive summaries and decision decks when the discussion reaches proposals bids and tender materials it helps a reader interpret proposals bids and tender materials without confusing the measure decision role or evidence being discussed here executive proposal means a concise senior level proposal focused on decision value risk and next steps business pitching and presentation materials business pitches decks and decision materials proposals bids and tender materials startup business corporate investor sales planning pitching submission decision risk ethics access status decision global context dependent","sn":"Executive proposal","t":"Executive proposal","tp":"Proposals, bids & tender materials","tpid":"business-pitching-artifacts.proposal-materials","u":"terms/executive-proposal/","ui":"The executive proposal should not bury the recommendation."},{"a":["closed session"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A meeting segment restricted to specified participants, often excluding management or advisers.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A meeting segment restricted to specified participants, often excluding management or advisers.","i":1416,"id":"governance.executive-session","lv":"core","ph":"executive session closed session closed session executive session executive session a meeting segment restricted to specified participants often excluding management or advisers a meeting segment restricted to specified participants often excluding management or advisers put executive session on the agenda while the board can still influence the decision you will see executive session in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here executive session means a meeting segment restricted to specified participants often excluding management or advisers corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law workflow process format genre model global context dependent","sn":"Executive session","t":"Executive session","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/executive-session/","ui":"Put executive session on the agenda while the board can still influence the decision."},{"a":["senior sponsor"],"amb":["Executive sponsor"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A senior leader who supports the initiative and can protect resources or unblock decisions.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A senior leader who supports the initiative and can protect resources or unblock decisions.","i":1417,"id":"revenue.executive-sponsor","lv":"core","ph":"executive sponsor senior sponsor executive sponsor senior sponsor executive sponsor a senior leader who supports the initiative and can protect resources or unblock decisions a senior leader who supports the initiative and can protect resources or unblock decisions the account plan should show how executive sponsor affects the next step you will see executive sponsor in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here executive sponsor means a senior leader who supports the initiative and can protect resources or unblock decisions revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles sponsor startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce status decision global context dependent","sn":"Executive sponsor","t":"Executive sponsor","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/executive-sponsor/","ui":"The account plan should show how executive sponsor affects the next step."},{"a":["exec summary","board summary"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A concise statement of the issue, evidence, recommendation and implications.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","investor","sales","finance"],"e":"A concise statement of the issue, evidence, recommendation and implications.","i":1418,"id":"reporting.executive-summary","lv":"core","ph":"executive summary exec summary board summary board summary exec summary executive summary executive summary a concise statement of the issue evidence recommendation and implications a concise statement of the issue evidence recommendation and implications the team needs one controlled copy of executive summary with an owner and date you will see executive summary in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here executive summary means a concise statement of the issue evidence recommendation and implications corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers one pager startup business corporate investor sales finance planning pitching submission decision reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent business foundation","sn":"Executive summary","t":"Executive summary","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/executive-summary/","ui":"The team needs one controlled copy of executive summary, with an owner and date."},{"a":["summary slide"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide that compresses the central recommendation, rationale and requested action for senior readers.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"One slide with the decision and main reasons.","i":1419,"id":"bizpitch.executive-summary-slide","lv":"core","ph":"executive summary slide summary slide executive summary slide summary slide executive summary slide one slide with the decision and main reasons a slide that compresses the central recommendation rationale and requested action for senior readers the executive summary slide should survive on its own you will see executive summary slide in business pitches proposals executive summaries and decision decks when the discussion reaches business presentation delivery it helps a reader interpret business presentation delivery without confusing the measure decision role or evidence being discussed here executive summary slide means a slide that compresses the central recommendation rationale and requested action for senior readers business pitching and presentation materials business pitches decks and decision materials business presentation delivery startup business corporate investor sales planning pitching submission decision document artifact metric standard specification global context dependent","sn":"Executive summary slide","t":"Executive summary slide","tp":"Business presentation delivery","tpid":"business-pitching-artifacts.presentation-delivery","u":"terms/executive-summary-slide/","ui":"The executive summary slide should survive on its own."},{"a":["option exercise"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The act of using an option or warrant to purchase shares.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Use the option and pay to buy the shares.","i":1420,"id":"startup.exercise","lv":"core","ph":"exercise option exercise exercise option exercise exercise use the option and pay to buy the shares the act of using an option or warrant to purchase shares the employee exercised vested options before departure you will see exercise in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here exercise means the act of using an option or warrant to purchase shares startups venture and fundraising startup formation venture capital and fundraising founder and employee equity startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"Exercise","t":"Exercise","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/exercise/","ui":"The employee exercised vested options before departure."},{"a":["strike price"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The price paid to buy a share when exercising an option or warrant.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The fixed price paid to use an option.","i":1421,"id":"startup.exercise-price","lv":"core","ph":"exercise price strike price exercise price strike price exercise price the fixed price paid to use an option the price paid to buy a share when exercising an option or warrant the exercise price is based on fair market value you will see exercise price in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here exercise price means the price paid to buy a share when exercising an option or warrant startups venture and fundraising startup formation venture capital and fundraising founder and employee equity startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"Exercise price","t":"Exercise price","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/exercise-price/","ui":"The exercise price is based on fair market value."},{"a":["post-termination exercise period"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The period during which an option holder may exercise after an event such as termination.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The time available to use an option.","i":1422,"id":"startup.exercise-window","lv":"working","ph":"exercise window post termination exercise period exercise window post termination exercise period exercise window the time available to use an option the period during which an option holder may exercise after an event such as termination a short exercise window can create a cash and tax burden you will see exercise window in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here exercise window means the period during which an option holder may exercise after an event such as termination startups venture and fundraising startup formation venture capital and fundraising founder and employee equity startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"Exercise window","t":"Exercise window","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/exercise-window/","ui":"A short exercise window can create a cash and tax burden."},{"a":["contract exhibit","filing exhibit"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A document filed as an attachment to a regulatory report.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","investor","finance","people"],"e":"A document attached to a regulatory filing.","i":1423,"id":"reporting.exhibit","lv":"core","ph":"exhibit contract exhibit filing exhibit contract exhibit exhibit filing exhibit exhibit a document attached to a regulatory filing a document filed as an attachment to a regulatory report the material contract was filed as an exhibit to the annual report you will see exhibit in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here exhibit means a document filed as an attachment to a regulatory report corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings startup business corporate investor finance people governance contracting compliance risk management reporting investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Exhibit","t":"Exhibit","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/exhibit/","ui":"The material contract was filed as an exhibit to the annual report."},{"a":["current solution"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A current product, service, process or non-action customers use instead of the proposed offer.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"What customers do today instead.","i":1424,"id":"strategy.existing-alternative","lv":"core","ph":"existing alternative current solution current solution existing alternative existing alternative what customers do today instead a current product service process or non action customers use instead of the proposed offer include internal tools among the existing alternatives you will see existing alternative in strategy decks market analyses business plans and planning workshops when the discussion reaches needs jobs and value propositions it helps a reader interpret needs jobs and value propositions without confusing the measure decision role or evidence being discussed here existing alternative means a current product service process or non action customers use instead of the proposed offer strategy markets and business models strategy market analysis and business models needs jobs and value propositions startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology workflow process format genre model global context dependent","sn":"Existing alternative","t":"Existing alternative","tp":"Needs, jobs & value propositions","tpid":"strategy-market-models.customer-needs","u":"terms/existing-alternative/","ui":"Include internal tools among the existing alternatives."},{"a":["current alternatives"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The products, services, behaviours or status quo customers currently use to solve the problem.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"What customers do today instead of using the new offer.","i":1425,"id":"strategy.existing-alternatives","lv":"core","ph":"existing alternatives current alternatives current alternatives existing alternatives existing alternatives what customers do today instead of using the new offer the products services behaviours or status quo customers currently use to solve the problem existing alternatives include manual work and doing nothing you will see existing alternatives in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here existing alternatives means the products services behaviours or status quo customers currently use to solve the problem strategy markets and business models strategy market analysis and business models business model canvas and lean canvas startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification role person equipment technology format genre model status decision global context dependent","sn":"Existing alternatives","t":"Existing alternatives","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/existing-alternatives/","ui":"Existing alternatives include manual work and doing nothing."},{"a":["liquidity event"],"amb":["liquidity event"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A transaction or event through which founders or investors realise some or all of their ownership value.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Owners sell or convert their stake into cash or tradable value.","i":1426,"id":"startup.exit","lv":"core","ph":"exit liquidity event exit liquidity event exit owners sell or convert their stake into cash or tradable value a transaction or event through which founders or investors realise some or all of their ownership value the base case assumes no exit before year seven you will see exit in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here exit means a transaction or event through which founders or investors realise some or all of their ownership value startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns liquidity event startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent startup","sn":"Exit","t":"Exit","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/exit/","ui":"The base case assumes no exit before year seven."},{"a":["terminal multiple"],"amb":["terminal multiple"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A valuation multiple assumed or achieved at exit.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The multiple used to estimate sale value.","i":1427,"id":"startup.exit-multiple","lv":"working","ph":"exit multiple terminal multiple exit multiple terminal multiple exit multiple the multiple used to estimate sale value a valuation multiple assumed or achieved at exit the exit multiple is lower in the downside case you will see exit multiple in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here exit multiple means a valuation multiple assumed or achieved at exit startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns exit multiple method startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce organisation party global context dependent","sn":"Exit multiple","t":"Exit multiple","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/exit-multiple/","ui":"The exit multiple is lower in the downside case."},{"a":["terminal multiple"],"amb":["terminal multiple"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Terminal-value method applying a selected market multiple to a future metric.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Terminal-value method applying a selected market multiple to a future metric.","i":1428,"id":"bizfinance.exit-multiple-method","lv":"working","ph":"exit multiple method terminal multiple exit multiple method terminal multiple exit multiple method terminal value method applying a selected market multiple to a future metric terminal value method applying a selected market multiple to a future metric compare exit multiple method with the same cohort and period before drawing a conclusion you will see exit multiple method in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here exit multiple method means terminal value method applying a selected market multiple to a future metric finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value exit multiple startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process format genre model global context dependent","sn":"Exit multiple method","t":"Exit multiple method","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/exit-multiple-method/","ui":"Compare exit multiple method with the same cohort and period before drawing a conclusion."},{"a":["final page"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The last page observed in a session.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The last page observed in a session.","i":1429,"id":"marketing.exit-page","lv":"working","ph":"exit page final page exit page final page exit page the last page observed in a session the last page observed in a session how are we defining exit page in this deck you will see exit page in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here exit page means the last page observed in a session marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Exit page","t":"Exit page","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/exit-page/","ui":"How are we defining exit page in this deck?"},{"a":["exit run rate"],"amb":["Exit rate"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The performance level at the end of a period used to discuss momentum into the next period.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The performance level at the end of a period used to discuss momentum into the next period.","i":1430,"id":"reporting.exit-rate","lv":"working","ph":"exit rate exit run rate exit rate exit run rate exit rate the performance level at the end of a period used to discuss momentum into the next period the performance level at the end of a period used to discuss momentum into the next period compare exit rate with the same cohort and period before drawing a conclusion you will see exit rate in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here exit rate means the performance level at the end of a period used to discuss momentum into the next period corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance separation rate corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Exit rate","t":"Exit rate","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/exit-rate/","ui":"Compare exit rate with the same cohort and period before drawing a conclusion."},{"a":["terminal exit value"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The value of a company or investment at a future sale, listing or other exit.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"What the company may be worth when investors sell.","i":1431,"id":"startup.exit-value","lv":"core","ph":"exit value terminal exit value exit value terminal exit value exit value what the company may be worth when investors sell the value of a company or investment at a future sale listing or other exit the model tests several exit values you will see exit value in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here exit value means the value of a company or investment at a future sale listing or other exit startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Exit value","t":"Exit value","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/exit-value/","ui":"The model tests several exit values."},{"a":["external factor"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"An external variable that influences outcomes but is not caused by the modelled marketing activity.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"An external variable that influences outcomes but is not caused by the modelled marketing activity.","i":1432,"id":"marketing.exogenous-factor","lv":"specialist","ph":"exogenous factor external factor exogenous factor external factor exogenous factor an external variable that influences outcomes but is not caused by the modelled marketing activity an external variable that influences outcomes but is not caused by the modelled marketing activity how are we defining exogenous factor in this deck you will see exogenous factor in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here exogenous factor means an external variable that influences outcomes but is not caused by the modelled marketing activity marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting equipment technology format genre model global context dependent","sn":"Exogenous factor","t":"Exogenous factor","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/exogenous-factor/","ui":"How are we defining exogenous factor in this deck?"},{"a":["account expansion"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Increase in revenue from an existing customer through greater use, seats, price or additional products.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Increase in revenue from an existing customer through greater use, seats, price or additional products.","i":1433,"id":"revenue.expansion","lv":"core","ph":"expansion account expansion account expansion expansion expansion increase in revenue from an existing customer through greater use seats price or additional products increase in revenue from an existing customer through greater use seats price or additional products how are we defining expansion in this deck you will see expansion in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here expansion means increase in revenue from an existing customer through greater use seats price or additional products revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Expansion","t":"Expansion","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/expansion/","ui":"How are we defining expansion in this deck?"},{"a":["expansion revenue"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Additional annual recurring revenue generated from existing customers.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Additional annual recurring revenue generated from existing customers.","i":1434,"id":"revenue.expansion-arr","lv":"core","ph":"expansion arr expansion revenue expansion arr expansion revenue expansion arr additional annual recurring revenue generated from existing customers additional annual recurring revenue generated from existing customers how are we defining expansion arr in this deck you will see expansion arr in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here expansion arr means additional annual recurring revenue generated from existing customers revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce global context dependent","sn":"Expansion ARR","t":"Expansion ARR","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/expansion-arr/","ui":"How are we defining expansion ARR in this deck?"},{"a":["ECL"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Probability-weighted estimate of credit losses under applicable financial-instrument rules.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Probability-weighted estimate of credit losses under applicable financial-instrument rules.","i":1435,"id":"bizfinance.expected-credit-loss","lv":"specialist","ph":"expected credit loss ecl ecl expected credit loss expected credit loss probability weighted estimate of credit losses under applicable financial instrument rules probability weighted estimate of credit losses under applicable financial instrument rules the note should explain the judgement behind expected credit loss you will see expected credit loss in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here expected credit loss means probability weighted estimate of credit losses under applicable financial instrument rules finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Expected credit loss","t":"Expected credit loss","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/expected-credit-loss/","ui":"The note should explain the judgement behind expected credit loss."},{"a":["expensing"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Recording a cost in profit or loss in the appropriate period under applicable rules.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Recording a cost in profit or loss in the appropriate period under applicable rules.","i":1436,"id":"bizfinance.expense-recognition","lv":"core","ph":"expense recognition expensing expense recognition expensing expense recognition recording a cost in profit or loss in the appropriate period under applicable rules recording a cost in profit or loss in the appropriate period under applicable rules finance needs to reconcile expense recognition before the numbers are released you will see expense recognition in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here expense recognition means recording a cost in profit or loss in the appropriate period under applicable rules finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Expense recognition","t":"Expense recognition","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/expense-recognition/","ui":"Finance needs to reconcile expense recognition before the numbers are released."},{"a":["transaction expenses"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A term allocating legal, diligence or transaction costs between parties.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A rule saying who pays deal costs.","i":1437,"id":"startup.expenses-provision","lv":"working","ph":"expenses provision transaction expenses expenses provision transaction expenses expenses provision a rule saying who pays deal costs a term allocating legal diligence or transaction costs between parties the company capped reimbursable investor expenses you will see expenses provision in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet control and investor rights in term sheet control and investor rights a loose definition can change rights obligations approval disclosure or enforceability here expenses provision means a term allocating legal diligence or transaction costs between parties startups venture and fundraising startup formation venture capital and fundraising term sheet control and investor rights startup investor finance corporate fundraising financing due diligence governance finance commerce right contract law organisation party global context dependent","sn":"Expenses provision","t":"Expenses provision","tp":"Term-sheet control & investor rights","tpid":"startup-venture-fundraising.term-sheet-control","u":"terms/expenses-provision/","ui":"The company capped reimbursable investor expenses."},{"a":["brand experience"],"amb":["experiential marketing"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Marketing designed around live, physical or interactive experiences.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Marketing designed around live, physical or interactive experiences.","i":1438,"id":"marketing.experiential-marketing","lv":"core","ph":"experiential marketing brand experience brand experience experiential marketing experiential marketing marketing designed around live physical or interactive experiences marketing designed around live physical or interactive experiences can we trace experiential marketing back to a decision the team can act on you will see experiential marketing in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here experiential marketing means marketing designed around live physical or interactive experiences marketing brand and growth brand marketing media and growth channels media and distribution event marketing startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Experiential marketing","t":"Experiential marketing","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/experiential-marketing/","ui":"Can we trace experiential marketing back to a decision the team can act on?"},{"a":["product experiment"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A structured test designed to reduce uncertainty by comparing observed outcomes with a hypothesis.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A test that helps determine whether an idea is true.","i":1439,"id":"product.experiment","lv":"core","ph":"experiment product experiment experiment product experiment experiment a test that helps determine whether an idea is true a structured test designed to reduce uncertainty by comparing observed outcomes with a hypothesis the experiment needs a decision rule before results arrive you will see experiment in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here experiment means a structured test designed to reduce uncertainty by comparing observed outcomes with a hypothesis product technology and innovation product management technology and innovation experiments testing and rollout startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Experiment","t":"Experiment","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/experiment/","ui":"The experiment needs a decision rule before results arrive."},{"a":["testing backlog"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A prioritised list of hypotheses and experiments awaiting work.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A list of experiments the team may run.","i":1440,"id":"product.experiment-backlog","lv":"working","ph":"experiment backlog testing backlog experiment backlog testing backlog experiment backlog a list of experiments the team may run a prioritised list of hypotheses and experiments awaiting work rank the experiment backlog by learning value and cost you will see experiment backlog in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here experiment backlog means a prioritised list of hypotheses and experiments awaiting work product technology and innovation product management technology and innovation experiments testing and rollout startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Experiment backlog","t":"Experiment backlog","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/experiment-backlog/","ui":"Rank the experiment backlog by learning value and cost."},{"a":["expiration"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The end of an agreement because its stated term has ended.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The end of an agreement because its stated term has ended.","i":1441,"id":"governance.expiry","lv":"core","ph":"expiry expiration expiration expiry expiry the end of an agreement because its stated term has ended the end of an agreement because its stated term has ended counsel wants expiry clarified before anyone signs you will see expiry in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here expiry means the end of an agreement because its stated term has ended corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Expiry","t":"Expiry","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/expiry/","ui":"Counsel wants expiry clarified before anyone signs."},{"a":["XAI"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The degree to which people can understand factors or reasoning relevant to a model's output.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Help people understand why the AI produced an answer.","i":1442,"id":"product.explainability","lv":"working","ph":"explainability xai explainability xai explainability help people understand why the ai produced an answer the degree to which people can understand factors or reasoning relevant to a models output explainability needs depend on risk and user context you will see explainability in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here explainability means the degree to which people can understand factors or reasoning relevant to a models output product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model global context dependent","sn":"Explainability","t":"Explainability","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/explainability/","ui":"Explainability needs depend on risk and user context."},{"a":["discovery research"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Research used to clarify a problem and discover possible explanations or opportunities.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Research used to clarify a problem and discover possible explanations or opportunities.","i":1443,"id":"marketing.exploratory-research","lv":"core","ph":"exploratory research discovery research discovery research exploratory research exploratory research research used to clarify a problem and discover possible explanations or opportunities research used to clarify a problem and discover possible explanations or opportunities the finding on exploratory research is directional not universal you will see exploratory research in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here exploratory research means research used to clarify a problem and discover possible explanations or opportunities marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting document artifact format genre model global context dependent","sn":"Exploratory research","t":"Exploratory research","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/exploratory-research/","ui":"The finding on exploratory research is directional, not universal."},{"a":["trade controls"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Laws restricting export, transfer or access to specified goods, software, technology or services.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Laws restricting export, transfer or access to specified goods, software, technology or services.","i":1444,"id":"governance.export-control","lv":"working","ph":"export control trade controls export control trade controls export control laws restricting export transfer or access to specified goods software technology or services laws restricting export transfer or access to specified goods software technology or services the draft mentions export control but the scope and jurisdiction are still unclear you will see export control in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here export control means laws restricting export transfer or access to specified goods software technology or services corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law equipment technology global context dependent","sn":"Export control","t":"Export control","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/export-control/","ui":"The draft mentions export control, but the scope and jurisdiction are still unclear."},{"a":["hazard exposure"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Presence of people, assets or operations in places where hazards may occur.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Presence of people, assets or operations in places where hazards may occur.","i":1445,"id":"sustainability.exposure","lv":"core","ph":"exposure hazard exposure exposure hazard exposure exposure presence of people assets or operations in places where hazards may occur presence of people assets or operations in places where hazards may occur compare exposure with the same cohort and period before drawing a conclusion you will see exposure in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here exposure means presence of people assets or operations in places where hazards may occur sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification risk ethics access global context dependent","sn":"Exposure","t":"Exposure","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/exposure/","ui":"Compare exposure with the same cohort and period before drawing a conclusion."},{"a":["explicit claim"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A claim stated directly in words, images or other clear communication.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A claim stated directly in words, images or other clear communication.","i":1446,"id":"marketing.express-claim","lv":"core","ph":"express claim explicit claim explicit claim express claim express claim a claim stated directly in words images or other clear communication a claim stated directly in words images or other clear communication can we state who receives the right created by express claim and when it applies you will see express claim in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here express claim means a claim stated directly in words images or other clear communication marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Express claim","t":"Express claim","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/express-claim/","ui":"Can we state who receives the right created by express claim, and when it applies?"},{"a":["EOI"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A preliminary submission indicating interest and capability.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A preliminary submission indicating interest and capability.","i":1447,"id":"operations.expression-of-interest","lv":"core","ph":"expression of interest eoi eoi expression of interest expression of interest a preliminary submission indicating interest and capability a preliminary submission indicating interest and capability attach the latest expression of interest to the decision pack before the meeting you will see expression of interest in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here expression of interest means a preliminary submission indicating interest and capability operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Expression of interest","t":"Expression of interest","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/expression-of-interest/","ui":"Attach the latest expression of interest to the decision pack before the meeting."},{"a":["EPR"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A policy making producers responsible for products after sale or at end of life.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A policy making producers responsible for products after sale or at end of life.","i":1448,"id":"sustainability.extended-producer-responsibility","lv":"core","ph":"extended producer responsibility epr epr extended producer responsibility extended producer responsibility a policy making producers responsible for products after sale or at end of life a policy making producers responsible for products after sale or at end of life which standard and reporting period govern extended producer responsibility you will see extended producer responsibility in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here extended producer responsibility means a policy making producers responsible for products after sale or at end of life sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact risk ethics access global context dependent","sn":"Extended producer responsibility","t":"Extended producer responsibility","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/extended-producer-responsibility/","ui":"Which standard and reporting period govern extended producer responsibility?"},{"a":["round extension"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Additional capital raised on or near the terms of a recent round.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"More money added to a recent funding round.","i":1449,"id":"startup.extension-round","lv":"working","ph":"extension round round extension extension round round extension extension round more money added to a recent funding round additional capital raised on or near the terms of a recent round the extension round includes two strategic investors you will see extension round in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here extension round means additional capital raised on or near the terms of a recent round startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"Extension round","t":"Extension round","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/extension-round/","ui":"The extension round includes two strategic investors."},{"a":["custom tag"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A company-created XBRL concept used when the standard taxonomy lacks an appropriate concept.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A company-created XBRL concept used when the standard taxonomy lacks an appropriate concept.","i":1450,"id":"reporting.extension-tag","lv":"specialist","ph":"extension tag custom tag custom tag extension tag extension tag a company created xbrl concept used when the standard taxonomy lacks an appropriate concept a company created xbrl concept used when the standard taxonomy lacks an appropriate concept which version of extension tag should the board treat as current you will see extension tag in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here extension tag means a company created xbrl concept used when the standard taxonomy lacks an appropriate concept corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Extension tag","t":"Extension tag","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/extension-tag/","ui":"Which version of extension tag should the board treat as current?"},{"a":["independent audit"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An audit performed by an independent firm or person outside the organisation.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An audit performed by an independent firm or person outside the organisation.","i":1451,"id":"governance.external-audit","lv":"core","ph":"external audit independent audit external audit independent audit external audit an audit performed by an independent firm or person outside the organisation an audit performed by an independent firm or person outside the organisation the assurance team asked for the evidence supporting external audit you will see external audit in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here external audit means an audit performed by an independent firm or person outside the organisation corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent corporate","sn":"External audit","t":"External audit","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/external-audit/","ui":"The assurance team asked for the evidence supporting external audit."},{"a":["confirmation procedure"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Evidence obtained directly from an independent third party.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Evidence obtained directly from an independent third party.","i":1452,"id":"governance.external-confirmation","lv":"working","ph":"external confirmation confirmation procedure confirmation procedure external confirmation external confirmation evidence obtained directly from an independent third party evidence obtained directly from an independent third party the control owner needs to resolve the exception around external confirmation you will see external confirmation in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here external confirmation means evidence obtained directly from an independent third party corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"External confirmation","t":"External confirmation","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/external-confirmation/","ui":"The control owner needs to resolve the exception around external confirmation."},{"a":["outside round"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A financing involving meaningful new-investor participation.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"New investors supply the new capital.","i":1453,"id":"startup.external-round","lv":"working","ph":"external round outside round external round outside round external round new investors supply the new capital a financing involving meaningful new investor participation the company wants an external round to add market expertise you will see external round in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here external round means a financing involving meaningful new investor participation startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"External round","t":"External round","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/external-round/","ui":"The company wants an external round to add market expertise."},{"a":["EGM","special meeting"],"amb":["special meeting"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A shareholder meeting held outside the ordinary annual cycle.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A shareholder meeting held outside the ordinary annual cycle.","i":1454,"id":"governance.extraordinary-general-meeting","lv":"working","ph":"extraordinary general meeting egm special meeting egm extraordinary general meeting special meeting extraordinary general meeting a shareholder meeting held outside the ordinary annual cycle a shareholder meeting held outside the ordinary annual cycle the minutes should record the decision on extraordinary general meeting not reconstruct it later you will see extraordinary general meeting in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here extraordinary general meeting means a shareholder meeting held outside the ordinary annual cycle corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority special meeting startup business corporate investor finance people governance contracting compliance risk management reporting right contract law workflow process global context dependent","sn":"Extraordinary general meeting","t":"Extraordinary general meeting","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/extraordinary-general-meeting/","ui":"The minutes should record the decision on extraordinary general meeting, not reconstruct it later."},{"a":["grease payment"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A small unofficial payment to expedite routine action, prohibited under many regimes and policies.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A small unofficial payment to expedite routine action, prohibited under many regimes and policies.","i":1455,"id":"governance.facilitation-payment","lv":"working","ph":"facilitation payment grease payment facilitation payment grease payment facilitation payment a small unofficial payment to expedite routine action prohibited under many regimes and policies a small unofficial payment to expedite routine action prohibited under many regimes and policies the draft mentions facilitation payment but the scope and jurisdiction are still unclear you will see facilitation payment in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here facilitation payment means a small unofficial payment to expedite routine action prohibited under many regimes and policies corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Facilitation payment","t":"Facilitation payment","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/facilitation-payment/","ui":"The draft mentions facilitation payment, but the scope and jurisdiction are still unclear."},{"a":["XBRL fact"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A reported value and its context in structured reporting.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A reported value and its context in structured reporting.","i":1456,"id":"reporting.fact","lv":"working","ph":"fact xbrl fact fact xbrl fact fact a reported value and its context in structured reporting a reported value and its context in structured reporting can we circulate fact with the assumptions and open questions marked you will see fact in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here fact means a reported value and its context in structured reporting corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Fact","t":"Fact","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/fact/","ui":"Can we circulate fact with the assumptions and open questions marked?"},{"a":["factbook"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A controlled collection of verified company facts, metrics and definitions used across communications.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A shared source of approved company facts and numbers.","i":1457,"id":"bizpitch.fact-book","lv":"working","ph":"fact book factbook fact book factbook fact book a shared source of approved company facts and numbers a controlled collection of verified company facts metrics and definitions used across communications update the fact book before rewriting the investor deck you will see fact book in business pitches proposals executive summaries and decision decks when the discussion reaches supporting documents and leave behinds it helps a reader interpret supporting documents and leave behinds without confusing the measure decision role or evidence being discussed here fact book means a controlled collection of verified company facts metrics and definitions used across communications business pitching and presentation materials business pitches decks and decision materials supporting documents and leave behinds startup business corporate investor sales planning pitching submission decision document artifact metric standard specification organisation party global context dependent","sn":"Fact book","t":"Fact book","tp":"Supporting documents & leave-behinds","tpid":"business-pitching-artifacts.supporting-documents","u":"terms/fact-book/","ui":"Update the fact book before rewriting the investor deck."},{"a":["invoice factoring"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Sale or assignment of receivables to a finance provider, with structures varying in recourse and service.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Sale or assignment of receivables to a finance provider, with structures varying in recourse and service.","i":1458,"id":"bizfinance.factoring","lv":"core","ph":"factoring invoice factoring factoring invoice factoring factoring sale or assignment of receivables to a finance provider with structures varying in recourse and service sale or assignment of receivables to a finance provider with structures varying in recourse and service state the period currency and accounting basis for factoring you will see factoring in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here factoring means sale or assignment of receivables to a finance provider with structures varying in recourse and service finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Factoring","t":"Factoring","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/factoring/","ui":"State the period, currency and accounting basis for factoring."},{"a":["fail-over","service failover"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Automatic or manual transfer to a backup system after failure.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology","operations","procurement","sales"],"e":"Switch to a backup when the main system fails.","i":1459,"id":"product.failover","lv":"core","ph":"failover fail over service failover fail over failover service failover failover switch to a backup when the main system fails automatic or manual transfer to a backup system after failure the database failover completed in thirty seconds you will see failover in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here failover means automatic or manual transfer to a backup system after failure product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology operations procurement sales product discovery product development testing launch operations procurement quality control risk management delivery right contract law equipment technology global context dependent","sn":"Failover","t":"Failover","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/failover/","ui":"The database failover completed in thirty seconds."},{"a":["equitable disclosure"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Timely, accurate and appropriately broad communication to relevant market participants.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Timely, accurate and appropriately broad communication to relevant market participants.","i":1460,"id":"reporting.fair-disclosure","lv":"core","ph":"fair disclosure equitable disclosure equitable disclosure fair disclosure fair disclosure timely accurate and appropriately broad communication to relevant market participants timely accurate and appropriately broad communication to relevant market participants the number is useful only if everyone calculates fair disclosure the same way you will see fair disclosure in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here fair disclosure means timely accurate and appropriately broad communication to relevant market participants corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce format genre model global context dependent","sn":"Fair disclosure","t":"Fair disclosure","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/fair-disclosure/","ui":"The number is useful only if everyone calculates fair disclosure the same way."},{"a":["FMV"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A legal or valuation concept whose exact definition depends on jurisdiction and purpose.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","investor","finance","corporate","business"],"e":"A legal or valuation concept whose exact definition depends on jurisdiction and purpose.","i":1461,"id":"bizfinance.fair-market-value","lv":"working","ph":"fair market value fmv fair market value fmv fair market value a legal or valuation concept whose exact definition depends on jurisdiction and purpose a legal or valuation concept whose exact definition depends on jurisdiction and purpose the draft mentions fair market value but the scope and jurisdiction are still unclear you will see fair market value in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here fair market value means a legal or valuation concept whose exact definition depends on jurisdiction and purpose finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup investor finance corporate business fundraising financing due diligence governance accounting planning forecasting valuation reporting finance commerce right contract law workflow process format genre model global context dependent","sn":"Fair market value","t":"Fair market value","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/fair-market-value/","ui":"The draft mentions fair market value, but the scope and jurisdiction are still unclear."},{"a":["FV"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A measurement concept defined by the applicable accounting or valuation framework, not simply management's preferred price.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A measurement concept defined by the applicable accounting or valuation framework, not simply management's preferred price.","i":1462,"id":"bizfinance.fair-value","lv":"working","ph":"fair value fv fair value fv fair value a measurement concept defined by the applicable accounting or valuation framework not simply managements preferred price a measurement concept defined by the applicable accounting or valuation framework not simply managements preferred price how sensitive is fair value to the discount rate and terminal assumptions you will see fair value in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here fair value means a measurement concept defined by the applicable accounting or valuation framework not simply managements preferred price finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process format genre model global context dependent","sn":"Fair value","t":"Fair value","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/fair-value/","ui":"How sensitive is fair value to the discount rate and terminal assumptions?"},{"a":["mark to market"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Measurement under the applicable definition of fair value and market-participant assumptions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Measurement under the applicable definition of fair value and market-participant assumptions.","i":1463,"id":"bizfinance.fair-value-measurement","lv":"working","ph":"fair value measurement mark to market fair value measurement mark to market fair value measurement measurement under the applicable definition of fair value and market participant assumptions measurement under the applicable definition of fair value and market participant assumptions finance needs to reconcile fair value measurement before the numbers are released you will see fair value measurement in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here fair value measurement means measurement under the applicable definition of fair value and market participant assumptions finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce format genre model global context dependent","sn":"Fair value measurement","t":"Fair value measurement","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/fair-value-measurement/","ui":"Finance needs to reconcile fair value measurement before the numbers are released."},{"a":["equitable pay"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A broad claim about appropriate pay that requires a defined standard.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A broad claim about appropriate pay that requires a defined standard.","i":1464,"id":"sustainability.fair-wage","lv":"working","ph":"fair wage equitable pay equitable pay fair wage fair wage a broad claim about appropriate pay that requires a defined standard a broad claim about appropriate pay that requires a defined standard the sustainability report needs the method exclusions and assurance status for fair wage you will see fair wage in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here fair wage means a broad claim about appropriate pay that requires a defined standard sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Fair wage","t":"Fair wage","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/fair-wage/","ui":"The sustainability report needs the method, exclusions and assurance status for fair wage."},{"a":["algorithmic fairness"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The normative and technical treatment of equitable outcomes across people or groups; no single metric resolves all contexts.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Check whether the system treats people acceptably and justly.","i":1465,"id":"product.fairness","lv":"working","ph":"fairness algorithmic fairness algorithmic fairness fairness fairness check whether the system treats people acceptably and justly the normative and technical treatment of equitable outcomes across people or groups no single metric resolves all contexts fairness requires a stated definition and affected stakeholder input you will see fairness in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here fairness means the normative and technical treatment of equitable outcomes across people or groups no single metric resolves all contexts product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology global context dependent","sn":"Fairness","t":"Fairness","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/fairness/","ui":"Fairness requires a stated definition and affected-stakeholder input."},{"a":["false urgency timer"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A timer suggesting a deadline that resets or is not genuine.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A timer suggesting a deadline that resets or is not genuine.","i":1466,"id":"marketing.fake-countdown","lv":"working","ph":"fake countdown false urgency timer fake countdown false urgency timer fake countdown a timer suggesting a deadline that resets or is not genuine a timer suggesting a deadline that resets or is not genuine do not describe fake countdown as agreed until the operative document says so you will see fake countdown in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here fake countdown means a timer suggesting a deadline that resets or is not genuine marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Fake countdown","t":"Fake countdown","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/fake-countdown/","ui":"Do not describe fake countdown as agreed until the operative document says so."},{"a":["fabricated review"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A review that misrepresents genuine independent experience or identity.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A review that misrepresents genuine independent experience or identity.","i":1467,"id":"marketing.fake-review","lv":"core","ph":"fake review fabricated review fabricated review fake review fake review a review that misrepresents genuine independent experience or identity a review that misrepresents genuine independent experience or identity can we state who receives the right created by fake review and when it applies you will see fake review in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here fake review means a review that misrepresents genuine independent experience or identity marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting workflow process format genre model organisation party risk ethics access global context dependent","sn":"Fake review","t":"Fake review","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/fake-review/","ui":"Can we state who receives the right created by fake review, and when it applies?"},{"a":["Type II error"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A result failing to detect an effect that is real under the tested assumptions.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The test misses a real effect.","i":1468,"id":"product.false-negative","lv":"core","ph":"false negative type ii error false negative type ii error false negative the test misses a real effect a result failing to detect an effect that is real under the tested assumptions the small sample creates false negative risk you will see false negative in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here false negative means a result failing to detect an effect that is real under the tested assumptions product technology and innovation product management technology and innovation experiments testing and rollout startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"False negative","t":"False negative","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/false-negative/","ui":"The small sample creates false-negative risk."},{"a":["Type I error"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A result indicating an effect when the effect is not real under the tested assumptions.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The test says something worked when it did not.","i":1469,"id":"product.false-positive","lv":"core","ph":"false positive type i error false positive type i error false positive the test says something worked when it did not a result indicating an effect when the effect is not real under the tested assumptions repeated peeking increases false positive risk you will see false positive in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here false positive means a result indicating an effect when the effect is not real under the tested assumptions product technology and innovation product management technology and innovation experiments testing and rollout startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"False positive","t":"False positive","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/false-positive/","ui":"Repeated peeking increases false-positive risk."},{"a":["brand familiarity"],"amb":["Brand familiarity","familiarity"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The degree to which respondents feel they know a brand.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The degree to which respondents feel they know a brand.","i":1470,"id":"marketing.familiarity","lv":"core","ph":"familiarity brand familiarity brand familiarity familiarity familiarity the degree to which respondents feel they know a brand the degree to which respondents feel they know a brand which sample and method support the conclusion about familiarity you will see familiarity in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here familiarity means the degree to which respondents feel they know a brand marketing brand and growth brand marketing media and growth research awareness and brand tracking brand familiarity startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Familiarity","t":"Familiarity","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/familiarity/","ui":"Which sample and method support the conclusion about familiarity?"},{"a":["single-family office","multi-family office"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An organisation managing wealth, investments and affairs for one or more wealthy families.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A private organisation investing a family's wealth.","i":1471,"id":"startup.family-office","lv":"working","ph":"family office single family office multi family office family office multi family office single family office family office a private organisation investing a familys wealth an organisation managing wealth investments and affairs for one or more wealthy families the family office invests with a longer time horizon you will see family office in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here family office means an organisation managing wealth investments and affairs for one or more wealthy families startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"Family office","t":"Family office","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/family-office/","ui":"The family office invests with a longer time horizon."},{"a":["frequently asked questions"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A document or section answering recurring questions in a consistent way.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A list of common questions and answers.","i":1472,"id":"bizpitch.faq","lv":"core","ph":"faq frequently asked questions faq frequently asked questions faq a list of common questions and answers a document or section answering recurring questions in a consistent way add the pricing objection to the faq before the next sales call you will see faq in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here faq means a document or section answering recurring questions in a consistent way business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"FAQ","t":"FAQ","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/faq/","ui":"Add the pricing objection to the FAQ before the next sales call."},{"a":["second-mover advantage"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A potential advantage from learning from pioneers while entering quickly with lower uncertainty or better execution.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Enter soon after the pioneer and avoid some early mistakes.","i":1473,"id":"strategy.fast-follower-advantage","lv":"working","ph":"fast follower advantage second mover advantage fast follower advantage second mover advantage fast follower advantage enter soon after the pioneer and avoid some early mistakes a potential advantage from learning from pioneers while entering quickly with lower uncertainty or better execution the company is pursuing a fast follower advantage in this region you will see fast follower advantage in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here fast follower advantage means a potential advantage from learning from pioneers while entering quickly with lower uncertainty or better execution strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Fast-follower advantage","t":"Fast-follower advantage","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/fast-follower-advantage/","ui":"The company is pursuing a fast-follower advantage in this region."},{"a":["positive variance"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A variance improving the selected outcome relative to plan, with context determining whether lower or higher is favourable.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A variance improving the selected outcome relative to plan, with context determining whether lower or higher is favourable.","i":1474,"id":"bizfinance.favourable-variance","lv":"working","ph":"favourable variance positive variance favourable variance positive variance favourable variance a variance improving the selected outcome relative to plan with context determining whether lower or higher is favourable a variance improving the selected outcome relative to plan with context determining whether lower or higher is favourable can you walk me through how favourable variance works in the model you will see favourable variance in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here favourable variance means a variance improving the selected outcome relative to plan with context determining whether lower or higher is favourable finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Favourable variance","t":"Favourable variance","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/favourable-variance/","ui":"Can you walk me through how favourable variance works in the model?"},{"a":["product feature"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A characteristic or capability of a product or service.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","product","technology","marketing","sales"],"e":"A characteristic or capability of a product or service.","i":1475,"id":"marketing.feature","lv":"core","ph":"feature product feature feature product feature feature a characteristic or capability of a product or service a characteristic or capability of a product or service keep feature consistent between the deck talk track and follow up you will see feature in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here feature means a characteristic or capability of a product or service marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate product technology marketing sales product discovery product development testing launch operations market research marketing growth reporting format genre model global context dependent","sn":"Feature","t":"Feature","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/feature/","ui":"Keep feature consistent between the deck, talk track and follow-up."},{"a":["capability adoption"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Use of a specified feature among eligible users or accounts.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Use of a specified feature among eligible users or accounts.","i":1476,"id":"revenue.feature-adoption","lv":"working","ph":"feature adoption capability adoption capability adoption feature adoption feature adoption use of a specified feature among eligible users or accounts use of a specified feature among eligible users or accounts the account review should connect feature adoption to the customers intended outcome you will see feature adoption in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here feature adoption means use of a specified feature among eligible users or accounts revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Feature adoption","t":"Feature adoption","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/feature-adoption/","ui":"The account review should connect feature adoption to the customer’s intended outcome."},{"a":["feature toggle"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A control that enables or disables product functionality for selected users without a new code deployment.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A switch that turns a feature on for certain users.","i":1477,"id":"product.feature-flag","lv":"core","ph":"feature flag feature toggle feature flag feature toggle feature flag a switch that turns a feature on for certain users a control that enables or disables product functionality for selected users without a new code deployment use the feature flag for the phased rollout you will see feature flag in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here feature flag means a control that enables or disables product functionality for selected users without a new code deployment product technology and innovation product management technology and innovation experiments testing and rollout startup business corporate product technology product discovery product development testing launch operations role person equipment technology global context dependent","sn":"Feature flag","t":"Feature flag","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/feature-flag/","ui":"Use the feature flag for the phased rollout."},{"a":["delivery roadmap"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A roadmap organised primarily around planned features or capabilities.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A plan listing features the team expects to build.","i":1478,"id":"product.feature-roadmap","lv":"working","ph":"feature roadmap delivery roadmap delivery roadmap feature roadmap feature roadmap a plan listing features the team expects to build a roadmap organised primarily around planned features or capabilities the feature roadmap is useful for coordination but can imply false certainty you will see feature roadmap in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product vision strategy and roadmaps it helps a reader interpret product vision strategy and roadmaps without confusing the measure decision role or evidence being discussed here feature roadmap means a roadmap organised primarily around planned features or capabilities product technology and innovation product management technology and innovation product vision strategy and roadmaps startup business corporate product technology product discovery product development testing launch operations document artifact metric standard specification equipment technology format genre model global context dependent","sn":"Feature roadmap","t":"Feature roadmap","tp":"Product vision, strategy & roadmaps","tpid":"product-technology-innovation.product-strategy","u":"terms/feature-roadmap/","ui":"The feature roadmap is useful for coordination but can imply false certainty."},{"a":["federation model"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A structure balancing central standards with local autonomy.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A structure balancing central standards with local autonomy.","i":1479,"id":"people.federated-model","lv":"working","ph":"federated model federation model federated model federation model federated model a structure balancing central standards with local autonomy a structure balancing central standards with local autonomy can we test the claim about federated model against employee data and lived experience you will see federated model in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here federated model means a structure balancing central standards with local autonomy people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Federated model","t":"Federated model","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/federated-model/","ui":"Can we test the claim about federated model against employee data and lived experience?"},{"a":["fiduciary obligation"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A duty to act loyally and carefully for another party or entity under applicable law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A duty to act loyally and carefully for another party or entity under applicable law.","i":1480,"id":"governance.fiduciary-duty","lv":"core","ph":"fiduciary duty fiduciary obligation fiduciary duty fiduciary obligation fiduciary duty a duty to act loyally and carefully for another party or entity under applicable law a duty to act loyally and carefully for another party or entity under applicable law the minutes should record the decision on fiduciary duty not reconstruct it later you will see fiduciary duty in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here fiduciary duty means a duty to act loyally and carefully for another party or entity under applicable law corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent corporate","sn":"Fiduciary duty","t":"Fiduciary duty","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/fiduciary-duty/","ui":"The minutes should record the decision on fiduciary duty, not reconstruct it later."},{"a":["regional marketing"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Local or regional marketing activity closely aligned with sales and accounts.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Local or regional marketing activity closely aligned with sales and accounts.","i":1481,"id":"marketing.field-marketing","lv":"working","ph":"field marketing regional marketing field marketing regional marketing field marketing local or regional marketing activity closely aligned with sales and accounts local or regional marketing activity closely aligned with sales and accounts can we trace field marketing back to a decision the team can act on you will see field marketing in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here field marketing means local or regional marketing activity closely aligned with sales and accounts marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model status decision global context dependent","sn":"Field marketing","t":"Field marketing","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/field-marketing/","ui":"Can we trace field marketing back to a decision the team can act on?"},{"a":["outside sales"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Selling that relies substantially on in-person meetings, territory coverage or on-site engagement.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Selling that relies substantially on in-person meetings, territory coverage or on-site engagement.","i":1482,"id":"revenue.field-sales","lv":"working","ph":"field sales outside sales field sales outside sales field sales selling that relies substantially on in person meetings territory coverage or on site engagement selling that relies substantially on in person meetings territory coverage or on site engagement can we connect field sales to a channel owner and measurable next step you will see field sales in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here field sales means selling that relies substantially on in person meetings territory coverage or on site engagement revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce equipment technology format genre model global context dependent","sn":"Field sales","t":"Field sales","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/field-sales/","ui":"Can we connect field sales to a channel, owner and measurable next step?"},{"a":["flanker brand"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A lower-priced or differently positioned brand intended to defend against competitors.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A lower-priced or differently positioned brand intended to defend against competitors.","i":1483,"id":"marketing.fighter-brand","lv":"specialist","ph":"fighter brand flanker brand fighter brand flanker brand fighter brand a lower priced or differently positioned brand intended to defend against competitors a lower priced or differently positioned brand intended to defend against competitors the work feels inconsistent because the team is using fighter brand in three different ways you will see fighter brand in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here fighter brand means a lower priced or differently positioned brand intended to defend against competitors marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Fighter brand","t":"Fighter brand","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/fighter-brand/","ui":"The work feels inconsistent because the team is using fighter brand in three different ways."},{"a":["filed report"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Information formally filed and subject to the legal consequences of filing.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Information formally filed and subject to the legal consequences of filing.","i":1484,"id":"reporting.filed-information","lv":"working","ph":"filed information filed report filed information filed report filed information information formally filed and subject to the legal consequences of filing information formally filed and subject to the legal consequences of filing do not describe filed information as agreed until the operative document says so you will see filed information in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here filed information means information formally filed and subject to the legal consequences of filing corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce right contract law global context dependent","sn":"Filed information","t":"Filed information","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/filed-information/","ui":"Do not describe filed information as agreed until the operative document says so."},{"a":["due date"],"amb":["Due date"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The date by which a regulatory report must be submitted.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The date by which a regulatory report must be submitted.","i":1485,"id":"reporting.filing-deadline","lv":"core","ph":"filing deadline due date due date filing deadline filing deadline the date by which a regulatory report must be submitted the date by which a regulatory report must be submitted the team needs one controlled copy of filing deadline with an owner and date you will see filing deadline in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here filing deadline means the date by which a regulatory report must be submitted corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings due date corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Filing deadline","t":"Filing deadline","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/filing-deadline/","ui":"The team needs one controlled copy of filing deadline, with an owner and date."},{"a":["order fill rate"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The percentage of demand fulfilled immediately from available supply.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A number showing the percentage of demand fulfilled immediately from available supply.","i":1486,"id":"operations.fill-rate","lv":"core","ph":"fill rate order fill rate fill rate order fill rate fill rate a number showing the percentage of demand fulfilled immediately from available supply the percentage of demand fulfilled immediately from available supply keep fill rate on the dashboard but show the definition and reporting period beside it you will see fill rate in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here fill rate means the percentage of demand fulfilled immediately from available supply operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Fill rate","t":"Fill rate","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/fill-rate/","ui":"Keep fill rate on the dashboard, but show the definition and reporting period beside it."},{"a":["closing date"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The last completion after which no further investors are admitted to that financing.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The point when the round is finished.","i":1487,"id":"startup.final-close","lv":"working","ph":"final close closing date closing date final close final close the point when the round is finished the last completion after which no further investors are admitted to that financing the final close is scheduled for the end of the quarter you will see final close in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here final close means the last completion after which no further investors are admitted to that financing startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance role person finance commerce workflow process organisation party status decision global context dependent","sn":"Final close","t":"Final close","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/final-close/","ui":"The final close is scheduled for the end of the quarter."},{"a":["CFO report"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A board report on results, forecast, cash and financial risks.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A board report on results, forecast, cash and financial risks.","i":1488,"id":"reporting.finance-report","lv":"core","ph":"finance report cfo report cfo report finance report finance report a board report on results forecast cash and financial risks a board report on results forecast cash and financial risks which version of finance report should the board treat as current you will see finance report in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here finance report means a board report on results forecast cash and financial risks corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party risk ethics access global context dependent","sn":"Finance report","t":"Finance report","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/finance-report/","ui":"Which version of finance report should the board treat as current?"},{"a":["portfolio emissions"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Emissions associated with lending and investment activities.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Emissions associated with lending and investment activities.","i":1489,"id":"sustainability.financed-emissions","lv":"core","ph":"financed emissions portfolio emissions financed emissions portfolio emissions financed emissions emissions associated with lending and investment activities emissions associated with lending and investment activities the sustainability report needs the method exclusions and assurance status for financed emissions you will see financed emissions in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here financed emissions means emissions associated with lending and investment activities sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Financed emissions","t":"Financed emissions","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/financed-emissions/","ui":"The sustainability report needs the method, exclusions and assurance status for financed emissions."},{"a":["financial control boundary"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Consolidating emissions from operations the organisation financially controls.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Consolidating emissions from operations the organisation financially controls.","i":1490,"id":"sustainability.financial-control-approach","lv":"working","ph":"financial control approach financial control boundary financial control approach financial control boundary financial control approach consolidating emissions from operations the organisation financially controls consolidating emissions from operations the organisation financially controls how are we defining financial control approach in this deck you will see financial control approach in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here financial control approach means consolidating emissions from operations the organisation financially controls sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification organisation party risk ethics access global context dependent","sn":"Financial-control approach","t":"Financial-control approach","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/financial-control-approach/","ui":"How are we defining financial-control approach in this deck?"},{"a":["maintenance covenant"],"amb":["maintenance covenant"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A requirement to maintain or test specified financial measures.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A requirement to maintain or test specified financial measures.","i":1491,"id":"bizfinance.financial-covenant","lv":"core","ph":"financial covenant maintenance covenant financial covenant maintenance covenant financial covenant a requirement to maintain or test specified financial measures a requirement to maintain or test specified financial measures the draft mentions financial covenant but the scope and jurisdiction are still unclear you will see financial covenant in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here financial covenant means a requirement to maintain or test specified financial measures finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure maintenance covenant startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce right contract law global context dependent","sn":"Financial covenant","t":"Financial covenant","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/financial-covenant/","ui":"The draft mentions financial covenant, but the scope and jurisdiction are still unclear."},{"a":["financial DD"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Review of financial statements, cash, earnings quality, working capital, debt and forecasts.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Specialists check whether the numbers are reliable.","i":1492,"id":"startup.financial-due-diligence","lv":"working","ph":"financial due diligence financial dd financial dd financial due diligence financial due diligence specialists check whether the numbers are reliable review of financial statements cash earnings quality working capital debt and forecasts financial due diligence adjusted recurring ebitda you will see financial due diligence in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here financial due diligence means review of financial statements cash earnings quality working capital debt and forecasts startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce equipment technology workflow process organisation party global context dependent","sn":"Financial due diligence","t":"Financial due diligence","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/financial-due-diligence/","ui":"Financial due diligence adjusted recurring EBITDA."},{"a":["financial scoring"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Assessment of financial capacity, affordability or cost.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Assessment of financial capacity, affordability or cost.","i":1493,"id":"operations.financial-evaluation","lv":"working","ph":"financial evaluation financial scoring financial evaluation financial scoring financial evaluation assessment of financial capacity affordability or cost assessment of financial capacity affordability or cost can we separate a mandatory requirement in financial evaluation from a scored preference you will see financial evaluation in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here financial evaluation means assessment of financial capacity affordability or cost operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process status decision global context dependent","sn":"Financial evaluation","t":"Financial evaluation","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/financial-evaluation/","ui":"Can we separate a mandatory requirement in financial evaluation from a scored preference?"},{"a":["investor materiality"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Whether sustainability information could influence investor decisions or enterprise prospects.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Whether sustainability information could influence investor decisions or enterprise prospects.","i":1494,"id":"sustainability.financial-materiality","lv":"core","ph":"financial materiality investor materiality financial materiality investor materiality financial materiality whether sustainability information could influence investor decisions or enterprise prospects whether sustainability information could influence investor decisions or enterprise prospects state the boundary and evidence behind financial materiality before publishing the claim you will see financial materiality in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here financial materiality means whether sustainability information could influence investor decisions or enterprise prospects sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact impact materiality corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance role person risk ethics access status decision global context dependent","sn":"Financial materiality","t":"Financial materiality","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/financial-materiality/","ui":"State the boundary and evidence behind financial materiality before publishing the claim."},{"a":["finance model"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A structured quantitative representation of a business, project or transaction used for analysis and decisions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A structured quantitative representation of a business, project or transaction used for analysis and decisions.","i":1495,"id":"bizfinance.financial-model","lv":"core","ph":"financial model finance model finance model financial model financial model a structured quantitative representation of a business project or transaction used for analysis and decisions a structured quantitative representation of a business project or transaction used for analysis and decisions run a downside case for financial model before the review you will see financial model in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here financial model means a structured quantitative representation of a business project or transaction used for analysis and decisions finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model status decision global context dependent","sn":"Financial model","t":"Financial model","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/financial-model/","ui":"Run a downside case for financial model before the review."},{"a":["finance risk"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Risk arising from financing, markets, liquidity, credit or financial performance.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Risk arising from financing, markets, liquidity, credit or financial performance.","i":1496,"id":"governance.financial-risk","lv":"core","ph":"financial risk finance risk finance risk financial risk financial risk risk arising from financing markets liquidity credit or financial performance risk arising from financing markets liquidity credit or financial performance the board will ask what happens if financial risk moves outside tolerance you will see financial risk in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here financial risk means risk arising from financing markets liquidity credit or financial performance corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law format genre model risk ethics access global context dependent","sn":"Financial risk","t":"Financial risk","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/financial-risk/","ui":"The board will ask what happens if financial risk moves outside tolerance."},{"a":["sponsor sale"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A sale to a financial buyer such as a private-equity fund.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A company sells to an investment firm.","i":1497,"id":"startup.financial-sale","lv":"working","ph":"financial sale sponsor sale financial sale sponsor sale financial sale a company sells to an investment firm a sale to a financial buyer such as a private equity fund the financial sale depends on leverage and cash flow you will see financial sale in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here financial sale means a sale to a financial buyer such as a private equity fund startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"Financial sale","t":"Financial sale","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/financial-sale/","ui":"The financial sale depends on leverage and cash flow."},{"a":["financial audit"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An audit intended to support an opinion on financial statements.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An audit intended to support an opinion on financial statements.","i":1498,"id":"governance.financial-statement-audit","lv":"core","ph":"financial statement audit financial audit financial audit financial statement audit financial statement audit an audit intended to support an opinion on financial statements an audit intended to support an opinion on financial statements can we circulate financial statement audit with the assumptions and open questions marked you will see financial statement audit in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here financial statement audit means an audit intended to support an opinion on financial statements corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Financial-statement audit","t":"Financial-statement audit","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/financial-statement-audit/","ui":"Can we circulate financial-statement audit with the assumptions and open questions marked?"},{"a":["accounts"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Formal reports describing an organisation's financial position, performance and cash flows for a period or date.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Formal reports describing an organisation's financial position, performance and cash flows for a period or date.","i":1499,"id":"bizfinance.financial-statements","lv":"core","ph":"financial statements accounts accounts financial statements financial statements formal reports describing an organisations financial position performance and cash flows for a period or date formal reports describing an organisations financial position performance and cash flows for a period or date attach the latest financial statements to the decision pack before the meeting you will see financial statements in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here financial statements means formal reports describing an organisations financial position performance and cash flows for a period or date finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce organisation party global context dependent","sn":"Financial statements","t":"Financial statements","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/financial-statements/","ui":"Attach the latest financial statements to the decision pack before the meeting."},{"a":["financial slide"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide summarising historical performance, forecasts, assumptions or financing needs.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that shows the important numbers.","i":1500,"id":"bizpitch.financials-slide","lv":"core","ph":"financials slide financial slide financial slide financials slide financials slide the slide that shows the important numbers a slide summarising historical performance forecasts assumptions or financing needs the financials slide needs assumptions beside the forecast you will see financials slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here financials slide means a slide summarising historical performance forecasts assumptions or financing needs business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Financials slide","t":"Financials slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/financials-slide/","ui":"The financials slide needs assumptions beside the forecast."},{"a":["CFF"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Cash flows associated with debt, equity and distributions to capital providers.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Cash flows associated with debt, equity and distributions to capital providers.","i":1501,"id":"bizfinance.financing-cash-flow","lv":"core","ph":"financing cash flow cff cff financing cash flow financing cash flow cash flows associated with debt equity and distributions to capital providers cash flows associated with debt equity and distributions to capital providers the number is useful only if everyone calculates financing cash flow the same way you will see financing cash flow in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here financing cash flow means cash flows associated with debt equity and distributions to capital providers finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology global context dependent","sn":"Financing cash flow","t":"Financing cash flow","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/financing-cash-flow/","ui":"The number is useful only if everyone calculates financing cash flow the same way."},{"a":["small print","disclaimer text"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Detailed limiting information that cannot cure a misleading headline if not sufficiently clear.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["startup","business","corporate","marketing","sales","investor","sustainability","finance","operations"],"e":"Detailed limiting information that cannot cure a misleading headline if not sufficiently clear.","i":1502,"id":"sustainability.fine-print","lv":"core","ph":"fine print small print disclaimer text disclaimer text fine print small print fine print detailed limiting information that cannot cure a misleading headline if not sufficiently clear detailed limiting information that cannot cure a misleading headline if not sufficiently clear can we trace fine print from the report back to the source record you will see fine print in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here fine print means detailed limiting information that cannot cure a misleading headline if not sufficiently clear sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance startup business corporate marketing sales investor sustainability finance operations market research marketing growth reporting strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Fine print","t":"Fine print","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/fine-print/","ui":"Can we trace fine print from the report back to the source record?"},{"a":["model fine tuning"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Further training of a pre-trained model on additional data for a narrower task or behaviour.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Adapt an existing model using more specific examples.","i":1503,"id":"product.fine-tuning","lv":"working","ph":"fine tuning model fine tuning fine tuning model fine tuning fine tuning adapt an existing model using more specific examples further training of a pre trained model on additional data for a narrower task or behaviour fine tuning improved domain terminology but increased maintenance cost you will see fine tuning in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here fine tuning means further training of a pre trained model on additional data for a narrower task or behaviour product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model global context dependent","sn":"Fine-tuning","t":"Fine-tuning","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/fine-tuning/","ui":"Fine-tuning improved domain terminology but increased maintenance cost."},{"a":["finished inventory"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Completed products held for sale or distribution.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Completed products held for sale or distribution.","i":1504,"id":"operations.finished-goods","lv":"core","ph":"finished goods finished inventory finished goods finished inventory finished goods completed products held for sale or distribution completed products held for sale or distribution the number is useful only if everyone calculates finished goods the same way you will see finished goods in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here finished goods means completed products held for sale or distribution operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Finished goods","t":"Finished goods","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/finished-goods/","ui":"The number is useful only if everyone calculates finished goods the same way."},{"a":["moderated chat"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"An interview-style public or investor discussion with a company leader.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"An interview-style public or investor discussion with a company leader.","i":1505,"id":"reporting.fireside-chat","lv":"core","ph":"fireside chat moderated chat fireside chat moderated chat fireside chat an interview style public or investor discussion with a company leader an interview style public or investor discussion with a company leader can we explain the movement in fireside chat without hiding the underlying driver you will see fireside chat in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here fireside chat means an interview style public or investor discussion with a company leader corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce organisation party global context dependent","sn":"Fireside chat","t":"Fireside chat","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/fireside-chat/","ui":"Can we explain the movement in fireside chat without hiding the underlying driver?"},{"a":["firmographics"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Grouping organisations by attributes such as size, industry, revenue or location.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Group businesses by company characteristics.","i":1506,"id":"strategy.firmographic-segmentation","lv":"working","ph":"firmographic segmentation firmographics firmographic segmentation firmographics firmographic segmentation group businesses by company characteristics grouping organisations by attributes such as size industry revenue or location the firmographic segmentation separates regulated enterprises from small firms you will see firmographic segmentation in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here firmographic segmentation means grouping organisations by attributes such as size industry revenue or location strategy markets and business models strategy market analysis and business models customers users and segmentation startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model organisation party global context dependent","sn":"Firmographic segmentation","t":"Firmographic segmentation","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/firmographic-segmentation/","ui":"The firmographic segmentation separates regulated enterprises from small firms."},{"a":["FAI"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Detailed inspection of an initial production item before wider production.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Detailed inspection of an initial production item before wider production.","i":1507,"id":"operations.first-article-inspection","lv":"working","ph":"first article inspection fai fai first article inspection first article inspection detailed inspection of an initial production item before wider production detailed inspection of an initial production item before wider production can we distinguish prevention from inspection in the way we handle first article inspection you will see first article inspection in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here first article inspection means detailed inspection of an initial production item before wider production operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"First-article inspection","t":"First-article inspection","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/first-article-inspection/","ui":"Can we distinguish prevention from inspection in the way we handle first-article inspection?"},{"a":["Chicago method"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A startup valuation method combining scenario values weighted by estimated probabilities.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A startup valuation method combining scenario values weighted by estimated probabilities.","i":1508,"id":"bizfinance.first-chicago-method","lv":"specialist","ph":"first chicago method chicago method chicago method first chicago method first chicago method a startup valuation method combining scenario values weighted by estimated probabilities a startup valuation method combining scenario values weighted by estimated probabilities the valuation memo needs to state the assumptions behind first chicago method you will see first chicago method in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here first chicago method means a startup valuation method combining scenario values weighted by estimated probabilities finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce workflow process global context dependent","sn":"First Chicago method","t":"First Chicago method","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/first-chicago-method/","ui":"The valuation memo needs to state the assumptions behind first Chicago method."},{"a":["first touch"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Attribution giving all credit to the first measured click in the journey.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Attribution giving all credit to the first measured click in the journey.","i":1509,"id":"marketing.first-click-attribution","lv":"core","ph":"first click attribution first touch first click attribution first touch first click attribution attribution giving all credit to the first measured click in the journey attribution giving all credit to the first measured click in the journey compare first click attribution with the same cohort and period before drawing a conclusion you will see first click attribution in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here first click attribution means attribution giving all credit to the first measured click in the journey marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"First-click attribution","t":"First-click attribution","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/first-click-attribution/","ui":"Compare first-click attribution with the same cohort and period before drawing a conclusion."},{"a":["initial close"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The first legal completion of a financing, after which some committed capital is funded.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The round completes for the first group of investors.","i":1510,"id":"startup.first-close","lv":"working","ph":"first close initial close first close initial close first close the round completes for the first group of investors the first legal completion of a financing after which some committed capital is funded the company extended the round after the first close you will see first close in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here first close means the first legal completion of a financing after which some committed capital is funded startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance finance commerce right contract law equipment technology workflow process organisation party status decision global context dependent","sn":"First close","t":"First close","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/first-close/","ui":"The company extended the round after the first close."},{"a":["first line of defence"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Operational management that owns and manages risks.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Operational management that owns and manages risks.","i":1511,"id":"governance.first-line","lv":"working","ph":"first line first line of defence first line first line of defence first line operational management that owns and manages risks operational management that owns and manages risks the number is useful only if everyone calculates first line the same way you will see first line in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here first line means operational management that owns and manages risks corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law workflow process risk ethics access global context dependent","sn":"First line","t":"First line","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/first-line/","ui":"The number is useful only if everyone calculates first line the same way."},{"a":["origin leg"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The initial movement from origin or supplier into the logistics network.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The initial movement from origin or supplier into the logistics network.","i":1512,"id":"operations.first-mile","lv":"working","ph":"first mile origin leg first mile origin leg first mile the initial movement from origin or supplier into the logistics network the initial movement from origin or supplier into the logistics network what breaks upstream or downstream if first mile changes you will see first mile in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here first mile means the initial movement from origin or supplier into the logistics network operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process global context dependent","sn":"First mile","t":"First mile","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/first-mile/","ui":"What breaks upstream or downstream if first mile changes?"},{"a":["pioneer advantage"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A potential advantage gained by entering a market before rivals.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Being early may create a lead.","i":1513,"id":"strategy.first-mover-advantage","lv":"working","ph":"first mover advantage pioneer advantage first mover advantage pioneer advantage first mover advantage being early may create a lead a potential advantage gained by entering a market before rivals first mover advantage matters only if the lead can be defended you will see first mover advantage in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here first mover advantage means a potential advantage gained by entering a market before rivals strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"First-mover advantage","t":"First-mover advantage","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/first-mover-advantage/","ui":"First-mover advantage matters only if the lead can be defended."},{"a":[],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A cookie set by the site or domain the user is visiting.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A cookie set by the site or domain the user is visiting.","i":1514,"id":"governance.first-party-cookie","lv":"core","ph":"first party cookie first party cookie first party cookie a cookie set by the site or domain the user is visiting a cookie set by the site or domain the user is visiting do not describe first party cookie as agreed until the operative document says so you will see first party cookie in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here first party cookie means a cookie set by the site or domain the user is visiting corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law equipment technology risk ethics access global context dependent","sn":"First-party cookie","t":"First-party cookie","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/first-party-cookie/","ui":"Do not describe first-party cookie as agreed until the operative document says so."},{"a":["1P data"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Data collected directly by an organisation from its own interactions and relationships.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Data collected directly by an organisation from its own interactions and relationships.","i":1515,"id":"marketing.first-party-data","lv":"core","ph":"first party data 1 p data 1 p data first party data first party data data collected directly by an organisation from its own interactions and relationships data collected directly by an organisation from its own interactions and relationships compare first party data with the same cohort and period before drawing a conclusion you will see first party data in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here first party data means data collected directly by an organisation from its own interactions and relationships marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification equipment technology format genre model organisation party global context dependent","sn":"First-party data","t":"First-party data","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/first-party-data/","ui":"Compare first-party data with the same cohort and period before drawing a conclusion."},{"a":["FPY"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The proportion of output meeting requirements without rework.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The proportion of output meeting requirements without rework.","i":1516,"id":"operations.first-pass-yield","lv":"core","ph":"first pass yield fpy first pass yield fpy first pass yield the proportion of output meeting requirements without rework the proportion of output meeting requirements without rework the number is useful only if everyone calculates first pass yield the same way you will see first pass yield in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here first pass yield means the proportion of output meeting requirements without rework operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process status decision global context dependent","sn":"First-pass yield","t":"First-pass yield","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/first-pass-yield/","ui":"The number is useful only if everyone calculates first-pass yield the same way."},{"a":["FRT"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Time from a support request to the first substantive response.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Time from a support request to the first substantive response.","i":1517,"id":"revenue.first-response-time","lv":"working","ph":"first response time frt first response time frt first response time time from a support request to the first substantive response time from a support request to the first substantive response who owns the recovery plan if first response time moves in the wrong direction you will see first response time in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here first response time means time from a support request to the first substantive response revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"First response time","t":"First response time","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/first-response-time/","ui":"Who owns the recovery plan if first response time moves in the wrong direction?"},{"a":["new founder"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A person founding a company for the first time.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Someone starting their first company.","i":1518,"id":"startup.first-time-founder","lv":"core","ph":"first time founder new founder first time founder new founder first time founder someone starting their first company a person founding a company for the first time first time founder status says nothing by itself about capability you will see first time founder in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here first time founder means a person founding a company for the first time startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"First-time founder","t":"First-time founder","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/first-time-founder/","ui":"First-time founder status says nothing by itself about capability."},{"a":["financial year","FY"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The twelve-month accounting period selected by an organisation.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","finance","investor"],"e":"The twelve-month accounting period selected by an organisation.","i":1519,"id":"reporting.fiscal-year","lv":"core","ph":"fiscal year financial year fy financial year fiscal year fy fiscal year the twelve month accounting period selected by an organisation the twelve month accounting period selected by an organisation attach the latest fiscal year to the decision pack before the meeting you will see fiscal year in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here fiscal year means the twelve month accounting period selected by an organisation corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings startup business corporate finance investor accounting planning forecasting valuation reporting financing governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Fiscal year","t":"Fiscal year","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/fiscal-year/","ui":"Attach the latest fiscal year to the decision pack before the meeting."},{"a":["Ishikawa diagram","cause-and-effect diagram"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A cause-and-effect diagram grouping possible causes of a problem.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A cause-and-effect diagram grouping possible causes of a problem.","i":1520,"id":"operations.fishbone-diagram","lv":"core","ph":"fishbone diagram ishikawa diagram cause and effect diagram cause and effect diagram fishbone diagram ishikawa diagram fishbone diagram a cause and effect diagram grouping possible causes of a problem a cause and effect diagram grouping possible causes of a problem attach the latest fishbone diagram to the decision pack before the meeting you will see fishbone diagram in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here fishbone diagram means a cause and effect diagram grouping possible causes of a problem operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Fishbone diagram","t":"Fishbone diagram","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/fishbone-diagram/","ui":"Attach the latest fishbone diagram to the decision pack before the meeting."},{"a":["5 Whys"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Repeatedly asking why to explore a chain of causes.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Repeatedly asking why to explore a chain of causes.","i":1521,"id":"operations.five-whys","lv":"core","ph":"five whys 5 whys 5 whys five whys five whys repeatedly asking why to explore a chain of causes repeatedly asking why to explore a chain of causes show where five whys happens in the operating model and who receives the handoff you will see five whys in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here five whys means repeatedly asking why to explore a chain of causes operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Five Whys","t":"Five Whys","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/five-whys/","ui":"Show where five Whys happens in the operating model and who receives the handoff."},{"a":["PP&E schedule"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A model tracking capital expenditure, depreciation and asset balances.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A model tracking capital expenditure, depreciation and asset balances.","i":1522,"id":"bizfinance.fixed-asset-schedule","lv":"working","ph":"fixed asset schedule pp and e schedule fixed asset schedule pp and e schedule fixed asset schedule a model tracking capital expenditure depreciation and asset balances a model tracking capital expenditure depreciation and asset balances attach the latest fixed asset schedule to the decision pack before the meeting you will see fixed asset schedule in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here fixed asset schedule means a model tracking capital expenditure depreciation and asset balances finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce equipment technology format genre model global context dependent","sn":"Fixed-asset schedule","t":"Fixed-asset schedule","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/fixed-asset-schedule/","ui":"Attach the latest fixed-asset schedule to the decision pack before the meeting."},{"a":["FCCR"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Ability to cover interest and other fixed financing charges under a stated formula.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Ability to cover interest and other fixed financing charges under a stated formula.","i":1523,"id":"bizfinance.fixed-charge-coverage-ratio","lv":"working","ph":"fixed charge coverage ratio fccr fccr fixed charge coverage ratio fixed charge coverage ratio ability to cover interest and other fixed financing charges under a stated formula ability to cover interest and other fixed financing charges under a stated formula keep fixed charge coverage ratio on the dashboard but show the definition and reporting period beside it you will see fixed charge coverage ratio in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here fixed charge coverage ratio means ability to cover interest and other fixed financing charges under a stated formula finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Fixed-charge coverage ratio","t":"Fixed-charge coverage ratio","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/fixed-charge-coverage-ratio/","ui":"Keep fixed-charge coverage ratio on the dashboard, but show the definition and reporting period beside it."},{"a":["committed cost"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A cost that does not change directly with activity volume within a relevant range.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A cost that does not change directly with activity volume within a relevant range.","i":1524,"id":"bizfinance.fixed-cost","lv":"core","ph":"fixed cost committed cost committed cost fixed cost fixed cost a cost that does not change directly with activity volume within a relevant range a cost that does not change directly with activity volume within a relevant range the number is useful only if everyone calculates fixed cost the same way you will see fixed cost in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here fixed cost means a cost that does not change directly with activity volume within a relevant range finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Fixed cost","t":"Fixed cost","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/fixed-cost/","ui":"The number is useful only if everyone calculates fixed cost the same way."},{"a":["fixed interest"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An interest rate that remains constant under the agreed terms.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An interest rate that remains constant under the agreed terms.","i":1525,"id":"bizfinance.fixed-rate","lv":"core","ph":"fixed rate fixed interest fixed interest fixed rate fixed rate an interest rate that remains constant under the agreed terms an interest rate that remains constant under the agreed terms compare fixed rate with the same cohort and period before drawing a conclusion you will see fixed rate in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here fixed rate means an interest rate that remains constant under the agreed terms finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Fixed rate","t":"Fixed rate","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/fixed-rate/","ui":"Compare fixed rate with the same cohort and period before drawing a conclusion."},{"a":["lead brand"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The brand most prominent or strategically representative within a portfolio.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The brand most prominent or strategically representative within a portfolio.","i":1526,"id":"marketing.flagship-brand","lv":"working","ph":"flagship brand lead brand flagship brand lead brand flagship brand the brand most prominent or strategically representative within a portfolio the brand most prominent or strategically representative within a portfolio the brand brief needs a concrete definition of flagship brand you will see flagship brand in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here flagship brand means the brand most prominent or strategically representative within a portfolio marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Flagship brand","t":"Flagship brand","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/flagship-brand/","ui":"The brand brief needs a concrete definition of flagship brand."},{"a":["flat structure"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"An organisation with relatively few management layers.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"An organisation with relatively few management layers.","i":1527,"id":"people.flat-organisation","lv":"core","ph":"flat organisation flat structure flat organisation flat structure flat organisation an organisation with relatively few management layers an organisation with relatively few management layers who is accountable for flat organisation and who is affected by it you will see flat organisation in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here flat organisation means an organisation with relatively few management layers people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management workflow process organisation party global context dependent","sn":"Flat organisation","t":"Flat organisation","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/flat-organisation/","ui":"Who is accountable for flat organisation, and who is affected by it?"},{"a":["fixed pricing"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A fixed price independent of use within stated limits.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A fixed price independent of use within stated limits.","i":1528,"id":"revenue.flat-rate-pricing","lv":"core","ph":"flat rate pricing fixed pricing fixed pricing flat rate pricing flat rate pricing a fixed price independent of use within stated limits a fixed price independent of use within stated limits how are we defining flat rate pricing in this deck you will see flat rate pricing in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here flat rate pricing means a fixed price independent of use within stated limits revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Flat-rate pricing","t":"Flat-rate pricing","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/flat-rate-pricing/","ui":"How are we defining flat-rate pricing in this deck?"},{"a":["flat financing"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A financing completed at roughly the same valuation as the previous priced round.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The company's valuation is about unchanged.","i":1529,"id":"startup.flat-round","lv":"working","ph":"flat round flat financing flat financing flat round flat round the companys valuation is about unchanged a financing completed at roughly the same valuation as the previous priced round the flat round includes stronger investor rights you will see flat round in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here flat round means a financing completed at roughly the same valuation as the previous priced round startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Flat round","t":"Flat round","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/flat-round/","ui":"The flat round includes stronger investor rights."},{"a":["variable rate"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An interest rate that changes with a reference rate plus or minus a margin.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An interest rate that changes with a reference rate plus or minus a margin.","i":1530,"id":"bizfinance.floating-rate","lv":"core","ph":"floating rate variable rate floating rate variable rate floating rate an interest rate that changes with a reference rate plus or minus a margin an interest rate that changes with a reference rate plus or minus a margin compare floating rate with the same cohort and period before drawing a conclusion you will see floating rate in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here floating rate means an interest rate that changes with a reference rate plus or minus a margin finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Floating rate","t":"Floating rate","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/floating-rate/","ui":"Compare floating rate with the same cohort and period before drawing a conclusion."},{"a":["minimum target"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The minimum acceptable value or guarantee.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The minimum acceptable value or guarantee.","i":1531,"id":"people.floor","lv":"core","ph":"floor minimum target floor minimum target floor the minimum acceptable value or guarantee the minimum acceptable value or guarantee the team needs one controlled copy of floor with an owner and date you will see floor in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here floor means the minimum acceptable value or guarantee people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Floor","t":"Floor","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/floor/","ui":"The team needs one controlled copy of floor, with an owner and date."},{"a":["pass-through obligation"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A term requiring specified obligations to be passed to subcontractors or lower-tier suppliers.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A term requiring specified obligations to be passed to subcontractors or lower-tier suppliers.","i":1532,"id":"revenue.flow-down-clause","lv":"specialist","ph":"flow down clause pass through obligation flow down clause pass through obligation flow down clause a term requiring specified obligations to be passed to subcontractors or lower tier suppliers a term requiring specified obligations to be passed to subcontractors or lower tier suppliers counsel wants flow down clause clarified before anyone signs you will see flow down clause in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here flow down clause means a term requiring specified obligations to be passed to subcontractors or lower tier suppliers revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact role person finance commerce right contract law status decision global context dependent","sn":"Flow-down clause","t":"Flow-down clause","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/flow-down-clause/","ui":"Counsel wants flow-down clause clarified before anyone signs."},{"a":["process flow efficiency"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Active processing time divided by total lead time.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Active processing time divided by total lead time.","i":1533,"id":"operations.flow-efficiency","lv":"working","ph":"flow efficiency process flow efficiency flow efficiency process flow efficiency flow efficiency active processing time divided by total lead time active processing time divided by total lead time how are we defining flow efficiency in this deck you will see flow efficiency in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here flow efficiency means active processing time divided by total lead time operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Flow efficiency","t":"Flow efficiency","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/flow-efficiency/","ui":"How are we defining flow efficiency in this deck?"},{"a":["flow chart"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A diagram using standard shapes to show a sequence and decisions.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A diagram using standard shapes to show a sequence and decisions.","i":1534,"id":"operations.flowchart","lv":"core","ph":"flowchart flow chart flow chart flowchart flowchart a diagram using standard shapes to show a sequence and decisions a diagram using standard shapes to show a sequence and decisions attach the latest flowchart to the decision pack before the meeting you will see flowchart in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here flowchart means a diagram using standard shapes to show a sequence and decisions operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process status decision global context dependent","sn":"Flowchart","t":"Flowchart","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/flowchart/","ui":"Attach the latest flowchart to the decision pack before the meeting."},{"a":["growth flywheel"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A reinforcing system in which one improvement drives another, creating compounding momentum.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A loop where each improvement helps produce the next.","i":1535,"id":"strategy.flywheel","lv":"core","ph":"flywheel growth flywheel flywheel growth flywheel flywheel a loop where each improvement helps produce the next a reinforcing system in which one improvement drives another creating compounding momentum name the causal links in the flywheel instead of drawing arrows around a circle you will see flywheel in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here flywheel means a reinforcing system in which one improvement drives another creating compounding momentum strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Flywheel","t":"Flywheel","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/flywheel/","ui":"Name the causal links in the flywheel instead of drawing arrows around a circle."},{"a":["group discussion"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A moderated group discussion used to explore perceptions and reactions.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A moderated group discussion used to explore perceptions and reactions.","i":1536,"id":"marketing.focus-group","lv":"core","ph":"focus group group discussion focus group group discussion focus group a moderated group discussion used to explore perceptions and reactions a moderated group discussion used to explore perceptions and reactions define focus group in the research plan before fieldwork begins you will see focus group in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here focus group means a moderated group discussion used to explore perceptions and reactions marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Focus group","t":"Focus group","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/focus-group/","ui":"Define focus group in the research plan before fieldwork begins."},{"a":["follow-on"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An additional investment by an existing investor in a later financing.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An existing investor invests again.","i":1537,"id":"startup.follow-on-investment","lv":"core","ph":"follow on investment follow on follow on follow on investment follow on investment an existing investor invests again an additional investment by an existing investor in a later financing the fund reserved capital for follow on investment you will see follow on investment in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here follow on investment means an additional investment by an existing investor in a later financing startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance role person finance commerce workflow process organisation party global context dependent","sn":"Follow-on investment","t":"Follow-on investment","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/follow-on-investment/","ui":"The fund reserved capital for follow-on investment."},{"a":["fear of missing out"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Fear of missing out, sometimes used in fundraising to describe investor urgency created by momentum or scarcity.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investors worry they may miss a desirable deal.","i":1538,"id":"startup.fomo","lv":"working","ph":"fomo fear of missing out fear of missing out fomo fomo investors worry they may miss a desirable deal fear of missing out sometimes used in fundraising to describe investor urgency created by momentum or scarcity manufactured fomo can damage trust you will see fomo in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here fomo means fear of missing out sometimes used in fundraising to describe investor urgency created by momentum or scarcity startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance role person finance commerce workflow process organisation party global context dependent","sn":"FOMO","t":"FOMO","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/fomo/","ui":"Manufactured FOMO can damage trust."},{"a":["note to the accounts"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Explanatory disclosure accompanying financial statements or another report.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Explanatory disclosure accompanying financial statements or another report.","i":1539,"id":"reporting.footnote","lv":"core","ph":"footnote note to the accounts footnote note to the accounts footnote explanatory disclosure accompanying financial statements or another report explanatory disclosure accompanying financial statements or another report which version of footnote should the board treat as current you will see footnote in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here footnote means explanatory disclosure accompanying financial statements or another report corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Footnote","t":"Footnote","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/footnote/","ui":"Which version of footnote should the board treat as current?"},{"a":["standstill"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A temporary agreement by a creditor not to exercise remedies while conditions are met.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A temporary agreement by a creditor not to exercise remedies while conditions are met.","i":1540,"id":"bizfinance.forbearance","lv":"working","ph":"forbearance standstill forbearance standstill forbearance a temporary agreement by a creditor not to exercise remedies while conditions are met a temporary agreement by a creditor not to exercise remedies while conditions are met counsel wants forbearance clarified before anyone signs you will see forbearance in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here forbearance means a temporary agreement by a creditor not to exercise remedies while conditions are met finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Forbearance","t":"Forbearance","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/forbearance/","ui":"Counsel wants forbearance clarified before anyone signs."},{"a":["FM","force-majeure event"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A clause allocating risk for extraordinary events beyond a party's control, as specifically drafted.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A clause allocating risk for extraordinary events beyond a party's control, as specifically drafted.","i":1541,"id":"governance.force-majeure","lv":"core","ph":"force majeure fm force majeure event fm force majeure force majeure event force majeure a clause allocating risk for extraordinary events beyond a partys control as specifically drafted a clause allocating risk for extraordinary events beyond a partys control as specifically drafted can we state who receives the right created by force majeure and when it applies you will see force majeure in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here force majeure means a clause allocating risk for extraordinary events beyond a partys control as specifically drafted corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact right contract law risk ethics access global context dependent","sn":"Force majeure","t":"Force majeure","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/force-majeure/","ui":"Can we state who receives the right created by force majeure, and when it applies?"},{"a":["coercive flow"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Requiring a user to do an unrelated or excessive action to access a desired function.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Requiring a user to do an unrelated or excessive action to access a desired function.","i":1542,"id":"marketing.forced-action","lv":"working","ph":"forced action coercive flow coercive flow forced action forced action requiring a user to do an unrelated or excessive action to access a desired function requiring a user to do an unrelated or excessive action to access a desired function counsel wants forced action clarified before anyone signs you will see forced action in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here forced action means requiring a user to do an unrelated or excessive action to access a desired function marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting role person format genre model risk ethics access global context dependent","sn":"Forced action","t":"Forced action","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/forced-action/","ui":"Counsel wants forced action clarified before anyone signs."},{"a":["stack ranking"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A system requiring ratings to fit predetermined proportions.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A system requiring ratings to fit predetermined proportions.","i":1543,"id":"people.forced-distribution","lv":"working","ph":"forced distribution stack ranking forced distribution stack ranking forced distribution a system requiring ratings to fit predetermined proportions a system requiring ratings to fit predetermined proportions who is accountable for forced distribution and who is affected by it you will see forced distribution in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here forced distribution means a system requiring ratings to fit predetermined proportions people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management equipment technology organisation party global context dependent","sn":"Forced distribution","t":"Forced distribution","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/forced-distribution/","ui":"Who is accountable for forced distribution, and who is affected by it?"},{"a":["compulsory labour"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Work exacted under threat or coercion and not offered voluntarily.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Work exacted under threat or coercion and not offered voluntarily.","i":1544,"id":"sustainability.forced-labour","lv":"core","ph":"forced labour compulsory labour compulsory labour forced labour forced labour work exacted under threat or coercion and not offered voluntarily work exacted under threat or coercion and not offered voluntarily which standard and reporting period govern forced labour you will see forced labour in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here forced labour means work exacted under threat or coercion and not offered voluntarily sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Forced labour","t":"Forced labour","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/forced-labour/","ui":"Which standard and reporting period govern forced labour?"},{"a":["financial forecast","outlook"],"amb":["outlook"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"An updated estimate of future results.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","finance","investor"],"e":"An updated estimate of future results.","i":1545,"id":"reporting.forecast","lv":"core","ph":"forecast financial forecast outlook financial forecast forecast outlook forecast an updated estimate of future results an updated estimate of future results can we circulate forecast with the assumptions and open questions marked you will see forecast in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here forecast means an updated estimate of future results corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers budget guidance target guidance outlook startup business corporate finance investor accounting planning forecasting valuation reporting financing governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent business foundation","sn":"Forecast","t":"Forecast","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/forecast/","ui":"Can we circulate forecast with the assumptions and open questions marked?"},{"a":["forecast precision","forecast error performance","demand accuracy"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A measure of how closely forecasts match actual outcomes.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","sales","finance","product","investor","operations","procurement"],"e":"A number showing how closely forecasts match actual outcomes.","i":1546,"id":"operations.forecast-accuracy","lv":"core","ph":"forecast accuracy forecast precision forecast error performance demand accuracy demand accuracy forecast accuracy forecast error performance forecast precision forecast accuracy a number showing how closely forecasts match actual outcomes a measure of how closely forecasts match actual outcomes keep forecast accuracy on the dashboard but show the definition and reporting period beside it you will see forecast accuracy in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here forecast accuracy means a measure of how closely forecasts match actual outcomes operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning startup business corporate sales finance product investor operations procurement go to market sales contracting customer success renewal accounting planning forecasting valuation reporting financing operations procurement quality control risk management delivery document artifact metric standard specification workflow process status decision global context dependent","sn":"Forecast accuracy","t":"Forecast accuracy","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/forecast-accuracy/","ui":"Keep forecast accuracy on the dashboard, but show the definition and reporting period beside it."},{"a":["forecasting bias","demand bias"],"amb":["forecast bias"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Persistent over-forecasting or under-forecasting.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","sales","finance","product","operations","procurement"],"e":"Persistent over-forecasting or under-forecasting.","i":1547,"id":"operations.forecast-bias","lv":"core","ph":"forecast bias forecasting bias demand bias demand bias forecast bias forecasting bias forecast bias persistent over forecasting or under forecasting persistent over forecasting or under forecasting compare forecast bias with the same cohort and period before drawing a conclusion you will see forecast bias in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here forecast bias means persistent over forecasting or under forecasting operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning bias startup business corporate sales finance product operations procurement go to market sales contracting customer success renewal operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Forecast bias","t":"Forecast bias","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/forecast-bias/","ui":"Compare forecast bias with the same cohort and period before drawing a conclusion."},{"a":["forecast status"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A label expressing the expected likelihood or managerial confidence of a deal closing in period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A label expressing the expected likelihood or managerial confidence of a deal closing in period.","i":1548,"id":"revenue.forecast-category","lv":"core","ph":"forecast category forecast status forecast category forecast status forecast category a label expressing the expected likelihood or managerial confidence of a deal closing in period a label expressing the expected likelihood or managerial confidence of a deal closing in period the number is useful only if everyone calculates forecast category the same way you will see forecast category in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here forecast category means a label expressing the expected likelihood or managerial confidence of a deal closing in period revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Forecast category","t":"Forecast category","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/forecast-category/","ui":"The number is useful only if everyone calculates forecast category the same way."},{"a":["planning horizon"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The future time period covered by a forecast.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The future time period covered by a forecast.","i":1549,"id":"bizfinance.forecast-horizon","lv":"core","ph":"forecast horizon planning horizon forecast horizon planning horizon forecast horizon the future time period covered by a forecast the future time period covered by a forecast the headline changes once we calculate forecast horizon consistently you will see forecast horizon in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here forecast horizon means the future time period covered by a forecast finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Forecast horizon","t":"Forecast horizon","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/forecast-horizon/","ui":"The headline changes once we calculate forecast horizon consistently."},{"a":["FvA"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Comparison of prior forecast with realised results.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Comparison of prior forecast with realised results.","i":1550,"id":"bizfinance.forecast-versus-actual","lv":"core","ph":"forecast versus actual fva forecast versus actual fva forecast versus actual comparison of prior forecast with realised results comparison of prior forecast with realised results state the period currency and accounting basis for forecast versus actual you will see forecast versus actual in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here forecast versus actual means comparison of prior forecast with realised results finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Forecast versus actual","t":"Forecast versus actual","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/forecast-versus-actual/","ui":"State the period, currency and accounting basis for forecast versus actual."},{"a":["FX gain/loss"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Gain or loss arising from currency-rate changes.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Gain or loss arising from currency-rate changes.","i":1551,"id":"bizfinance.foreign-exchange-gain-or-loss","lv":"core","ph":"foreign exchange gain or loss fx gain loss foreign exchange gain or loss fx gain loss foreign exchange gain or loss gain or loss arising from currency rate changes gain or loss arising from currency rate changes how are we defining foreign exchange gain or loss in this deck you will see foreign exchange gain or loss in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here foreign exchange gain or loss means gain or loss arising from currency rate changes finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce global context dependent","sn":"Foreign-exchange gain or loss","t":"Foreign-exchange gain or loss","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/foreign-exchange-gain-or-loss/","ui":"How are we defining foreign-exchange gain or loss in this deck?"},{"a":["10-K"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The comprehensive annual report filed by many United States public companies with the SEC.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The comprehensive annual report filed by many United States public companies with the SEC.","i":1552,"id":"reporting.form-10-k","lv":"core","ph":"form 10 k 10 k 10 k form 10 k form 10 k the comprehensive annual report filed by many united states public companies with the sec the comprehensive annual report filed by many united states public companies with the sec attach the latest form 10 k to the decision pack before the meeting you will see form 10 k in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here form 10 k means the comprehensive annual report filed by many united states public companies with the sec corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings annual report corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent corporate","sn":"Form 10-K","t":"Form 10-K","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/form-10-k/","ui":"Attach the latest form 10-K to the decision pack before the meeting."},{"a":["10-Q"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The quarterly report filed by many United States public companies with the SEC.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The quarterly report filed by many United States public companies with the SEC.","i":1553,"id":"reporting.form-10-q","lv":"core","ph":"form 10 q 10 q 10 q form 10 q form 10 q the quarterly report filed by many united states public companies with the sec the quarterly report filed by many united states public companies with the sec which version of form 10 q should the board treat as current you will see form 10 q in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here form 10 q means the quarterly report filed by many united states public companies with the sec corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Form 10-Q","t":"Form 10-Q","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/form-10-q/","ui":"Which version of form 10-Q should the board treat as current?"},{"a":["8-K"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A United States current report used to disclose specified material events.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A United States current report used to disclose specified material events.","i":1554,"id":"reporting.form-8-k","lv":"core","ph":"form 8 k 8 k 8 k form 8 k form 8 k a united states current report used to disclose specified material events a united states current report used to disclose specified material events the team needs one controlled copy of form 8 k with an owner and date you will see form 8 k in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here form 8 k means a united states current report used to disclose specified material events corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce status decision global context dependent","sn":"Form 8-K","t":"Form 8-K","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/form-8-k/","ui":"The team needs one controlled copy of form 8-K, with an owner and date."},{"a":["calculation"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An expression calculating a value from other cells or variables.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An expression calculating a value from other cells or variables.","i":1555,"id":"bizfinance.formula","lv":"core","ph":"formula calculation calculation formula formula an expression calculating a value from other cells or variables an expression calculating a value from other cells or variables run a downside case for formula before the review you will see formula in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here formula means an expression calculating a value from other cells or variables finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Formula","t":"Formula","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/formula/","ui":"Run a downside case for formula before the review."},{"a":["forward-looking information"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A statement about future expectations, plans or conditions.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A statement about future expectations, plans or conditions.","i":1556,"id":"reporting.forward-looking-statement","lv":"core","ph":"forward looking statement forward looking information forward looking information forward looking statement forward looking statement a statement about future expectations plans or conditions a statement about future expectations plans or conditions can we circulate forward looking statement with the assumptions and open questions marked you will see forward looking statement in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here forward looking statement means a statement about future expectations plans or conditions corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent corporate","sn":"Forward-looking statement","t":"Forward-looking statement","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/forward-looking-statement/","ui":"Can we circulate forward-looking statement with the assumptions and open questions marked?"},{"a":["base model"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A large broadly trained model adaptable to many downstream tasks.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A general model that can be adapted for many uses.","i":1557,"id":"product.foundation-model","lv":"core","ph":"foundation model base model base model foundation model foundation model a general model that can be adapted for many uses a large broadly trained model adaptable to many downstream tasks the product uses a third party foundation model you will see foundation model in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here foundation model means a large broadly trained model adaptable to many downstream tasks product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model global context dependent","sn":"Foundation model","t":"Foundation model","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/foundation-model/","ui":"The product uses a third-party foundation model."},{"a":["startup founder"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A person who establishes a company and takes substantial early responsibility for its direction and formation.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A person who starts the company.","i":1558,"id":"startup.founder","lv":"core","ph":"founder startup founder founder startup founder founder a person who starts the company a person who establishes a company and takes substantial early responsibility for its direction and formation the founder still owns product and fundraising you will see founder in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here founder means a person who establishes a company and takes substantial early responsibility for its direction and formation startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Founder","t":"Founder","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/founder/","ui":"The founder still owns product and fundraising."},{"a":["founder-led company"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A company still materially directed or represented by its founder or founders.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The founders still lead the business.","i":1559,"id":"startup.founder-led","lv":"working","ph":"founder led founder led company founder led founder led company founder led the founders still lead the business a company still materially directed or represented by its founder or founders founder led sales remains important for enterprise discovery you will see founder led in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here founder led means a company still materially directed or represented by its founder or founders startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Founder-led","t":"Founder-led","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/founder-led/","ui":"Founder-led sales remains important for enterprise discovery."},{"a":["founder sales"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Early-stage selling performed primarily by founders to learn the market and win initial customers.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Early-stage selling performed primarily by founders to learn the market and win initial customers.","i":1560,"id":"revenue.founder-led-sales","lv":"core","ph":"founder led sales founder sales founder led sales founder sales founder led sales early stage selling performed primarily by founders to learn the market and win initial customers early stage selling performed primarily by founders to learn the market and win initial customers the launch plan assumes founder led sales what evidence supports that assumption you will see founder led sales in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here founder led sales means early stage selling performed primarily by founders to learn the market and win initial customers revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce equipment technology format genre model status decision global context dependent","sn":"Founder-led sales","t":"Founder-led sales","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/founder-led-sales/","ui":"The launch plan assumes founder-led sales; what evidence supports that assumption?"},{"a":["founder secondary"],"amb":["Founder liquidity","founder secondary"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A transaction allowing founders to sell some shares before a full company exit.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Founders sell a small part of their ownership early.","i":1561,"id":"startup.founder-liquidity","lv":"working","ph":"founder liquidity founder secondary founder liquidity founder secondary founder liquidity founders sell a small part of their ownership early a transaction allowing founders to sell some shares before a full company exit the board capped founder liquidity to preserve alignment you will see founder liquidity in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here founder liquidity means a transaction allowing founders to sell some shares before a full company exit startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem founder secondary startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Founder liquidity","t":"Founder liquidity","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/founder-liquidity/","ui":"The board capped founder liquidity to preserve alignment."},{"a":["founder transfer restriction"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A restriction on founder share transfers for a defined period or event.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Founders cannot freely sell shares for a period.","i":1562,"id":"startup.founder-lock-up","lv":"working","ph":"founder lock up founder transfer restriction founder lock up founder transfer restriction founder lock up founders cannot freely sell shares for a period a restriction on founder share transfers for a defined period or event the founder lock up supports investor confidence but affects liquidity you will see founder lock up in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet control and investor rights in term sheet control and investor rights a loose definition can change rights obligations approval disclosure or enforceability here founder lock up means a restriction on founder share transfers for a defined period or event startups venture and fundraising startup formation venture capital and fundraising term sheet control and investor rights startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"Founder lock-up","t":"Founder lock-up","tp":"Term-sheet control & investor rights","tpid":"startup-venture-fundraising.term-sheet-control","u":"terms/founder-lock-up/","ui":"The founder lock-up supports investor confidence but affects liquidity."},{"a":["FMF"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The relevance of a founder's experience, insight, credibility or relationships to the problem and market pursued.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The founder is unusually well suited to this market.","i":1563,"id":"startup.founder-market-fit","lv":"core","ph":"founder market fit fmf fmf founder market fit founder market fit the founder is unusually well suited to this market the relevance of a founders experience insight credibility or relationships to the problem and market pursued founder market fit helps access but does not replace customer evidence you will see founder market fit in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here founder market fit means the relevance of a founders experience insight credibility or relationships to the problem and market pursued startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology format genre model organisation party global context dependent","sn":"Founder-market fit","t":"Founder-market fit","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/founder-market-fit/","ui":"Founder-market fit helps access but does not replace customer evidence."},{"a":["eponymous brand"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A brand name based on a founder or family name.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A brand name based on a founder or family name.","i":1564,"id":"marketing.founder-name","lv":"working","ph":"founder name eponymous brand eponymous brand founder name founder name a brand name based on a founder or family name a brand name based on a founder or family name tie founder name to observable choices in message design and behaviour you will see founder name in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here founder name means a brand name based on a founder or family name marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent","sn":"Founder name","t":"Founder name","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/founder-name/","ui":"Tie founder name to observable choices in message, design and behaviour."},{"a":["founder equity"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The portion of the company owned by its founders under a stated basis.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The founders' share of the company.","i":1565,"id":"startup.founder-ownership","lv":"core","ph":"founder ownership founder equity founder equity founder ownership founder ownership the founders share of the company the portion of the company owned by its founders under a stated basis founder ownership declines across rounds and employee grants you will see founder ownership in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here founder ownership means the portion of the company owned by its founders under a stated basis startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent startup","sn":"Founder ownership","t":"Founder ownership","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/founder-ownership/","ui":"Founder ownership declines across rounds and employee grants."},{"a":["founder liquidity"],"amb":["Founder liquidity","founder secondary"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A secondary sale by one or more founders.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A founder sells some existing shares.","i":1566,"id":"startup.founder-secondary","lv":"working","ph":"founder secondary founder liquidity founder liquidity founder secondary founder secondary a founder sells some existing shares a secondary sale by one or more founders the round permits a limited founder secondary you will see founder secondary in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here founder secondary means a secondary sale by one or more founders startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns founder liquidity startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"Founder secondary","t":"Founder secondary","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/founder-secondary/","ui":"The round permits a limited founder secondary."},{"a":["origin story"],"amb":["origin story"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A narrative explaining why the founders began the company and what shaped the opportunity.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A narrative explaining why the founders began the company and what shaped the opportunity.","i":1567,"id":"marketing.founder-story","lv":"core","ph":"founder story origin story founder story origin story founder story a narrative explaining why the founders began the company and what shaped the opportunity a narrative explaining why the founders began the company and what shaped the opportunity what evidence makes founder story believable you will see founder story in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here founder story means a narrative explaining why the founders began the company and what shaped the opportunity marketing brand and growth brand marketing media and growth messaging proposition and voice origin story startup business corporate marketing sales market research marketing growth reporting role person format genre model organisation party global context dependent","sn":"Founder story","t":"Founder story","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/founder-story/","ui":"What evidence makes founder story believable?"},{"a":["founders' vesting"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A schedule under which founders earn or retain equity over time, commonly protecting the company if someone leaves early.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Founders earn their full shares over time.","i":1568,"id":"startup.founder-vesting","lv":"core","ph":"founder vesting founders vesting founder vesting founders vesting founder vesting founders earn their full shares over time a schedule under which founders earn or retain equity over time commonly protecting the company if someone leaves early the financing introduces founder vesting over four years you will see founder vesting in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here founder vesting means a schedule under which founders earn or retain equity over time commonly protecting the company if someone leaves early startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem startup investor finance corporate fundraising financing due diligence governance document artifact role person finance commerce equipment technology organisation party global context dependent","sn":"Founder vesting","t":"Founder vesting","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/founder-vesting/","ui":"The financing introduces founder vesting over four years."},{"a":["original team"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The small initial group that establishes and shapes a company before broader hiring.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The first group that builds the company.","i":1569,"id":"startup.founding-team","lv":"core","ph":"founding team original team founding team original team founding team the first group that builds the company the small initial group that establishes and shapes a company before broader hiring the founding team covers product sales and operations you will see founding team in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here founding team means the small initial group that establishes and shapes a company before broader hiring startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Founding team","t":"Founding team","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/founding-team/","ui":"The founding team covers product, sales and operations."},{"a":["eliminate-reduce-raise-create grid"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A Blue Ocean tool asking what to eliminate, reduce, raise and create.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Four questions for redesigning what an offer competes on.","i":1570,"id":"strategy.four-actions-framework","lv":"specialist","ph":"four actions framework eliminate reduce raise create grid eliminate reduce raise create grid four actions framework four actions framework four questions for redesigning what an offer competes on a blue ocean tool asking what to eliminate reduce raise and create use the four actions framework to turn insight into choices you will see four actions framework in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here four actions framework means a blue ocean tool asking what to eliminate reduce raise and create strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Four Actions Framework","t":"Four Actions Framework","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/four-actions-framework/","ui":"Use the Four Actions Framework to turn insight into choices."},{"a":["4PL"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A provider coordinating multiple logistics partners and broader supply-chain management.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A provider coordinating multiple logistics partners and broader supply-chain management.","i":1571,"id":"operations.fourth-party-logistics-provider","lv":"working","ph":"fourth party logistics provider 4 pl 4 pl fourth party logistics provider fourth party logistics provider a provider coordinating multiple logistics partners and broader supply chain management a provider coordinating multiple logistics partners and broader supply chain management the weekly review should track fourth party logistics provider against the same process definition you will see fourth party logistics provider in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here fourth party logistics provider means a provider coordinating multiple logistics partners and broader supply chain management operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process global context dependent","sn":"Fourth-party logistics provider","t":"Fourth-party logistics provider","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/fourth-party-logistics-provider/","ui":"The weekly review should track fourth-party logistics provider against the same process definition."},{"a":["fragmented industry"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A market divided among many suppliers without a dominant concentration of share.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Many competitors each hold a small part of the market.","i":1572,"id":"strategy.fragmented-market","lv":"working","ph":"fragmented market fragmented industry fragmented industry fragmented market fragmented market many competitors each hold a small part of the market a market divided among many suppliers without a dominant concentration of share the fragmented market creates acquisition opportunities but weak standardisation you will see fragmented market in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here fragmented market means a market divided among many suppliers without a dominant concentration of share strategy markets and business models strategy market analysis and business models markets industries and categories startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Fragmented market","t":"Fragmented market","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/fragmented-market/","ui":"The fragmented market creates acquisition opportunities but weak standardisation."},{"a":["competitive frame"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The category or comparison set within which customers understand and evaluate an offer.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The kind of thing customers think this offer is.","i":1573,"id":"strategy.frame-of-reference","lv":"working","ph":"frame of reference competitive frame competitive frame frame of reference frame of reference the kind of thing customers think this offer is the category or comparison set within which customers understand and evaluate an offer changing the frame of reference changes the competitors you will see frame of reference in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here frame of reference means the category or comparison set within which customers understand and evaluate an offer strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Frame of reference","t":"Frame of reference","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/frame-of-reference/","ui":"Changing the frame of reference changes the competitors."},{"a":["framework contract","umbrella agreement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An agreement setting terms for future purchases or call-offs without necessarily committing exact volumes.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"An agreement setting terms for future purchases or call-offs without necessarily committing exact volumes.","i":1574,"id":"governance.framework-agreement","lv":"core","ph":"framework agreement framework contract umbrella agreement framework agreement framework contract umbrella agreement framework agreement an agreement setting terms for future purchases or call offs without necessarily committing exact volumes an agreement setting terms for future purchases or call offs without necessarily committing exact volumes can we state who receives the right created by framework agreement and when it applies you will see framework agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here framework agreement means an agreement setting terms for future purchases or call offs without necessarily committing exact volumes corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact right contract law format genre model global context dependent","sn":"Framework agreement","t":"Framework agreement","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/framework-agreement/","ui":"Can we state who receives the right created by framework agreement, and when it applies?"},{"a":["framework tender"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A procurement process to establish one or more suppliers for future call-offs.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A procurement process to establish one or more suppliers for future call-offs.","i":1575,"id":"operations.framework-solicitation","lv":"working","ph":"framework solicitation framework tender framework solicitation framework tender framework solicitation a procurement process to establish one or more suppliers for future call offs a procurement process to establish one or more suppliers for future call offs the team needs one controlled copy of framework solicitation with an owner and date you will see framework solicitation in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here framework solicitation means a procurement process to establish one or more suppliers for future call offs operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification role person workflow process format genre model global context dependent","sn":"Framework solicitation","t":"Framework solicitation","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/framework-solicitation/","ui":"The team needs one controlled copy of framework solicitation, with an owner and date."},{"a":["franchising"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model in which franchisees pay to operate under a franchisor's brand and system.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Other operators pay to use a proven brand and operating system.","i":1576,"id":"strategy.franchise-model","lv":"core","ph":"franchise model franchising franchise model franchising franchise model other operators pay to use a proven brand and operating system a model in which franchisees pay to operate under a franchisors brand and system the franchise model grows through local operators but requires control standards you will see franchise model in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here franchise model means a model in which franchisees pay to operate under a franchisors brand and system strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Franchise model","t":"Franchise model","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/franchise-model/","ui":"The franchise model grows through local operators but requires control standards."},{"a":["FCF"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Cash remaining after selected operating and capital expenditures under a stated definition.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Cash remaining after selected operating and capital expenditures under a stated definition.","i":1577,"id":"bizfinance.free-cash-flow","lv":"core","ph":"free cash flow fcf fcf free cash flow free cash flow cash remaining after selected operating and capital expenditures under a stated definition cash remaining after selected operating and capital expenditures under a stated definition keep free cash flow on the dashboard but show the definition and reporting period beside it you will see free cash flow in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here free cash flow means cash remaining after selected operating and capital expenditures under a stated definition finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity operating cash flow startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology global context dependent corporate","sn":"Free cash flow","t":"Free cash flow","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/free-cash-flow/","ui":"Keep free cash flow on the dashboard, but show the definition and reporting period beside it."},{"a":["FPIC"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A consent standard associated especially with Indigenous peoples and specified projects.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A consent standard associated especially with Indigenous peoples and specified projects.","i":1578,"id":"sustainability.free-prior-and-informed-consent","lv":"core","ph":"free prior and informed consent fpic fpic free prior and informed consent free prior and informed consent a consent standard associated especially with indigenous peoples and specified projects a consent standard associated especially with indigenous peoples and specified projects the sustainability report needs the method exclusions and assurance status for free prior and informed consent you will see free prior and informed consent in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here free prior and informed consent means a consent standard associated especially with indigenous peoples and specified projects sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Free, prior and informed consent","t":"Free, prior and informed consent","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/free-prior-and-informed-consent/","ui":"The sustainability report needs the method, exclusions and assurance status for free, prior and informed consent."},{"a":["trial model","trial period"],"amb":["Free trial"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Temporary free access intended to let prospects experience value before paying.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product","sales","finance"],"e":"Customers try the product free for a limited time.","i":1579,"id":"strategy.free-trial","lv":"core","ph":"free trial trial model trial period free trial trial model trial period free trial customers try the product free for a limited time temporary free access intended to let prospects experience value before paying the free trial should reach value before it ends you will see free trial in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here free trial means temporary free access intended to let prospects experience value before paying strategy markets and business models strategy market analysis and business models business and revenue models trial startup business corporate investor marketing product sales finance strategy market research planning pitching go to market sales contracting customer success renewal metric standard specification equipment technology format genre model global context dependent","sn":"Free trial","t":"Free trial","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/free-trial/","ui":"The free trial should reach value before it ends."},{"a":["association rights"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The right of workers and employers to form and join organisations of their choosing.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The right of workers and employers to form and join organisations of their choosing.","i":1580,"id":"sustainability.freedom-of-association","lv":"core","ph":"freedom of association association rights association rights freedom of association freedom of association the right of workers and employers to form and join organisations of their choosing the right of workers and employers to form and join organisations of their choosing attach the latest freedom of association to the decision pack before the meeting you will see freedom of association in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here freedom of association means the right of workers and employers to form and join organisations of their choosing sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact role person right contract law organisation party risk ethics access global context dependent","sn":"Freedom of association","t":"Freedom of association","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/freedom-of-association/","ui":"Attach the latest freedom of association to the decision pack before the meeting."},{"a":["free-to-paid model","free-to-paid"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A model offering a free base product with paid upgrades, features or capacity.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","investor","marketing","product","sales","finance"],"e":"A model offering a free base product with paid upgrades, features or capacity.","i":1581,"id":"revenue.freemium","lv":"core","ph":"freemium free to paid model free to paid free to paid free to paid model freemium freemium a model offering a free base product with paid upgrades features or capacity a model offering a free base product with paid upgrades features or capacity the pricing slide needs to separate freemium from the commercial assumptions around it you will see freemium in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here freemium means a model offering a free base product with paid upgrades features or capacity revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate investor marketing product sales finance strategy market research planning pitching go to market sales contracting customer success renewal finance commerce equipment technology format genre model global context dependent","sn":"Freemium","t":"Freemium","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/freemium/","ui":"The pricing slide needs to separate freemium from the commercial assumptions around it."},{"a":["forwarding agent"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"An intermediary arranging transport and documentation for shipments.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"An intermediary arranging transport and documentation for shipments.","i":1582,"id":"operations.freight-forwarder","lv":"core","ph":"freight forwarder forwarding agent forwarding agent freight forwarder freight forwarder an intermediary arranging transport and documentation for shipments an intermediary arranging transport and documentation for shipments can we circulate freight forwarder with the assumptions and open questions marked you will see freight forwarder in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here freight forwarder means an intermediary arranging transport and documentation for shipments operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Freight forwarder","t":"Freight forwarder","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/freight-forwarder/","ui":"Can we circulate freight forwarder with the assumptions and open questions marked?"},{"a":["ad frequency","average frequency"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The average or distribution of exposures per reached person or device.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The average or distribution of exposures per reached person or device.","i":1583,"id":"marketing.frequency","lv":"core","ph":"frequency ad frequency average frequency ad frequency average frequency frequency frequency the average or distribution of exposures per reached person or device the average or distribution of exposures per reached person or device can we trace frequency back to a decision the team can act on you will see frequency in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here frequency means the average or distribution of exposures per reached person or device marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent","sn":"Frequency","t":"Frequency","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/frequency/","ui":"Can we trace frequency back to a decision the team can act on?"},{"a":["exposure cap"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A limit on how often an ad may be shown to the same person or device in a period.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A limit on how often an ad may be shown to the same person or device in a period.","i":1584,"id":"marketing.frequency-cap","lv":"core","ph":"frequency cap exposure cap exposure cap frequency cap frequency cap a limit on how often an ad may be shown to the same person or device in a period a limit on how often an ad may be shown to the same person or device in a period the report should separate the effect of frequency cap from correlation you will see frequency cap in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here frequency cap means a limit on how often an ad may be shown to the same person or device in a period marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent","sn":"Frequency cap","t":"Frequency cap","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/frequency-cap/","ui":"The report should separate the effect of frequency cap from correlation."},{"a":["ally-shoring"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Shifting supply toward countries considered politically or strategically aligned.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Shifting supply toward countries considered politically or strategically aligned.","i":1585,"id":"operations.friendshoring","lv":"working","ph":"friendshoring ally shoring ally shoring friendshoring friendshoring shifting supply toward countries considered politically or strategically aligned shifting supply toward countries considered politically or strategically aligned can we show the capacity constraint behind friendshoring you will see friendshoring in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here friendshoring means shifting supply toward countries considered politically or strategically aligned operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Friendshoring","t":"Friendshoring","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/friendshoring/","ui":"Can we show the capacity constraint behind friendshoring?"},{"a":["front end","client side"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The part of a software product users directly interact with.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The visible part of the product.","i":1586,"id":"product.frontend","lv":"core","ph":"frontend front end client side client side front end frontend frontend the visible part of the product the part of a software product users directly interact with the frontend calls the api for customer data you will see frontend in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here frontend means the part of a software product users directly interact with product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations role person equipment technology global context dependent","sn":"Frontend","t":"Frontend","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/frontend/","ui":"The frontend calls the API for customer data."},{"a":["leakage emissions"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Unintended releases such as refrigerant leaks.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Unintended releases such as refrigerant leaks.","i":1587,"id":"sustainability.fugitive-emissions","lv":"working","ph":"fugitive emissions leakage emissions fugitive emissions leakage emissions fugitive emissions unintended releases such as refrigerant leaks unintended releases such as refrigerant leaks can we separate the target for fugitive emissions from measured performance you will see fugitive emissions in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here fugitive emissions means unintended releases such as refrigerant leaks sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Fugitive emissions","t":"Fugitive emissions","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/fugitive-emissions/","ui":"Can we separate the target for fugitive emissions from measured performance?"},{"a":["fulfillment center"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A facility that picks, packs and ships customer orders.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A facility that picks, packs and ships customer orders.","i":1588,"id":"operations.fulfilment-centre","lv":"core","ph":"fulfilment centre fulfillment center fulfillment center fulfilment centre fulfilment centre a facility that picks packs and ships customer orders a facility that picks packs and ships customer orders the operating plan needs an owner and service level for fulfilment centre you will see fulfilment centre in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here fulfilment centre means a facility that picks packs and ships customer orders operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process global context dependent","sn":"Fulfilment centre","t":"Fulfilment centre","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/fulfilment-centre/","ui":"The operating plan needs an owner and service level for fulfilment centre."},{"a":["full ratchet"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An anti-dilution mechanism resetting the conversion price to the lowest new issuance price, largely regardless of amount issued.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A small cheap issuance can reset the investor's price fully.","i":1589,"id":"startup.full-ratchet-anti-dilution","lv":"working","ph":"full ratchet anti dilution full ratchet full ratchet full ratchet anti dilution full ratchet anti dilution a small cheap issuance can reset the investors price fully an anti dilution mechanism resetting the conversion price to the lowest new issuance price largely regardless of amount issued full ratchet anti dilution can be severely dilutive you will see full ratchet anti dilution in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet economics in term sheet economics a loose definition can change rights obligations approval disclosure or enforceability here full ratchet anti dilution means an anti dilution mechanism resetting the conversion price to the lowest new issuance price largely regardless of amount issued startups venture and fundraising startup formation venture capital and fundraising term sheet economics startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Full-ratchet anti-dilution","t":"Full-ratchet anti-dilution","tp":"Term-sheet economics","tpid":"startup-venture-fundraising.term-sheet-economics","u":"terms/full-ratchet-anti-dilution/","ui":"Full-ratchet anti-dilution can be severely dilutive."},{"a":[],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The combined frontend, backend and supporting technology of an application.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Both the visible product and the systems behind it.","i":1590,"id":"product.full-stack","lv":"core","ph":"full stack full stack full stack both the visible product and the systems behind it the combined frontend backend and supporting technology of an application the role covers full stack development you will see full stack in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here full stack means the combined frontend backend and supporting technology of an application product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Full stack","t":"Full stack","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/full-stack/","ui":"The role covers full-stack development."},{"a":["FTE"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A workload measure converting hours or positions into equivalent full-time units.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A workload measure converting hours or positions into equivalent full-time units.","i":1591,"id":"people.full-time-equivalent","lv":"core","ph":"full time equivalent fte fte full time equivalent full time equivalent a workload measure converting hours or positions into equivalent full time units a workload measure converting hours or positions into equivalent full time units can we test the claim about full time equivalent against employee data and lived experience you will see full time equivalent in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here full time equivalent means a workload measure converting hours or positions into equivalent full time units people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact metric standard specification workflow process organisation party global context dependent","sn":"Full-time equivalent","t":"Full-time equivalent","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/full-time-equivalent/","ui":"Can we test the claim about full-time equivalent against employee data and lived experience?"},{"a":["loaded margin"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Margin after specified allocated costs, requiring explicit inclusion rules.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Margin after specified allocated costs, requiring explicit inclusion rules.","i":1592,"id":"bizfinance.fully-burdened-margin","lv":"working","ph":"fully burdened margin loaded margin fully burdened margin loaded margin fully burdened margin margin after specified allocated costs requiring explicit inclusion rules margin after specified allocated costs requiring explicit inclusion rules keep fully burdened margin on the dashboard but show the definition and reporting period beside it you will see fully burdened margin in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here fully burdened margin means margin after specified allocated costs requiring explicit inclusion rules finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Fully burdened margin","t":"Fully burdened margin","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/fully-burdened-margin/","ui":"Keep fully burdened margin on the dashboard, but show the definition and reporting period beside it."},{"a":["fully diluted basis"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Ownership calculated assuming specified options, warrants and convertible securities become shares.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Ownership after counting securities that could become shares.","i":1593,"id":"startup.fully-diluted-ownership","lv":"core","ph":"fully diluted ownership fully diluted basis fully diluted basis fully diluted ownership fully diluted ownership ownership after counting securities that could become shares ownership calculated assuming specified options warrants and convertible securities become shares the investor asked for the fully diluted ownership percentage you will see fully diluted ownership in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here fully diluted ownership means ownership calculated assuming specified options warrants and convertible securities become shares startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent startup","sn":"Fully diluted ownership","t":"Fully diluted ownership","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/fully-diluted-ownership/","ui":"The investor asked for the fully diluted ownership percentage."},{"a":["diluted share count"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The share count after including specified options, warrants and convertible securities under a stated method.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Shares after counting securities that may become shares.","i":1594,"id":"startup.fully-diluted-shares-outstanding","lv":"working","ph":"fully diluted shares outstanding diluted share count diluted share count fully diluted shares outstanding fully diluted shares outstanding shares after counting securities that may become shares the share count after including specified options warrants and convertible securities under a stated method use the fully diluted share count consistently in the model you will see fully diluted shares outstanding in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here fully diluted shares outstanding means the share count after including specified options warrants and convertible securities under a stated method startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution startup investor finance corporate fundraising financing due diligence governance finance commerce workflow process organisation party global context dependent","sn":"Fully diluted shares outstanding","t":"Fully diluted shares outstanding","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/fully-diluted-shares-outstanding/","ui":"Use the fully diluted share count consistently in the model."},{"a":["FDV"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Implied equity value using a fully diluted share count or token supply, depending on context.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Implied equity value using a fully diluted share count or token supply, depending on context.","i":1595,"id":"bizfinance.fully-diluted-valuation","lv":"working","ph":"fully diluted valuation fdv fdv fully diluted valuation fully diluted valuation implied equity value using a fully diluted share count or token supply depending on context implied equity value using a fully diluted share count or token supply depending on context use the same basis for fully diluted valuation across every comparison you will see fully diluted valuation in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here fully diluted valuation means implied equity value using a fully diluted share count or token supply depending on context finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce workflow process global context dependent","sn":"Fully diluted valuation","t":"Fully diluted valuation","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/fully-diluted-valuation/","ui":"Use the same basis for fully diluted valuation across every comparison."},{"a":["all-in cost"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A cost including direct expense plus selected allocations and employment or infrastructure burdens.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A cost including direct expense plus selected allocations and employment or infrastructure burdens.","i":1596,"id":"bizfinance.fully-loaded-cost","lv":"working","ph":"fully loaded cost all in cost all in cost fully loaded cost fully loaded cost a cost including direct expense plus selected allocations and employment or infrastructure burdens a cost including direct expense plus selected allocations and employment or infrastructure burdens how are we defining fully loaded cost in this deck you will see fully loaded cost in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here fully loaded cost means a cost including direct expense plus selected allocations and employment or infrastructure burdens finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Fully loaded cost","t":"Fully loaded cost","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/fully-loaded-cost/","ui":"How are we defining fully loaded cost in this deck?"},{"a":["practical benefit"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A practical outcome or task the offer helps achieve.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A practical outcome or task the offer helps achieve.","i":1597,"id":"marketing.functional-benefit","lv":"core","ph":"functional benefit practical benefit functional benefit practical benefit functional benefit a practical outcome or task the offer helps achieve a practical outcome or task the offer helps achieve can we make functional benefit specific enough that another team could use it correctly you will see functional benefit in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here functional benefit means a practical outcome or task the offer helps achieve marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Functional benefit","t":"Functional benefit","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/functional-benefit/","ui":"Can we make functional benefit specific enough that another team could use it correctly?"},{"a":["base accounting currency"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The currency of the primary economic environment in which an entity operates.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The currency of the primary economic environment in which an entity operates.","i":1598,"id":"bizfinance.functional-currency","lv":"working","ph":"functional currency base accounting currency base accounting currency functional currency functional currency the currency of the primary economic environment in which an entity operates the currency of the primary economic environment in which an entity operates finance needs to reconcile functional currency before the numbers are released you will see functional currency in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here functional currency means the currency of the primary economic environment in which an entity operates finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Functional currency","t":"Functional currency","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/functional-currency/","ui":"Finance needs to reconcile functional currency before the numbers are released."},{"a":["functional need"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The practical task or outcome a customer needs to accomplish.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The practical thing the customer must get done.","i":1599,"id":"strategy.functional-job","lv":"core","ph":"functional job functional need functional job functional need functional job the practical thing the customer must get done the practical task or outcome a customer needs to accomplish the functional job is producing an auditable report quickly you will see functional job in strategy decks market analyses business plans and planning workshops when the discussion reaches needs jobs and value propositions it helps a reader interpret needs jobs and value propositions without confusing the measure decision role or evidence being discussed here functional job means the practical task or outcome a customer needs to accomplish strategy markets and business models strategy market analysis and business models needs jobs and value propositions startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Functional job","t":"Functional job","tp":"Needs, jobs & value propositions","tpid":"strategy-market-models.customer-needs","u":"terms/functional-job/","ui":"The functional job is producing an auditable report quickly."},{"a":["function head"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A manager responsible for a professional function or discipline.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A manager responsible for a professional function or discipline.","i":1600,"id":"people.functional-manager","lv":"core","ph":"functional manager function head function head functional manager functional manager a manager responsible for a professional function or discipline a manager responsible for a professional function or discipline can we make functional manager accountable for one clear decision you will see functional manager in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here functional manager means a manager responsible for a professional function or discipline people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Functional manager","t":"Functional manager","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/functional-manager/","ui":"Can we make functional manager accountable for one clear decision?"},{"a":["functional spec"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A statement of behaviour or capability a system must provide.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Something the system must do.","i":1601,"id":"product.functional-requirement","lv":"core","ph":"functional requirement functional spec functional requirement functional spec functional requirement something the system must do a statement of behaviour or capability a system must provide users can export a report is a functional requirement you will see functional requirement in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here functional requirement means a statement of behaviour or capability a system must provide product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations document artifact equipment technology global context dependent","sn":"Functional requirement","t":"Functional requirement","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/functional-requirement/","ui":"“Users can export a report” is a functional requirement."},{"a":["performance specification"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Requirements expressed in terms of outcomes or functions rather than design details.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Requirements expressed in terms of outcomes or functions rather than design details.","i":1602,"id":"operations.functional-specification","lv":"core","ph":"functional specification performance specification functional specification performance specification functional specification requirements expressed in terms of outcomes or functions rather than design details requirements expressed in terms of outcomes or functions rather than design details the team needs one controlled copy of functional specification with an owner and date you will see functional specification in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here functional specification means requirements expressed in terms of outcomes or functions rather than design details operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Functional specification","t":"Functional specification","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/functional-specification/","ui":"The team needs one controlled copy of functional specification, with an owner and date."},{"a":["function-based structure"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Grouping people primarily by specialist function such as finance, marketing or operations.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Grouping people primarily by specialist function such as finance, marketing or operations.","i":1603,"id":"people.functional-structure","lv":"core","ph":"functional structure function based structure function based structure functional structure functional structure grouping people primarily by specialist function such as finance marketing or operations grouping people primarily by specialist function such as finance marketing or operations keep functional structure on the dashboard but show the definition and reporting period beside it you will see functional structure in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here functional structure means grouping people primarily by specialist function such as finance marketing or operations people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management metric standard specification format genre model organisation party global context dependent","sn":"Functional structure","t":"Functional structure","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/functional-structure/","ui":"Keep functional structure on the dashboard, but show the definition and reporting period beside it."},{"a":["investment manager"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The person or organisation responsible for investment decisions and operation of a fund.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The professional team managing a pool of investment money.","i":1604,"id":"startup.fund-manager","lv":"core","ph":"fund manager investment manager fund manager investment manager fund manager the professional team managing a pool of investment money the person or organisation responsible for investment decisions and operation of a fund the fund manager is raising a second fund you will see fund manager in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here fund manager means the person or organisation responsible for investment decisions and operation of a fund startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance metric standard specification role person finance commerce organisation party status decision global context dependent","sn":"Fund manager","t":"Fund manager","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/fund-manager/","ui":"The fund manager is raising a second fund."},{"a":["FoF"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A fund that invests primarily in other investment funds rather than directly in companies.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A fund that invests in other funds.","i":1605,"id":"startup.fund-of-funds","lv":"working","ph":"fund of funds fof fof fund of funds fund of funds a fund that invests in other funds a fund that invests primarily in other investment funds rather than directly in companies the fund of funds is evaluating emerging managers you will see fund of funds in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here fund of funds means a fund that invests primarily in other investment funds rather than directly in companies startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"Fund of funds","t":"Fund of funds","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/fund-of-funds/","ui":"The fund of funds is evaluating emerging managers."},{"a":["financing round","round"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A financing event in which a company raises capital under a defined set of terms.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A company raises a batch of money under one deal.","i":1606,"id":"startup.funding-round","lv":"core","ph":"funding round financing round round financing round funding round round funding round a company raises a batch of money under one deal a financing event in which a company raises capital under a defined set of terms the funding round will finance eighteen months of milestones you will see funding round in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here funding round means a financing event in which a company raises capital under a defined set of terms startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology workflow process organisation party global context dependent startup","sn":"Funding round","t":"Funding round","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/funding-round/","ui":"The funding round will finance eighteen months of milestones."},{"a":["raise"],"amb":["raise"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Informal noun or verb referring to a financing process or the act of raising capital.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The current effort to raise money.","i":1607,"id":"startup.fundraise","lv":"core","ph":"fundraise raise fundraise raise fundraise the current effort to raise money informal noun or verb referring to a financing process or the act of raising capital the fundraise is targeting a first close in october you will see fundraise in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here fundraise means informal noun or verb referring to a financing process or the act of raising capital startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline fundraising startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology workflow process organisation party global context dependent","sn":"Fundraise","t":"Fundraise","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/fundraise/","ui":"The fundraise is targeting a first close in October."},{"a":["capital raising","raise"],"amb":["raise"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The process of seeking and securing capital from investors, lenders, donors or other sources.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The process of getting money to fund the company.","i":1608,"id":"startup.fundraising","lv":"core","ph":"fundraising capital raising raise capital raising fundraising raise fundraising the process of getting money to fund the company the process of seeking and securing capital from investors lenders donors or other sources fundraising should begin before runway becomes desperate you will see fundraising in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here fundraising means the process of seeking and securing capital from investors lenders donors or other sources startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline fundraise startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology workflow process organisation party global context dependent","sn":"Fundraising","t":"Fundraising","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/fundraising/","ui":"Fundraising should begin before runway becomes desperate."},{"a":["conversion funnel chart"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A chart showing how a population narrows through sequential stages such as leads, opportunities and customers.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A chart showing how many people remain at each stage.","i":1609,"id":"bizpitch.funnel-chart","lv":"core","ph":"funnel chart conversion funnel chart conversion funnel chart funnel chart funnel chart a chart showing how many people remain at each stage a chart showing how a population narrows through sequential stages such as leads opportunities and customers the funnel chart exposes the biggest drop off after the demo you will see funnel chart in business pitches proposals executive summaries and decision decks when the discussion reaches business charts and exhibits it helps a reader interpret business charts and exhibits without confusing the measure decision role or evidence being discussed here funnel chart means a chart showing how a population narrows through sequential stages such as leads opportunities and customers business pitching and presentation materials business pitches decks and decision materials business charts and exhibits startup business corporate investor sales planning pitching submission decision role person format genre model status decision global context dependent","sn":"Funnel chart","t":"Funnel chart","tp":"Business charts & exhibits","tpid":"business-pitching-artifacts.business-charts","u":"terms/funnel-chart/","ui":"The funnel chart exposes the biggest drop-off after the demo."},{"a":["temporary leave"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Temporary leave or reduced work, often unpaid or government-supported, under applicable rules.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Temporary leave or reduced work, often unpaid or government-supported, under applicable rules.","i":1610,"id":"people.furlough","lv":"working","ph":"furlough temporary leave furlough temporary leave furlough temporary leave or reduced work often unpaid or government supported under applicable rules temporary leave or reduced work often unpaid or government supported under applicable rules can we test the claim about furlough against employee data and lived experience you will see furlough in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here furlough means temporary leave or reduced work often unpaid or government supported under applicable rules people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Furlough","t":"Furlough","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/furlough/","ui":"Can we test the claim about furlough against employee data and lived experience?"},{"a":["furnished report"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Information submitted to a regulator without being legally filed for all purposes, under specific rules.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Information submitted to a regulator without being legally filed for all purposes, under specific rules.","i":1611,"id":"reporting.furnished-information","lv":"specialist","ph":"furnished information furnished report furnished information furnished report furnished information information submitted to a regulator without being legally filed for all purposes under specific rules information submitted to a regulator without being legally filed for all purposes under specific rules the draft mentions furnished information but the scope and jurisdiction are still unclear you will see furnished information in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here furnished information means information submitted to a regulator without being legally filed for all purposes under specific rules corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce right contract law global context dependent","sn":"Furnished information","t":"Furnished information","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/furnished-information/","ui":"The draft mentions furnished information, but the scope and jurisdiction are still unclear."},{"a":["to-be state"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The intended way an organisation will operate after change.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The intended way an organisation will operate after change.","i":1612,"id":"people.future-state","lv":"core","ph":"future state to be state future state to be state future state the intended way an organisation will operate after change the intended way an organisation will operate after change the number is useful only if everyone calculates future state the same way you will see future state in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here future state means the intended way an organisation will operate after change people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Future state","t":"Future state","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/future-state/","ui":"The number is useful only if everyone calculates future state the same way."},{"a":["benefit creator"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A way the offer produces a desired customer benefit or outcome.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How the offer creates something the customer values.","i":1613,"id":"strategy.gain-creator","lv":"working","ph":"gain creator benefit creator benefit creator gain creator gain creator how the offer creates something the customer values a way the offer produces a desired customer benefit or outcome do not list features as gain creators without the outcome you will see gain creator in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here gain creator means a way the offer produces a desired customer benefit or outcome strategy markets and business models strategy market analysis and business models business model canvas and lean canvas startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification role person equipment technology format genre model global context dependent","sn":"Gain creator","t":"Gain creator","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/gain-creator/","ui":"Do not list features as gain creators without the outcome."},{"a":["access gatekeeper"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A person or process controlling access to a decision-maker or next stage.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product","sales","finance"],"e":"Someone who controls whether you reach the right people.","i":1614,"id":"strategy.gatekeeper","lv":"core","ph":"gatekeeper access gatekeeper access gatekeeper gatekeeper gatekeeper someone who controls whether you reach the right people a person or process controlling access to a decision maker or next stage procurement is the gatekeeper not the economic buyer you will see gatekeeper in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here gatekeeper means a person or process controlling access to a decision maker or next stage strategy markets and business models strategy market analysis and business models customers users and segmentation startup business corporate investor marketing product sales finance strategy market research planning pitching go to market sales contracting customer success renewal metric standard specification role person equipment technology workflow process format genre model status decision global context dependent","sn":"Gatekeeper","t":"Gatekeeper","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/gatekeeper/","ui":"Procurement is the gatekeeper, not the economic buyer."},{"a":["nine-box matrix"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A portfolio framework comparing industry attractiveness with business-unit competitive strength.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A grid for comparing how attractive markets are and how strong each business is.","i":1615,"id":"strategy.ge-mckinsey-matrix","lv":"specialist","ph":"ge mckinsey matrix nine box matrix ge mckinsey matrix nine box matrix ge mckinsey matrix a grid for comparing how attractive markets are and how strong each business is a portfolio framework comparing industry attractiveness with business unit competitive strength the ge mckinsey matrix supports capital allocation discussion you will see ge mckinsey matrix in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here ge mckinsey matrix means a portfolio framework comparing industry attractiveness with business unit competitive strength strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"GE-McKinsey matrix","t":"GE-McKinsey matrix","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/ge-mckinsey-matrix/","ui":"The GE-McKinsey matrix supports capital-allocation discussion."},{"a":["leverage ratio"],"amb":["leverage ratio"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Debt relative to equity or capital, with formulas varying by market.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Debt relative to equity or capital, with formulas varying by market.","i":1616,"id":"bizfinance.gearing","lv":"working","ph":"gearing leverage ratio gearing leverage ratio gearing debt relative to equity or capital with formulas varying by market debt relative to equity or capital with formulas varying by market state the period currency and accounting basis for gearing you will see gearing in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here gearing means debt relative to equity or capital with formulas varying by market finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure debt to ebitda startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Gearing","t":"Gearing","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/gearing/","ui":"State the period, currency and accounting basis for gearing."},{"a":["go and see"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The place where work actually occurs and value is created.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The place where work actually occurs and value is created.","i":1617,"id":"operations.gemba","lv":"working","ph":"gemba go and see gemba go and see gemba the place where work actually occurs and value is created the place where work actually occurs and value is created can we remove the ambiguity around gemba before the process changes you will see gemba in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here gemba means the place where work actually occurs and value is created operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Gemba","t":"Gemba","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/gemba/","ui":"Can we remove the ambiguity around gemba before the process changes?"},{"a":["process walk"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Direct observation of work to understand conditions and improvement opportunities.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Direct observation of work to understand conditions and improvement opportunities.","i":1618,"id":"operations.gemba-walk","lv":"working","ph":"gemba walk process walk gemba walk process walk gemba walk direct observation of work to understand conditions and improvement opportunities direct observation of work to understand conditions and improvement opportunities the process map needs an exception path for gemba walk you will see gemba walk in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here gemba walk means direct observation of work to understand conditions and improvement opportunities operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Gemba walk","t":"Gemba walk","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/gemba-walk/","ui":"The process map needs an exception path for gemba walk."},{"a":["pay gap","gender wage gap"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Difference in pay between gender groups under a stated method.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["startup","business","corporate","people","operations","investor","sustainability","finance"],"e":"Difference in pay between gender groups under a stated method.","i":1619,"id":"sustainability.gender-pay-gap","lv":"core","ph":"gender pay gap pay gap gender wage gap gender pay gap gender wage gap pay gap gender pay gap difference in pay between gender groups under a stated method difference in pay between gender groups under a stated method state the boundary and evidence behind gender pay gap before publishing the claim you will see gender pay gap in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here gender pay gap means difference in pay between gender groups under a stated method sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition startup business corporate people operations investor sustainability finance people planning employment performance management change management strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Gender pay gap","t":"Gender pay gap","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/gender-pay-gap/","ui":"State the boundary and evidence behind gender pay gap before publishing the claim."},{"a":["G&A"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Corporate overhead and administrative costs not directly tied to production or selling.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Corporate overhead and administrative costs not directly tied to production or selling.","i":1620,"id":"bizfinance.general-and-administrative-expense","lv":"core","ph":"general and administrative expense g and a g and a general and administrative expense general and administrative expense corporate overhead and administrative costs not directly tied to production or selling corporate overhead and administrative costs not directly tied to production or selling keep general and administrative expense on the dashboard but show the definition and reporting period beside it you will see general and administrative expense in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here general and administrative expense means corporate overhead and administrative costs not directly tied to production or selling finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce global context dependent","sn":"General and administrative expense","t":"General and administrative expense","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/general-and-administrative-expense/","ui":"Keep general and administrative expense on the dashboard, but show the definition and reporting period beside it."},{"a":["GA"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The stage at which a product is officially available to its intended market under standard support and commercial terms.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The product is officially available to customers.","i":1621,"id":"product.general-availability","lv":"core","ph":"general availability ga ga general availability general availability the product is officially available to customers the stage at which a product is officially available to its intended market under standard support and commercial terms general availability begins after the migration tool ships you will see general availability in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here general availability means the stage at which a product is officially available to its intended market under standard support and commercial terms product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model status decision global context dependent","sn":"General availability","t":"General availability","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/general-availability/","ui":"General availability begins after the migration tool ships."},{"a":["GL"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The central accounting record containing classified transactions and account balances.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The central accounting record containing classified transactions and account balances.","i":1622,"id":"bizfinance.general-ledger","lv":"core","ph":"general ledger gl general ledger gl general ledger the central accounting record containing classified transactions and account balances the central accounting record containing classified transactions and account balances finance will reconcile general ledger before the board pack goes out you will see general ledger in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here general ledger means the central accounting record containing classified transactions and account balances finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"General ledger","t":"General ledger","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/general-ledger/","ui":"Finance will reconcile general ledger before the board pack goes out."},{"a":["GP"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The entity or partners responsible for managing an investment fund and making investment decisions.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The manager of an investment fund.","i":1623,"id":"startup.general-partner","lv":"core","ph":"general partner gp general partner gp general partner the manager of an investment fund the entity or partners responsible for managing an investment fund and making investment decisions the general partner earns management fees and carried interest you will see general partner in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here general partner means the entity or partners responsible for managing an investment fund and making investment decisions startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party status decision global context dependent","sn":"General partner","t":"General partner","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/general-partner/","ui":"The general partner earns management fees and carried interest."},{"a":["GP partnership"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A partnership in which partners commonly share management and may have broad personal liability.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A partnership in which partners commonly share management and may have broad personal liability.","i":1624,"id":"governance.general-partnership","lv":"working","ph":"general partnership gp partnership general partnership gp partnership general partnership a partnership in which partners commonly share management and may have broad personal liability a partnership in which partners commonly share management and may have broad personal liability the draft mentions general partnership but the scope and jurisdiction are still unclear you will see general partnership in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here general partnership means a partnership in which partners commonly share management and may have broad personal liability corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law workflow process organisation party global context dependent","sn":"General partnership","t":"General partnership","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/general-partnership/","ui":"The draft mentions general partnership, but the scope and jurisdiction are still unclear."},{"a":["GPFR"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A reporting package designed for existing and potential capital providers.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A reporting package designed for existing and potential capital providers.","i":1625,"id":"sustainability.general-purpose-financial-report","lv":"working","ph":"general purpose financial report gpfr general purpose financial report gpfr general purpose financial report a reporting package designed for existing and potential capital providers a reporting package designed for existing and potential capital providers can we circulate general purpose financial report with the assumptions and open questions marked you will see general purpose financial report in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here general purpose financial report means a reporting package designed for existing and potential capital providers sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact equipment technology format genre model risk ethics access global context dependent","sn":"General-purpose financial report","t":"General-purpose financial report","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/general-purpose-financial-report/","ui":"Can we circulate general-purpose financial report with the assumptions and open questions marked?"},{"a":["GAAP"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The authoritative accounting framework applicable in a jurisdiction, such as US GAAP.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The authoritative accounting framework applicable in a jurisdiction, such as US GAAP.","i":1626,"id":"bizfinance.generally-accepted-accounting-principles","lv":"core","ph":"generally accepted accounting principles gaap gaap generally accepted accounting principles generally accepted accounting principles the authoritative accounting framework applicable in a jurisdiction such as us gaap the authoritative accounting framework applicable in a jurisdiction such as us gaap counsel wants generally accepted accounting principles clarified before anyone signs you will see generally accepted accounting principles in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here generally accepted accounting principles means the authoritative accounting framework applicable in a jurisdiction such as us gaap finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments non gaap measure startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce format genre model global context dependent","sn":"Generally accepted accounting principles","t":"Generally accepted accounting principles","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/generally-accepted-accounting-principles/","ui":"Counsel wants generally accepted accounting principles clarified before anyone signs."},{"a":["GenAI"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"AI systems that produce new text, images, audio, code or other content from learned patterns.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"AI that creates new content.","i":1627,"id":"product.generative-ai","lv":"core","ph":"generative ai genai genai generative ai generative ai ai that creates new content ai systems that produce new text images audio code or other content from learned patterns generative ai output still needs fact and rights checks you will see generative ai in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here generative ai means ai systems that produce new text images audio code or other content from learned patterns product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Generative AI","t":"Generative AI","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/generative-ai/","ui":"Generative AI output still needs fact and rights checks."},{"a":["geographic lift test"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"An experiment comparing marketing outcomes across geographic units.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"An experiment comparing marketing outcomes across geographic units.","i":1628,"id":"marketing.geo-experiment","lv":"working","ph":"geo experiment geographic lift test geo experiment geographic lift test geo experiment an experiment comparing marketing outcomes across geographic units an experiment comparing marketing outcomes across geographic units how are we defining geo experiment in this deck you will see geo experiment in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here geo experiment means an experiment comparing marketing outcomes across geographic units marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Geo experiment","t":"Geo experiment","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/geo-experiment/","ui":"How are we defining geo experiment in this deck?"},{"a":["regional market"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A market defined by territory, region or location.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Customers grouped by where they are.","i":1629,"id":"strategy.geographic-market","lv":"core","ph":"geographic market regional market geographic market regional market geographic market customers grouped by where they are a market defined by territory region or location the geographic market has different regulation and willingness to pay you will see geographic market in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here geographic market means a market defined by territory region or location strategy markets and business models strategy market analysis and business models markets industries and categories startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Geographic market","t":"Geographic market","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/geographic-market/","ui":"The geographic market has different regulation and willingness to pay."},{"a":["regional segmentation"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Grouping customers by location, territory, climate or regional condition.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Group customers by where they are.","i":1630,"id":"strategy.geographic-segmentation","lv":"core","ph":"geographic segmentation regional segmentation geographic segmentation regional segmentation geographic segmentation group customers by where they are grouping customers by location territory climate or regional condition geographic segmentation matters because regulations differ you will see geographic segmentation in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here geographic segmentation means grouping customers by location territory climate or regional condition strategy markets and business models strategy market analysis and business models customers users and segmentation startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Geographic segmentation","t":"Geographic segmentation","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/geographic-segmentation/","ui":"Geographic segmentation matters because regulations differ."},{"a":["regional structure"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A structure grouping responsibility by territory, country or region.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A structure grouping responsibility by territory, country or region.","i":1631,"id":"people.geographic-structure","lv":"working","ph":"geographic structure regional structure geographic structure regional structure geographic structure a structure grouping responsibility by territory country or region a structure grouping responsibility by territory country or region the announcement should not get ahead of the agreed process for geographic structure you will see geographic structure in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here geographic structure means a structure grouping responsibility by territory country or region people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Geographic structure","t":"Geographic structure","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/geographic-structure/","ui":"The announcement should not get ahead of the agreed process for geographic structure."},{"a":["political risk"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Risk arising from political conflict, policy, sanctions or cross-border instability.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Risk arising from political conflict, policy, sanctions or cross-border instability.","i":1632,"id":"governance.geopolitical-risk","lv":"working","ph":"geopolitical risk political risk geopolitical risk political risk geopolitical risk risk arising from political conflict policy sanctions or cross border instability risk arising from political conflict policy sanctions or cross border instability can we separate the likelihood of geopolitical risk from its potential impact you will see geopolitical risk in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here geopolitical risk means risk arising from political conflict policy sanctions or cross border instability corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law risk ethics access global context dependent","sn":"Geopolitical risk","t":"Geopolitical risk","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/geopolitical-risk/","ui":"Can we separate the likelihood of geopolitical risk from its potential impact?"},{"a":["spatial risk analysis"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Analysis using location data to assess hazards and exposure.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Analysis using location data to assess hazards and exposure.","i":1633,"id":"sustainability.geospatial-analysis","lv":"working","ph":"geospatial analysis spatial risk analysis geospatial analysis spatial risk analysis geospatial analysis analysis using location data to assess hazards and exposure analysis using location data to assess hazards and exposure can we separate the likelihood of geospatial analysis from its potential impact you will see geospatial analysis in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here geospatial analysis means analysis using location data to assess hazards and exposure sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology risk ethics access global context dependent","sn":"Geospatial analysis","t":"Geospatial analysis","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/geospatial-analysis/","ui":"Can we separate the likelihood of geospatial analysis from its potential impact?"},{"a":["emissions assurance"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Independent assurance over greenhouse-gas information under stated criteria.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Independent assurance over greenhouse-gas information under stated criteria.","i":1634,"id":"sustainability.ghg-assurance","lv":"core","ph":"ghg assurance emissions assurance emissions assurance ghg assurance ghg assurance independent assurance over greenhouse gas information under stated criteria independent assurance over greenhouse gas information under stated criteria the sustainability report needs the method exclusions and assurance status for ghg assurance you will see ghg assurance in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here ghg assurance means independent assurance over greenhouse gas information under stated criteria sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"GHG assurance","t":"GHG assurance","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/ghg-assurance/","ui":"The sustainability report needs the method, exclusions and assurance status for gHG assurance."},{"a":["Greenhouse Gas Protocol"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Widely used standards and guidance for greenhouse-gas accounting.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Widely used standards and guidance for greenhouse-gas accounting.","i":1635,"id":"sustainability.ghg-protocol","lv":"core","ph":"ghg protocol greenhouse gas protocol ghg protocol greenhouse gas protocol ghg protocol widely used standards and guidance for greenhouse gas accounting widely used standards and guidance for greenhouse gas accounting which standard and reporting period govern ghg protocol you will see ghg protocol in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here ghg protocol means widely used standards and guidance for greenhouse gas accounting sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance format genre model risk ethics access global context dependent","sn":"GHG Protocol","t":"GHG Protocol","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/ghg-protocol/","ui":"Which standard and reporting period govern gHG Protocol?"},{"a":["business courtesies"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Benefits offered or received that may create influence, appearance or compliance risk.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Benefits offered or received that may create influence, appearance or compliance risk.","i":1636,"id":"governance.gifts-and-hospitality","lv":"core","ph":"gifts and hospitality business courtesies business courtesies gifts and hospitality gifts and hospitality benefits offered or received that may create influence appearance or compliance risk benefits offered or received that may create influence appearance or compliance risk can we state who receives the right created by gifts and hospitality and when it applies you will see gifts and hospitality in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here gifts and hospitality means benefits offered or received that may create influence appearance or compliance risk corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law risk ethics access global context dependent","sn":"Gifts and hospitality","t":"Gifts and hospitality","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/gifts-and-hospitality/","ui":"Can we state who receives the right created by gifts and hospitality, and when it applies?"},{"a":["strategic global account"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A large customer managed across countries, business units or regions as one strategic relationship.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A large customer managed across countries, business units or regions as one strategic relationship.","i":1637,"id":"revenue.global-account","lv":"working","ph":"global account strategic global account global account strategic global account global account a large customer managed across countries business units or regions as one strategic relationship a large customer managed across countries business units or regions as one strategic relationship the account plan should show how global account affects the next step you will see global account in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here global account means a large customer managed across countries business units or regions as one strategic relationship revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce global context dependent","sn":"Global account","t":"Global account","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/global-account/","ui":"The account plan should show how global account affects the next step."},{"a":["GWP"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A factor comparing a greenhouse gas's warming effect with carbon dioxide over a stated time horizon.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A factor comparing a greenhouse gas's warming effect with carbon dioxide over a stated time horizon.","i":1638,"id":"sustainability.global-warming-potential","lv":"working","ph":"global warming potential gwp global warming potential gwp global warming potential a factor comparing a greenhouse gass warming effect with carbon dioxide over a stated time horizon a factor comparing a greenhouse gass warming effect with carbon dioxide over a stated time horizon the sustainability report needs the method exclusions and assurance status for global warming potential you will see global warming potential in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here global warming potential means a factor comparing a greenhouse gass warming effect with carbon dioxide over a stated time horizon sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Global warming potential","t":"Global warming potential","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/global-warming-potential/","ui":"The sustainability report needs the method, exclusions and assurance status for global warming potential."},{"a":["production launch"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The point at which a system or service begins production use.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The point at which a system or service begins production use.","i":1639,"id":"revenue.go-live","lv":"core","ph":"go live production launch go live production launch go live the point at which a system or service begins production use the point at which a system or service begins production use counsel wants go live clarified before anyone signs you will see go live in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here go live means the point at which a system or service begins production use revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law equipment technology global context dependent","sn":"Go-live","t":"Go-live","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/go-live/","ui":"Counsel wants go-live clarified before anyone signs."},{"a":["GTM motion"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The repeatable way a company creates demand, sells and expands an offer.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The repeatable way a company creates demand, sells and expands an offer.","i":1640,"id":"revenue.go-to-market-motion","lv":"core","ph":"go to market motion gtm motion go to market motion gtm motion go to market motion the repeatable way a company creates demand sells and expands an offer the repeatable way a company creates demand sells and expands an offer which version of go to market motion should the board treat as current you will see go to market motion in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here go to market motion means the repeatable way a company creates demand sells and expands an offer revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce equipment technology format genre model organisation party global context dependent business","sn":"Go-to-market motion","t":"Go-to-market motion","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/go-to-market-motion/","ui":"Which version of go-to-market motion should the board treat as current?"},{"a":["GTM slide"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide explaining how the company will reach, win and serve target customers.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that shows how customers will be acquired.","i":1641,"id":"bizpitch.go-to-market-slide","lv":"core","ph":"go to market slide gtm slide go to market slide gtm slide go to market slide the slide that shows how customers will be acquired a slide explaining how the company will reach win and serve target customers the go to market slide should name channels economics and sequence you will see go to market slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here go to market slide means a slide explaining how the company will reach win and serve target customers business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact role person format genre model organisation party global context dependent","sn":"Go-to-market slide","t":"Go-to-market slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/go-to-market-slide/","ui":"The go-to-market slide should name channels, economics and sequence."},{"a":["GTM strategy","GTM"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A coordinated plan for reaching a target market, winning customers and delivering value through chosen channels.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A coordinated plan for reaching a target market, winning customers and delivering value through chosen channels.","i":1642,"id":"revenue.go-to-market-strategy","lv":"core","ph":"go to market strategy gtm strategy gtm go to market strategy gtm gtm strategy go to market strategy a coordinated plan for reaching a target market winning customers and delivering value through chosen channels a coordinated plan for reaching a target market winning customers and delivering value through chosen channels the go to market plan needs to explain how go to market strategy turns into repeatable demand you will see go to market strategy in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here go to market strategy means a coordinated plan for reaching a target market winning customers and delivering value through chosen channels revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal document artifact metric standard specification role person finance commerce equipment technology format genre model global context dependent business","sn":"Go-to-market strategy","t":"Go-to-market strategy","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/go-to-market-strategy/","ui":"The go-to-market plan needs to explain how go-to-market strategy turns into repeatable demand."},{"a":["organisational goal","objective"],"amb":["Goal","objective"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A desired result to be achieved.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","investor","marketing","product","people","operations"],"e":"A desired result to be achieved.","i":1643,"id":"people.goal","lv":"core","ph":"goal organisational goal objective goal objective organisational goal goal a desired result to be achieved a desired result to be achieved compare goal with the same cohort and period before drawing a conclusion you will see goal in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here goal means a desired result to be achieved people organisation and change organisation design people systems and change okrs kpis and performance goals objective objective target startup business corporate investor marketing product people operations strategy market research planning pitching people planning employment performance management change management organisation party global context dependent business foundation","sn":"Goal","t":"Goal","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/goal/","ui":"Compare goal with the same cohort and period before drawing a conclusion."},{"a":["objective alignment"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The degree to which goals support shared priorities.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The degree to which goals support shared priorities.","i":1644,"id":"people.goal-alignment","lv":"core","ph":"goal alignment objective alignment goal alignment objective alignment goal alignment the degree to which goals support shared priorities the degree to which goals support shared priorities how are we defining goal alignment in this deck you will see goal alignment in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here goal alignment means the degree to which goals support shared priorities people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Goal alignment","t":"Goal alignment","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/goal-alignment/","ui":"How are we defining goal alignment in this deck?"},{"a":["conflicting objectives"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A situation in which pursuing one goal undermines another.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A situation in which pursuing one goal undermines another.","i":1645,"id":"people.goal-conflict","lv":"working","ph":"goal conflict conflicting objectives conflicting objectives goal conflict goal conflict a situation in which pursuing one goal undermines another a situation in which pursuing one goal undermines another compare goal conflict with the same cohort and period before drawing a conclusion you will see goal conflict in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here goal conflict means a situation in which pursuing one goal undermines another people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Goal conflict","t":"Goal conflict","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/goal-conflict/","ui":"Compare goal conflict with the same cohort and period before drawing a conclusion."},{"a":["going-concern basis"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The assumption or assessment that an entity will continue operating for the foreseeable future.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The assumption or assessment that an entity will continue operating for the foreseeable future.","i":1646,"id":"bizfinance.going-concern","lv":"core","ph":"going concern going concern basis going concern going concern basis going concern the assumption or assessment that an entity will continue operating for the foreseeable future the assumption or assessment that an entity will continue operating for the foreseeable future can we trace going concern back to the ledger and supporting schedule you will see going concern in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here going concern means the assumption or assessment that an entity will continue operating for the foreseeable future finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process organisation party global context dependent","sn":"Going concern","t":"Going concern","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/going-concern/","ui":"Can we trace going concern back to the ledger and supporting schedule?"},{"a":["executive review"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A senior final review focused on strategic fit, authority, risk and readiness to submit.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The last senior check before a bid goes out.","i":1647,"id":"bizpitch.gold-team-review","lv":"specialist","ph":"gold team review executive review executive review gold team review gold team review the last senior check before a bid goes out a senior final review focused on strategic fit authority risk and readiness to submit the gold team review should not reopen every sentence you will see gold team review in business pitches proposals executive summaries and decision decks when the discussion reaches proposals bids and tender materials it helps a reader interpret proposals bids and tender materials without confusing the measure decision role or evidence being discussed here gold team review means a senior final review focused on strategic fit authority risk and readiness to submit business pitching and presentation materials business pitches decks and decision materials proposals bids and tender materials startup business corporate investor sales planning pitching submission decision metric standard specification workflow process organisation party risk ethics access global context dependent","sn":"Gold team review","t":"Gold team review","tp":"Proposals, bids & tender materials","tpid":"business-pitching-artifacts.proposal-materials","u":"terms/gold-team-review/","ui":"The gold team review should not reopen every sentence."},{"a":["GBB"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A three-tier packaging structure presenting progressively greater value or capability.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A three-tier packaging structure presenting progressively greater value or capability.","i":1648,"id":"revenue.good-better-best","lv":"working","ph":"good better best gbb gbb good better best good better best a three tier packaging structure presenting progressively greater value or capability a three tier packaging structure presenting progressively greater value or capability the proposal must state how good better best changes the customers bill you will see good better best in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here good better best means a three tier packaging structure presenting progressively greater value or capability revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Good-better-best","t":"Good-better-best","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/good-better-best/","ui":"The proposal must state how good-better-best changes the customer’s bill."},{"a":["duty of good faith"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A legal or contractual standard of honest and fair dealing whose scope varies by jurisdiction.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A legal or contractual standard of honest and fair dealing whose scope varies by jurisdiction.","i":1649,"id":"governance.good-faith","lv":"working","ph":"good faith duty of good faith duty of good faith good faith good faith a legal or contractual standard of honest and fair dealing whose scope varies by jurisdiction a legal or contractual standard of honest and fair dealing whose scope varies by jurisdiction can we state who receives the right created by good faith and when it applies you will see good faith in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here good faith means a legal or contractual standard of honest and fair dealing whose scope varies by jurisdiction corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Good faith","t":"Good faith","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/good-faith/","ui":"Can we state who receives the right created by good faith, and when it applies?"},{"a":["good-leaver status"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A person leaving under circumstances that receive more favourable equity treatment under an agreement.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Someone leaves for an accepted reason and keeps better equity treatment.","i":1650,"id":"startup.good-leaver","lv":"working","ph":"good leaver good leaver status good leaver good leaver status good leaver someone leaves for an accepted reason and keeps better equity treatment a person leaving under circumstances that receive more favourable equity treatment under an agreement good leaver definitions should be precise and jurisdiction aware you will see good leaver in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here good leaver means a person leaving under circumstances that receive more favourable equity treatment under an agreement startups venture and fundraising startup formation venture capital and fundraising founder and employee equity startup investor finance corporate fundraising financing due diligence governance document artifact role person finance commerce organisation party global context dependent","sn":"Good leaver","t":"Good leaver","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/good-leaver/","ui":"Good-leaver definitions should be precise and jurisdiction-aware."},{"a":["target distortion"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The idea that a measure can become less useful when it becomes a target.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The idea that a measure can become less useful when it becomes a target.","i":1651,"id":"people.goodhart-s-law","lv":"working","ph":"goodharts law target distortion goodharts law target distortion goodharts law the idea that a measure can become less useful when it becomes a target the idea that a measure can become less useful when it becomes a target counsel wants goodharts law clarified before anyone signs you will see goodharts law in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here goodharts law means the idea that a measure can become less useful when it becomes a target people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate people operations people planning employment performance management change management metric standard specification right contract law organisation party global context dependent","sn":"Goodhart's law","t":"Goodhart's law","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/goodhart-s-law/","ui":"Counsel wants goodhart's law clarified before anyone signs."},{"a":["acquisition goodwill"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An asset arising in a business combination representing benefits not separately identified and recognised.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An asset arising in a business combination representing benefits not separately identified and recognised.","i":1652,"id":"bizfinance.goodwill","lv":"working","ph":"goodwill acquisition goodwill acquisition goodwill goodwill goodwill an asset arising in a business combination representing benefits not separately identified and recognised an asset arising in a business combination representing benefits not separately identified and recognised the headline changes once we calculate goodwill consistently you will see goodwill in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here goodwill means an asset arising in a business combination representing benefits not separately identified and recognised finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Goodwill","t":"Goodwill","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/goodwill/","ui":"The headline changes once we calculate goodwill consistently."},{"a":["G factor"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A matter concerning oversight, ethics, accountability, rights and control.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A matter concerning oversight, ethics, accountability, rights and control.","i":1653,"id":"sustainability.governance-factor","lv":"core","ph":"governance factor g factor g factor governance factor governance factor a matter concerning oversight ethics accountability rights and control a matter concerning oversight ethics accountability rights and control the sustainability report needs the method exclusions and assurance status for governance factor you will see governance factor in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here governance factor means a matter concerning oversight ethics accountability rights and control sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance right contract law risk ethics access global context dependent","sn":"Governance factor","t":"Governance factor","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/governance-factor/","ui":"The sustainability report needs the method, exclusions and assurance status for governance factor."},{"a":["decision forum"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A recurring body or meeting where specified decisions and oversight occur.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A recurring body or meeting where specified decisions and oversight occur.","i":1654,"id":"people.governance-forum","lv":"working","ph":"governance forum decision forum decision forum governance forum governance forum a recurring body or meeting where specified decisions and oversight occur a recurring body or meeting where specified decisions and oversight occur the announcement should not get ahead of the agreed process for governance forum you will see governance forum in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here governance forum means a recurring body or meeting where specified decisions and oversight occur people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management organisation party status decision global context dependent","sn":"Governance forum","t":"Governance forum","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/governance-forum/","ui":"The announcement should not get ahead of the agreed process for governance forum."},{"a":["applicable law","choice of law"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The law chosen to interpret and govern an agreement.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"The law chosen to interpret and govern an agreement.","i":1655,"id":"governance.governing-law","lv":"core","ph":"governing law applicable law choice of law applicable law choice of law governing law governing law the law chosen to interpret and govern an agreement the law chosen to interpret and govern an agreement the draft mentions governing law but the scope and jurisdiction are still unclear you will see governing law in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here governing law means the law chosen to interpret and govern an agreement corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact right contract law global context dependent","sn":"Governing law","t":"Governing law","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/governing-law/","ui":"The draft mentions governing law, but the scope and jurisdiction are still unclear."},{"a":["payment holiday"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A period before repayment, interest or another obligation becomes due.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A period before repayment, interest or another obligation becomes due.","i":1656,"id":"bizfinance.grace-period","lv":"core","ph":"grace period payment holiday grace period payment holiday grace period a period before repayment interest or another obligation becomes due a period before repayment interest or another obligation becomes due the draft mentions grace period but the scope and jurisdiction are still unclear you will see grace period in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here grace period means a period before repayment interest or another obligation becomes due finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Grace period","t":"Grace period","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/grace-period/","ui":"The draft mentions grace period, but the scope and jurisdiction are still unclear."},{"a":["ratable vesting"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Vesting in periodic portions over time.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Vesting in periodic portions over time.","i":1657,"id":"people.graded-vesting","lv":"working","ph":"graded vesting ratable vesting graded vesting ratable vesting graded vesting vesting in periodic portions over time vesting in periodic portions over time who is accountable for graded vesting and who is affected by it you will see graded vesting in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here graded vesting means vesting in periodic portions over time people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Graded vesting","t":"Graded vesting","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/graded-vesting/","ui":"Who is accountable for graded vesting, and who is affected by it?"},{"a":["progressive tier pricing"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Pricing where different usage bands are charged at their respective rates.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Pricing where different usage bands are charged at their respective rates.","i":1658,"id":"revenue.graduated-pricing","lv":"working","ph":"graduated pricing progressive tier pricing graduated pricing progressive tier pricing graduated pricing pricing where different usage bands are charged at their respective rates pricing where different usage bands are charged at their respective rates the pricing slide needs to separate graduated pricing from the commercial assumptions around it you will see graduated pricing in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here graduated pricing means pricing where different usage bands are charged at their respective rates revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Graduated pricing","t":"Graduated pricing","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/graduated-pricing/","ui":"The pricing slide needs to separate graduated pricing from the commercial assumptions around it."},{"a":["grant finance"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Non-repayable funding awarded under stated eligibility, purpose and reporting conditions.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Money awarded for a purpose that usually does not need repayment.","i":1659,"id":"startup.grant-funding","lv":"core","ph":"grant funding grant finance grant finance grant funding grant funding money awarded for a purpose that usually does not need repayment non repayable funding awarded under stated eligibility purpose and reporting conditions grant funding still creates compliance and reporting obligations you will see grant funding in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding instruments and exemptions in funding instruments and exemptions a loose definition can change rights obligations approval disclosure or enforceability here grant funding means non repayable funding awarded under stated eligibility purpose and reporting conditions startups venture and fundraising startup formation venture capital and fundraising funding instruments and exemptions startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce organisation party status decision global context dependent startup","sn":"Grant funding","t":"Grant funding","tp":"Funding instruments & exemptions","tpid":"startup-venture-fundraising.funding-instruments","u":"terms/grant-funding/","ui":"Grant funding still creates compliance and reporting obligations."},{"a":["grant proposal pitch"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation or application seeking non-repayable funding against stated eligibility and impact criteria.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A request for grant funding tied to specific rules and outcomes.","i":1660,"id":"bizpitch.grant-pitch","lv":"working","ph":"grant pitch grant proposal pitch grant pitch grant proposal pitch grant pitch a request for grant funding tied to specific rules and outcomes a presentation or application seeking non repayable funding against stated eligibility and impact criteria the grant pitch must answer the funders criteria in its own language you will see grant pitch in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here grant pitch means a presentation or application seeking non repayable funding against stated eligibility and impact criteria business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations startup business corporate investor sales planning pitching submission decision organisation party risk ethics access global context dependent","sn":"Grant pitch","t":"Grant pitch","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/grant-pitch/","ui":"The grant pitch must answer the funder's criteria in its own language."},{"a":["second-party opinion"],"amb":["second-party opinion"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Independent assessment of a green-bond framework or allocation.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Independent assessment of a green-bond framework or allocation.","i":1661,"id":"sustainability.green-bond-external-review","lv":"working","ph":"green bond external review second party opinion green bond external review second party opinion green bond external review independent assessment of a green bond framework or allocation independent assessment of a green bond framework or allocation can we trace green bond external review from the report back to the source record you will see green bond external review in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here green bond external review means independent assessment of a green bond framework or allocation sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance second party opinion corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process format genre model risk ethics access global context dependent","sn":"Green bond external review","t":"Green bond external review","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/green-bond-external-review/","ui":"Can we trace green bond external review from the report back to the source record?"},{"a":["GBP"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Voluntary process guidelines for issuing green bonds.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Voluntary process guidelines for issuing green bonds.","i":1662,"id":"sustainability.green-bond-principles","lv":"core","ph":"green bond principles gbp gbp green bond principles green bond principles voluntary process guidelines for issuing green bonds voluntary process guidelines for issuing green bonds which standard and reporting period govern green bond principles you will see green bond principles in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here green bond principles means voluntary process guidelines for issuing green bonds sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process format genre model risk ethics access global context dependent","sn":"Green Bond Principles","t":"Green Bond Principles","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/green-bond-principles/","ui":"Which standard and reporting period govern green Bond Principles?"},{"a":["environmental claim"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"An environmental claim about a product, service or organisation.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales","investor","sustainability","finance","operations"],"e":"An environmental claim about a product, service or organisation.","i":1663,"id":"marketing.green-claim","lv":"core","ph":"green claim environmental claim environmental claim green claim green claim an environmental claim about a product service or organisation an environmental claim about a product service or organisation can we state who receives the right created by green claim and when it applies you will see green claim in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here green claim means an environmental claim about a product service or organisation marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales investor sustainability finance operations market research marketing growth reporting strategy risk management sustainability reporting disclosure assurance format genre model organisation party risk ethics access global context dependent","sn":"Green claim","t":"Green claim","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/green-claim/","ui":"Can we state who receives the right created by green claim, and when it applies?"},{"a":["climate and environmental finance"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Financing directed toward environmental objectives or assets.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Financing directed toward environmental objectives or assets.","i":1664,"id":"sustainability.green-finance","lv":"core","ph":"green finance climate and environmental finance climate and environmental finance green finance green finance financing directed toward environmental objectives or assets financing directed toward environmental objectives or assets which standard and reporting period govern green finance you will see green finance in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here green finance means financing directed toward environmental objectives or assets sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Green finance","t":"Green finance","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/green-finance/","ui":"Which standard and reporting period govern green finance?"},{"a":["GHG"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A gas that traps heat in the atmosphere, measured and reported under defined methodologies.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A gas that traps heat in the atmosphere, measured and reported under defined methodologies.","i":1665,"id":"sustainability.greenhouse-gas","lv":"core","ph":"greenhouse gas ghg ghg greenhouse gas greenhouse gas a gas that traps heat in the atmosphere measured and reported under defined methodologies a gas that traps heat in the atmosphere measured and reported under defined methodologies can we circulate greenhouse gas with the assumptions and open questions marked you will see greenhouse gas in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here greenhouse gas means a gas that traps heat in the atmosphere measured and reported under defined methodologies sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact metric standard specification workflow process risk ethics access global context dependent","sn":"Greenhouse gas","t":"Greenhouse gas","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/greenhouse-gas/","ui":"Can we circulate greenhouse gas with the assumptions and open questions marked?"},{"a":["GHG inventory"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A quantified account of an organisation's emissions and removals within a defined boundary.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A quantified account of an organisation's emissions and removals within a defined boundary.","i":1666,"id":"sustainability.greenhouse-gas-inventory","lv":"core","ph":"greenhouse gas inventory ghg inventory ghg inventory greenhouse gas inventory greenhouse gas inventory a quantified account of an organisations emissions and removals within a defined boundary a quantified account of an organisations emissions and removals within a defined boundary state the boundary and evidence behind greenhouse gas inventory before publishing the claim you will see greenhouse gas inventory in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here greenhouse gas inventory means a quantified account of an organisations emissions and removals within a defined boundary sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance organisation party risk ethics access global context dependent","sn":"Greenhouse-gas inventory","t":"Greenhouse-gas inventory","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/greenhouse-gas-inventory/","ui":"State the boundary and evidence behind greenhouse-gas inventory before publishing the claim."},{"a":["sustainability silence"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Deliberately withholding or minimising sustainability communication, often to avoid scrutiny.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Deliberately withholding or minimising sustainability communication, often to avoid scrutiny.","i":1667,"id":"sustainability.greenhushing","lv":"working","ph":"greenhushing sustainability silence greenhushing sustainability silence greenhushing deliberately withholding or minimising sustainability communication often to avoid scrutiny deliberately withholding or minimising sustainability communication often to avoid scrutiny the control owner needs to resolve the exception around greenhushing you will see greenhushing in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here greenhushing means deliberately withholding or minimising sustainability communication often to avoid scrutiny sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance greenwashing corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification risk ethics access global context dependent","sn":"Greenhushing","t":"Greenhushing","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/greenhushing/","ui":"The control owner needs to resolve the exception around greenhushing."},{"a":["environmental washing","green wash"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Misleading environmental claims or impressions that overstate benefit or understate harm.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["startup","business","corporate","marketing","sales","investor","sustainability","finance","operations"],"e":"Misleading environmental claims or impressions that overstate benefit or understate harm.","i":1668,"id":"sustainability.greenwashing","lv":"core","ph":"greenwashing environmental washing green wash environmental washing green wash greenwashing greenwashing misleading environmental claims or impressions that overstate benefit or understate harm misleading environmental claims or impressions that overstate benefit or understate harm can we trace greenwashing from the report back to the source record you will see greenwashing in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here greenwashing means misleading environmental claims or impressions that overstate benefit or understate harm sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance greenhushing startup business corporate marketing sales investor sustainability finance operations market research marketing growth reporting strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent corporate","sn":"Greenwashing","t":"Greenwashing","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/greenwashing/","ui":"Can we trace greenwashing from the report back to the source record?"},{"a":["Global Reporting Initiative Standards"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Impact-focused sustainability-reporting standards issued by the Global Reporting Initiative.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Impact-focused sustainability-reporting standards issued by the Global Reporting Initiative.","i":1669,"id":"sustainability.gri-standards","lv":"core","ph":"gri standards global reporting initiative standards global reporting initiative standards gri standards gri standards impact focused sustainability reporting standards issued by the global reporting initiative impact focused sustainability reporting standards issued by the global reporting initiative can we circulate gri standards with the assumptions and open questions marked you will see gri standards in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here gri standards means impact focused sustainability reporting standards issued by the global reporting initiative sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact format genre model risk ethics access global context dependent","sn":"GRI Standards","t":"GRI Standards","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/gri-standards/","ui":"Can we circulate gRI Standards with the assumptions and open questions marked?"},{"a":["complaints mechanism"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A channel and process for raising and resolving concerns or harms.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A channel and process for raising and resolving concerns or harms.","i":1670,"id":"sustainability.grievance-mechanism","lv":"core","ph":"grievance mechanism complaints mechanism complaints mechanism grievance mechanism grievance mechanism a channel and process for raising and resolving concerns or harms a channel and process for raising and resolving concerns or harms the operating model needs to show how grievance mechanism works in practice you will see grievance mechanism in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here grievance mechanism means a channel and process for raising and resolving concerns or harms sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Grievance mechanism","t":"Grievance mechanism","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/grievance-mechanism/","ui":"The operating model needs to show how grievance mechanism works in practice."},{"a":["complaint rate"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Formal employee grievances relative to workforce size under a stated method.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Formal employee grievances relative to workforce size under a stated method.","i":1671,"id":"people.grievance-rate","lv":"working","ph":"grievance rate complaint rate complaint rate grievance rate grievance rate formal employee grievances relative to workforce size under a stated method formal employee grievances relative to workforce size under a stated method compare grievance rate with the same cohort and period before drawing a conclusion you will see grievance rate in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here grievance rate means formal employee grievances relative to workforce size under a stated method people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification role person workflow process organisation party global context dependent","sn":"Grievance rate","t":"Grievance rate","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/grievance-rate/","ui":"Compare grievance rate with the same cohort and period before drawing a conclusion."},{"a":["gross cash burn"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Total cash operating outflows over a period before cash inflows are considered.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate","business"],"e":"All the cash spent in the period.","i":1672,"id":"startup.gross-burn","lv":"working","ph":"gross burn gross cash burn gross burn gross cash burn gross burn all the cash spent in the period total cash operating outflows over a period before cash inflows are considered gross burn helps explain the cost base you will see gross burn in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup traction burn and capital efficiency in startup traction burn and capital efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here gross burn means total cash operating outflows over a period before cash inflows are considered startups venture and fundraising startup formation venture capital and fundraising startup traction burn and capital efficiency startup investor finance corporate business fundraising financing due diligence governance accounting planning forecasting valuation reporting metric standard specification finance commerce organisation party global context dependent","sn":"Gross burn","t":"Gross burn","tp":"Startup traction, burn & capital efficiency","tpid":"startup-venture-fundraising.startup-metrics","u":"terms/gross-burn/","ui":"Gross burn helps explain the cost base."},{"a":["gross attrition"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Revenue or customer loss before offsetting expansion.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Revenue or customer loss before offsetting expansion.","i":1673,"id":"revenue.gross-churn","lv":"working","ph":"gross churn gross attrition gross attrition gross churn gross churn revenue or customer loss before offsetting expansion revenue or customer loss before offsetting expansion how are we defining gross churn in this deck you will see gross churn in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here gross churn means revenue or customer loss before offsetting expansion revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Gross churn","t":"Gross churn","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/gross-churn/","ui":"How are we defining gross churn in this deck?"},{"a":["gross profit margin","GM"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Gross profit divided by revenue.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Gross profit divided by revenue.","i":1674,"id":"bizfinance.gross-margin","lv":"core","ph":"gross margin gross profit margin gm gm gross margin gross profit margin gross margin gross profit divided by revenue gross profit divided by revenue the number is useful only if everyone calculates gross margin the same way you will see gross margin in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here gross margin means gross profit divided by revenue finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics contribution margin startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent business foundation business","sn":"Gross margin","t":"Gross margin","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/gross-margin/","ui":"The number is useful only if everyone calculates gross margin the same way."},{"a":["contribution LTV"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Lifetime value calculated from gross profit rather than revenue.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Lifetime value calculated from gross profit rather than revenue.","i":1675,"id":"bizfinance.gross-margin-adjusted-ltv","lv":"working","ph":"gross margin adjusted ltv contribution ltv contribution ltv gross margin adjusted ltv gross margin adjusted ltv lifetime value calculated from gross profit rather than revenue lifetime value calculated from gross profit rather than revenue compare gross margin adjusted ltv with the same cohort and period before drawing a conclusion you will see gross margin adjusted ltv in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here gross margin adjusted ltv means lifetime value calculated from gross profit rather than revenue finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Gross-margin-adjusted LTV","t":"Gross-margin-adjusted LTV","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/gross-margin-adjusted-ltv/","ui":"Compare gross-margin-adjusted LTV with the same cohort and period before drawing a conclusion."},{"a":["GMV"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Total value of transactions processed or sold through a platform before specified deductions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Total value of transactions processed or sold through a platform before specified deductions.","i":1676,"id":"bizfinance.gross-merchandise-value","lv":"core","ph":"gross merchandise value gmv gmv gross merchandise value gross merchandise value total value of transactions processed or sold through a platform before specified deductions total value of transactions processed or sold through a platform before specified deductions the team needs one controlled copy of gross merchandise value with an owner and date you will see gross merchandise value in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here gross merchandise value means total value of transactions processed or sold through a platform before specified deductions finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce workflow process global context dependent","sn":"Gross merchandise value","t":"Gross merchandise value","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/gross-merchandise-value/","ui":"The team needs one controlled copy of gross merchandise value, with an owner and date."},{"a":["gross income"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Revenue minus cost of goods sold or cost of revenue.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Revenue minus cost of goods sold or cost of revenue.","i":1677,"id":"bizfinance.gross-profit","lv":"core","ph":"gross profit gross income gross income gross profit gross profit revenue minus cost of goods sold or cost of revenue revenue minus cost of goods sold or cost of revenue keep gross profit on the dashboard but show the definition and reporting period beside it you will see gross profit in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here gross profit means revenue minus cost of goods sold or cost of revenue finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit net income startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Gross profit","t":"Gross profit","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/gross-profit/","ui":"Keep gross profit on the dashboard, but show the definition and reporting period beside it."},{"a":["gross sales"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Revenue before specified deductions, with the exact definition needing disclosure.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Revenue before specified deductions, with the exact definition needing disclosure.","i":1678,"id":"bizfinance.gross-revenue","lv":"core","ph":"gross revenue gross sales gross revenue gross sales gross revenue revenue before specified deductions with the exact definition needing disclosure revenue before specified deductions with the exact definition needing disclosure the number is useful only if everyone calculates gross revenue the same way you will see gross revenue in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here gross revenue means revenue before specified deductions with the exact definition needing disclosure finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Gross revenue","t":"Gross revenue","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/gross-revenue/","ui":"The number is useful only if everyone calculates gross revenue the same way."},{"a":["GRR","gross dollar retention"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Starting recurring revenue retained after contraction and churn, before expansion.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Starting recurring revenue retained after contraction and churn, before expansion.","i":1679,"id":"revenue.gross-revenue-retention","lv":"core","ph":"gross revenue retention grr gross dollar retention gross dollar retention gross revenue retention grr gross revenue retention starting recurring revenue retained after contraction and churn before expansion starting recurring revenue retained after contraction and churn before expansion compare gross revenue retention with the same cohort and period before drawing a conclusion you will see gross revenue retention in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here gross revenue retention means starting recurring revenue retained after contraction and churn before expansion revenue sales and go to market go to market sales pricing and customer success retention churn and expansion net revenue retention startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Gross revenue retention","t":"Gross revenue retention","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/gross-revenue-retention/","ui":"Compare gross revenue retention with the same cohort and period before drawing a conclusion."},{"a":["grounded generation"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Connecting an AI output to supplied evidence, data or authoritative sources.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Make the AI answer from relevant trusted information.","i":1680,"id":"product.grounding","lv":"core","ph":"grounding grounded generation grounded generation grounding grounding make the ai answer from relevant trusted information connecting an ai output to supplied evidence data or authoritative sources grounding improves traceability but sources can still be misread you will see grounding in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here grounding means connecting an ai output to supplied evidence data or authoritative sources product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Grounding","t":"Grounding","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/grounding/","ui":"Grounding improves traceability but sources can still be misread."},{"a":["investor group session"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A meeting with several investors or analysts.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A meeting with several investors or analysts.","i":1681,"id":"reporting.group-meeting","lv":"working","ph":"group meeting investor group session group meeting investor group session group meeting a meeting with several investors or analysts a meeting with several investors or analysts can we explain the movement in group meeting without hiding the underlying driver you will see group meeting in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here group meeting means a meeting with several investors or analysts corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce global context dependent","sn":"Group meeting","t":"Group meeting","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/group-meeting/","ui":"Can we explain the movement in group meeting without hiding the underlying driver?"},{"a":["SaaS growth accounting","revenue growth bridge"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Analysis separating growth into new, retained, expanded, contracted and churned activity.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate","business","marketing","sales"],"e":"Break growth into where customers or revenue came from and went.","i":1682,"id":"startup.growth-accounting","lv":"working","ph":"growth accounting saas growth accounting revenue growth bridge growth accounting revenue growth bridge saas growth accounting growth accounting break growth into where customers or revenue came from and went analysis separating growth into new retained expanded contracted and churned activity growth accounting shows expansion is masking logo churn you will see growth accounting in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup traction burn and capital efficiency it helps a reader interpret startup traction burn and capital efficiency without confusing the measure decision role or evidence being discussed here growth accounting means analysis separating growth into new retained expanded contracted and churned activity startups venture and fundraising startup formation venture capital and fundraising startup traction burn and capital efficiency startup investor finance corporate business marketing sales fundraising financing due diligence governance market research marketing growth reporting document artifact metric standard specification finance commerce right contract law organisation party global context dependent","sn":"Growth accounting","t":"Growth accounting","tp":"Startup traction, burn & capital efficiency","tpid":"startup-venture-fundraising.startup-metrics","u":"terms/growth-accounting/","ui":"Growth accounting shows expansion is masking logo churn."},{"a":["expansion capex"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Capital spending intended to expand capacity, markets or future earnings.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Capital spending intended to expand capacity, markets or future earnings.","i":1683,"id":"bizfinance.growth-capex","lv":"working","ph":"growth capex expansion capex expansion capex growth capex growth capex capital spending intended to expand capacity markets or future earnings capital spending intended to expand capacity markets or future earnings keep growth capex on the dashboard but show the definition and reporting period beside it you will see growth capex in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here growth capex means capital spending intended to expand capacity markets or future earnings finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Growth capex","t":"Growth capex","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/growth-capex/","ui":"Keep growth capex on the dashboard, but show the definition and reporting period beside it."},{"a":["ceiling"],"amb":["Ceiling"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A structural limit that constrains further growth under the current model.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A structural limit that constrains further growth under the current model.","i":1684,"id":"marketing.growth-ceiling","lv":"working","ph":"growth ceiling ceiling ceiling growth ceiling growth ceiling a structural limit that constrains further growth under the current model a structural limit that constrains further growth under the current model compare growth ceiling with the baseline cohort before calling it growth you will see growth ceiling in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here growth ceiling means a structural limit that constrains further growth under the current model marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle ceiling startup business corporate marketing sales market research marketing growth reporting equipment technology format genre model global context dependent","sn":"Growth ceiling","t":"Growth ceiling","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/growth-ceiling/","ui":"Compare growth ceiling with the baseline cohort before calling it growth."},{"a":["efficient growth metric"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The relationship between growth achieved and resources or cash consumed.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"How efficiently spending creates growth.","i":1685,"id":"startup.growth-efficiency","lv":"working","ph":"growth efficiency efficient growth metric efficient growth metric growth efficiency growth efficiency how efficiently spending creates growth the relationship between growth achieved and resources or cash consumed growth efficiency weakened after entering the new segment you will see growth efficiency in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup traction burn and capital efficiency it helps a reader interpret startup traction burn and capital efficiency without confusing the measure decision role or evidence being discussed here growth efficiency means the relationship between growth achieved and resources or cash consumed startups venture and fundraising startup formation venture capital and fundraising startup traction burn and capital efficiency startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce organisation party global context dependent","sn":"Growth efficiency","t":"Growth efficiency","tp":"Startup traction, burn & capital efficiency","tpid":"startup-venture-fundraising.startup-metrics","u":"terms/growth-efficiency/","ui":"Growth efficiency weakened after entering the new segment."},{"a":["growth capital"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Minority or control investment in established, rapidly growing companies, generally with lower product-market uncertainty than venture capital.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investment in companies that already have substantial growth and evidence.","i":1686,"id":"startup.growth-equity","lv":"working","ph":"growth equity growth capital growth capital growth equity growth equity investment in companies that already have substantial growth and evidence minority or control investment in established rapidly growing companies generally with lower product market uncertainty than venture capital the growth equity investor expects predictable unit economics you will see growth equity in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here growth equity means minority or control investment in established rapidly growing companies generally with lower product market uncertainty than venture capital startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology format genre model organisation party global context dependent","sn":"Growth equity","t":"Growth equity","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/growth-equity/","ui":"The growth-equity investor expects predictable unit economics."},{"a":["growth test"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A structured test intended to improve a growth stage or metric.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A structured test intended to improve a growth stage or metric.","i":1687,"id":"marketing.growth-experiment","lv":"core","ph":"growth experiment growth test growth experiment growth test growth experiment a structured test intended to improve a growth stage or metric a structured test intended to improve a growth stage or metric the number is useful only if everyone calculates growth experiment the same way you will see growth experiment in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here growth experiment means a structured test intended to improve a growth stage or metric marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model status decision global context dependent","sn":"Growth experiment","t":"Growth experiment","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/growth-experiment/","ui":"The number is useful only if everyone calculates growth experiment the same way."},{"a":["growth lifecycle"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A model of movement through acquisition, activation, retention, referral and revenue stages.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A model of movement through acquisition, activation, retention, referral and revenue stages.","i":1688,"id":"marketing.growth-funnel","lv":"core","ph":"growth funnel growth lifecycle growth funnel growth lifecycle growth funnel a model of movement through acquisition activation retention referral and revenue stages a model of movement through acquisition activation retention referral and revenue stages the growth review needs to show the trade off behind growth funnel you will see growth funnel in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here growth funnel means a model of movement through acquisition activation retention referral and revenue stages marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting equipment technology format genre model status decision global context dependent","sn":"Growth funnel","t":"Growth funnel","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/growth-funnel/","ui":"The growth review needs to show the trade-off behind growth funnel."},{"a":["headroom"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The remaining room to grow within a market, customer base or capacity constraint.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How much more growth is realistically available.","i":1689,"id":"strategy.growth-headroom","lv":"working","ph":"growth headroom headroom growth headroom headroom growth headroom how much more growth is realistically available the remaining room to grow within a market customer base or capacity constraint the deck claims headroom but does not show the ceiling you will see growth headroom in strategy decks market analyses business plans and planning workshops when the discussion reaches market sizing and growth it helps a reader interpret market sizing and growth without confusing the measure decision role or evidence being discussed here growth headroom means the remaining room to grow within a market customer base or capacity constraint strategy markets and business models strategy market analysis and business models market sizing and growth startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Growth headroom","t":"Growth headroom","tp":"Market sizing & growth","tpid":"strategy-market-models.market-sizing","u":"terms/growth-headroom/","ui":"The deck claims headroom but does not show the ceiling."},{"a":["incremental hire"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A new position added to expand capability or capacity.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A new position added to expand capability or capacity.","i":1690,"id":"people.growth-hire","lv":"working","ph":"growth hire incremental hire growth hire incremental hire growth hire a new position added to expand capability or capacity a new position added to expand capability or capacity the people plan needs to explain how growth hire affects roles and decisions you will see growth hire in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here growth hire means a new position added to expand capability or capacity people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Growth hire","t":"Growth hire","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/growth-hire/","ui":"The people plan needs to explain how growth hire affects roles and decisions."},{"a":["growth assumption"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A testable belief about how adoption or use can expand efficiently.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A guess about how the product will grow.","i":1691,"id":"product.growth-hypothesis","lv":"working","ph":"growth hypothesis growth assumption growth assumption growth hypothesis growth hypothesis a guess about how the product will grow a testable belief about how adoption or use can expand efficiently the referral growth hypothesis did not survive the experiment you will see growth hypothesis in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here growth hypothesis means a testable belief about how adoption or use can expand efficiently product technology and innovation product management technology and innovation product discovery and research startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Growth hypothesis","t":"Growth hypothesis","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/growth-hypothesis/","ui":"The referral growth hypothesis did not survive the experiment."},{"a":["growth driver"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A changeable factor expected to influence a growth outcome.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A changeable factor expected to influence a growth outcome.","i":1692,"id":"marketing.growth-lever","lv":"core","ph":"growth lever growth driver growth driver growth lever growth lever a changeable factor expected to influence a growth outcome a changeable factor expected to influence a growth outcome can we separate sustainable movement in growth lever from a one off campaign effect you will see growth lever in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here growth lever means a changeable factor expected to influence a growth outcome marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Growth lever","t":"Growth lever","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/growth-lever/","ui":"Can we separate sustainable movement in growth lever from a one-off campaign effect?"},{"a":["compounding loop"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A system in which an output of one cycle becomes an input that supports further growth.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A system in which an output of one cycle becomes an input that supports further growth.","i":1693,"id":"marketing.growth-loop","lv":"core","ph":"growth loop compounding loop compounding loop growth loop growth loop a system in which an output of one cycle becomes an input that supports further growth a system in which an output of one cycle becomes an input that supports further growth what happens to growth loop after the initial acquisition spike you will see growth loop in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here growth loop means a system in which an output of one cycle becomes an input that supports further growth marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting equipment technology workflow process format genre model global context dependent","sn":"Growth loop","t":"Growth loop","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/growth-loop/","ui":"What happens to growth loop after the initial acquisition spike?"},{"a":["growth"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Cross-funnel experimentation focused on measurable acquisition, activation, retention and revenue.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Cross-funnel experimentation focused on measurable acquisition, activation, retention and revenue.","i":1694,"id":"marketing.growth-marketing","lv":"core","ph":"growth marketing growth growth growth marketing growth marketing cross funnel experimentation focused on measurable acquisition activation retention and revenue cross funnel experimentation focused on measurable acquisition activation retention and revenue can we trace growth marketing back to a decision the team can act on you will see growth marketing in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here growth marketing means cross funnel experimentation focused on measurable acquisition activation retention and revenue marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Growth marketing","t":"Growth marketing","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/growth-marketing/","ui":"Can we trace growth marketing back to a decision the team can act on?"},{"a":["rate of growth","growth percentage"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Change in a chosen metric over a stated interval.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","investor","marketing","product","sales","finance"],"e":"Change in a chosen metric over a stated interval.","i":1695,"id":"marketing.growth-rate","lv":"core","ph":"growth rate rate of growth growth percentage growth percentage growth rate rate of growth growth rate change in a chosen metric over a stated interval change in a chosen metric over a stated interval the number is useful only if everyone calculates growth rate the same way you will see growth rate in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here growth rate means change in a chosen metric over a stated interval marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate investor marketing product sales finance strategy market research planning pitching go to market sales contracting customer success renewal marketing growth reporting metric standard specification format genre model global context dependent startup","sn":"Growth rate","t":"Growth rate","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/growth-rate/","ui":"The number is useful only if everyone calculates growth rate the same way."},{"a":["growth financing"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A substantial later-stage financing intended to scale an established growth engine.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Later funding to expand a proven business.","i":1696,"id":"startup.growth-round","lv":"core","ph":"growth round growth financing growth financing growth round growth round later funding to expand a proven business a substantial later stage financing intended to scale an established growth engine the growth round supports three new markets you will see growth round in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here growth round means a substantial later stage financing intended to scale an established growth engine startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party status decision global context dependent","sn":"Growth round","t":"Growth round","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/growth-round/","ui":"The growth round supports three new markets."},{"a":["growth page"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide showing change over time in a meaningful business measure.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that shows how fast something important is growing.","i":1697,"id":"bizpitch.growth-slide","lv":"core","ph":"growth slide growth page growth page growth slide growth slide the slide that shows how fast something important is growing a slide showing change over time in a meaningful business measure use an honest baseline on the growth slide you will see growth slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here growth slide means a slide showing change over time in a meaningful business measure business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact metric standard specification global context dependent","sn":"Growth slide","t":"Growth slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/growth-slide/","ui":"Use an honest baseline on the growth slide."},{"a":[],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A stage in which a company has meaningful evidence and is investing to scale revenue, operations or market reach.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A company has proof and is trying to grow much larger.","i":1698,"id":"startup.growth-stage","lv":"core","ph":"growth stage growth stage growth stage a company has proof and is trying to grow much larger a stage in which a company has meaningful evidence and is investing to scale revenue operations or market reach the growth stage plan prioritises sales capacity and retention you will see growth stage in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here growth stage means a stage in which a company has meaningful evidence and is investing to scale revenue operations or market reach startups venture and fundraising startup formation venture capital and fundraising startup stages and company states startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce format genre model organisation party status decision global context dependent startup","sn":"Growth-stage","t":"Growth-stage","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/growth-stage/","ui":"The growth-stage plan prioritises sales capacity and retention."},{"a":["guaranty"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A promise by another party to satisfy an obligation if the primary obligor does not.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A promise by another party to satisfy an obligation if the primary obligor does not.","i":1699,"id":"bizfinance.guarantee","lv":"core","ph":"guarantee guaranty guarantee guaranty guarantee a promise by another party to satisfy an obligation if the primary obligor does not a promise by another party to satisfy an obligation if the primary obligor does not the draft mentions guarantee but the scope and jurisdiction are still unclear you will see guarantee in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here guarantee means a promise by another party to satisfy an obligation if the primary obligor does not finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Guarantee","t":"Guarantee","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/guarantee/","ui":"The draft mentions guarantee, but the scope and jurisdiction are still unclear."},{"a":["guaranty agreement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contract under which a guarantor supports another party's obligation.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A contract under which a guarantor supports another party's obligation.","i":1700,"id":"governance.guarantee-agreement","lv":"working","ph":"guarantee agreement guaranty agreement guarantee agreement guaranty agreement guarantee agreement a contract under which a guarantor supports another partys obligation a contract under which a guarantor supports another partys obligation do not describe guarantee agreement as agreed until the operative document says so you will see guarantee agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here guarantee agreement means a contract under which a guarantor supports another partys obligation corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Guarantee agreement","t":"Guarantee agreement","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/guarantee-agreement/","ui":"Do not describe guarantee agreement as agreed until the operative document says so."},{"a":["GO"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A European instrument certifying the origin of electricity.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A European instrument certifying the origin of electricity.","i":1701,"id":"sustainability.guarantee-of-origin","lv":"working","ph":"guarantee of origin go go guarantee of origin guarantee of origin a european instrument certifying the origin of electricity a european instrument certifying the origin of electricity can we separate the target for guarantee of origin from measured performance you will see guarantee of origin in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here guarantee of origin means a european instrument certifying the origin of electricity sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Guarantee of origin","t":"Guarantee of origin","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/guarantee-of-origin/","ui":"Can we separate the target for guarantee of origin from measured performance?"},{"a":["safety metric"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A measure monitored to prevent unacceptable harm while optimising another outcome.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","product","technology","marketing","sales"],"e":"A measure monitored to prevent unacceptable harm while optimising another outcome.","i":1702,"id":"marketing.guardrail-metric","lv":"core","ph":"guardrail metric safety metric guardrail metric safety metric guardrail metric a measure monitored to prevent unacceptable harm while optimising another outcome a measure monitored to prevent unacceptable harm while optimising another outcome how are we defining guardrail metric in this deck you will see guardrail metric in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here guardrail metric means a measure monitored to prevent unacceptable harm while optimising another outcome marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate product technology marketing sales product discovery product development testing launch operations market research marketing growth reporting metric standard specification format genre model risk ethics access global context dependent","sn":"Guardrail metric","t":"Guardrail metric","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/guardrail-metric/","ui":"How are we defining guardrail metric in this deck?"},{"a":["financial guidance","outlook"],"amb":["Guidance","outlook"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Management's communicated expectation or range for future performance.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","finance","investor"],"e":"Management's communicated expectation or range for future performance.","i":1703,"id":"reporting.guidance","lv":"core","ph":"guidance financial guidance outlook financial guidance guidance outlook guidance managements communicated expectation or range for future performance managements communicated expectation or range for future performance the filing needs the basis and boundary for guidance you will see guidance in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here guidance means managements communicated expectation or range for future performance corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance forecast forecast guideline outlook startup business corporate finance investor accounting planning forecasting valuation reporting financing governance investor relations disclosure document artifact metric standard specification finance commerce workflow process global context dependent corporate","sn":"Guidance","t":"Guidance","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/guidance/","ui":"The filing needs the basis and boundary for guidance."},{"a":["midpoint"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The centre of a communicated guidance range.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The centre of a communicated guidance range.","i":1704,"id":"reporting.guidance-midpoint","lv":"working","ph":"guidance midpoint midpoint guidance midpoint midpoint guidance midpoint the centre of a communicated guidance range the centre of a communicated guidance range define guidance midpoint before comparing it across periods you will see guidance midpoint in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here guidance midpoint means the centre of a communicated guidance range corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Guidance midpoint","t":"Guidance midpoint","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/guidance-midpoint/","ui":"Define guidance midpoint before comparing it across periods."},{"a":["outlook range"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The lower and upper bounds of a forecast communicated by management.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The lower and upper bounds of a forecast communicated by management.","i":1705,"id":"reporting.guidance-range","lv":"core","ph":"guidance range outlook range guidance range outlook range guidance range the lower and upper bounds of a forecast communicated by management the lower and upper bounds of a forecast communicated by management define guidance range before comparing it across periods you will see guidance range in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here guidance range means the lower and upper bounds of a forecast communicated by management corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce workflow process global context dependent","sn":"Guidance range","t":"Guidance range","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/guidance-range/","ui":"Define guidance range before comparing it across periods."},{"a":["guidance"],"amb":["Guidance"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Recommended practice that may allow discretion unless incorporated into a mandatory rule.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Recommended practice that may allow discretion unless incorporated into a mandatory rule.","i":1706,"id":"governance.guideline","lv":"core","ph":"guideline guidance guidance guideline guideline recommended practice that may allow discretion unless incorporated into a mandatory rule recommended practice that may allow discretion unless incorporated into a mandatory rule can we state who receives the right created by guideline and when it applies you will see guideline in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here guideline means recommended practice that may allow discretion unless incorporated into a mandatory rule corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance guidance startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law global context dependent","sn":"Guideline","t":"Guideline","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/guideline/","ui":"Can we state who receives the right created by guideline, and when it applies?"},{"a":["practice guild"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A voluntary or structured community of practice spanning teams.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A voluntary or structured community of practice spanning teams.","i":1707,"id":"people.guild","lv":"working","ph":"guild practice guild guild practice guild guild a voluntary or structured community of practice spanning teams a voluntary or structured community of practice spanning teams the announcement should not get ahead of the agreed process for guild you will see guild in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here guild means a voluntary or structured community of practice spanning teams people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Guild","t":"Guild","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/guild/","ui":"The announcement should not get ahead of the agreed process for guild."},{"a":["semiannual report"],"amb":["Half-year report"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A report covering the first or second six months of a financial year.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A report covering the first or second six months of a financial year.","i":1708,"id":"reporting.half-year-report","lv":"core","ph":"half year report semiannual report half year report semiannual report half year report a report covering the first or second six months of a financial year a report covering the first or second six months of a financial year the team needs one controlled copy of half year report with an owner and date you will see half year report in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here half year report means a report covering the first or second six months of a financial year corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings interim report corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Half-year report","t":"Half-year report","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/half-year-report/","ui":"The team needs one controlled copy of half-year report, with an owner and date."},{"a":["model fabrication"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An AI output that presents unsupported, false or fabricated content as if it were reliable.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The AI makes something up or states it without support.","i":1709,"id":"product.hallucination","lv":"core","ph":"hallucination model fabrication hallucination model fabrication hallucination the ai makes something up or states it without support an ai output that presents unsupported false or fabricated content as if it were reliable the product must make hallucination risk visible to users you will see hallucination in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here hallucination means an ai output that presents unsupported false or fabricated content as if it were reliable product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Hallucination","t":"Hallucination","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/hallucination/","ui":"The product must make hallucination risk visible to users."},{"a":["positive spillover"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Positive influence of marketing or one product on related brands, products or outcomes.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Positive influence of marketing or one product on related brands, products or outcomes.","i":1710,"id":"marketing.halo-effect","lv":"working","ph":"halo effect positive spillover halo effect positive spillover halo effect positive influence of marketing or one product on related brands products or outcomes positive influence of marketing or one product on related brands products or outcomes keep halo effect on the dashboard but show the definition and reporting period beside it you will see halo effect in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here halo effect means positive influence of marketing or one product on related brands products or outcomes marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Halo effect","t":"Halo effect","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/halo-effect/","ui":"Keep halo effect on the dashboard, but show the definition and reporting period beside it."},{"a":["hand-over"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Transfer of work, information or responsibility from one person or stage to another.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Transfer of work, information or responsibility from one person or stage to another.","i":1711,"id":"operations.handoff","lv":"core","ph":"handoff hand over hand over handoff handoff transfer of work information or responsibility from one person or stage to another transfer of work information or responsibility from one person or stage to another the operating model needs to show how handoff works in practice you will see handoff in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here handoff means transfer of work information or responsibility from one person or stage to another operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person equipment technology workflow process status decision global context dependent","sn":"Handoff","t":"Handoff","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/handoff/","ui":"The operating model needs to show how handoff works in practice."},{"a":["handshake commitment"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Startup shorthand for an agreed investment amount and key terms before full documents are executed; legal effect depends on facts and jurisdiction.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The parties say they have agreed, but paperwork is not complete.","i":1712,"id":"startup.handshake-deal","lv":"working","ph":"handshake deal handshake commitment handshake commitment handshake deal handshake deal the parties say they have agreed but paperwork is not complete startup shorthand for an agreed investment amount and key terms before full documents are executed legal effect depends on facts and jurisdiction document the handshake deal immediately and do not overstate certainty you will see handshake deal in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here handshake deal means startup shorthand for an agreed investment amount and key terms before full documents are executed legal effect depends on facts and jurisdiction startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce right contract law workflow process organisation party global context dependent","sn":"Handshake deal","t":"Handshake deal","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/handshake-deal/","ui":"Document the handshake deal immediately and do not overstate certainty."},{"a":["golden path"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The expected successful sequence through a task without errors or exceptions.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The simplest route where everything goes right.","i":1713,"id":"product.happy-path","lv":"core","ph":"happy path golden path golden path happy path happy path the simplest route where everything goes right the expected successful sequence through a task without errors or exceptions test the happy path and the failure states you will see happy path in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here happy path means the expected successful sequence through a task without errors or exceptions product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Happy path","t":"Happy path","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/happy-path/","ui":"Test the happy path and the failure states."},{"a":["committed capital"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A firm commitment to invest, subject to stated conditions and closing.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An investor has firmly agreed to invest.","i":1714,"id":"startup.hard-commitment","lv":"working","ph":"hard commitment committed capital committed capital hard commitment hard commitment an investor has firmly agreed to invest a firm commitment to invest subject to stated conditions and closing the round has four million in hard commitments you will see hard commitment in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here hard commitment means a firm commitment to invest subject to stated conditions and closing startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance finance commerce workflow process organisation party global context dependent","sn":"Hard commitment","t":"Hard commitment","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/hard-commitment/","ui":"The round has four million in hard commitments."},{"a":["full launch"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A broad, highly visible launch with full marketing or distribution support.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A major public release.","i":1715,"id":"product.hard-launch","lv":"working","ph":"hard launch full launch full launch hard launch hard launch a major public release a broad highly visible launch with full marketing or distribution support the hard launch waits until support capacity is ready you will see hard launch in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here hard launch means a broad highly visible launch with full marketing or distribution support product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model status decision global context dependent","sn":"Hard launch","t":"Hard launch","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/hard-launch/","ui":"The hard launch waits until support capacity is ready."},{"a":["difficult-to-decarbonise sector"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A sector in which deep emissions reduction is technically or economically difficult.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A sector in which deep emissions reduction is technically or economically difficult.","i":1716,"id":"sustainability.hard-to-abate-sector","lv":"working","ph":"hard to abate sector difficult to decarbonise sector difficult to decarbonise sector hard to abate sector hard to abate sector a sector in which deep emissions reduction is technically or economically difficult a sector in which deep emissions reduction is technically or economically difficult which standard and reporting period govern hard to abate sector you will see hard to abate sector in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here hard to abate sector means a sector in which deep emissions reduction is technically or economically difficult sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Hard-to-abate sector","t":"Hard-to-abate sector","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/hard-to-abate-sector/","ui":"Which standard and reporting period govern hard-to-abate sector?"},{"a":["hard-coded input"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A value typed directly into a model rather than linked or calculated.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A value typed directly into a model rather than linked or calculated.","i":1717,"id":"bizfinance.hardcode","lv":"core","ph":"hardcode hard coded input hard coded input hardcode hardcode a value typed directly into a model rather than linked or calculated a value typed directly into a model rather than linked or calculated run a downside case for hardcode before the review you will see hardcode in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here hardcode means a value typed directly into a model rather than linked or calculated finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Hardcode","t":"Hardcode","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/hardcode/","ui":"Run a downside case for hardcode before the review."},{"a":["climate hazard"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A potentially damaging physical event or trend.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A potentially damaging physical event or trend.","i":1718,"id":"sustainability.hazard","lv":"core","ph":"hazard climate hazard climate hazard hazard hazard a potentially damaging physical event or trend a potentially damaging physical event or trend add hazard to the risk register with an owner and mitigation you will see hazard in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here hazard means a potentially damaging physical event or trend sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Hazard","t":"Hazard","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/hazard/","ui":"Add hazard to the risk register with an owner and mitigation."},{"a":["regulated waste"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Waste posing specified risks and subject to special controls.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Waste posing specified risks and subject to special controls.","i":1719,"id":"sustainability.hazardous-waste","lv":"core","ph":"hazardous waste regulated waste hazardous waste regulated waste hazardous waste waste posing specified risks and subject to special controls waste posing specified risks and subject to special controls state the boundary and evidence behind hazardous waste before publishing the claim you will see hazardous waste in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here hazardous waste means waste posing specified risks and subject to special controls sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Hazardous waste","t":"Hazardous waste","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/hazardous-waste/","ui":"State the boundary and evidence behind hazardous waste before publishing the claim."},{"a":["HC"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The number of people employed or assigned, under a defined counting method.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The number of people employed or assigned, under a defined counting method.","i":1720,"id":"people.headcount","lv":"core","ph":"headcount hc hc headcount headcount the number of people employed or assigned under a defined counting method the number of people employed or assigned under a defined counting method can we test the claim about headcount against employee data and lived experience you will see headcount in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here headcount means the number of people employed or assigned under a defined counting method people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Headcount","t":"Headcount","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/headcount/","ui":"Can we test the claim about headcount against employee data and lived experience?"},{"a":["workforce cost model"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A model forecasting roles, hires, departures, compensation and workforce cost.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A model forecasting roles, hires, departures, compensation and workforce cost.","i":1721,"id":"bizfinance.headcount-model","lv":"core","ph":"headcount model workforce cost model headcount model workforce cost model headcount model a model forecasting roles hires departures compensation and workforce cost a model forecasting roles hires departures compensation and workforce cost the model needs to show exactly how headcount model is calculated you will see headcount model in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here headcount model means a model forecasting roles hires departures compensation and workforce cost finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing role person finance commerce equipment technology format genre model global context dependent","sn":"Headcount model","t":"Headcount model","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/headcount-model/","ui":"The model needs to show exactly how headcount model is calculated."},{"a":["header"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The main line designed to attract attention and communicate a message.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The main line designed to attract attention and communicate a message.","i":1722,"id":"marketing.headline","lv":"core","ph":"headline header header headline headline the main line designed to attract attention and communicate a message the main line designed to attract attention and communicate a message keep headline consistent between the deck talk track and follow up you will see headline in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here headline means the main line designed to attract attention and communicate a message marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Headline","t":"Headline","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/headline/","ui":"Keep headline consistent between the deck, talk track and follow-up."},{"a":["key takeaway"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"The single conclusion a reader should obtain from a slide or section.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The main point of a slide.","i":1723,"id":"bizpitch.headline-takeaway","lv":"core","ph":"headline takeaway key takeaway headline takeaway key takeaway headline takeaway the main point of a slide the single conclusion a reader should obtain from a slide or section put the headline takeaway where a skimming reader can see it you will see headline takeaway in business pitches proposals executive summaries and decision decks when the discussion reaches business presentation delivery it helps a reader interpret business presentation delivery without confusing the measure decision role or evidence being discussed here headline takeaway means the single conclusion a reader should obtain from a slide or section business pitching and presentation materials business pitches decks and decision materials business presentation delivery startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Headline takeaway","t":"Headline takeaway","tp":"Business presentation delivery","tpid":"business-pitching-artifacts.presentation-delivery","u":"terms/headline-takeaway/","ui":"Put the headline takeaway where a skimming reader can see it."},{"a":["reported valuation"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The prominently stated valuation figure, which may omit important dilution, preferences or structural details.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The valuation number people quote publicly.","i":1724,"id":"startup.headline-valuation","lv":"working","ph":"headline valuation reported valuation headline valuation reported valuation headline valuation the valuation number people quote publicly the prominently stated valuation figure which may omit important dilution preferences or structural details the headline valuation hides the enlarged option pool you will see headline valuation in fundraising decks data rooms term sheets and investor conversations when the discussion reaches valuation and conversion mechanics in valuation and conversion mechanics a loose definition can change rights obligations approval disclosure or enforceability here headline valuation means the prominently stated valuation figure which may omit important dilution preferences or structural details startups venture and fundraising startup formation venture capital and fundraising valuation and conversion mechanics startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Headline valuation","t":"Headline valuation","tp":"Valuation & conversion mechanics","tpid":"startup-venture-fundraising.valuation-conversion","u":"terms/headline-valuation/","ui":"The headline valuation hides the enlarged option pool."},{"a":["heads of agreement"],"amb":["Heads of terms"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A summary of proposed commercial terms used before full documentation, often in UK/Commonwealth practice.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A summary of proposed commercial terms used before full documentation, often in UK/Commonwealth practice.","i":1725,"id":"governance.heads-of-terms","lv":"core","ph":"heads of terms heads of agreement heads of agreement heads of terms heads of terms a summary of proposed commercial terms used before full documentation often in uk commonwealth practice a summary of proposed commercial terms used before full documentation often in uk commonwealth practice can we circulate heads of terms with the assumptions and open questions marked you will see heads of terms in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here heads of terms means a summary of proposed commercial terms used before full documentation often in uk commonwealth practice corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents term sheet startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Heads of terms","t":"Heads of terms","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/heads-of-terms/","ui":"Can we circulate heads of terms with the assumptions and open questions marked?"},{"a":["negative driver"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A factor expected to reduce performance.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A factor expected to reduce performance.","i":1726,"id":"reporting.headwind","lv":"core","ph":"headwind negative driver headwind negative driver headwind a factor expected to reduce performance a factor expected to reduce performance can we reconcile headwind to the reported numbers you will see headwind in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here headwind means a factor expected to reduce performance corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Headwind","t":"Headwind","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/headwind/","ui":"Can we reconcile headwind to the reported numbers?"},{"a":["heatmap"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A visual using colour intensity to show magnitude, concentration or pattern across a grid.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A coloured grid that makes stronger and weaker areas easy to spot.","i":1727,"id":"bizpitch.heat-map","lv":"core","ph":"heat map heatmap heat map heatmap heat map a coloured grid that makes stronger and weaker areas easy to spot a visual using colour intensity to show magnitude concentration or pattern across a grid add a legend to the heat map you will see heat map in business pitches proposals executive summaries and decision decks when the discussion reaches business charts and exhibits it helps a reader interpret business charts and exhibits without confusing the measure decision role or evidence being discussed here heat map means a visual using colour intensity to show magnitude concentration or pattern across a grid business pitching and presentation materials business pitches decks and decision materials business charts and exhibits startup business corporate investor sales planning pitching submission decision metric standard specification global context dependent","sn":"Heat map","t":"Heat map","tp":"Business charts & exhibits","tpid":"business-pitching-artifacts.business-charts","u":"terms/heat-map/","ui":"Add a legend to the heat map."},{"a":["alternative fund"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A pooled investment fund using flexible strategies and often leverage or short positions.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A pooled investment fund using flexible strategies and often leverage or short positions.","i":1728,"id":"reporting.hedge-fund","lv":"core","ph":"hedge fund alternative fund alternative fund hedge fund hedge fund a pooled investment fund using flexible strategies and often leverage or short positions a pooled investment fund using flexible strategies and often leverage or short positions investor relations will rehearse the explanation of hedge fund before the results call you will see hedge fund in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here hedge fund means a pooled investment fund using flexible strategies and often leverage or short positions corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce organisation party global context dependent","sn":"Hedge fund","t":"Hedge fund","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/hedge-fund/","ui":"Investor relations will rehearse the explanation of hedge fund before the results call."},{"a":["HHI"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A market-concentration measure calculated by summing the squares of firms' market shares.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A number showing how concentrated a market is.","i":1729,"id":"strategy.herfindahl-hirschman-index","lv":"specialist","ph":"herfindahl hirschman index hhi herfindahl hirschman index hhi herfindahl hirschman index a number showing how concentrated a market is a market concentration measure calculated by summing the squares of firms market shares the hhi rises materially after the proposed merger you will see herfindahl hirschman index in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here herfindahl hirschman index means a market concentration measure calculated by summing the squares of firms market shares strategy markets and business models strategy market analysis and business models markets industries and categories startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Herfindahl-Hirschman Index","t":"Herfindahl-Hirschman Index","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/herfindahl-hirschman-index/","ui":"The HHI rises materially after the proposed merger."},{"a":["drip fee"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A price or fee disclosed late or obscurely rather than when the decision is made.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A price or fee disclosed late or obscurely rather than when the decision is made.","i":1730,"id":"marketing.hidden-cost","lv":"core","ph":"hidden cost drip fee drip fee hidden cost hidden cost a price or fee disclosed late or obscurely rather than when the decision is made a price or fee disclosed late or obscurely rather than when the decision is made do not describe hidden cost as agreed until the operative document says so you will see hidden cost in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here hidden cost means a price or fee disclosed late or obscurely rather than when the decision is made marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access status decision global context dependent","sn":"Hidden cost","t":"Hidden cost","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/hidden-cost/","ui":"Do not describe hidden cost as agreed until the operative document says so."},{"a":["reporting hierarchy"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A structure in which authority and reporting are arranged in levels.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A structure in which authority and reporting are arranged in levels.","i":1731,"id":"people.hierarchy","lv":"core","ph":"hierarchy reporting hierarchy hierarchy reporting hierarchy hierarchy a structure in which authority and reporting are arranged in levels a structure in which authority and reporting are arranged in levels attach the latest hierarchy to the decision pack before the meeting you will see hierarchy in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here hierarchy means a structure in which authority and reporting are arranged in levels people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management document artifact organisation party global context dependent","sn":"Hierarchy","t":"Hierarchy","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/hierarchy/","ui":"Attach the latest hierarchy to the decision pack before the meeting."},{"a":["hi-fi prototype"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A detailed prototype resembling the final product in appearance or interaction.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A realistic-looking model used for detailed testing.","i":1732,"id":"product.high-fidelity-prototype","lv":"core","ph":"high fidelity prototype hi fi prototype hi fi prototype high fidelity prototype high fidelity prototype a realistic looking model used for detailed testing a detailed prototype resembling the final product in appearance or interaction high fidelity can make weak ideas feel falsely finished you will see high fidelity prototype in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here high fidelity prototype means a detailed prototype resembling the final product in appearance or interaction product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations equipment technology status decision global context dependent","sn":"High-fidelity prototype","t":"High-fidelity prototype","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/high-fidelity-prototype/","ui":"High fidelity can make weak ideas feel falsely finished."},{"a":["high-growth business"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A company achieving sustained rapid growth against a stated measure and period.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A company growing quickly over time.","i":1733,"id":"startup.high-growth-company","lv":"working","ph":"high growth company high growth business high growth business high growth company high growth company a company growing quickly over time a company achieving sustained rapid growth against a stated measure and period define whether high growth refers to revenue users or headcount you will see high growth company in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here high growth company means a company achieving sustained rapid growth against a stated measure and period startups venture and fundraising startup formation venture capital and fundraising startup stages and company states startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce equipment technology organisation party status decision global context dependent","sn":"High-growth company","t":"High-growth company","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/high-growth-company/","ui":"Define whether high growth refers to revenue, users or headcount."},{"a":["X for Y"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A short analogy or category comparison used in Lean Canvas to make a venture quickly understandable.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A quick comparison that helps people grasp the idea.","i":1734,"id":"strategy.high-level-concept","lv":"working","ph":"high level concept x for y high level concept x for y high level concept a quick comparison that helps people grasp the idea a short analogy or category comparison used in lean canvas to make a venture quickly understandable the high level concept opens the door but cannot replace the model you will see high level concept in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here high level concept means a short analogy or category comparison used in lean canvas to make a venture quickly understandable strategy markets and business models strategy market analysis and business models business model canvas and lean canvas startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification equipment technology format genre model global context dependent","sn":"High-level concept","t":"High-level concept","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/high-level-concept/","ui":"The high-level concept opens the door but cannot replace the model."},{"a":["assisted sales"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A sales motion involving substantial human guidance, customisation and relationship management.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A sales motion involving substantial human guidance, customisation and relationship management.","i":1735,"id":"revenue.high-touch-sales","lv":"working","ph":"high touch sales assisted sales assisted sales high touch sales high touch sales a sales motion involving substantial human guidance customisation and relationship management a sales motion involving substantial human guidance customisation and relationship management which segment owns the first proof point for high touch sales you will see high touch sales in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here high touch sales means a sales motion involving substantial human guidance customisation and relationship management revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce equipment technology workflow process format genre model global context dependent","sn":"High-touch sales","t":"High-touch sales","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/high-touch-sales/","ui":"Which segment owns the first proof point for high-touch sales?"},{"a":["hiring rate"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Hires as a percentage of employment under a stated method.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Hires as a percentage of employment under a stated method.","i":1736,"id":"people.hire-rate","lv":"working","ph":"hire rate hiring rate hire rate hiring rate hire rate hires as a percentage of employment under a stated method hires as a percentage of employment under a stated method keep hire rate on the dashboard but show the definition and reporting period beside it you will see hire rate in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here hire rate means hires as a percentage of employment under a stated method people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification workflow process organisation party global context dependent","sn":"Hire rate","t":"Hire rate","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/hire-rate/","ui":"Keep hire rate on the dashboard, but show the definition and reporting period beside it."},{"a":["recruitment freeze"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A temporary restriction on filling or creating positions.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A temporary restriction on filling or creating positions.","i":1737,"id":"people.hiring-freeze","lv":"core","ph":"hiring freeze recruitment freeze hiring freeze recruitment freeze hiring freeze a temporary restriction on filling or creating positions a temporary restriction on filling or creating positions the people plan needs to explain how hiring freeze affects roles and decisions you will see hiring freeze in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here hiring freeze means a temporary restriction on filling or creating positions people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Hiring freeze","t":"Hiring freeze","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/hiring-freeze/","ui":"The people plan needs to explain how hiring freeze affects roles and decisions."},{"a":["requisition owner"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The manager accountable for selecting a person for a vacancy.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The manager accountable for selecting a person for a vacancy.","i":1738,"id":"people.hiring-manager","lv":"core","ph":"hiring manager requisition owner hiring manager requisition owner hiring manager the manager accountable for selecting a person for a vacancy the manager accountable for selecting a person for a vacancy can we circulate hiring manager with the assumptions and open questions marked you will see hiring manager in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here hiring manager means the manager accountable for selecting a person for a vacancy people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact role person workflow process organisation party global context dependent","sn":"Hiring manager","t":"Hiring manager","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/hiring-manager/","ui":"Can we circulate hiring manager with the assumptions and open questions marked?"},{"a":["recruitment plan"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The planned roles, timing and cost of recruitment.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The planned roles, timing and cost of recruitment.","i":1739,"id":"people.hiring-plan","lv":"core","ph":"hiring plan recruitment plan hiring plan recruitment plan hiring plan the planned roles timing and cost of recruitment the planned roles timing and cost of recruitment the announcement should not get ahead of the agreed process for hiring plan you will see hiring plan in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here hiring plan means the planned roles timing and cost of recruitment people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact role person workflow process organisation party global context dependent","sn":"Hiring plan","t":"Hiring plan","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/hiring-plan/","ui":"The announcement should not get ahead of the agreed process for hiring plan."},{"a":["cost basis"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Measurement based primarily on the transaction price when an asset or liability arose.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Measurement based primarily on the transaction price when an asset or liability arose.","i":1740,"id":"bizfinance.historical-cost","lv":"core","ph":"historical cost cost basis cost basis historical cost historical cost measurement based primarily on the transaction price when an asset or liability arose measurement based primarily on the transaction price when an asset or liability arose can we state who receives the right created by historical cost and when it applies you will see historical cost in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here historical cost means measurement based primarily on the transaction price when an asset or liability arose finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce right contract law global context dependent","sn":"Historical cost","t":"Historical cost","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/historical-cost/","ui":"Can we state who receives the right created by historical cost, and when it applies?"},{"a":["hockey stick"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A chart showing a long flat or gradual period followed by a sharp rise, often used in growth forecasts.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A chart with sudden steep growth after a slower start.","i":1741,"id":"bizpitch.hockey-stick-chart","lv":"working","ph":"hockey stick chart hockey stick hockey stick hockey stick chart hockey stick chart a chart with sudden steep growth after a slower start a chart showing a long flat or gradual period followed by a sharp rise often used in growth forecasts explain the assumptions behind the hockey stick chart you will see hockey stick chart in business pitches proposals executive summaries and decision decks when the discussion reaches business charts and exhibits it helps a reader interpret business charts and exhibits without confusing the measure decision role or evidence being discussed here hockey stick chart means a chart showing a long flat or gradual period followed by a sharp rise often used in growth forecasts business pitching and presentation materials business pitches decks and decision materials business charts and exhibits startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Hockey-stick chart","t":"Hockey-stick chart","tp":"Business charts & exhibits","tpid":"business-pitching-artifacts.business-charts","u":"terms/hockey-stick-chart/","ui":"Explain the assumptions behind the hockey-stick chart."},{"a":["back-loaded forecast"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A plan in which a disproportionate share of performance is expected near the end of a period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A plan in which a disproportionate share of performance is expected near the end of a period.","i":1742,"id":"revenue.hockey-stick-forecast","lv":"core","ph":"hockey stick forecast back loaded forecast back loaded forecast hockey stick forecast hockey stick forecast a plan in which a disproportionate share of performance is expected near the end of a period a plan in which a disproportionate share of performance is expected near the end of a period how are we defining hockey stick forecast in this deck you will see hockey stick forecast in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here hockey stick forecast means a plan in which a disproportionate share of performance is expected near the end of a period revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce global context dependent","sn":"Hockey-stick forecast","t":"Hockey-stick forecast","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/hockey-stick-forecast/","ui":"How are we defining hockey-stick forecast in this deck?"},{"a":["HoldCo"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A company whose principal role is owning shares or interests in other entities.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A company whose principal role is owning shares or interests in other entities.","i":1743,"id":"governance.holding-company","lv":"core","ph":"holding company holdco holdco holding company holding company a company whose principal role is owning shares or interests in other entities a company whose principal role is owning shares or interests in other entities counsel wants holding company clarified before anyone signs you will see holding company in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here holding company means a company whose principal role is owning shares or interests in other entities corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Holding company","t":"Holding company","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/holding-company/","ui":"Counsel wants holding company clarified before anyone signs."},{"a":["HoldCo model"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A group structure in which a parent owns relatively autonomous operating companies.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A group structure in which a parent owns relatively autonomous operating companies.","i":1744,"id":"people.holding-company-model","lv":"working","ph":"holding company model holdco model holdco model holding company model holding company model a group structure in which a parent owns relatively autonomous operating companies a group structure in which a parent owns relatively autonomous operating companies the people plan needs to explain how holding company model affects roles and decisions you will see holding company model in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here holding company model means a group structure in which a parent owns relatively autonomous operating companies people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management equipment technology format genre model organisation party global context dependent","sn":"Holding-company model","t":"Holding-company model","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/holding-company-model/","ui":"The people plan needs to explain how holding-company model affects roles and decisions."},{"a":["persistent control","control group"],"amb":["Control group"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"An eligible group deliberately not exposed to an intervention for comparison.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","product","technology","marketing","sales"],"e":"An eligible group deliberately not exposed to an intervention for comparison.","i":1745,"id":"marketing.holdout-group","lv":"core","ph":"holdout group persistent control control group control group holdout group persistent control holdout group an eligible group deliberately not exposed to an intervention for comparison an eligible group deliberately not exposed to an intervention for comparison compare holdout group with the same cohort and period before drawing a conclusion you will see holdout group in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here holdout group means an eligible group deliberately not exposed to an intervention for comparison marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness control group startup business corporate product technology marketing sales product discovery product development testing launch operations market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Holdout group","t":"Holdout group","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/holdout-group/","ui":"Compare holdout group with the same cohort and period before drawing a conclusion."},{"a":["domestic market"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The market in which an organisation is based or first established.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The company's main domestic market.","i":1746,"id":"strategy.home-market","lv":"core","ph":"home market domestic market domestic market home market home market the companys main domestic market the market in which an organisation is based or first established the home market provides proof but not the full growth case you will see home market in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here home market means the market in which an organisation is based or first established strategy markets and business models strategy market analysis and business models markets industries and categories startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Home market","t":"Home market","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/home-market/","ui":"The home market provides proof but not the full growth case."},{"a":["environmental scanning"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Systematic monitoring of emerging signals, trends and changes that may become important.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Watch for early signs of change.","i":1747,"id":"strategy.horizon-scanning","lv":"working","ph":"horizon scanning environmental scanning environmental scanning horizon scanning horizon scanning watch for early signs of change systematic monitoring of emerging signals trends and changes that may become important horizon scanning identified a regulatory shift before it became urgent you will see horizon scanning in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here horizon scanning means systematic monitoring of emerging signals trends and changes that may become important strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Horizon scanning","t":"Horizon scanning","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/horizon-scanning/","ui":"Horizon scanning identified a regulatory shift before it became urgent."},{"a":["integrate horizontally"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Expansion through combination with or acquisition of businesses at the same stage of a value chain.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Combining with a similar business in the same part of the market.","i":1748,"id":"strategy.horizontal-integration","lv":"working","ph":"horizontal integration integrate horizontally horizontal integration integrate horizontally horizontal integration combining with a similar business in the same part of the market expansion through combination with or acquisition of businesses at the same stage of a value chain the merger is a horizontal integration play you will see horizontal integration in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here horizontal integration means expansion through combination with or acquisition of businesses at the same stage of a value chain strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model status decision global context dependent","sn":"Horizontal integration","t":"Horizontal integration","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/horizontal-integration/","ui":"The merger is a horizontal integration play."},{"a":["horizontal"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A market served by a product that applies across many industries.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A product can be used in many industries.","i":1749,"id":"strategy.horizontal-market","lv":"core","ph":"horizontal market horizontal horizontal horizontal market horizontal market a product can be used in many industries a market served by a product that applies across many industries payroll software is a horizontal market with vertical variations you will see horizontal market in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here horizontal market means a market served by a product that applies across many industries strategy markets and business models strategy market analysis and business models markets industries and categories startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Horizontal market","t":"Horizontal market","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/horizontal-market/","ui":"Payroll software is a horizontal market with vertical variations."},{"a":["high-warming scenario"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A scenario with insufficient transition action and severe physical effects.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A scenario with insufficient transition action and severe physical effects.","i":1750,"id":"sustainability.hot-house-world-scenario","lv":"working","ph":"hot house world scenario high warming scenario high warming scenario hot house world scenario hot house world scenario a scenario with insufficient transition action and severe physical effects a scenario with insufficient transition action and severe physical effects the board will ask what happens if hot house world scenario moves outside tolerance you will see hot house world scenario in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here hot house world scenario means a scenario with insufficient transition action and severe physical effects sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Hot-house-world scenario","t":"Hot-house-world scenario","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/hot-house-world-scenario/","ui":"The board will ask what happens if hot-house-world scenario moves outside tolerance."},{"a":["hot recovery site"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A recovery location equipped to resume operations quickly.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A recovery location equipped to resume operations quickly.","i":1751,"id":"operations.hot-site","lv":"working","ph":"hot site hot recovery site hot recovery site hot site hot site a recovery location equipped to resume operations quickly a recovery location equipped to resume operations quickly how are we defining hot site in this deck you will see hot site in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here hot site means a recovery location equipped to resume operations quickly operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Hot site","t":"Hot site","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/hot-site/","ui":"How are we defining hot site in this deck?"},{"a":["hourly rate"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Pay calculated for each hour worked.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Pay calculated for each hour worked.","i":1752,"id":"people.hourly-wage","lv":"core","ph":"hourly wage hourly rate hourly rate hourly wage hourly wage pay calculated for each hour worked pay calculated for each hour worked the people plan needs to explain how hourly wage affects roles and decisions you will see hourly wage in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here hourly wage means pay calculated for each hour worked people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Hourly wage","t":"Hourly wage","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/hourly-wage/","ui":"The people plan needs to explain how hourly wage affects roles and decisions."},{"a":["company account"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"An account managed centrally rather than assigned to an individual salesperson or partner.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"An account managed centrally rather than assigned to an individual salesperson or partner.","i":1753,"id":"revenue.house-account","lv":"specialist","ph":"house account company account company account house account house account an account managed centrally rather than assigned to an individual salesperson or partner an account managed centrally rather than assigned to an individual salesperson or partner who can verify house account on the buyers side you will see house account in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here house account means an account managed centrally rather than assigned to an individual salesperson or partner revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"House account","t":"House account","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/house-account/","ui":"Who can verify house account on the buyer’s side?"},{"a":["pluralistic brand"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"An architecture in which multiple product brands operate with limited visible connection to the corporate owner.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"An architecture in which multiple product brands operate with limited visible connection to the corporate owner.","i":1754,"id":"marketing.house-of-brands","lv":"core","ph":"house of brands pluralistic brand house of brands pluralistic brand house of brands an architecture in which multiple product brands operate with limited visible connection to the corporate owner an architecture in which multiple product brands operate with limited visible connection to the corporate owner the number is useful only if everyone calculates house of brands the same way you will see house of brands in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here house of brands means an architecture in which multiple product brands operate with limited visible connection to the corporate owner marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model global context dependent","sn":"House of brands","t":"House of brands","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/house-of-brands/","ui":"The number is useful only if everyone calculates house of brands the same way."},{"a":["winning approach"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The basis on which an organisation expects to create superior value or advantage in its chosen arena.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The reason customers or stakeholders will choose this organisation.","i":1755,"id":"strategy.how-to-win","lv":"core","ph":"how to win winning approach how to win winning approach how to win the reason customers or stakeholders will choose this organisation the basis on which an organisation expects to create superior value or advantage in its chosen arena our how to win choice is speed with trusted implementation you will see how to win in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here how to win means the basis on which an organisation expects to create superior value or advantage in its chosen arena strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"How to win","t":"How to win","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/how-to-win/","ui":"Our how-to-win choice is speed with trusted implementation."},{"a":["people DD"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Review of workforce, contracts, compensation, liabilities, culture and key-person dependence.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Check employee and workforce issues before a deal.","i":1756,"id":"startup.hr-due-diligence","lv":"working","ph":"hr due diligence people dd hr due diligence people dd hr due diligence check employee and workforce issues before a deal review of workforce contracts compensation liabilities culture and key person dependence hr due diligence highlighted retention risk you will see hr due diligence in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here hr due diligence means review of workforce contracts compensation liabilities culture and key person dependence startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms startup investor finance corporate fundraising financing due diligence governance document artifact role person finance commerce right contract law equipment technology workflow process organisation party global context dependent","sn":"HR due diligence","t":"HR due diligence","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/hr-due-diligence/","ui":"HR due diligence highlighted retention risk."},{"a":["hub and spoke"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A structure with a central hub coordinating distributed teams or units.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A structure with a central hub coordinating distributed teams or units.","i":1757,"id":"people.hub-and-spoke-model","lv":"core","ph":"hub and spoke model hub and spoke hub and spoke hub and spoke model hub and spoke model a structure with a central hub coordinating distributed teams or units a structure with a central hub coordinating distributed teams or units who is accountable for hub and spoke model and who is affected by it you will see hub and spoke model in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here hub and spoke model means a structure with a central hub coordinating distributed teams or units people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management equipment technology format genre model organisation party global context dependent","sn":"Hub-and-spoke model","t":"Hub-and-spoke model","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/hub-and-spoke-model/","ui":"Who is accountable for hub-and-spoke model, and who is affected by it?"},{"a":["HCROI"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A ratio relating financial return to workforce cost under a defined formula.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A ratio relating financial return to workforce cost under a defined formula.","i":1758,"id":"people.human-capital-return-on-investment","lv":"specialist","ph":"human capital return on investment hcroi hcroi human capital return on investment human capital return on investment a ratio relating financial return to workforce cost under a defined formula a ratio relating financial return to workforce cost under a defined formula the number is useful only if everyone calculates human capital return on investment the same way you will see human capital return on investment in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here human capital return on investment means a ratio relating financial return to workforce cost under a defined formula people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification equipment technology organisation party global context dependent","sn":"Human-capital return on investment","t":"Human-capital return on investment","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/human-capital-return-on-investment/","ui":"The number is useful only if everyone calculates human-capital return on investment the same way."},{"a":["HITL"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A design in which people review, guide or decide at specified points in an automated process.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A person checks or controls important AI steps.","i":1759,"id":"product.human-in-the-loop","lv":"core","ph":"human in the loop hitl hitl human in the loop human in the loop a person checks or controls important ai steps a design in which people review guide or decide at specified points in an automated process human in the loop must have real authority and enough information you will see human in the loop in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here human in the loop means a design in which people review guide or decide at specified points in an automated process product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology workflow process global context dependent","sn":"Human in the loop","t":"Human in the loop","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/human-in-the-loop/","ui":"Human in the loop must have real authority and enough information."},{"a":["oversight"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Organisational and technical arrangements enabling people to monitor, intervene in or stop an AI system.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"People can understand and control the AI system.","i":1760,"id":"product.human-oversight","lv":"core","ph":"human oversight oversight human oversight oversight human oversight people can understand and control the ai system organisational and technical arrangements enabling people to monitor intervene in or stop an ai system human oversight is more than adding an approval button you will see human oversight in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here human oversight means organisational and technical arrangements enabling people to monitor intervene in or stop an ai system product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology organisation party global context dependent","sn":"Human oversight","t":"Human oversight","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/human-oversight/","ui":"Human oversight is more than adding an approval button."},{"a":["basic rights"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Fundamental rights and freedoms recognised under international and domestic law.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Fundamental rights and freedoms recognised under international and domestic law.","i":1761,"id":"sustainability.human-rights","lv":"core","ph":"human rights basic rights basic rights human rights human rights fundamental rights and freedoms recognised under international and domestic law fundamental rights and freedoms recognised under international and domestic law state the boundary and evidence behind human rights before publishing the claim you will see human rights in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here human rights means fundamental rights and freedoms recognised under international and domestic law sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance right contract law organisation party risk ethics access global context dependent","sn":"Human rights","t":"Human rights","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/human-rights/","ui":"State the boundary and evidence behind human rights before publishing the claim."},{"a":["HRDD"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A process to identify, prevent, mitigate and account for human-rights impacts.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A process to identify, prevent, mitigate and account for human-rights impacts.","i":1762,"id":"sustainability.human-rights-due-diligence","lv":"core","ph":"human rights due diligence hrdd hrdd human rights due diligence human rights due diligence a process to identify prevent mitigate and account for human rights impacts a process to identify prevent mitigate and account for human rights impacts can we separate the target for human rights due diligence from measured performance you will see human rights due diligence in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here human rights due diligence means a process to identify prevent mitigate and account for human rights impacts sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance right contract law workflow process risk ethics access global context dependent","sn":"Human-rights due diligence","t":"Human-rights due diligence","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/human-rights-due-diligence/","ui":"Can we separate the target for human-rights due diligence from measured performance?"},{"a":["HRIA"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A structured assessment of actual and potential human-rights effects.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A structured assessment of actual and potential human-rights effects.","i":1763,"id":"sustainability.human-rights-impact-assessment","lv":"core","ph":"human rights impact assessment hria hria human rights impact assessment human rights impact assessment a structured assessment of actual and potential human rights effects a structured assessment of actual and potential human rights effects can we separate the target for human rights impact assessment from measured performance you will see human rights impact assessment in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here human rights impact assessment means a structured assessment of actual and potential human rights effects sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance right contract law workflow process risk ethics access global context dependent","sn":"Human-rights impact assessment","t":"Human-rights impact assessment","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/human-rights-impact-assessment/","ui":"Can we separate the target for human-rights impact assessment from measured performance?"},{"a":["trafficking in persons"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Recruitment or movement of people for exploitation through prohibited means.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Recruitment or movement of people for exploitation through prohibited means.","i":1764,"id":"sustainability.human-trafficking","lv":"core","ph":"human trafficking trafficking in persons human trafficking trafficking in persons human trafficking recruitment or movement of people for exploitation through prohibited means recruitment or movement of people for exploitation through prohibited means which standard and reporting period govern human trafficking you will see human trafficking in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here human trafficking means recruitment or movement of people for exploitation through prohibited means sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Human trafficking","t":"Human trafficking","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/human-trafficking/","ui":"Which standard and reporting period govern human trafficking?"},{"a":["preferred return"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A minimum return threshold that may need to be met before carried interest is earned.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investors receive a minimum return before profit sharing begins.","i":1765,"id":"startup.hurdle-rate","lv":"working","ph":"hurdle rate preferred return hurdle rate preferred return hurdle rate investors receive a minimum return before profit sharing begins a minimum return threshold that may need to be met before carried interest is earned the fund has an eight percent hurdle rate you will see hurdle rate in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here hurdle rate means a minimum return threshold that may need to be met before carried interest is earned startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce organisation party global context dependent","sn":"Hurdle rate","t":"Hurdle rate","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/hurdle-rate/","ui":"The fund has an eight-percent hurdle rate."},{"a":["hybrid environment"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An architecture combining private or on-premises systems with public-cloud services.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Use both private systems and public cloud together.","i":1766,"id":"product.hybrid-cloud","lv":"working","ph":"hybrid cloud hybrid environment hybrid cloud hybrid environment hybrid cloud use both private systems and public cloud together an architecture combining private or on premises systems with public cloud services the hybrid cloud keeps sensitive records on premises you will see hybrid cloud in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here hybrid cloud means an architecture combining private or on premises systems with public cloud services product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Hybrid cloud","t":"Hybrid cloud","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/hybrid-cloud/","ui":"The hybrid cloud keeps sensitive records on premises."},{"a":["hybrid emissions method"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Combining supplier-specific, activity-based and spend-based data.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Combining supplier-specific, activity-based and spend-based data.","i":1767,"id":"sustainability.hybrid-method","lv":"working","ph":"hybrid method hybrid emissions method hybrid emissions method hybrid method hybrid method combining supplier specific activity based and spend based data combining supplier specific activity based and spend based data which standard and reporting period govern hybrid method you will see hybrid method in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here hybrid method means combining supplier specific activity based and spend based data sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance role person equipment technology workflow process risk ethics access global context dependent","sn":"Hybrid method","t":"Hybrid method","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/hybrid-method/","ui":"Which standard and reporting period govern hybrid method?"},{"a":["hyper-growth","very high growth"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Informal label for unusually rapid growth; thresholds vary and should be stated.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","investor","finance","corporate","business","marketing","sales"],"e":"Informal label for unusually rapid growth; thresholds vary and should be stated.","i":1768,"id":"marketing.hypergrowth","lv":"working","ph":"hypergrowth hyper growth very high growth hyper growth hypergrowth very high growth hypergrowth informal label for unusually rapid growth thresholds vary and should be stated informal label for unusually rapid growth thresholds vary and should be stated the growth review needs to show the trade off behind hypergrowth you will see hypergrowth in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here hypergrowth means informal label for unusually rapid growth thresholds vary and should be stated marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup investor finance corporate business marketing sales fundraising financing due diligence governance market research marketing growth reporting equipment technology format genre model global context dependent","sn":"Hypergrowth","t":"Hypergrowth","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/hypergrowth/","ui":"The growth review needs to show the trade-off behind hypergrowth."},{"a":["test hypothesis"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A testable prediction about the relationship between an action, condition and outcome.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A specific guess that evidence can support or reject.","i":1769,"id":"product.hypothesis","lv":"core","ph":"hypothesis test hypothesis hypothesis test hypothesis hypothesis a specific guess that evidence can support or reject a testable prediction about the relationship between an action condition and outcome the hypothesis predicts activation will rise after the checklist is removed you will see hypothesis in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here hypothesis means a testable prediction about the relationship between an action condition and outcome product technology and innovation product management technology and innovation experiments testing and rollout startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Hypothesis","t":"Hypothesis","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/hypothesis/","ui":"The hypothesis predicts activation will rise after the checklist is removed."},{"a":["ICP"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A description of the organisation or customer type most likely to receive value and be commercially attractive.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The kind of customer the company is best suited to serve.","i":1770,"id":"strategy.ideal-customer-profile","lv":"core","ph":"ideal customer profile icp icp ideal customer profile ideal customer profile the kind of customer the company is best suited to serve a description of the organisation or customer type most likely to receive value and be commercially attractive the ideal customer profile should include disqualifying conditions you will see ideal customer profile in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here ideal customer profile means a description of the organisation or customer type most likely to receive value and be commercially attractive strategy markets and business models strategy market analysis and business models customers users and segmentation buyer persona target market startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model organisation party global context dependent business","sn":"Ideal customer profile","t":"Ideal customer profile","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/ideal-customer-profile/","ui":"The ideal customer profile should include disqualifying conditions."},{"a":["General Requirements for Disclosure of Sustainability-related Financial Information"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The ISSB standard setting general requirements for sustainability-related financial disclosures.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The ISSB standard setting general requirements for sustainability-related financial disclosures.","i":1771,"id":"sustainability.ifrs-s1","lv":"core","ph":"ifrs s 1 general requirements for disclosure of sustainability related financial information general requirements for disclosure of sustainability related financial information ifrs s 1 ifrs s 1 the issb standard setting general requirements for sustainability related financial disclosures the issb standard setting general requirements for sustainability related financial disclosures which standard and reporting period govern ifrs s 1 you will see ifrs s 1 in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here ifrs s 1 means the issb standard setting general requirements for sustainability related financial disclosures sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance format genre model risk ethics access global context dependent","sn":"IFRS S1","t":"IFRS S1","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/ifrs-s1/","ui":"Which standard and reporting period govern IFRS S1?"},{"a":["Climate-related Disclosures"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The ISSB standard setting climate-related disclosure requirements.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The ISSB standard setting climate-related disclosure requirements.","i":1772,"id":"sustainability.ifrs-s2","lv":"core","ph":"ifrs s 2 climate related disclosures climate related disclosures ifrs s 2 ifrs s 2 the issb standard setting climate related disclosure requirements the issb standard setting climate related disclosure requirements state the boundary and evidence behind ifrs s 2 before publishing the claim you will see ifrs s 2 in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here ifrs s 2 means the issb standard setting climate related disclosure requirements sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance format genre model risk ethics access global context dependent","sn":"IFRS S2","t":"IFRS S2","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/ifrs-s2/","ui":"State the boundary and evidence behind IFRS S2 before publishing the claim."},{"a":["ISSB Standards"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Investor-focused standards issued by the ISSB.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Investor-focused standards issued by the ISSB.","i":1773,"id":"sustainability.ifrs-sustainability-disclosure-standards","lv":"core","ph":"ifrs sustainability disclosure standards issb standards ifrs sustainability disclosure standards issb standards ifrs sustainability disclosure standards investor focused standards issued by the issb investor focused standards issued by the issb the sustainability report needs the method exclusions and assurance status for ifrs sustainability disclosure standards you will see ifrs sustainability disclosure standards in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here ifrs sustainability disclosure standards means investor focused standards issued by the issb sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance role person format genre model risk ethics access global context dependent","sn":"IFRS Sustainability Disclosure Standards","t":"IFRS Sustainability Disclosure Standards","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/ifrs-sustainability-disclosure-standards/","ui":"The sustainability report needs the method, exclusions and assurance status for iFRS Sustainability Disclosure Standards."},{"a":["severity"],"amb":["Impact","severity"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The assessed consequence if a risk event occurs.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The assessed consequence if a risk event occurs.","i":1774,"id":"governance.impact.risk-impact","lv":"core","ph":"impact severity impact severity impact the assessed consequence if a risk event occurs the assessed consequence if a risk event occurs add impact to the risk register with an owner and mitigation you will see impact in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here impact means the assessed consequence if a risk event occurs corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls outcome impact severity startup business corporate investor finance people governance contracting compliance risk management reporting right contract law risk ethics access global context dependent","sn":"Impact","t":"Impact","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/impact--governance-impact-risk-impact/","ui":"Add impact to the risk register with an owner and mitigation."},{"a":["business impact","social or environmental impact"],"amb":["Impact"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A positive or negative change in people, economy or environment linked to an activity.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["startup","business","corporate","investor","marketing","product","sustainability","finance","operations"],"e":"A positive or negative change in people, economy or environment linked to an activity.","i":1775,"id":"sustainability.impact.social-environmental-impact","lv":"core","ph":"impact business impact social or environmental impact business impact impact social or environmental impact impact a positive or negative change in people economy or environment linked to an activity a positive or negative change in people economy or environment linked to an activity the sustainability report needs the method exclusions and assurance status for impact you will see impact in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here impact means a positive or negative change in people economy or environment linked to an activity sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations impact startup business corporate investor marketing product sustainability finance operations strategy market research planning pitching risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Impact","t":"Impact","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/impact--sustainability-impact-social-environmental-impact/","ui":"The sustainability report needs the method, exclusions and assurance status for impact."},{"a":["social-impact metric"],"amb":["Impact indicator"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A measure used to assess longer-term change.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A measure used to assess longer-term change.","i":1776,"id":"sustainability.impact-indicator","lv":"core","ph":"impact indicator social impact metric impact indicator social impact metric impact indicator a measure used to assess longer term change a measure used to assess longer term change state the boundary and evidence behind impact indicator before publishing the claim you will see impact indicator in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here impact indicator means a measure used to assess longer term change sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition impact metric corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification risk ethics access global context dependent","sn":"Impact indicator","t":"Impact indicator","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/impact-indicator/","ui":"State the boundary and evidence behind impact indicator before publishing the claim."},{"a":["impact investment"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Investing with the intention to generate measurable social or environmental impact alongside financial return.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Investing with the intention to generate measurable social or environmental impact alongside financial return.","i":1777,"id":"sustainability.impact-investing","lv":"core","ph":"impact investing impact investment impact investing impact investment impact investing investing with the intention to generate measurable social or environmental impact alongside financial return investing with the intention to generate measurable social or environmental impact alongside financial return compare impact investing with the same cohort and period before drawing a conclusion you will see impact investing in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here impact investing means investing with the intention to generate measurable social or environmental impact alongside financial return sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification risk ethics access global context dependent","sn":"Impact investing","t":"Impact investing","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/impact-investing/","ui":"Compare impact investing with the same cohort and period before drawing a conclusion."},{"a":["social impact investor"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An investor intentionally seeking measurable social or environmental impact alongside financial return.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An investor seeking both return and measurable positive impact.","i":1778,"id":"startup.impact-investor","lv":"core","ph":"impact investor social impact investor impact investor social impact investor impact investor an investor seeking both return and measurable positive impact an investor intentionally seeking measurable social or environmental impact alongside financial return the impact investor asked for a theory of change and impact metrics you will see impact investor in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here impact investor means an investor intentionally seeking measurable social or environmental impact alongside financial return startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party risk ethics access global context dependent","sn":"Impact investor","t":"Impact investor","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/impact-investor/","ui":"The impact investor asked for a theory of change and impact metrics."},{"a":["outward-impact materiality"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Whether an organisation has significant effects on people or environment.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Whether an organisation has significant effects on people or environment.","i":1779,"id":"sustainability.impact-materiality","lv":"core","ph":"impact materiality outward impact materiality impact materiality outward impact materiality impact materiality whether an organisation has significant effects on people or environment whether an organisation has significant effects on people or environment can we separate the target for impact materiality from measured performance you will see impact materiality in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here impact materiality means whether an organisation has significant effects on people or environment sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact financial materiality corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance organisation party risk ethics access global context dependent","sn":"Impact materiality","t":"Impact materiality","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/impact-materiality/","ui":"Can we separate the target for impact materiality from measured performance?"},{"a":["social-impact measurement"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Systematic measurement of social or environmental change.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Systematic measurement of social or environmental change.","i":1780,"id":"sustainability.impact-measurement","lv":"core","ph":"impact measurement social impact measurement impact measurement social impact measurement impact measurement systematic measurement of social or environmental change systematic measurement of social or environmental change state the boundary and evidence behind impact measurement before publishing the claim you will see impact measurement in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here impact measurement means systematic measurement of social or environmental change sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification equipment technology risk ethics access global context dependent","sn":"Impact measurement","t":"Impact measurement","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/impact-measurement/","ui":"State the boundary and evidence behind impact measurement before publishing the claim."},{"a":["impact indicator"],"amb":["Impact indicator"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A measure of longer-term change attributable or related to an intervention.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A number showing longer-term change attributable or related to an intervention.","i":1781,"id":"people.impact-metric","lv":"working","ph":"impact metric impact indicator impact indicator impact metric impact metric a number showing longer term change attributable or related to an intervention a measure of longer term change attributable or related to an intervention compare impact metric with the same cohort and period before drawing a conclusion you will see impact metric in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here impact metric means a measure of longer term change attributable or related to an intervention people organisation and change organisation design people systems and change okrs kpis and performance goals impact indicator startup business corporate people operations people planning employment performance management change management metric standard specification organisation party risk ethics access global context dependent","sn":"Impact metric","t":"Impact metric","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/impact-metric/","ui":"Compare impact metric with the same cohort and period before drawing a conclusion."},{"a":["nature impact"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Positive or negative change to biodiversity, ecosystems or natural resources caused by activity.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Positive or negative change to biodiversity, ecosystems or natural resources caused by activity.","i":1782,"id":"sustainability.impact-on-nature","lv":"core","ph":"impact on nature nature impact impact on nature nature impact impact on nature positive or negative change to biodiversity ecosystems or natural resources caused by activity positive or negative change to biodiversity ecosystems or natural resources caused by activity the sustainability report needs the method exclusions and assurance status for impact on nature you will see impact on nature in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here impact on nature means positive or negative change to biodiversity ecosystems or natural resources caused by activity sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology risk ethics access global context dependent","sn":"Impact on nature","t":"Impact on nature","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/impact-on-nature/","ui":"The sustainability report needs the method, exclusions and assurance status for impact on nature."},{"a":["results chain"],"amb":["Impact pathway","results chain"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The sequence connecting activities, outputs, outcomes and longer-term impact.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The sequence connecting activities, outputs, outcomes and longer-term impact.","i":1783,"id":"sustainability.impact-pathway","lv":"core","ph":"impact pathway results chain impact pathway results chain impact pathway the sequence connecting activities outputs outcomes and longer term impact the sequence connecting activities outputs outcomes and longer term impact can we separate the target for impact pathway from measured performance you will see impact pathway in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here impact pathway means the sequence connecting activities outputs outcomes and longer term impact sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations logic model theory of change corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Impact pathway","t":"Impact pathway","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/impact-pathway/","ui":"Can we separate the target for impact pathway from measured performance?"},{"a":["IRO"],"amb":["IRO"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A combined framing used to assess organisational effects, exposures and potential benefits.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A combined framing used to assess organisational effects, exposures and potential benefits.","i":1784,"id":"sustainability.impact-risk-and-opportunity","lv":"working","ph":"impact risk and opportunity iro impact risk and opportunity iro impact risk and opportunity a combined framing used to assess organisational effects exposures and potential benefits a combined framing used to assess organisational effects exposures and potential benefits state the boundary and evidence behind impact risk and opportunity before publishing the claim you will see impact risk and opportunity in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here impact risk and opportunity means a combined framing used to assess organisational effects exposures and potential benefits sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact investor relations officer corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance organisation party risk ethics access global context dependent","sn":"Impact, risk and opportunity","t":"Impact, risk and opportunity","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/impact-risk-and-opportunity/","ui":"State the boundary and evidence behind impact, risk and opportunity before publishing the claim."},{"a":["impact assurance"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Independent checking of reported impact methods or results.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Independent checking of reported impact methods or results.","i":1785,"id":"sustainability.impact-verification","lv":"working","ph":"impact verification impact assurance impact assurance impact verification impact verification independent checking of reported impact methods or results independent checking of reported impact methods or results the team needs one controlled copy of impact verification with an owner and date you will see impact verification in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here impact verification means independent checking of reported impact methods or results sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact workflow process risk ethics access global context dependent","sn":"Impact verification","t":"Impact verification","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/impact-verification/","ui":"The team needs one controlled copy of impact verification, with an owner and date."},{"a":[],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Overstating or misrepresenting social or environmental impact.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Overstating or misrepresenting social or environmental impact.","i":1786,"id":"sustainability.impact-washing","lv":"core","ph":"impact washing impact washing impact washing overstating or misrepresenting social or environmental impact overstating or misrepresenting social or environmental impact do not describe impact washing as assured beyond the scope of the engagement you will see impact washing in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here impact washing means overstating or misrepresenting social or environmental impact sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Impact washing","t":"Impact washing","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/impact-washing/","ui":"Do not describe impact washing as assured beyond the scope of the engagement."},{"a":["write-down"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Recognition that an asset's carrying amount exceeds the amount recoverable under applicable accounting rules.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Recognition that an asset's carrying amount exceeds the amount recoverable under applicable accounting rules.","i":1787,"id":"bizfinance.impairment","lv":"working","ph":"impairment write down impairment write down impairment recognition that an assets carrying amount exceeds the amount recoverable under applicable accounting rules recognition that an assets carrying amount exceeds the amount recoverable under applicable accounting rules compare impairment with the same cohort and period before drawing a conclusion you will see impairment in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here impairment means recognition that an assets carrying amount exceeds the amount recoverable under applicable accounting rules finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Impairment","t":"Impairment","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/impairment/","ui":"Compare impairment with the same cohort and period before drawing a conclusion."},{"a":["impairment review"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Assessment of whether an asset's carrying amount is recoverable.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Assessment of whether an asset's carrying amount is recoverable.","i":1788,"id":"bizfinance.impairment-test","lv":"working","ph":"impairment test impairment review impairment review impairment test impairment test assessment of whether an assets carrying amount is recoverable assessment of whether an assets carrying amount is recoverable can we trace impairment test back to the ledger and supporting schedule you will see impairment test in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here impairment test means assessment of whether an assets carrying amount is recoverable finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Impairment test","t":"Impairment test","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/impairment-test/","ui":"Can we trace impairment test back to the ledger and supporting schedule?"},{"a":["deployment"],"amb":["Deployment"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Work required to configure, integrate and deploy a solution for a customer.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Work required to configure, integrate and deploy a solution for a customer.","i":1789,"id":"revenue.implementation","lv":"core","ph":"implementation deployment deployment implementation implementation work required to configure integrate and deploy a solution for a customer work required to configure integrate and deploy a solution for a customer how are we defining implementation in this deck you will see implementation in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here implementation means work required to configure integrate and deploy a solution for a customer revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success deployment startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce global context dependent","sn":"Implementation","t":"Implementation","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/implementation/","ui":"How are we defining implementation in this deck?"},{"a":["execution plan"],"amb":["execution plan"],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A plan describing how a decision or proposal will be put into practice.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A plan for turning an approved idea into action.","i":1790,"id":"bizpitch.implementation-plan","lv":"core","ph":"implementation plan execution plan execution plan implementation plan implementation plan a plan for turning an approved idea into action a plan describing how a decision or proposal will be put into practice add dependencies and owners to the implementation plan you will see implementation plan in business pitches proposals executive summaries and decision decks when the discussion reaches supporting documents and leave behinds it helps a reader interpret supporting documents and leave behinds without confusing the measure decision role or evidence being discussed here implementation plan means a plan describing how a decision or proposal will be put into practice business pitching and presentation materials business pitches decks and decision materials supporting documents and leave behinds action plan startup business corporate investor sales planning pitching submission decision document artifact status decision global context dependent","sn":"Implementation plan","t":"Implementation plan","tp":"Supporting documents & leave-behinds","tpid":"business-pitching-artifacts.supporting-documents","u":"terms/implementation-plan/","ui":"Add dependencies and owners to the implementation plan."},{"a":["so what"],"amb":["so what"],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"What a fact, change or finding means for the decision or strategy.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The consequence of the information.","i":1791,"id":"bizpitch.implication","lv":"core","ph":"implication so what implication so what implication the consequence of the information what a fact change or finding means for the decision or strategy the chart is clear but the implication is still missing you will see implication in business pitches proposals executive summaries and decision decks when the discussion reaches decision narrative and persuasion it helps a reader interpret decision narrative and persuasion without confusing the measure decision role or evidence being discussed here implication means what a fact change or finding means for the decision or strategy business pitching and presentation materials business pitches decks and decision materials decision narrative and persuasion so what startup business corporate investor sales planning pitching submission decision metric standard specification format genre model status decision global context dependent","sn":"Implication","t":"Implication","tp":"Decision narrative & persuasion","tpid":"business-pitching-artifacts.decision-story","u":"terms/implication/","ui":"The chart is clear, but the implication is still missing."},{"a":["implicit claim"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A claim communicated indirectly through context, imagery or overall impression.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A claim communicated indirectly through context, imagery or overall impression.","i":1792,"id":"marketing.implied-claim","lv":"core","ph":"implied claim implicit claim implicit claim implied claim implied claim a claim communicated indirectly through context imagery or overall impression a claim communicated indirectly through context imagery or overall impression counsel wants implied claim clarified before anyone signs you will see implied claim in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here implied claim means a claim communicated indirectly through context imagery or overall impression marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Implied claim","t":"Implied claim","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/implied-claim/","ui":"Counsel wants implied claim clarified before anyone signs."},{"a":["implied value"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Value calculated by applying a method, multiple or transaction term rather than directly observed.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Value calculated by applying a method, multiple or transaction term rather than directly observed.","i":1793,"id":"bizfinance.implied-valuation","lv":"core","ph":"implied valuation implied value implied valuation implied value implied valuation value calculated by applying a method multiple or transaction term rather than directly observed value calculated by applying a method multiple or transaction term rather than directly observed use the same basis for implied valuation across every comparison you will see implied valuation in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here implied valuation means value calculated by applying a method multiple or transaction term rather than directly observed finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process global context dependent","sn":"Implied valuation","t":"Implied valuation","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/implied-valuation/","ui":"Use the same basis for implied valuation across every comparison."},{"a":["ad impression"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A counted instance of content or an ad being served or displayed under a platform's rules.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A counted instance of content or an ad being served or displayed under a platform's rules.","i":1794,"id":"marketing.impression","lv":"core","ph":"impression ad impression ad impression impression impression a counted instance of content or an ad being served or displayed under a platforms rules a counted instance of content or an ad being served or displayed under a platforms rules compare impression with the same cohort and period before drawing a conclusion you will see impression in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here impression means a counted instance of content or an ad being served or displayed under a platforms rules marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Impression","t":"Impression","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/impression/","ui":"Compare impression with the same cohort and period before drawing a conclusion."},{"a":["in-camera meeting"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A private meeting segment limited to designated participants.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A private meeting segment limited to designated participants.","i":1795,"id":"governance.in-camera-session","lv":"working","ph":"in camera session in camera meeting in camera meeting in camera session in camera session a private meeting segment limited to designated participants a private meeting segment limited to designated participants put in camera session on the agenda while the board can still influence the decision you will see in camera session in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here in camera session means a private meeting segment limited to designated participants corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law format genre model global context dependent","sn":"In camera session","t":"In camera session","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/in-camera-session/","ui":"Put in camera session on the agenda while the board can still influence the decision."},{"a":["IDI"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A qualitative one-to-one interview exploring experience, motivation and meaning.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A qualitative one-to-one interview exploring experience, motivation and meaning.","i":1796,"id":"marketing.in-depth-interview","lv":"core","ph":"in depth interview idi idi in depth interview in depth interview a qualitative one to one interview exploring experience motivation and meaning a qualitative one to one interview exploring experience motivation and meaning the finding on in depth interview is directional not universal you will see in depth interview in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here in depth interview means a qualitative one to one interview exploring experience motivation and meaning marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"In-depth interview","t":"In-depth interview","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/in-depth-interview/","ui":"The finding on in-depth interview is directional, not universal."},{"a":["point-of-sale media"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Marketing placements within physical retail environments.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Marketing placements within physical retail environments.","i":1797,"id":"marketing.in-store-media","lv":"working","ph":"in store media point of sale media in store media point of sale media in store media marketing placements within physical retail environments marketing placements within physical retail environments which audience channel and period does in store media cover you will see in store media in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here in store media means marketing placements within physical retail environments marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"In-store media","t":"In-store media","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/in-store-media/","ui":"Which audience, channel and period does in-store media cover?"},{"a":["inbound enquiry"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A potential customer who initiates contact or responds to marketing.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A potential customer who initiates contact or responds to marketing.","i":1798,"id":"revenue.inbound-lead","lv":"core","ph":"inbound lead inbound enquiry inbound enquiry inbound lead inbound lead a potential customer who initiates contact or responds to marketing a potential customer who initiates contact or responds to marketing sales needs one agreed definition of inbound lead before the forecast review you will see inbound lead in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here inbound lead means a potential customer who initiates contact or responds to marketing revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce format genre model global context dependent","sn":"Inbound lead","t":"Inbound lead","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/inbound-lead/","ui":"Sales needs one agreed definition of inbound lead before the forecast review."},{"a":["inbound supply"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Movement and handling of inputs into an organisation or facility.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Movement and handling of inputs into an organisation or facility.","i":1799,"id":"operations.inbound-logistics","lv":"core","ph":"inbound logistics inbound supply inbound logistics inbound supply inbound logistics movement and handling of inputs into an organisation or facility movement and handling of inputs into an organisation or facility the weekly review should track inbound logistics against the same process definition you will see inbound logistics in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here inbound logistics means movement and handling of inputs into an organisation or facility operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process organisation party global context dependent","sn":"Inbound logistics","t":"Inbound logistics","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/inbound-logistics/","ui":"The weekly review should track inbound logistics against the same process definition."},{"a":["rewarded review"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A review generated in exchange for payment, discount or another benefit.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A review generated in exchange for payment, discount or another benefit.","i":1800,"id":"marketing.incentivised-review","lv":"core","ph":"incentivised review rewarded review incentivised review rewarded review incentivised review a review generated in exchange for payment discount or another benefit a review generated in exchange for payment discount or another benefit counsel wants incentivised review clarified before anyone signs you will see incentivised review in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here incentivised review means a review generated in exchange for payment discount or another benefit marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting metric standard specification workflow process format genre model risk ethics access global context dependent","sn":"Incentivised review","t":"Incentivised review","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/incentivised-review/","ui":"Counsel wants incentivised review clarified before anyone signs."},{"a":["service incident","operational incident"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An event that disrupts operations, security or compliance.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","product","technology","investor","finance","people"],"e":"An event that disrupts operations, security or compliance.","i":1801,"id":"governance.incident","lv":"core","ph":"incident service incident operational incident incident operational incident service incident incident an event that disrupts operations security or compliance an event that disrupts operations security or compliance keep incident on the dashboard but show the definition and reporting period beside it you will see incident in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here incident means an event that disrupts operations security or compliance corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate product technology investor finance people product discovery product development testing launch operations governance contracting compliance risk management reporting metric standard specification right contract law equipment technology risk ethics access global context dependent","sn":"Incident","t":"Incident","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/incident/","ui":"Keep incident on the dashboard, but show the definition and reporting period beside it."},{"a":["incident response"],"amb":["incident response"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Coordinated handling of an event to limit harm and restore normal service.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Coordinated handling of an event to limit harm and restore normal service.","i":1802,"id":"operations.incident-management","lv":"core","ph":"incident management incident response incident management incident response incident management coordinated handling of an event to limit harm and restore normal service coordinated handling of an event to limit harm and restore normal service can we separate the likelihood of incident management from its potential impact you will see incident management in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here incident management means coordinated handling of an event to limit harm and restore normal service operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience incident response business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process risk ethics access global context dependent","sn":"Incident management","t":"Incident management","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/incident-management/","ui":"Can we separate the likelihood of incident management from its potential impact?"},{"a":["IR"],"amb":["incident response","IR"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The coordinated process for detecting, containing, resolving and learning from incidents.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"How a team handles serious operational or security problems.","i":1803,"id":"product.incident-response","lv":"core","ph":"incident response ir incident response ir incident response how a team handles serious operational or security problems the coordinated process for detecting containing resolving and learning from incidents the incident response plan names decision roles you will see incident response in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here incident response means the coordinated process for detecting containing resolving and learning from incidents product technology and innovation product management technology and innovation reliability security and resilience incident management investor relations startup business corporate product technology product discovery product development testing launch operations right contract law equipment technology workflow process global context dependent","sn":"Incident response","t":"Incident response","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/incident-response/","ui":"The incident response plan names decision roles."},{"a":["workplace inclusion"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Conditions enabling people to participate and contribute without unfair exclusion.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["startup","business","corporate","people","operations","investor","sustainability","finance"],"e":"Conditions enabling people to participate and contribute without unfair exclusion.","i":1804,"id":"sustainability.inclusion","lv":"core","ph":"inclusion workplace inclusion inclusion workplace inclusion inclusion conditions enabling people to participate and contribute without unfair exclusion conditions enabling people to participate and contribute without unfair exclusion which standard and reporting period govern inclusion you will see inclusion in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here inclusion means conditions enabling people to participate and contribute without unfair exclusion sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition startup business corporate people operations investor sustainability finance people planning employment performance management change management strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Inclusion","t":"Inclusion","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/inclusion/","ui":"Which standard and reporting period govern inclusion?"},{"a":["profit and loss statement","P&L"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A report showing revenue, expenses and profit or loss over a period.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A report showing revenue, expenses and profit or loss over a period.","i":1805,"id":"bizfinance.income-statement","lv":"core","ph":"income statement profit and loss statement p and l income statement p and l profit and loss statement income statement a report showing revenue expenses and profit or loss over a period a report showing revenue expenses and profit or loss over a period the team needs one controlled copy of income statement with an owner and date you will see income statement in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here income statement means a report showing revenue expenses and profit or loss over a period finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent corporate","sn":"Income statement","t":"Income statement","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/income-statement/","ui":"The team needs one controlled copy of income statement, with an owner and date."},{"a":["tax charge"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Tax expense recognised on profit under applicable accounting rules.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Tax expense recognised on profit under applicable accounting rules.","i":1806,"id":"bizfinance.income-tax-expense","lv":"core","ph":"income tax expense tax charge income tax expense tax charge income tax expense tax expense recognised on profit under applicable accounting rules tax expense recognised on profit under applicable accounting rules compare income tax expense with the same cohort and period before drawing a conclusion you will see income tax expense in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here income tax expense means tax expense recognised on profit under applicable accounting rules finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Income tax expense","t":"Income tax expense","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/income-tax-expense/","ui":"Compare income tax expense with the same cohort and period before drawing a conclusion."},{"a":["product increment"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A concrete step toward the Product Goal that meets the Definition of Done and is usable.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A usable piece of finished product.","i":1807,"id":"product.increment","lv":"core","ph":"increment product increment increment product increment increment a usable piece of finished product a concrete step toward the product goal that meets the definition of done and is usable each increment must work with previous increments you will see increment in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here increment means a concrete step toward the product goal that meets the definition of done and is usable product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Increment","t":"Increment","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/increment/","ui":"Each Increment must work with previous increments."},{"a":["traditional budgeting"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Budgeting that begins from prior-period amounts and adjusts them.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Budgeting that begins from prior-period amounts and adjusts them.","i":1808,"id":"bizfinance.incremental-budgeting","lv":"core","ph":"incremental budgeting traditional budgeting incremental budgeting traditional budgeting incremental budgeting budgeting that begins from prior period amounts and adjusts them budgeting that begins from prior period amounts and adjusts them state the period currency and accounting basis for incremental budgeting you will see incremental budgeting in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here incremental budgeting means budgeting that begins from prior period amounts and adjusts them finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Incremental budgeting","t":"Incremental budgeting","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/incremental-budgeting/","ui":"State the period, currency and accounting basis for incremental budgeting."},{"a":["incremental action"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A conversion estimated to have occurred because of the marketing intervention.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A conversion estimated to have occurred because of the marketing intervention.","i":1809,"id":"marketing.incremental-conversion","lv":"working","ph":"incremental conversion incremental action incremental action incremental conversion incremental conversion a conversion estimated to have occurred because of the marketing intervention a conversion estimated to have occurred because of the marketing intervention how are we defining incremental conversion in this deck you will see incremental conversion in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here incremental conversion means a conversion estimated to have occurred because of the marketing intervention marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Incremental conversion","t":"Incremental conversion","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/incremental-conversion/","ui":"How are we defining incremental conversion in this deck?"},{"a":["causal lift","incremental lift"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The additional outcome caused by an intervention beyond what would have happened otherwise.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology","marketing","sales"],"e":"The result created because of the intervention.","i":1810,"id":"product.incrementality","lv":"core","ph":"incrementality causal lift incremental lift causal lift incremental lift incrementality incrementality the result created because of the intervention the additional outcome caused by an intervention beyond what would have happened otherwise the campaign drove traffic but incrementality is still unclear you will see incrementality in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here incrementality means the additional outcome caused by an intervention beyond what would have happened otherwise product technology and innovation product management technology and innovation experiments testing and rollout startup business corporate product technology marketing sales product discovery product development testing launch operations market research marketing growth reporting equipment technology global context dependent","sn":"Incrementality","t":"Incrementality","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/incrementality/","ui":"The campaign drove traffic, but incrementality is still unclear."},{"a":["venture incubation"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The early period during which a venture is developed, tested and supported before independent scaling.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Time used to shape and test a very early venture.","i":1811,"id":"startup.incubation-period","lv":"working","ph":"incubation period venture incubation incubation period venture incubation incubation period time used to shape and test a very early venture the early period during which a venture is developed tested and supported before independent scaling the incubation period ends after technical proof and customer interviews you will see incubation period in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here incubation period means the early period during which a venture is developed tested and supported before independent scaling startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Incubation period","t":"Incubation period","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/incubation-period/","ui":"The incubation period ends after technical proof and customer interviews."},{"a":["startup incubator"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An organisation or programme supporting early ventures, often with workspace, advice and longer development periods.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A programme that helps very early businesses develop.","i":1812,"id":"startup.incubator","lv":"core","ph":"incubator startup incubator incubator startup incubator incubator a programme that helps very early businesses develop an organisation or programme supporting early ventures often with workspace advice and longer development periods the incubator provides laboratories but no investment you will see incubator in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here incubator means an organisation or programme supporting early ventures often with workspace advice and longer development periods startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent startup","sn":"Incubator","t":"Incubator","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/incubator/","ui":"The incubator provides laboratories but no investment."},{"a":["current supplier"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"An established provider currently serving the customer or holding a strong market position.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The existing provider already in place.","i":1813,"id":"strategy.incumbent","lv":"core","ph":"incumbent current supplier current supplier incumbent incumbent the existing provider already in place an established provider currently serving the customer or holding a strong market position the incumbent benefits from switching cost and relationships you will see incumbent in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here incumbent means an established provider currently serving the customer or holding a strong market position strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Incumbent","t":"Incumbent","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/incumbent/","ui":"The incumbent benefits from switching cost and relationships."},{"a":["action-based covenant"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A covenant tested when specified actions are taken, such as issuing debt or paying dividends.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A covenant tested when specified actions are taken, such as issuing debt or paying dividends.","i":1814,"id":"bizfinance.incurrence-covenant","lv":"working","ph":"incurrence covenant action based covenant action based covenant incurrence covenant incurrence covenant a covenant tested when specified actions are taken such as issuing debt or paying dividends a covenant tested when specified actions are taken such as issuing debt or paying dividends counsel wants incurrence covenant clarified before anyone signs you will see incurrence covenant in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here incurrence covenant means a covenant tested when specified actions are taken such as issuing debt or paying dividends finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce right contract law global context dependent","sn":"Incurrence covenant","t":"Incurrence covenant","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/incurrence-covenant/","ui":"Counsel wants incurrence covenant clarified before anyone signs."},{"a":["indemnification","hold-harmless obligation"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A contractual promise to cover specified losses, claims or liabilities.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A contractual promise to cover specified losses, claims or liabilities.","i":1815,"id":"revenue.indemnity","lv":"core","ph":"indemnity indemnification hold harmless obligation hold harmless obligation indemnification indemnity indemnity a contractual promise to cover specified losses claims or liabilities a contractual promise to cover specified losses claims or liabilities can we state who receives the right created by indemnity and when it applies you will see indemnity in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here indemnity means a contractual promise to cover specified losses claims or liabilities revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact finance commerce right contract law global context dependent","sn":"Indemnity","t":"Indemnity","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/indemnity/","ui":"Can we state who receives the right created by indemnity, and when it applies?"},{"a":["contractor agreement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contract engaging a non-employee contractor, subject to worker-classification law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A contract engaging a non-employee contractor, subject to worker-classification law.","i":1816,"id":"governance.independent-contractor-agreement","lv":"core","ph":"independent contractor agreement contractor agreement contractor agreement independent contractor agreement independent contractor agreement a contract engaging a non employee contractor subject to worker classification law a contract engaging a non employee contractor subject to worker classification law can we state who receives the right created by independent contractor agreement and when it applies you will see independent contractor agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here independent contractor agreement means a contract engaging a non employee contractor subject to worker classification law corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law global context dependent","sn":"Independent-contractor agreement","t":"Independent-contractor agreement","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/independent-contractor-agreement/","ui":"Can we state who receives the right created by independent-contractor agreement, and when it applies?"},{"a":["independent non-executive director","INED"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A director assessed as free from relationships likely to impair independent judgement under applicable standards.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A director assessed as free from relationships likely to impair independent judgement under applicable standards.","i":1817,"id":"governance.independent-director","lv":"core","ph":"independent director independent non executive director ined independent director independent non executive director ined independent director a director assessed as free from relationships likely to impair independent judgement under applicable standards a director assessed as free from relationships likely to impair independent judgement under applicable standards the minutes should record the decision on independent director not reconstruct it later you will see independent director in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here independent director means a director assessed as free from relationships likely to impair independent judgement under applicable standards corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent corporate","sn":"Independent director","t":"Independent director","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/independent-director/","ui":"The minutes should record the decision on independent director, not reconstruct it later."},{"a":["external verification"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Third-party checking of data, claims or methods.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Third-party checking of data, claims or methods.","i":1818,"id":"sustainability.independent-verification","lv":"core","ph":"independent verification external verification external verification independent verification independent verification third party checking of data claims or methods third party checking of data claims or methods do not describe independent verification as assured beyond the scope of the engagement you will see independent verification in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here independent verification means third party checking of data claims or methods sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology workflow process risk ethics access global context dependent","sn":"Independent verification","t":"Independent verification","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/independent-verification/","ui":"Do not describe independent verification as assured beyond the scope of the engagement."},{"a":["passive fund"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A fund designed to track a specified market index.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A fund designed to track a specified market index.","i":1819,"id":"reporting.index-fund","lv":"core","ph":"index fund passive fund index fund passive fund index fund a fund designed to track a specified market index a fund designed to track a specified market index keep index fund on the dashboard but show the definition and reporting period beside it you will see index fund in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here index fund means a fund designed to track a specified market index corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce format genre model organisation party global context dependent","sn":"Index fund","t":"Index fund","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/index-fund/","ui":"Keep index fund on the dashboard, but show the definition and reporting period beside it."},{"a":["indexed pricing"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Adjustment of price or payment using a stated index or formula.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Adjustment of price or payment using a stated index or formula.","i":1820,"id":"revenue.indexation","lv":"working","ph":"indexation indexed pricing indexation indexed pricing indexation adjustment of price or payment using a stated index or formula adjustment of price or payment using a stated index or formula compare indexation with the same cohort and period before drawing a conclusion you will see indexation in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here indexation means adjustment of price or payment using a stated index or formula revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact metric standard specification finance commerce right contract law global context dependent","sn":"Indexation","t":"Indexation","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/indexation/","ui":"Compare indexation with the same cohort and period before drawing a conclusion."},{"a":["rights of Indigenous peoples"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Rights of Indigenous peoples concerning land, culture, participation and self-determination.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Rights of Indigenous peoples concerning land, culture, participation and self-determination.","i":1821,"id":"sustainability.indigenous-rights","lv":"core","ph":"indigenous rights rights of indigenous peoples indigenous rights rights of indigenous peoples indigenous rights rights of indigenous peoples concerning land culture participation and self determination rights of indigenous peoples concerning land culture participation and self determination the sustainability report needs the method exclusions and assurance status for indigenous rights you will see indigenous rights in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here indigenous rights means rights of indigenous peoples concerning land culture participation and self determination sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance right contract law risk ethics access global context dependent","sn":"Indigenous rights","t":"Indigenous rights","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/indigenous-rights/","ui":"The sustainability report needs the method, exclusions and assurance status for indigenous rights."},{"a":["indirect rival"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A different kind of offer competing for the same customer outcome or budget.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A different solution to the same underlying need.","i":1822,"id":"strategy.indirect-competitor","lv":"core","ph":"indirect competitor indirect rival indirect competitor indirect rival indirect competitor a different solution to the same underlying need a different kind of offer competing for the same customer outcome or budget consultants are an indirect competitor to the platform you will see indirect competitor in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here indirect competitor means a different kind of offer competing for the same customer outcome or budget strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Indirect competitor","t":"Indirect competitor","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/indirect-competitor/","ui":"Consultants are an indirect competitor to the platform."},{"a":["overhead"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A cost shared across activities and allocated rather than directly traced.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A cost shared across activities and allocated rather than directly traced.","i":1823,"id":"bizfinance.indirect-cost","lv":"core","ph":"indirect cost overhead indirect cost overhead indirect cost a cost shared across activities and allocated rather than directly traced a cost shared across activities and allocated rather than directly traced compare indirect cost with the same cohort and period before drawing a conclusion you will see indirect cost in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here indirect cost means a cost shared across activities and allocated rather than directly traced finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Indirect cost","t":"Indirect cost","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/indirect-cost/","ui":"Compare indirect cost with the same cohort and period before drawing a conclusion."},{"a":["indirect loss"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Losses classified as indirect or consequential under the applicable law and contract.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Losses classified as indirect or consequential under the applicable law and contract.","i":1824,"id":"governance.indirect-damages","lv":"working","ph":"indirect damages indirect loss indirect damages indirect loss indirect damages losses classified as indirect or consequential under the applicable law and contract losses classified as indirect or consequential under the applicable law and contract do not describe indirect damages as agreed until the operative document says so you will see indirect damages in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here indirect damages means losses classified as indirect or consequential under the applicable law and contract corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Indirect damages","t":"Indirect damages","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/indirect-damages/","ui":"Do not describe indirect damages as agreed until the operative document says so."},{"a":["cross-side network effect"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Value increases as participation grows on another side of a platform.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","investor","marketing","product","sales"],"e":"Value increases as participation grows on another side of a platform.","i":1825,"id":"marketing.indirect-network-effect","lv":"working","ph":"indirect network effect cross side network effect cross side network effect indirect network effect indirect network effect value increases as participation grows on another side of a platform value increases as participation grows on another side of a platform can we separate sustainable movement in indirect network effect from a one off campaign effect you will see indirect network effect in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here indirect network effect means value increases as participation grows on another side of a platform marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate investor marketing product sales strategy market research planning pitching marketing growth reporting format genre model global context dependent","sn":"Indirect network effect","t":"Indirect network effect","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/indirect-network-effect/","ui":"Can we separate sustainable movement in indirect network effect from a one-off campaign effect?"},{"a":["channel sales"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Selling through intermediaries such as distributors, agents, resellers or marketplaces.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Selling through intermediaries such as distributors, agents, resellers or marketplaces.","i":1826,"id":"revenue.indirect-sales","lv":"core","ph":"indirect sales channel sales channel sales indirect sales indirect sales selling through intermediaries such as distributors agents resellers or marketplaces selling through intermediaries such as distributors agents resellers or marketplaces the launch plan assumes indirect sales what evidence supports that assumption you will see indirect sales in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here indirect sales means selling through intermediaries such as distributors agents resellers or marketplaces revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce equipment technology format genre model global context dependent","sn":"Indirect sales","t":"Indirect sales","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/indirect-sales/","ui":"The launch plan assumes indirect sales; what evidence supports that assumption?"},{"a":["IC"],"amb":["IC"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"An employee without formal people-management responsibility.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"An employee without formal people-management responsibility.","i":1827,"id":"people.individual-contributor","lv":"core","ph":"individual contributor ic ic individual contributor individual contributor an employee without formal people management responsibility an employee without formal people management responsibility the people plan needs to explain how individual contributor affects roles and decisions you will see individual contributor in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here individual contributor means an employee without formal people management responsibility people organisation and change organisation design people systems and change roles responsibility and decision rights investment committee startup business corporate people operations people planning employment performance management change management role person workflow process organisation party global context dependent","sn":"Individual contributor","t":"Individual contributor","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/individual-contributor/","ui":"The people plan needs to explain how individual contributor affects roles and decisions."},{"a":["sector"],"amb":["sector"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A group of organisations producing related products or services, often defined by classification or economic activity.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Companies doing broadly similar kinds of business.","i":1828,"id":"strategy.industry","lv":"core","ph":"industry sector industry sector industry companies doing broadly similar kinds of business a group of organisations producing related products or services often defined by classification or economic activity the industry definition is wider than the target market you will see industry in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here industry means a group of organisations producing related products or services often defined by classification or economic activity strategy markets and business models strategy market analysis and business models markets industries and categories market sector startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Industry","t":"Industry","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/industry/","ui":"The industry definition is wider than the target market."},{"a":["sector metric"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A metric tailored to sustainability matters common within a defined industry.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A metric tailored to sustainability matters common within a defined industry.","i":1829,"id":"sustainability.industry-based-metric","lv":"working","ph":"industry based metric sector metric industry based metric sector metric industry based metric a metric tailored to sustainability matters common within a defined industry a metric tailored to sustainability matters common within a defined industry compare industry based metric with the same cohort and period before drawing a conclusion you will see industry based metric in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here industry based metric means a metric tailored to sustainability matters common within a defined industry sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification format genre model risk ethics access global context dependent","sn":"Industry-based metric","t":"Industry-based metric","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/industry-based-metric/","ui":"Compare industry-based metric with the same cohort and period before drawing a conclusion."},{"a":["model inference"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Use of a trained model to generate a prediction or output from new input.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The trained model produces an answer for new data.","i":1830,"id":"product.inference","lv":"core","ph":"inference model inference inference model inference inference the trained model produces an answer for new data use of a trained model to generate a prediction or output from new input inference latency must stay below two seconds you will see inference in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here inference means use of a trained model to generate a prediction or output from new input product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology format genre model global context dependent","sn":"Inference","t":"Inference","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/inference/","ui":"Inference latency must stay below two seconds."},{"a":["serving cost"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The cost of running a model to produce outputs, often affected by tokens, hardware, latency and volume.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"What it costs each time the model generates an answer.","i":1831,"id":"product.inference-cost","lv":"working","ph":"inference cost serving cost inference cost serving cost inference cost what it costs each time the model generates an answer the cost of running a model to produce outputs often affected by tokens hardware latency and volume inference cost makes the current free tier uneconomic you will see inference cost in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here inference cost means the cost of running a model to produce outputs often affected by tokens hardware latency and volume product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model global context dependent","sn":"Inference cost","t":"Inference cost","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/inference-cost/","ui":"Inference cost makes the current free tier uneconomic."},{"a":["buying influencer"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Someone who shapes a buying decision without necessarily holding final authority.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product","sales","finance"],"e":"Someone who affects the choice.","i":1832,"id":"strategy.influencer","lv":"core","ph":"influencer buying influencer buying influencer influencer influencer someone who affects the choice someone who shapes a buying decision without necessarily holding final authority security is a strong influencer in this deal you will see influencer in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here influencer means someone who shapes a buying decision without necessarily holding final authority strategy markets and business models strategy market analysis and business models customers users and segmentation startup business corporate investor marketing product sales finance strategy market research planning pitching go to market sales contracting customer success renewal metric standard specification role person equipment technology format genre model status decision global context dependent","sn":"Influencer","t":"Influencer","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/influencer/","ui":"Security is a strong influencer in this deal."},{"a":["sponsorship disclosure"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Clear communication of a material relationship between a creator and advertiser.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Clear communication of a material relationship between a creator and advertiser.","i":1833,"id":"marketing.influencer-disclosure","lv":"core","ph":"influencer disclosure sponsorship disclosure influencer disclosure sponsorship disclosure influencer disclosure clear communication of a material relationship between a creator and advertiser clear communication of a material relationship between a creator and advertiser can we state who receives the right created by influencer disclosure and when it applies you will see influencer disclosure in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here influencer disclosure means clear communication of a material relationship between a creator and advertiser marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Influencer disclosure","t":"Influencer disclosure","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/influencer-disclosure/","ui":"Can we state who receives the right created by influencer disclosure, and when it applies?"},{"a":["creator marketing"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Marketing through people whose audience relationship can affect attention or behaviour.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Marketing through people whose audience relationship can affect attention or behaviour.","i":1834,"id":"marketing.influencer-marketing","lv":"core","ph":"influencer marketing creator marketing creator marketing influencer marketing influencer marketing marketing through people whose audience relationship can affect attention or behaviour marketing through people whose audience relationship can affect attention or behaviour the report should separate the effect of influencer marketing from correlation you will see influencer marketing in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here influencer marketing means marketing through people whose audience relationship can affect attention or behaviour marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Influencer marketing","t":"Influencer marketing","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/influencer-marketing/","ui":"The report should separate the effect of influencer marketing from correlation."},{"a":["IA"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The organisation, structure and labelling of information so people can find and understand it.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"How information is grouped and navigated.","i":1835,"id":"product.information-architecture","lv":"core","ph":"information architecture ia ia information architecture information architecture how information is grouped and navigated the organisation structure and labelling of information so people can find and understand it the information architecture reflects internal teams rather than user tasks you will see information architecture in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here information architecture means the organisation structure and labelling of information so people can find and understand it product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations equipment technology organisation party global context dependent","sn":"Information architecture","t":"Information architecture","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/information-architecture/","ui":"The information architecture reflects internal teams rather than user tasks."},{"a":["IM","offering memorandum"],"amb":["offering memorandum"],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A detailed document presenting a business, transaction, risks and financial information to potential investors or buyers.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A long document giving investors or buyers detailed deal information.","i":1836,"id":"bizpitch.information-memorandum","lv":"working","ph":"information memorandum im offering memorandum im information memorandum offering memorandum information memorandum a long document giving investors or buyers detailed deal information a detailed document presenting a business transaction risks and financial information to potential investors or buyers the information memorandum should not contradict the management deck you will see information memorandum in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here information memorandum means a detailed document presenting a business transaction risks and financial information to potential investors or buyers business pitching and presentation materials business pitches decks and decision materials business deck types offering circular startup business corporate investor sales planning pitching submission decision document artifact role person risk ethics access global context dependent","sn":"Information memorandum","t":"Information memorandum","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/information-memorandum/","ui":"The information memorandum should not contradict the management deck."},{"a":["information note"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A paper provided to inform the board without requesting a decision.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A paper provided to inform the board without requesting a decision.","i":1837,"id":"reporting.information-paper","lv":"core","ph":"information paper information note information note information paper information paper a paper provided to inform the board without requesting a decision a paper provided to inform the board without requesting a decision which version of information paper should the board treat as current you will see information paper in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here information paper means a paper provided to inform the board without requesting a decision corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party status decision global context dependent","sn":"Information paper","t":"Information paper","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/information-paper/","ui":"Which version of information paper should the board treat as current?"},{"a":["reporting right"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contractual or statutory right to receive specified company information.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A contractual or statutory right to receive specified company information.","i":1838,"id":"governance.information-right","lv":"core","ph":"information right reporting right information right reporting right information right a contractual or statutory right to receive specified company information a contractual or statutory right to receive specified company information the draft mentions information right but the scope and jurisdiction are still unclear you will see information right in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here information right means a contractual or statutory right to receive specified company information corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law organisation party global context dependent","sn":"Information right","t":"Information right","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/information-right/","ui":"The draft mentions information right, but the scope and jurisdiction are still unclear."},{"a":["reporting rights"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Contractual rights to receive financial statements, budgets or other company information.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investors receive agreed company information.","i":1839,"id":"startup.information-rights","lv":"core","ph":"information rights reporting rights information rights reporting rights information rights investors receive agreed company information contractual rights to receive financial statements budgets or other company information the information rights require quarterly reporting you will see information rights in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet control and investor rights in term sheet control and investor rights a loose definition can change rights obligations approval disclosure or enforceability here information rights means contractual rights to receive financial statements budgets or other company information startups venture and fundraising startup formation venture capital and fundraising term sheet control and investor rights startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce right contract law organisation party global context dependent","sn":"Information rights","t":"Information rights","tp":"Term-sheet control & investor rights","tpid":"startup-venture-fundraising.term-sheet-control","u":"terms/information-rights/","ui":"The information rights require quarterly reporting."},{"a":["IT audit","IS audit"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An audit of systems, security, change, access or technology controls.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An audit of systems, security, change, access or technology controls.","i":1840,"id":"governance.information-technology-audit","lv":"working","ph":"information technology audit it audit is audit information technology audit is audit it audit information technology audit an audit of systems security change access or technology controls an audit of systems security change access or technology controls do not describe information technology audit as assured beyond the scope of the engagement you will see information technology audit in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here information technology audit means an audit of systems security change access or technology controls corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law equipment technology global context dependent","sn":"Information-technology audit","t":"Information-technology audit","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/information-technology-audit/","ui":"Do not describe information-technology audit as assured beyond the scope of the engagement."},{"a":["IaaS"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"On-demand computing infrastructure such as virtual machines, storage and networks supplied as a service.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Rent computing infrastructure instead of owning hardware.","i":1841,"id":"product.infrastructure-as-a-service","lv":"working","ph":"infrastructure as a service iaas iaas infrastructure as a service infrastructure as a service rent computing infrastructure instead of owning hardware on demand computing infrastructure such as virtual machines storage and networks supplied as a service the iaas cost rises with data processing volume you will see infrastructure as a service in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here infrastructure as a service means on demand computing infrastructure such as virtual machines storage and networks supplied as a service product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Infrastructure as a service","t":"Infrastructure as a service","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/infrastructure-as-a-service/","ui":"The IaaS cost rises with data processing volume."},{"a":["ingredient branding"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A component brand promoted as a meaningful part of another branded product.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A component brand promoted as a meaningful part of another branded product.","i":1842,"id":"marketing.ingredient-brand","lv":"working","ph":"ingredient brand ingredient branding ingredient brand ingredient branding ingredient brand a component brand promoted as a meaningful part of another branded product a component brand promoted as a meaningful part of another branded product tie ingredient brand to observable choices in message design and behaviour you will see ingredient brand in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here ingredient brand means a component brand promoted as a meaningful part of another branded product marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Ingredient brand","t":"Ingredient brand","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/ingredient-brand/","ui":"Tie ingredient brand to observable choices in message, design and behaviour."},{"a":["gross risk"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Risk before considering controls or mitigation.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Risk before considering controls or mitigation.","i":1843,"id":"governance.inherent-risk","lv":"core","ph":"inherent risk gross risk gross risk inherent risk inherent risk risk before considering controls or mitigation risk before considering controls or mitigation the board will ask what happens if inherent risk moves outside tolerance you will see inherent risk in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here inherent risk means risk before considering controls or mitigation corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law risk ethics access global context dependent","sn":"Inherent risk","t":"Inherent risk","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/inherent-risk/","ui":"The board will ask what happens if inherent risk moves outside tolerance."},{"a":["ICO"],"amb":["ICO"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A token sale used to raise capital, often before a network or product is fully developed.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A public sale of digital tokens to raise money.","i":1844,"id":"startup.initial-coin-offering","lv":"specialist","ph":"initial coin offering ico ico initial coin offering initial coin offering a public sale of digital tokens to raise money a token sale used to raise capital often before a network or product is fully developed the initial coin offering requires jurisdiction specific legal review you will see initial coin offering in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding instruments and exemptions in funding instruments and exemptions a loose definition can change rights obligations approval disclosure or enforceability here initial coin offering means a token sale used to raise capital often before a network or product is fully developed startups venture and fundraising startup formation venture capital and fundraising funding instruments and exemptions token financing startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"Initial coin offering","t":"Initial coin offering","tp":"Funding instruments & exemptions","tpid":"startup-venture-fundraising.funding-instruments","u":"terms/initial-coin-offering/","ui":"The initial coin offering requires jurisdiction-specific legal review."},{"a":["IPO"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The first public sale of a company's shares under applicable securities rules.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A private company sells shares to the public for the first time.","i":1845,"id":"startup.initial-public-offering","lv":"core","ph":"initial public offering ipo initial public offering ipo initial public offering a private company sells shares to the public for the first time the first public sale of a companys shares under applicable securities rules an ipo creates liquidity but also public reporting duties you will see initial public offering in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here initial public offering means the first public sale of a companys shares under applicable securities rules startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent startup","sn":"Initial public offering","t":"Initial public offering","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/initial-public-offering/","ui":"An IPO creates liquidity but also public reporting duties."},{"a":["base term"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The first committed duration of an agreement before renewal.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The first committed duration of an agreement before renewal.","i":1846,"id":"revenue.initial-term","lv":"core","ph":"initial term base term base term initial term initial term the first committed duration of an agreement before renewal the first committed duration of an agreement before renewal counsel wants initial term clarified before anyone signs you will see initial term in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here initial term means the first committed duration of an agreement before renewal revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact metric standard specification finance commerce right contract law global context dependent","sn":"Initial term","t":"Initial term","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/initial-term/","ui":"Counsel wants initial term clarified before anyone signs."},{"a":["strategic initiative"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A coordinated action or project intended to advance an objective.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","investor","marketing","product","people","operations"],"e":"A coordinated action or project intended to advance an objective.","i":1847,"id":"people.initiative","lv":"core","ph":"initiative strategic initiative initiative strategic initiative initiative a coordinated action or project intended to advance an objective a coordinated action or project intended to advance an objective how are we defining initiative in this deck you will see initiative in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here initiative means a coordinated action or project intended to advance an objective people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate investor marketing product people operations strategy market research planning pitching people planning employment performance management change management organisation party global context dependent business","sn":"Initiative","t":"Initiative","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/initiative/","ui":"How are we defining initiative in this deck?"},{"a":["iXBRL"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A reporting format embedding machine-readable XBRL data within human-readable filings.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A reporting format embedding machine-readable XBRL data within human-readable filings.","i":1848,"id":"reporting.inline-xbrl","lv":"working","ph":"inline xbrl ixbrl inline xbrl ixbrl inline xbrl a reporting format embedding machine readable xbrl data within human readable filings a reporting format embedding machine readable xbrl data within human readable filings which version of inline xbrl should the board treat as current you will see inline xbrl in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here inline xbrl means a reporting format embedding machine readable xbrl data within human readable filings corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce equipment technology global context dependent","sn":"Inline XBRL","t":"Inline XBRL","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/inline-xbrl/","ui":"Which version of inline XBRL should the board treat as current?"},{"a":["innovation proposal"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A proposal for a new product, service, process or experiment seeking resources or permission to proceed.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A pitch for trying or building something new.","i":1849,"id":"bizpitch.innovation-pitch","lv":"core","ph":"innovation pitch innovation proposal innovation pitch innovation proposal innovation pitch a pitch for trying or building something new a proposal for a new product service process or experiment seeking resources or permission to proceed the innovation pitch should state what is uncertain and how the experiment will reduce it you will see innovation pitch in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here innovation pitch means a proposal for a new product service process or experiment seeking resources or permission to proceed business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations startup business corporate investor sales planning pitching submission decision workflow process global context dependent","sn":"Innovation pitch","t":"Innovation pitch","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/innovation-pitch/","ui":"The innovation pitch should state what is uncertain and how the experiment will reduce it."},{"a":["leading input","effort metric"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A measure of resources or activities put into a process.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","product","technology","people","operations"],"e":"A number showing resources or activities put into a process.","i":1850,"id":"people.input-metric","lv":"core","ph":"input metric leading input effort metric effort metric input metric leading input input metric a number showing resources or activities put into a process a measure of resources or activities put into a process keep input metric on the dashboard but show the definition and reporting period beside it you will see input metric in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here input metric means a measure of resources or activities put into a process people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate product technology people operations product discovery product development testing launch operations people planning employment performance management change management metric standard specification workflow process organisation party global context dependent","sn":"Input metric","t":"Input metric","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/input-metric/","ui":"Keep input metric on the dashboard, but show the definition and reporting period beside it."},{"a":["audit inquiry"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Obtaining information by asking knowledgeable people.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Obtaining information by asking knowledgeable people.","i":1851,"id":"governance.inquiry","lv":"working","ph":"inquiry audit inquiry audit inquiry inquiry inquiry obtaining information by asking knowledgeable people obtaining information by asking knowledgeable people can we trace inquiry from the report back to the source record you will see inquiry in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here inquiry means obtaining information by asking knowledgeable people corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Inquiry","t":"Inquiry","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/inquiry/","ui":"Can we trace inquiry from the report back to the source record?"},{"a":["value-chain intervention"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Emissions-reduction or removal activity within a company's value chain, with definitions varying.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Emissions-reduction or removal activity within a company's value chain, with definitions varying.","i":1852,"id":"sustainability.insetting","lv":"working","ph":"insetting value chain intervention insetting value chain intervention insetting emissions reduction or removal activity within a companys value chain with definitions varying emissions reduction or removal activity within a companys value chain with definitions varying which standard and reporting period govern insetting you will see insetting in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here insetting means emissions reduction or removal activity within a companys value chain with definitions varying sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance organisation party risk ethics access global context dependent","sn":"Insetting","t":"Insetting","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/insetting/","ui":"Which standard and reporting period govern insetting?"},{"a":["insider information"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Precise non-public information meeting the applicable market-abuse definition.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Precise non-public information meeting the applicable market-abuse definition.","i":1853,"id":"reporting.inside-information","lv":"working","ph":"inside information insider information inside information insider information inside information precise non public information meeting the applicable market abuse definition precise non public information meeting the applicable market abuse definition do not describe inside information as agreed until the operative document says so you will see inside information in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here inside information means precise non public information meeting the applicable market abuse definition corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce format genre model global context dependent","sn":"Inside information","t":"Inside information","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/inside-information/","ui":"Do not describe inside information as agreed until the operative document says so."},{"a":["insider round"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A financing led or funded mainly by existing investors.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Current investors provide most of the new money.","i":1854,"id":"startup.inside-round","lv":"working","ph":"inside round insider round inside round insider round inside round current investors provide most of the new money a financing led or funded mainly by existing investors the inside round avoids a rushed external process you will see inside round in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here inside round means a financing led or funded mainly by existing investors startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"Inside round","t":"Inside round","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/inside-round/","ui":"The inside round avoids a rushed external process."},{"a":["remote sales"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Remote selling conducted mainly through phone, video, email and digital tools.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Remote selling conducted mainly through phone, video, email and digital tools.","i":1855,"id":"revenue.inside-sales","lv":"core","ph":"inside sales remote sales inside sales remote sales inside sales remote selling conducted mainly through phone video email and digital tools remote selling conducted mainly through phone video email and digital tools which segment owns the first proof point for inside sales you will see inside sales in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here inside sales means remote selling conducted mainly through phone video email and digital tools revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce equipment technology format genre model global context dependent","sn":"Inside sales","t":"Inside sales","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/inside-sales/","ui":"Which segment owns the first proof point for inside sales?"},{"a":["corporate insider"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A person with specified access, relationship or trading status under applicable law or policy.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A person with specified access, relationship or trading status under applicable law or policy.","i":1856,"id":"reporting.insider","lv":"core","ph":"insider corporate insider corporate insider insider insider a person with specified access relationship or trading status under applicable law or policy a person with specified access relationship or trading status under applicable law or policy the draft mentions insider but the scope and jurisdiction are still unclear you will see insider in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here insider means a person with specified access relationship or trading status under applicable law or policy corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce right contract law status decision global context dependent","sn":"Insider","t":"Insider","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/insider/","ui":"The draft mentions insider, but the scope and jurisdiction are still unclear."},{"a":["access list"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A controlled record of people with access to inside information, where required.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A controlled record of people with access to inside information, where required.","i":1857,"id":"reporting.insider-list","lv":"working","ph":"insider list access list access list insider list insider list a controlled record of people with access to inside information where required a controlled record of people with access to inside information where required can we state who receives the right created by insider list and when it applies you will see insider list in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here insider list means a controlled record of people with access to inside information where required corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Insider list","t":"Insider list","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/insider-list/","ui":"Can we state who receives the right created by insider list, and when it applies?"},{"a":["securities dealing policy"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A policy governing trading and handling of material non-public information.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A policy governing trading and handling of material non-public information.","i":1858,"id":"reporting.insider-trading-policy","lv":"core","ph":"insider trading policy securities dealing policy insider trading policy securities dealing policy insider trading policy a policy governing trading and handling of material non public information a policy governing trading and handling of material non public information do not describe insider trading policy as agreed until the operative document says so you will see insider trading policy in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here insider trading policy means a policy governing trading and handling of material non public information corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Insider-trading policy","t":"Insider-trading policy","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/insider-trading-policy/","ui":"Do not describe insider-trading policy as agreed until the operative document says so."},{"a":["customer insight"],"amb":["customer insight"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A useful interpretation of evidence that changes understanding or action.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A finding that helps the team make a better decision.","i":1859,"id":"product.insight","lv":"core","ph":"insight customer insight customer insight insight insight a finding that helps the team make a better decision a useful interpretation of evidence that changes understanding or action users dislike forms is not yet a useful insight you will see insight in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here insight means a useful interpretation of evidence that changes understanding or action product technology and innovation product management technology and innovation product discovery and research customer research startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Insight","t":"Insight","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/insight/","ui":"“Users dislike forms” is not yet a useful insight."},{"a":["document inspection","quality inspection"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Examination or measurement of output against requirements.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","investor","finance","people","operations","procurement","sales"],"e":"Examination or measurement of output against requirements.","i":1860,"id":"operations.inspection","lv":"core","ph":"inspection document inspection quality inspection document inspection inspection quality inspection inspection examination or measurement of output against requirements examination or measurement of output against requirements which requirement does inspection fail or satisfy you will see inspection in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here inspection means examination or measurement of output against requirements operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action startup business corporate investor finance people operations procurement sales governance contracting compliance risk management reporting operations procurement quality control delivery metric standard specification workflow process global context dependent","sn":"Inspection","t":"Inspection","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/inspection/","ui":"Which requirement does inspection fail or satisfy?"},{"a":["books-and-records right"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A right to inspect specified company books or records, subject to conditions.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A right to inspect specified company books or records, subject to conditions.","i":1861,"id":"governance.inspection-right","lv":"working","ph":"inspection right books and records right books and records right inspection right inspection right a right to inspect specified company books or records subject to conditions a right to inspect specified company books or records subject to conditions can we state who receives the right created by inspection right and when it applies you will see inspection right in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here inspection right means a right to inspect specified company books or records subject to conditions corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Inspection right","t":"Inspection right","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/inspection-right/","ui":"Can we state who receives the right created by inspection right, and when it applies?"},{"a":["access rights"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Rights to inspect specified company books, records or facilities, subject to law and agreement.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investors may examine certain records.","i":1862,"id":"startup.inspection-rights","lv":"working","ph":"inspection rights access rights access rights inspection rights inspection rights investors may examine certain records rights to inspect specified company books records or facilities subject to law and agreement the inspection rights include reasonable notice you will see inspection rights in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet control and investor rights in term sheet control and investor rights a loose definition can change rights obligations approval disclosure or enforceability here inspection rights means rights to inspect specified company books records or facilities subject to law and agreement startups venture and fundraising startup formation venture capital and fundraising term sheet control and investor rights startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce right contract law organisation party global context dependent","sn":"Inspection rights","t":"Inspection rights","tp":"Term-sheet control & investor rights","tpid":"startup-venture-fundraising.term-sheet-control","u":"terms/inspection-rights/","ui":"The inspection rights include reasonable notice."},{"a":["installed customer base"],"amb":["installed customer base"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The number of units, systems or customers already deployed and active.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The products or customers already in use.","i":1863,"id":"strategy.installed-base","lv":"core","ph":"installed base installed customer base installed base installed customer base installed base the products or customers already in use the number of units systems or customers already deployed and active the installed base creates a service and upgrade opportunity you will see installed base in strategy decks market analyses business plans and planning workshops when the discussion reaches market sizing and growth it helps a reader interpret market sizing and growth without confusing the measure decision role or evidence being discussed here installed base means the number of units systems or customers already deployed and active strategy markets and business models strategy market analysis and business models market sizing and growth installed customer base startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Installed base","t":"Installed base","tp":"Market sizing & growth","tpid":"strategy-market-models.market-sizing","u":"terms/installed-base/","ui":"The installed base creates a service and upgrade opportunity."},{"a":["customer installed base"],"amb":["installed customer base"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The set of customers currently using or holding a product.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Existing customers already using the product.","i":1864,"id":"strategy.installed-customer-base","lv":"core","ph":"installed customer base customer installed base customer installed base installed customer base installed customer base existing customers already using the product the set of customers currently using or holding a product the installed customer base is the first expansion market you will see installed customer base in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here installed customer base means the set of customers currently using or holding a product strategy markets and business models strategy market analysis and business models customers users and segmentation installed base startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Installed customer base","t":"Installed customer base","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/installed-customer-base/","ui":"The installed customer base is the first expansion market."},{"a":["institution"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"An organisation investing pooled or institutional capital.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","investor","finance","corporate","business"],"e":"An organisation investing pooled or institutional capital.","i":1865,"id":"reporting.institutional-investor","lv":"core","ph":"institutional investor institution institution institutional investor institutional investor an organisation investing pooled or institutional capital an organisation investing pooled or institutional capital the market will compare institutional investor with last quarter so keep the definition stable you will see institutional investor in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here institutional investor means an organisation investing pooled or institutional capital corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication startup investor finance corporate business fundraising financing due diligence governance reporting investor relations disclosure document artifact metric standard specification role person finance commerce equipment technology organisation party global context dependent","sn":"Institutional investor","t":"Institutional investor","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/institutional-investor/","ui":"The market will compare institutional investor with last quarter, so keep the definition stable."},{"a":["insurance clause"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A contractual obligation to maintain specified insurance coverage.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A contractual obligation to maintain specified insurance coverage.","i":1866,"id":"revenue.insurance-requirement","lv":"working","ph":"insurance requirement insurance clause insurance clause insurance requirement insurance requirement a contractual obligation to maintain specified insurance coverage a contractual obligation to maintain specified insurance coverage do not describe insurance requirement as agreed until the operative document says so you will see insurance requirement in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here insurance requirement means a contractual obligation to maintain specified insurance coverage revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Insurance requirement","t":"Insurance requirement","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/insurance-requirement/","ui":"Do not describe insurance requirement as agreed until the operative document says so."},{"a":["intangibles"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An identifiable non-monetary asset without physical substance under applicable rules.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An identifiable non-monetary asset without physical substance under applicable rules.","i":1867,"id":"bizfinance.intangible-asset","lv":"core","ph":"intangible asset intangibles intangible asset intangibles intangible asset an identifiable non monetary asset without physical substance under applicable rules an identifiable non monetary asset without physical substance under applicable rules can you walk me through how intangible asset works in the model you will see intangible asset in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here intangible asset means an identifiable non monetary asset without physical substance under applicable rules finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Intangible asset","t":"Intangible asset","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/intangible-asset/","ui":"Can you walk me through how intangible asset works in the model?"},{"a":["IBP"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A broader cross-functional planning process connecting strategy, demand, supply and finance.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A broader cross-functional planning process connecting strategy, demand, supply and finance.","i":1868,"id":"operations.integrated-business-planning","lv":"core","ph":"integrated business planning ibp ibp integrated business planning integrated business planning a broader cross functional planning process connecting strategy demand supply and finance a broader cross functional planning process connecting strategy demand supply and finance how are we defining integrated business planning in this deck you will see integrated business planning in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here integrated business planning means a broader cross functional planning process connecting strategy demand supply and finance operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process format genre model global context dependent","sn":"Integrated business planning","t":"Integrated business planning","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/integrated-business-planning/","ui":"How are we defining integrated business planning in this deck?"},{"a":["integrated campaign"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A campaign coordinated across channels and touchpoints around one strategy.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A campaign coordinated across channels and touchpoints around one strategy.","i":1869,"id":"marketing.integrated-marketing-campaign","lv":"core","ph":"integrated marketing campaign integrated campaign integrated campaign integrated marketing campaign integrated marketing campaign a campaign coordinated across channels and touchpoints around one strategy a campaign coordinated across channels and touchpoints around one strategy can we trace integrated marketing campaign back to a decision the team can act on you will see integrated marketing campaign in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here integrated marketing campaign means a campaign coordinated across channels and touchpoints around one strategy marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Integrated marketing campaign","t":"Integrated marketing campaign","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/integrated-marketing-campaign/","ui":"Can we trace integrated marketing campaign back to a decision the team can act on?"},{"a":["integrated reporting"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A report connecting strategy, governance, performance and value creation across forms of capital.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A report connecting strategy, governance, performance and value creation across forms of capital.","i":1870,"id":"reporting.integrated-report","lv":"working","ph":"integrated report integrated reporting integrated report integrated reporting integrated report a report connecting strategy governance performance and value creation across forms of capital a report connecting strategy governance performance and value creation across forms of capital which version of integrated report should the board treat as current you will see integrated report in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here integrated report means a report connecting strategy governance performance and value creation across forms of capital corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce equipment technology format genre model global context dependent","sn":"Integrated report","t":"Integrated report","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/integrated-report/","ui":"Which version of integrated report should the board treat as current?"},{"a":["<IR> Framework"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A framework for explaining how an organisation creates value over time through several capitals.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A structured way to explaining how an organisation creates value over time through several capitals.","i":1871,"id":"sustainability.integrated-reporting-framework","lv":"working","ph":"integrated reporting framework ir framework integrated reporting framework ir framework integrated reporting framework a structured way to explaining how an organisation creates value over time through several capitals a framework for explaining how an organisation creates value over time through several capitals attach the latest integrated reporting framework to the decision pack before the meeting you will see integrated reporting framework in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here integrated reporting framework means a framework for explaining how an organisation creates value over time through several capitals sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact metric standard specification equipment technology format genre model organisation party risk ethics access global context dependent","sn":"Integrated Reporting Framework","t":"Integrated Reporting Framework","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/integrated-reporting-framework/","ui":"Attach the latest integrated Reporting Framework to the decision pack before the meeting."},{"a":["system integration"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A connection enabling systems, data or workflows to work together.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Make two systems exchange information or functions.","i":1872,"id":"product.integration","lv":"core","ph":"integration system integration integration system integration integration make two systems exchange information or functions a connection enabling systems data or workflows to work together the integration reduces manual data entry you will see integration in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here integration means a connection enabling systems data or workflows to work together product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology workflow process global context dependent","sn":"Integration","t":"Integration","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/integration/","ui":"The integration reduces manual data entry."},{"a":["IMO"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A team coordinating post-merger integration.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A team coordinating post-merger integration.","i":1873,"id":"people.integration-management-office","lv":"working","ph":"integration management office imo imo integration management office integration management office a team coordinating post merger integration a team coordinating post merger integration keep integration management office on the dashboard but show the definition and reporting period beside it you will see integration management office in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here integration management office means a team coordinating post merger integration people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management metric standard specification workflow process organisation party global context dependent","sn":"Integration management office","t":"Integration management office","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/integration-management-office/","ui":"Keep integration management office on the dashboard, but show the definition and reporting period beside it."},{"a":["IP assignment"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A document transferring ownership of specified intellectual property.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A document transferring ownership of specified intellectual property.","i":1874,"id":"governance.intellectual-property-assignment","lv":"core","ph":"intellectual property assignment ip assignment intellectual property assignment ip assignment intellectual property assignment a document transferring ownership of specified intellectual property a document transferring ownership of specified intellectual property attach the latest intellectual property assignment to the decision pack before the meeting you will see intellectual property assignment in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here intellectual property assignment means a document transferring ownership of specified intellectual property corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law global context dependent","sn":"Intellectual-property assignment","t":"Intellectual-property assignment","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/intellectual-property-assignment/","ui":"Attach the latest intellectual-property assignment to the decision pack before the meeting."},{"a":["IP moat"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Advantage created by patents, copyrights, trade secrets or other enforceable rights.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Legal rights make copying harder.","i":1875,"id":"strategy.intellectual-property-moat","lv":"working","ph":"intellectual property moat ip moat intellectual property moat ip moat intellectual property moat legal rights make copying harder advantage created by patents copyrights trade secrets or other enforceable rights the intellectual property moat is only as strong as scope and enforcement you will see intellectual property moat in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here intellectual property moat means advantage created by patents copyrights trade secrets or other enforceable rights strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification right contract law equipment technology format genre model global context dependent","sn":"Intellectual-property moat","t":"Intellectual-property moat","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/intellectual-property-moat/","ui":"The intellectual-property moat is only as strong as scope and enforcement."},{"a":["emissions-intensity target"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A target to reduce emissions per unit of output, revenue or another denominator.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A target to reduce emissions per unit of output, revenue or another denominator.","i":1876,"id":"sustainability.intensity-target","lv":"core","ph":"intensity target emissions intensity target emissions intensity target intensity target intensity target a target to reduce emissions per unit of output revenue or another denominator a target to reduce emissions per unit of output revenue or another denominator state the boundary and evidence behind intensity target before publishing the claim you will see intensity target in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here intensity target means a target to reduce emissions per unit of output revenue or another denominator sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Intensity target","t":"Intensity target","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/intensity-target/","ui":"State the boundary and evidence behind intensity target before publishing the claim."},{"a":["related-party loan"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A loan between entities in the same corporate group.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A loan between entities in the same corporate group.","i":1877,"id":"bizfinance.intercompany-loan","lv":"working","ph":"intercompany loan related party loan intercompany loan related party loan intercompany loan a loan between entities in the same corporate group a loan between entities in the same corporate group compare intercompany loan with the same cohort and period before drawing a conclusion you will see intercompany loan in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here intercompany loan means a loan between entities in the same corporate group finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce organisation party global context dependent","sn":"Intercompany loan","t":"Intercompany loan","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/intercompany-loan/","ui":"Compare intercompany loan with the same cohort and period before drawing a conclusion."},{"a":["interest cover"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Earnings or cash measure divided by interest expense under a stated formula.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Earnings or cash measure divided by interest expense under a stated formula.","i":1878,"id":"bizfinance.interest-coverage-ratio","lv":"core","ph":"interest coverage ratio interest cover interest cover interest coverage ratio interest coverage ratio earnings or cash measure divided by interest expense under a stated formula earnings or cash measure divided by interest expense under a stated formula the number is useful only if everyone calculates interest coverage ratio the same way you will see interest coverage ratio in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here interest coverage ratio means earnings or cash measure divided by interest expense under a stated formula finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Interest coverage ratio","t":"Interest coverage ratio","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/interest-coverage-ratio/","ui":"The number is useful only if everyone calculates interest coverage ratio the same way."},{"a":["finance cost"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Cost recognised for borrowing or other interest-bearing liabilities.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Cost recognised for borrowing or other interest-bearing liabilities.","i":1879,"id":"bizfinance.interest-expense","lv":"core","ph":"interest expense finance cost finance cost interest expense interest expense cost recognised for borrowing or other interest bearing liabilities cost recognised for borrowing or other interest bearing liabilities the number is useful only if everyone calculates interest expense the same way you will see interest expense in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here interest expense means cost recognised for borrowing or other interest bearing liabilities finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Interest expense","t":"Interest expense","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/interest-expense/","ui":"The number is useful only if everyone calculates interest expense the same way."},{"a":["finance income"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Income earned from cash, loans or other interest-bearing assets.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Income earned from cash, loans or other interest-bearing assets.","i":1880,"id":"bizfinance.interest-income","lv":"core","ph":"interest income finance income finance income interest income interest income income earned from cash loans or other interest bearing assets income earned from cash loans or other interest bearing assets the number is useful only if everyone calculates interest income the same way you will see interest income in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here interest income means income earned from cash loans or other interest bearing assets finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Interest income","t":"Interest income","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/interest-income/","ui":"The number is useful only if everyone calculates interest income the same way."},{"a":["borrowing rate"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The rate charged or earned on principal over time.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The rate charged or earned on principal over time.","i":1881,"id":"bizfinance.interest-rate","lv":"core","ph":"interest rate borrowing rate borrowing rate interest rate interest rate the rate charged or earned on principal over time the rate charged or earned on principal over time the number is useful only if everyone calculates interest rate the same way you will see interest rate in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here interest rate means the rate charged or earned on principal over time finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Interest rate","t":"Interest rate","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/interest-rate/","ui":"The number is useful only if everyone calculates interest rate the same way."},{"a":["half-year report"],"amb":["Half-year report"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A financial or corporate report covering less than a full year.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A financial or corporate report covering less than a full year.","i":1882,"id":"reporting.interim-report","lv":"core","ph":"interim report half year report half year report interim report interim report a financial or corporate report covering less than a full year a financial or corporate report covering less than a full year how are we defining interim report in this deck you will see interim report in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here interim report means a financial or corporate report covering less than a full year corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings half year report corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Interim report","t":"Interim report","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/interim-report/","ui":"How are we defining interim report in this deck?"},{"a":["intermediate target"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A milestone target before the long-term endpoint.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A milestone target before the long-term endpoint.","i":1883,"id":"sustainability.interim-target","lv":"core","ph":"interim target intermediate target interim target intermediate target interim target a milestone target before the long term endpoint a milestone target before the long term endpoint state the boundary and evidence behind interim target before publishing the claim you will see interim target in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here interim target means a milestone target before the long term endpoint sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Interim target","t":"Interim target","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/interim-target/","ui":"State the boundary and evidence behind interim target before publishing the claim."},{"a":["trainee"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A person undertaking supervised work experience, with legal status varying by arrangement.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A person undertaking supervised work experience, with legal status varying by arrangement.","i":1884,"id":"people.intern","lv":"core","ph":"intern trainee intern trainee intern a person undertaking supervised work experience with legal status varying by arrangement a person undertaking supervised work experience with legal status varying by arrangement counsel wants intern clarified before anyone signs you will see intern in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here intern means a person undertaking supervised work experience with legal status varying by arrangement people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact role person right contract law workflow process organisation party status decision global context dependent","sn":"Intern","t":"Intern","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/intern/","ui":"Counsel wants intern clarified before anyone signs."},{"a":["internal assurance"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An independent assurance and advisory function within or engaged by an organisation.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An independent assurance and advisory function within or engaged by an organisation.","i":1885,"id":"governance.internal-audit","lv":"core","ph":"internal audit internal assurance internal assurance internal audit internal audit an independent assurance and advisory function within or engaged by an organisation an independent assurance and advisory function within or engaged by an organisation the control owner needs to resolve the exception around internal audit you will see internal audit in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here internal audit means an independent assurance and advisory function within or engaged by an organisation corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent corporate","sn":"Internal audit","t":"Internal audit","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/internal-audit/","ui":"The control owner needs to resolve the exception around internal audit."},{"a":["shadow carbon price"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A company-assigned carbon value used in planning or investment decisions.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A company-assigned carbon value used in planning or investment decisions.","i":1886,"id":"sustainability.internal-carbon-price","lv":"core","ph":"internal carbon price shadow carbon price internal carbon price shadow carbon price internal carbon price a company assigned carbon value used in planning or investment decisions a company assigned carbon value used in planning or investment decisions can we separate the target for internal carbon price from measured performance you will see internal carbon price in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here internal carbon price means a company assigned carbon value used in planning or investment decisions sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact workflow process organisation party risk ethics access status decision global context dependent","sn":"Internal carbon price","t":"Internal carbon price","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/internal-carbon-price/","ui":"Can we separate the target for internal carbon price from measured performance?"},{"a":["ICSFR"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Controls designed to support complete and reliable sustainability disclosures.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Controls designed to support complete and reliable sustainability disclosures.","i":1887,"id":"sustainability.internal-control-over-sustainability-reporting","lv":"working","ph":"internal control over sustainability reporting icsfr icsfr internal control over sustainability reporting internal control over sustainability reporting controls designed to support complete and reliable sustainability disclosures controls designed to support complete and reliable sustainability disclosures can we circulate internal control over sustainability reporting with the assumptions and open questions marked you will see internal control over sustainability reporting in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here internal control over sustainability reporting means controls designed to support complete and reliable sustainability disclosures sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact risk ethics access global context dependent","sn":"Internal control over sustainability reporting","t":"Internal control over sustainability reporting","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/internal-control-over-sustainability-reporting/","ui":"Can we circulate internal control over sustainability reporting with the assumptions and open questions marked?"},{"a":["internal hiring rate"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The proportion of vacancies filled by existing employees.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The proportion of vacancies filled by existing employees.","i":1888,"id":"people.internal-fill-rate","lv":"working","ph":"internal fill rate internal hiring rate internal fill rate internal hiring rate internal fill rate the proportion of vacancies filled by existing employees the proportion of vacancies filled by existing employees compare internal fill rate with the same cohort and period before drawing a conclusion you will see internal fill rate in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here internal fill rate means the proportion of vacancies filled by existing employees people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification role person organisation party global context dependent","sn":"Internal fill rate","t":"Internal fill rate","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/internal-fill-rate/","ui":"Compare internal fill rate with the same cohort and period before drawing a conclusion."},{"a":["corporate investigation"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A structured inquiry into alleged misconduct or control failure.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A structured inquiry into alleged misconduct or control failure.","i":1889,"id":"governance.internal-investigation","lv":"core","ph":"internal investigation corporate investigation corporate investigation internal investigation internal investigation a structured inquiry into alleged misconduct or control failure a structured inquiry into alleged misconduct or control failure counsel wants internal investigation clarified before anyone signs you will see internal investigation in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here internal investigation means a structured inquiry into alleged misconduct or control failure corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Internal investigation","t":"Internal investigation","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/internal-investigation/","ui":"Counsel wants internal investigation clarified before anyone signs."},{"a":["internal movement"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Movement of employees between roles, teams or locations within an organisation.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Movement of employees between roles, teams or locations within an organisation.","i":1890,"id":"people.internal-mobility","lv":"core","ph":"internal mobility internal movement internal mobility internal movement internal mobility movement of employees between roles teams or locations within an organisation movement of employees between roles teams or locations within an organisation compare internal mobility with the same cohort and period before drawing a conclusion you will see internal mobility in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here internal mobility means movement of employees between roles teams or locations within an organisation people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification role person organisation party global context dependent","sn":"Internal mobility","t":"Internal mobility","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/internal-mobility/","ui":"Compare internal mobility with the same cohort and period before drawing a conclusion."},{"a":["internal proposal"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A proposal presented inside an organisation to win resources, approval, sponsorship or a change in direction.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"An idea pitched to people inside the same organisation.","i":1891,"id":"bizpitch.internal-pitch","lv":"core","ph":"internal pitch internal proposal internal pitch internal proposal internal pitch an idea pitched to people inside the same organisation a proposal presented inside an organisation to win resources approval sponsorship or a change in direction treat the internal pitch as a competition for attention and budget you will see internal pitch in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here internal pitch means a proposal presented inside an organisation to win resources approval sponsorship or a change in direction business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations startup business corporate investor sales planning pitching submission decision organisation party status decision global context dependent","sn":"Internal pitch","t":"Internal pitch","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/internal-pitch/","ui":"Treat the internal pitch as a competition for attention and budget."},{"a":["IRR"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The discount rate that makes the net present value of an investment's cash flows equal zero.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An annualised return measure that reflects timing of cash flows.","i":1892,"id":"startup.internal-rate-of-return","lv":"working","ph":"internal rate of return irr internal rate of return irr internal rate of return an annualised return measure that reflects timing of cash flows the discount rate that makes the net present value of an investments cash flows equal zero irr can look high when money returns quickly you will see internal rate of return in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here internal rate of return means the discount rate that makes the net present value of an investments cash flows equal zero startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce organisation party global context dependent startup","sn":"Internal rate of return","t":"Internal rate of return","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/internal-rate-of-return/","ui":"IRR can look high when money returns quickly."},{"a":["IFRS Accounting Standards"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Accounting standards issued by the IASB and adopted or required in many jurisdictions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Accounting standards issued by the IASB and adopted or required in many jurisdictions.","i":1893,"id":"bizfinance.international-financial-reporting-standards","lv":"core","ph":"international financial reporting standards ifrs accounting standards ifrs accounting standards international financial reporting standards international financial reporting standards accounting standards issued by the iasb and adopted or required in many jurisdictions accounting standards issued by the iasb and adopted or required in many jurisdictions can we state who receives the right created by international financial reporting standards and when it applies you will see international financial reporting standards in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here international financial reporting standards means accounting standards issued by the iasb and adopted or required in many jurisdictions finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"International Financial Reporting Standards","t":"International Financial Reporting Standards","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/international-financial-reporting-standards/","ui":"Can we state who receives the right created by international Financial Reporting Standards, and when it applies?"},{"a":["framework interoperability"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The ability to use different reporting standards together without unnecessary duplication.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The ability to use different reporting standards together without unnecessary duplication.","i":1894,"id":"sustainability.interoperability","lv":"working","ph":"interoperability framework interoperability framework interoperability interoperability interoperability the ability to use different reporting standards together without unnecessary duplication the ability to use different reporting standards together without unnecessary duplication which version of interoperability should the board treat as current you will see interoperability in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here interoperability means the ability to use different reporting standards together without unnecessary duplication sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact format genre model risk ethics access global context dependent","sn":"Interoperability","t":"Interoperability","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/interoperability/","ui":"Which version of interoperability should the board treat as current?"},{"a":["model interpretability"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The extent to which a model's operation or relationship between inputs and outputs can be understood.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"How understandable the model itself is.","i":1895,"id":"product.interpretability","lv":"working","ph":"interpretability model interpretability interpretability model interpretability interpretability how understandable the model itself is the extent to which a models operation or relationship between inputs and outputs can be understood a simpler model may offer better interpretability you will see interpretability in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here interpretability means the extent to which a models operation or relationship between inputs and outputs can be understood product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology format genre model global context dependent","sn":"Interpretability","t":"Interpretability","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/interpretability/","ui":"A simpler model may offer better interpretability."},{"a":["depth interview"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A guided conversation used to collect detailed information from a participant.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A guided conversation used to collect detailed information from a participant.","i":1896,"id":"marketing.interview","lv":"core","ph":"interview depth interview depth interview interview interview a guided conversation used to collect detailed information from a participant a guided conversation used to collect detailed information from a participant which sample and method support the conclusion about interview you will see interview in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here interview means a guided conversation used to collect detailed information from a participant marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Interview","t":"Interview","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/interview/","ui":"Which sample and method support the conclusion about interview?"},{"a":["interview panel process"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A planned sequence of interviews and assessments.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A planned sequence of interviews and assessments.","i":1897,"id":"people.interview-loop","lv":"working","ph":"interview loop interview panel process interview loop interview panel process interview loop a planned sequence of interviews and assessments a planned sequence of interviews and assessments who is accountable for interview loop and who is affected by it you will see interview loop in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here interview loop means a planned sequence of interviews and assessments people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Interview loop","t":"Interview loop","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/interview-loop/","ui":"Who is accountable for interview loop, and who is affected by it?"},{"a":["coined name"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A newly created word used as a brand or product name.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A newly created word used as a brand or product name.","i":1898,"id":"marketing.invented-name","lv":"working","ph":"invented name coined name coined name invented name invented name a newly created word used as a brand or product name a newly created word used as a brand or product name can we show how invented name changes the audiences experience not just the language you will see invented name in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here invented name means a newly created word used as a brand or product name marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Invented name","t":"Invented name","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/invented-name/","ui":"Can we show how invented name changes the audience’s experience, not just the language?"},{"a":["stock"],"amb":["stock"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Goods and materials held for production, sale, maintenance or use.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","finance","investor","operations","procurement","sales"],"e":"Goods and materials held for production, sale, maintenance or use.","i":1899,"id":"operations.inventory","lv":"core","ph":"inventory stock inventory stock inventory goods and materials held for production sale maintenance or use goods and materials held for production sale maintenance or use how are we defining inventory in this deck you will see inventory in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here inventory means goods and materials held for production sale maintenance or use operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning share startup business corporate finance investor operations procurement sales accounting planning forecasting valuation reporting financing operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Inventory","t":"Inventory","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/inventory/","ui":"How are we defining inventory in this deck?"},{"a":["stock policy"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Rules governing service levels, replenishment, safety stock and control.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Rules governing service levels, replenishment, safety stock and control.","i":1900,"id":"operations.inventory-policy","lv":"working","ph":"inventory policy stock policy inventory policy stock policy inventory policy rules governing service levels replenishment safety stock and control rules governing service levels replenishment safety stock and control compare inventory policy with the same cohort and period before drawing a conclusion you will see inventory policy in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here inventory policy means rules governing service levels replenishment safety stock and control operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process risk ethics access global context dependent","sn":"Inventory policy","t":"Inventory policy","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/inventory-policy/","ui":"Compare inventory policy with the same cohort and period before drawing a conclusion."},{"a":["stock turn","inventory turns"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"How often inventory is sold or used relative to average inventory.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","finance","investor","operations","procurement","sales"],"e":"How often inventory is sold or used relative to average inventory.","i":1901,"id":"operations.inventory-turnover","lv":"core","ph":"inventory turnover stock turn inventory turns inventory turnover inventory turns stock turn inventory turnover how often inventory is sold or used relative to average inventory how often inventory is sold or used relative to average inventory keep inventory turnover on the dashboard but show the definition and reporting period beside it you will see inventory turnover in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here inventory turnover means how often inventory is sold or used relative to average inventory operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning startup business corporate finance investor operations procurement sales accounting planning forecasting valuation reporting financing operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent corporate","sn":"Inventory turnover","t":"Inventory turnover","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/inventory-turnover/","ui":"Keep inventory turnover on the dashboard, but show the definition and reporting period beside it."},{"a":["excess inventory"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Excess material or work held beyond operational need.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Excess material or work held beyond operational need.","i":1902,"id":"operations.inventory-waste","lv":"working","ph":"inventory waste excess inventory excess inventory inventory waste inventory waste excess material or work held beyond operational need excess material or work held beyond operational need compare inventory waste with the same cohort and period before drawing a conclusion you will see inventory waste in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here inventory waste means excess material or work held beyond operational need operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Inventory waste","t":"Inventory waste","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/inventory-waste/","ui":"Compare inventory waste with the same cohort and period before drawing a conclusion."},{"a":["stock write-down"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Reduction of inventory's carrying amount when expected recoverable value falls.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Reduction of inventory's carrying amount when expected recoverable value falls.","i":1903,"id":"operations.inventory-write-down","lv":"working","ph":"inventory write down stock write down inventory write down stock write down inventory write down reduction of inventorys carrying amount when expected recoverable value falls reduction of inventorys carrying amount when expected recoverable value falls the number is useful only if everyone calculates inventory write down the same way you will see inventory write down in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here inventory write down means reduction of inventorys carrying amount when expected recoverable value falls operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Inventory write-down","t":"Inventory write-down","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/inventory-write-down/","ui":"The number is useful only if everyone calculates inventory write-down the same way."},{"a":["CFI"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Cash flows associated with acquiring or disposing of long-term assets and investments.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Cash flows associated with acquiring or disposing of long-term assets and investments.","i":1904,"id":"bizfinance.investing-cash-flow","lv":"core","ph":"investing cash flow cfi cfi investing cash flow investing cash flow cash flows associated with acquiring or disposing of long term assets and investments cash flows associated with acquiring or disposing of long term assets and investments compare investing cash flow with the same cohort and period before drawing a conclusion you will see investing cash flow in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here investing cash flow means cash flows associated with acquiring or disposing of long term assets and investments finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Investing cash flow","t":"Investing cash flow","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/investing-cash-flow/","ui":"Compare investing cash flow with the same cohort and period before drawing a conclusion."},{"a":["equity story"],"amb":["Equity story","investment case"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The argument for why an investor should own or finance a company or security.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The argument for why an investor should own or finance a company or security.","i":1905,"id":"reporting.investment-case","lv":"core","ph":"investment case equity story equity story investment case investment case the argument for why an investor should own or finance a company or security the argument for why an investor should own or finance a company or security the q and a needs a direct answer on investment case you will see investment case in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here investment case means the argument for why an investor should own or finance a company or security corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication business case equity story corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce equipment technology organisation party global context dependent","sn":"Investment case","t":"Investment case","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/investment-case/","ui":"The Q&A needs a direct answer on investment case."},{"a":["investment center"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A unit accountable for profit and capital employed or investment returns.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A unit accountable for profit and capital employed or investment returns.","i":1906,"id":"bizfinance.investment-centre","lv":"working","ph":"investment centre investment center investment center investment centre investment centre a unit accountable for profit and capital employed or investment returns a unit accountable for profit and capital employed or investment returns which version of investment centre should the board treat as current you will see investment centre in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here investment centre means a unit accountable for profit and capital employed or investment returns finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce equipment technology workflow process global context dependent","sn":"Investment centre","t":"Investment centre","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/investment-centre/","ui":"Which version of investment centre should the board treat as current?"},{"a":["IC"],"amb":["IC"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A body responsible for approving or rejecting investments under a fund's governance.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The group that makes the investment decision.","i":1907,"id":"startup.investment-committee","lv":"core","ph":"investment committee ic ic investment committee investment committee the group that makes the investment decision a body responsible for approving or rejecting investments under a funds governance the deal team is preparing for investment committee you will see investment committee in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here investment committee means a body responsible for approving or rejecting investments under a funds governance startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline individual contributor startup investor finance corporate fundraising financing due diligence governance finance commerce workflow process organisation party global context dependent","sn":"Investment committee","t":"Investment committee","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/investment-committee/","ui":"The deal team is preparing for investment committee."},{"a":["IC presentation","IC deck"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation to the body responsible for approving an investment, acquisition or financing.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A presentation asking an investment committee to approve a deal.","i":1908,"id":"bizpitch.investment-committee-presentation","lv":"working","ph":"investment committee presentation ic presentation ic deck ic deck ic presentation investment committee presentation investment committee presentation a presentation asking an investment committee to approve a deal a presentation to the body responsible for approving an investment acquisition or financing the investment committee presentation must make the downside case as visible as the upside you will see investment committee presentation in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here investment committee presentation means a presentation to the body responsible for approving an investment acquisition or financing business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations startup business corporate investor sales planning pitching submission decision organisation party global context dependent","sn":"Investment committee presentation","t":"Investment committee presentation","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/investment-committee-presentation/","ui":"The investment committee presentation must make the downside case as visible as the upside."},{"a":["investment committee memo","IC memo"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"An investor's or investment team's written analysis and recommendation concerning a potential investment.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A document explaining whether an investor should do a deal.","i":1909,"id":"bizpitch.investment-memo","lv":"working","ph":"investment memo investment committee memo ic memo ic memo investment committee memo investment memo investment memo a document explaining whether an investor should do a deal an investors or investment teams written analysis and recommendation concerning a potential investment the investment memo should state what would make the thesis wrong you will see investment memo in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here investment memo means an investors or investment teams written analysis and recommendation concerning a potential investment business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact role person organisation party global context dependent","sn":"Investment memo","t":"Investment memo","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/investment-memo/","ui":"The investment memo should state what would make the thesis wrong."},{"a":["investors' counsel"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The lawyers representing one or more investors.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The investors' lawyers.","i":1910,"id":"startup.investor-counsel","lv":"working","ph":"investor counsel investors counsel investor counsel investors counsel investor counsel the investors lawyers the lawyers representing one or more investors investor counsel sent the first document comments you will see investor counsel in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet control and investor rights in term sheet control and investor rights a loose definition can change rights obligations approval disclosure or enforceability here investor counsel means the lawyers representing one or more investors startups venture and fundraising startup formation venture capital and fundraising term sheet control and investor rights startup investor finance corporate fundraising financing due diligence governance role person finance commerce right contract law organisation party global context dependent","sn":"Investor counsel","t":"Investor counsel","tp":"Term-sheet control & investor rights","tpid":"startup-venture-fundraising.term-sheet-control","u":"terms/investor-counsel/","ui":"Investor counsel sent the first document comments."},{"a":["capital markets day deck","CMD deck"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A long-form investor presentation used at an investor or capital-markets day.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A detailed deck explaining strategy and long-term value creation.","i":1911,"id":"bizpitch.investor-day-deck","lv":"working","ph":"investor day deck capital markets day deck cmd deck capital markets day deck cmd deck investor day deck investor day deck a detailed deck explaining strategy and long term value creation a long form investor presentation used at an investor or capital markets day the investor day deck should connect operational milestones to financial targets you will see investor day deck in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here investor day deck means a long form investor presentation used at an investor or capital markets day business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact role person equipment technology format genre model global context dependent","sn":"Investor day deck","t":"Investor day deck","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/investor-day-deck/","ui":"The investor day deck should connect operational milestones to financial targets."},{"a":["investor presentation"],"amb":["Investor deck","investor presentation"],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A deck designed for current or prospective investors, usually emphasising value creation, risk and financial evidence.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A company deck made for investors.","i":1912,"id":"bizpitch.investor-deck","lv":"core","ph":"investor deck investor presentation investor deck investor presentation investor deck a company deck made for investors a deck designed for current or prospective investors usually emphasising value creation risk and financial evidence the investor deck should explain both the growth case and the capital required you will see investor deck in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here investor deck means a deck designed for current or prospective investors usually emphasising value creation risk and financial evidence business pitching and presentation materials business pitches decks and decision materials business deck types investor presentation startup business corporate investor sales planning pitching submission decision document artifact role person risk ethics access global context dependent","sn":"Investor deck","t":"Investor deck","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/investor-deck/","ui":"The investor deck should explain both the growth case and the capital required."},{"a":["investor fact sheet"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A concise document summarising key company and market information for investors.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A concise document summarising key company and market information for investors.","i":1913,"id":"reporting.investor-factsheet","lv":"working","ph":"investor factsheet investor fact sheet investor fact sheet investor factsheet investor factsheet a concise document summarising key company and market information for investors a concise document summarising key company and market information for investors attach the latest investor factsheet to the decision pack before the meeting you will see investor factsheet in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here investor factsheet means a concise document summarising key company and market information for investors corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce format genre model organisation party global context dependent","sn":"Investor factsheet","t":"Investor factsheet","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/investor-factsheet/","ui":"Attach the latest investor factsheet to the decision pack before the meeting."},{"a":["fundraising follow-up"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Information or communication sent after a meeting to answer questions and progress the process.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The material sent after an investor meeting.","i":1914,"id":"startup.investor-follow-up","lv":"core","ph":"investor follow up fundraising follow up fundraising follow up investor follow up investor follow up the material sent after an investor meeting information or communication sent after a meeting to answer questions and progress the process send the investor follow up while the conversation is still fresh you will see investor follow up in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here investor follow up means information or communication sent after a meeting to answer questions and progress the process startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance role person finance commerce workflow process organisation party global context dependent","sn":"Investor follow-up","t":"Investor follow-up","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/investor-follow-up/","ui":"Send the investor follow-up while the conversation is still fresh."},{"a":["fundraising meeting"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A conversation in which founders and investors explore the company, fit and potential financing.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A meeting between a company and potential investor.","i":1915,"id":"startup.investor-meeting","lv":"core","ph":"investor meeting fundraising meeting fundraising meeting investor meeting investor meeting a meeting between a company and potential investor a conversation in which founders and investors explore the company fit and potential financing the first investor meeting should create enough interest for diligence you will see investor meeting in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here investor meeting means a conversation in which founders and investors explore the company fit and potential financing startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance role person finance commerce workflow process organisation party global context dependent startup","sn":"Investor meeting","t":"Investor meeting","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/investor-meeting/","ui":"The first investor meeting should create enough interest for diligence."},{"a":["capital-markets narrative"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The coherent explanation a company gives investors about performance and future value.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The coherent explanation a company gives investors about performance and future value.","i":1916,"id":"reporting.investor-narrative","lv":"core","ph":"investor narrative capital markets narrative capital markets narrative investor narrative investor narrative the coherent explanation a company gives investors about performance and future value the coherent explanation a company gives investors about performance and future value the q and a needs a direct answer on investor narrative you will see investor narrative in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here investor narrative means the coherent explanation a company gives investors about performance and future value corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce organisation party global context dependent","sn":"Investor narrative","t":"Investor narrative","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/investor-narrative/","ui":"The Q&A needs a direct answer on investor narrative."},{"a":["investor equity"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Equity held by investors under a stated capitalisation basis.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The part of the company owned by investors.","i":1917,"id":"startup.investor-ownership","lv":"core","ph":"investor ownership investor equity investor equity investor ownership investor ownership the part of the company owned by investors equity held by investors under a stated capitalisation basis investor ownership increases after the new round you will see investor ownership in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here investor ownership means equity held by investors under a stated capitalisation basis startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Investor ownership","t":"Investor ownership","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/investor-ownership/","ui":"Investor ownership increases after the new round."},{"a":["perception audit"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Research into how investors understand and evaluate a company.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Research into how investors understand and evaluate a company.","i":1918,"id":"reporting.investor-perception-study","lv":"working","ph":"investor perception study perception audit investor perception study perception audit investor perception study research into how investors understand and evaluate a company research into how investors understand and evaluate a company the q and a needs a direct answer on investor perception study you will see investor perception study in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here investor perception study means research into how investors understand and evaluate a company corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce organisation party global context dependent","sn":"Investor perception study","t":"Investor perception study","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/investor-perception-study/","ui":"The Q&A needs a direct answer on investor perception study."},{"a":["fundraising pipeline"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The organised list of prospective investors and their stage in a fundraising process.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The list of investors being contacted and progressed.","i":1919,"id":"startup.investor-pipeline","lv":"core","ph":"investor pipeline fundraising pipeline fundraising pipeline investor pipeline investor pipeline the list of investors being contacted and progressed the organised list of prospective investors and their stage in a fundraising process the investor pipeline has many meetings but no lead candidates you will see investor pipeline in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here investor pipeline means the organised list of prospective investors and their stage in a fundraising process startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance role person finance commerce workflow process format genre model organisation party status decision global context dependent startup","sn":"Investor pipeline","t":"Investor pipeline","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/investor-pipeline/","ui":"The investor pipeline has many meetings but no lead candidates."},{"a":["fundraising pitch","venture pitch"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation intended to persuade investors that a company or opportunity merits capital and further diligence.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A presentation asking investors to fund a company.","i":1920,"id":"bizpitch.investor-pitch","lv":"core","ph":"investor pitch fundraising pitch venture pitch fundraising pitch investor pitch venture pitch investor pitch a presentation asking investors to fund a company a presentation intended to persuade investors that a company or opportunity merits capital and further diligence the investor pitch should explain the return logic not just the product you will see investor pitch in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here investor pitch means a presentation intended to persuade investors that a company or opportunity merits capital and further diligence business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations startup business corporate investor sales planning pitching submission decision role person equipment technology organisation party global context dependent","sn":"Investor pitch","t":"Investor pitch","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/investor-pitch/","ui":"The investor pitch should explain the return logic, not just the product."},{"a":["investor deck"],"amb":["Investor deck","investor presentation"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A presentation explaining a company's strategy, performance and investment case.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A presentation explaining a company's strategy, performance and investment case.","i":1921,"id":"reporting.investor-presentation","lv":"core","ph":"investor presentation investor deck investor deck investor presentation investor presentation a presentation explaining a companys strategy performance and investment case a presentation explaining a companys strategy performance and investment case the q and a needs a direct answer on investor presentation you will see investor presentation in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here investor presentation means a presentation explaining a companys strategy performance and investment case corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication investor deck corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce format genre model organisation party global context dependent","sn":"Investor presentation","t":"Investor presentation","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/investor-presentation/","ui":"The Q&A needs a direct answer on investor presentation."},{"a":["investor questions"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Questions and answers directed at investors or analysts.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Questions and answers directed at investors or analysts.","i":1922,"id":"reporting.investor-q-a","lv":"core","ph":"investor q and a investor questions investor q and a investor questions investor q and a questions and answers directed at investors or analysts questions and answers directed at investors or analysts investor relations will rehearse the explanation of investor q and a before the results call you will see investor q and a in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here investor q and a means questions and answers directed at investors or analysts corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce global context dependent","sn":"Investor Q&A","t":"Investor Q&A","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/investor-q-a/","ui":"Investor relations will rehearse the explanation of investor Q&A before the results call."},{"a":["IR"],"amb":["IR"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The function managing communication and relationships with shareholders, analysts and capital markets.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The function managing communication and relationships with shareholders, analysts and capital markets.","i":1923,"id":"reporting.investor-relations","lv":"core","ph":"investor relations ir investor relations ir investor relations the function managing communication and relationships with shareholders analysts and capital markets the function managing communication and relationships with shareholders analysts and capital markets can we explain the movement in investor relations without hiding the underlying driver you will see investor relations in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here investor relations means the function managing communication and relationships with shareholders analysts and capital markets corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication incident response corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce equipment technology format genre model global context dependent","sn":"Investor relations","t":"Investor relations","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/investor-relations/","ui":"Can we explain the movement in investor relations without hiding the underlying driver?"},{"a":["IR calendar"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A schedule of reporting, meetings, conferences and shareholder events.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A schedule of reporting, meetings, conferences and shareholder events.","i":1924,"id":"reporting.investor-relations-calendar","lv":"working","ph":"investor relations calendar ir calendar investor relations calendar ir calendar investor relations calendar a schedule of reporting meetings conferences and shareholder events a schedule of reporting meetings conferences and shareholder events which version of investor relations calendar should the board treat as current you will see investor relations calendar in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here investor relations calendar means a schedule of reporting meetings conferences and shareholder events corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce global context dependent","sn":"Investor-relations calendar","t":"Investor-relations calendar","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/investor-relations-calendar/","ui":"Which version of investor-relations calendar should the board treat as current?"},{"a":["IRO"],"amb":["IRO"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A person responsible for investor communication and market engagement.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A person responsible for investor communication and market engagement.","i":1925,"id":"reporting.investor-relations-officer","lv":"core","ph":"investor relations officer iro investor relations officer iro investor relations officer a person responsible for investor communication and market engagement a person responsible for investor communication and market engagement investor relations will rehearse the explanation of investor relations officer before the results call you will see investor relations officer in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here investor relations officer means a person responsible for investor communication and market engagement corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication impact risk and opportunity corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce format genre model global context dependent","sn":"Investor-relations officer","t":"Investor-relations officer","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/investor-relations-officer/","ui":"Investor relations will rehearse the explanation of investor-relations officer before the results call."},{"a":["road show"],"amb":["Investor roadshow"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A series of meetings with investors around an offering, results or strategy.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A series of meetings with investors around an offering, results or strategy.","i":1926,"id":"reporting.investor-roadshow","lv":"core","ph":"investor roadshow road show investor roadshow road show investor roadshow a series of meetings with investors around an offering results or strategy a series of meetings with investors around an offering results or strategy can we explain the movement in investor roadshow without hiding the underlying driver you will see investor roadshow in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here investor roadshow means a series of meetings with investors around an offering results or strategy corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication roadshow corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce format genre model global context dependent","sn":"Investor roadshow","t":"Investor roadshow","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/investor-roadshow/","ui":"Can we explain the movement in investor roadshow without hiding the underlying driver?"},{"a":["shareholder targeting"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Identifying investors whose strategy and mandate may fit the company.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Identifying investors whose strategy and mandate may fit the company.","i":1927,"id":"reporting.investor-targeting","lv":"working","ph":"investor targeting shareholder targeting investor targeting shareholder targeting investor targeting identifying investors whose strategy and mandate may fit the company identifying investors whose strategy and mandate may fit the company the market will compare investor targeting with last quarter so keep the definition stable you will see investor targeting in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here investor targeting means identifying investors whose strategy and mandate may fit the company corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce format genre model organisation party global context dependent","sn":"Investor targeting","t":"Investor targeting","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/investor-targeting/","ui":"The market will compare investor targeting with last quarter, so keep the definition stable."},{"a":["shareholder update","monthly investor update"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A periodic update to existing or prospective investors about progress, metrics and needs.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","business","corporate","investor","sales","finance"],"e":"A regular note about how the company is doing.","i":1928,"id":"startup.investor-update","lv":"core","ph":"investor update shareholder update monthly investor update investor update monthly investor update shareholder update investor update a regular note about how the company is doing a periodic update to existing or prospective investors about progress metrics and needs the investor update includes one clear ask for help you will see investor update in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here investor update means a periodic update to existing or prospective investors about progress metrics and needs startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup business corporate investor sales finance planning pitching submission decision fundraising financing due diligence governance metric standard specification role person finance commerce workflow process organisation party global context dependent","sn":"Investor update","t":"Investor update","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/investor-update/","ui":"The investor update includes one clear ask for help."},{"a":["IFB"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A formal solicitation seeking priced bids, often for clearly specified work.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A formal solicitation seeking priced bids, often for clearly specified work.","i":1929,"id":"operations.invitation-to-bid","lv":"working","ph":"invitation to bid ifb ifb invitation to bid invitation to bid a formal solicitation seeking priced bids often for clearly specified work a formal solicitation seeking priced bids often for clearly specified work which version of invitation to bid should the board treat as current you will see invitation to bid in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here invitation to bid means a formal solicitation seeking priced bids often for clearly specified work operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Invitation to bid","t":"Invitation to bid","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/invitation-to-bid/","ui":"Which version of invitation to bid should the board treat as current?"},{"a":["ITT"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A formal invitation to submit a tender against defined requirements.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A formal invitation to submit a tender against defined requirements.","i":1930,"id":"operations.invitation-to-tender","lv":"core","ph":"invitation to tender itt invitation to tender itt invitation to tender a formal invitation to submit a tender against defined requirements a formal invitation to submit a tender against defined requirements attach the latest invitation to tender to the decision pack before the meeting you will see invitation to tender in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here invitation to tender means a formal invitation to submit a tender against defined requirements operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Invitation to tender","t":"Invitation to tender","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/invitation-to-tender/","ui":"Attach the latest invitation to tender to the decision pack before the meeting."},{"a":["referral conversion"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The proportion of invited people who complete the target action.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The proportion of invited people who complete the target action.","i":1931,"id":"marketing.invite-conversion","lv":"working","ph":"invite conversion referral conversion invite conversion referral conversion invite conversion the proportion of invited people who complete the target action the proportion of invited people who complete the target action the growth review needs to show the trade off behind invite conversion you will see invite conversion in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here invite conversion means the proportion of invited people who complete the target action marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Invite conversion","t":"Invite conversion","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/invite-conversion/","ui":"The growth review needs to show the trade-off behind invite conversion."},{"a":["bill"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A document requesting payment for supplied goods or services.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A document requesting payment for supplied goods or services.","i":1932,"id":"revenue.invoice","lv":"core","ph":"invoice bill bill invoice invoice a document requesting payment for supplied goods or services a document requesting payment for supplied goods or services which version of invoice should the board treat as current you will see invoice in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here invoice means a document requesting payment for supplied goods or services revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure purchase order startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact finance commerce right contract law global context dependent","sn":"Invoice","t":"Invoice","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/invoice/","ui":"Which version of invoice should the board treat as current?"},{"a":["receivables finance"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Financing advanced against outstanding customer invoices.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Financing advanced against outstanding customer invoices.","i":1933,"id":"bizfinance.invoice-financing","lv":"core","ph":"invoice financing receivables finance invoice financing receivables finance invoice financing financing advanced against outstanding customer invoices financing advanced against outstanding customer invoices the headline changes once we calculate invoice financing consistently you will see invoice financing in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here invoice financing means financing advanced against outstanding customer invoices finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing role person finance commerce global context dependent","sn":"Invoice financing","t":"Invoice financing","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/invoice-financing/","ui":"The headline changes once we calculate invoice financing consistently."},{"a":["passive churn"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Customer loss caused by failed payment or another unintentional interruption.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Customer loss caused by failed payment or another unintentional interruption.","i":1934,"id":"revenue.involuntary-churn","lv":"core","ph":"involuntary churn passive churn involuntary churn passive churn involuntary churn customer loss caused by failed payment or another unintentional interruption customer loss caused by failed payment or another unintentional interruption keep involuntary churn on the dashboard but show the definition and reporting period beside it you will see involuntary churn in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here involuntary churn means customer loss caused by failed payment or another unintentional interruption revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Involuntary churn","t":"Involuntary churn","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/involuntary-churn/","ui":"Keep involuntary churn on the dashboard, but show the definition and reporting period beside it."},{"a":["involuntary attrition"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Employee departures initiated by the employer.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Employee departures initiated by the employer.","i":1935,"id":"people.involuntary-turnover","lv":"core","ph":"involuntary turnover involuntary attrition involuntary attrition involuntary turnover involuntary turnover employee departures initiated by the employer employee departures initiated by the employer compare involuntary turnover with the same cohort and period before drawing a conclusion you will see involuntary turnover in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here involuntary turnover means employee departures initiated by the employer people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification role person organisation party global context dependent","sn":"Involuntary turnover","t":"Involuntary turnover","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/involuntary-turnover/","ui":"Compare involuntary turnover with the same cohort and period before drawing a conclusion."},{"a":["investor centre"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The part of a company website containing investor information and filings.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The part of a company website containing investor information and filings.","i":1936,"id":"reporting.ir-website","lv":"core","ph":"ir website investor centre investor centre ir website ir website the part of a company website containing investor information and filings the part of a company website containing investor information and filings the team needs one controlled copy of ir website with an owner and date you will see ir website in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here ir website means the part of a company website containing investor information and filings corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce organisation party global context dependent","sn":"IR website","t":"IR website","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/ir-website/","ui":"The team needs one controlled copy of iR website, with an owner and date."},{"a":["environmental management standard"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"An international standard for environmental-management systems.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"An international standard for environmental-management systems.","i":1937,"id":"sustainability.iso-14001","lv":"core","ph":"iso 14001 environmental management standard environmental management standard iso 14001 iso 14001 an international standard for environmental management systems an international standard for environmental management systems state the boundary and evidence behind iso 14001 before publishing the claim you will see iso 14001 in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here iso 14001 means an international standard for environmental management systems sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology workflow process format genre model risk ethics access global context dependent","sn":"ISO 14001","t":"ISO 14001","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/iso-14001/","ui":"State the boundary and evidence behind ISO 14001 before publishing the claim."},{"a":["GHG accounting standard"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A family of standards concerning greenhouse-gas quantification, reporting and verification.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A family of standards concerning greenhouse-gas quantification, reporting and verification.","i":1938,"id":"sustainability.iso-14064","lv":"working","ph":"iso 14064 ghg accounting standard ghg accounting standard iso 14064 iso 14064 a family of standards concerning greenhouse gas quantification reporting and verification a family of standards concerning greenhouse gas quantification reporting and verification can we circulate iso 14064 with the assumptions and open questions marked you will see iso 14064 in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here iso 14064 means a family of standards concerning greenhouse gas quantification reporting and verification sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact format genre model risk ethics access global context dependent","sn":"ISO 14064","t":"ISO 14064","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/iso-14064/","ui":"Can we circulate ISO 14064 with the assumptions and open questions marked?"},{"a":["ISO/IEC 27001"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An international standard for establishing and improving an information security management system.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A standard for managing information-security risks.","i":1939,"id":"product.iso-27001","lv":"working","ph":"iso 27001 iso iec 27001 iso 27001 iso iec 27001 iso 27001 a standard for managing information security risks an international standard for establishing and improving an information security management system the iso 27001 certification scope excludes one subsidiary you will see iso 27001 in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here iso 27001 means an international standard for establishing and improving an information security management system product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations right contract law equipment technology workflow process global context dependent","sn":"ISO 27001","t":"ISO 27001","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/iso-27001/","ui":"The ISO 27001 certification scope excludes one subsidiary."},{"a":["IWA 42"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"ISO guidance for credible net-zero strategies and claims.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"ISO guidance for credible net-zero strategies and claims.","i":1940,"id":"sustainability.iso-net-zero-guidelines","lv":"core","ph":"iso net zero guidelines iwa 42 iso net zero guidelines iwa 42 iso net zero guidelines iso guidance for credible net zero strategies and claims iso guidance for credible net zero strategies and claims the sustainability report needs the method exclusions and assurance status for iso net zero guidelines you will see iso net zero guidelines in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here iso net zero guidelines means iso guidance for credible net zero strategies and claims sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification format genre model risk ethics access global context dependent","sn":"ISO Net Zero Guidelines","t":"ISO Net Zero Guidelines","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/iso-net-zero-guidelines/","ui":"The sustainability report needs the method, exclusions and assurance status for iSO Net Zero Guidelines."},{"a":["International Sustainability Standards Board"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The International Sustainability Standards Board, which develops IFRS Sustainability Disclosure Standards.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The International Sustainability Standards Board, which develops IFRS Sustainability Disclosure Standards.","i":1941,"id":"sustainability.issb","lv":"core","ph":"issb international sustainability standards board international sustainability standards board issb issb the international sustainability standards board which develops ifrs sustainability disclosure standards the international sustainability standards board which develops ifrs sustainability disclosure standards can we separate the target for issb from measured performance you will see issb in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here issb means the international sustainability standards board which develops ifrs sustainability disclosure standards sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance format genre model organisation party risk ethics access global context dependent","sn":"ISSB","t":"ISSB","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/issb/","ui":"Can we separate the target for ISSB from measured performance?"},{"a":["risk issue"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A problem or control failure that has occurred and requires management.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A problem or control failure that has occurred and requires management.","i":1942,"id":"governance.issue","lv":"core","ph":"issue risk issue issue risk issue issue a problem or control failure that has occurred and requires management a problem or control failure that has occurred and requires management can we separate the likelihood of issue from its potential impact you will see issue in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here issue means a problem or control failure that has occurred and requires management corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law workflow process risk ethics access global context dependent","sn":"Issue","t":"Issue","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/issue/","ui":"Can we separate the likelihood of issue from its potential impact?"},{"a":["ESG topic universe"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The longlist of sustainability topics considered before prioritisation.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The longlist of sustainability topics considered before prioritisation.","i":1943,"id":"sustainability.issue-universe","lv":"working","ph":"issue universe esg topic universe esg topic universe issue universe issue universe the longlist of sustainability topics considered before prioritisation the longlist of sustainability topics considered before prioritisation state the boundary and evidence behind issue universe before publishing the claim you will see issue universe in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here issue universe means the longlist of sustainability topics considered before prioritisation sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Issue universe","t":"Issue universe","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/issue-universe/","ui":"State the boundary and evidence behind issue universe before publishing the claim."},{"a":["issued stock"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Shares that a company has formally issued to holders.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","investor","finance","corporate","business","people"],"e":"Shares that a company has formally issued to holders.","i":1944,"id":"governance.issued-shares","lv":"core","ph":"issued shares issued stock issued shares issued stock issued shares shares that a company has formally issued to holders shares that a company has formally issued to holders counsel wants issued shares clarified before anyone signs you will see issued shares in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here issued shares means shares that a company has formally issued to holders corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Issued shares","t":"Issued shares","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/issued-shares/","ui":"Counsel wants issued shares clarified before anyone signs."},{"a":["iterative calculation"],"amb":["Iteration"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Repeated recalculation used to solve a circular or converging model.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Repeated recalculation used to solve a circular or converging model.","i":1945,"id":"bizfinance.iteration.financial-model-iteration","lv":"working","ph":"iteration iterative calculation iteration iterative calculation iteration repeated recalculation used to solve a circular or converging model repeated recalculation used to solve a circular or converging model keep iteration on the dashboard but show the definition and reporting period beside it you will see iteration in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here iteration means repeated recalculation used to solve a circular or converging model finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics iteration sprint startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce equipment technology format genre model global context dependent","sn":"Iteration","t":"Iteration","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/iteration--bizfinance-iteration-financial-model-iteration/","ui":"Keep iteration on the dashboard, but show the definition and reporting period beside it."},{"a":["product iteration"],"amb":["Iteration"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A smaller improvement or test that preserves the core direction while changing execution.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A controlled improvement rather than a full change in direction.","i":1946,"id":"startup.iteration.product-or-process-iteration","lv":"core","ph":"iteration product iteration iteration product iteration iteration a controlled improvement rather than a full change in direction a smaller improvement or test that preserves the core direction while changing execution this is an iteration not a pivot you will see iteration in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here iteration means a smaller improvement or test that preserves the core direction while changing execution startups venture and fundraising startup formation venture capital and fundraising startup stages and company states iteration sprint startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce organisation party status decision global context dependent","sn":"Iteration","t":"Iteration","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/iteration--startup-iteration-product-or-process-iteration/","ui":"This is an iteration, not a pivot."},{"a":["autonomation"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Building the ability to detect abnormalities and stop or separate defective output.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Building the ability to detect abnormalities and stop or separate defective output.","i":1947,"id":"operations.jidoka","lv":"specialist","ph":"jidoka autonomation autonomation jidoka jidoka building the ability to detect abnormalities and stop or separate defective output building the ability to detect abnormalities and stop or separate defective output how are we defining jidoka in this deck you will see jidoka in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here jidoka means building the ability to detect abnormalities and stop or separate defective output operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Jidoka","t":"Jidoka","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/jidoka/","ui":"How are we defining jidoka in this deck?"},{"a":["employment position"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A formal position held by an individual in an organisation.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A formal position held by an individual in an organisation.","i":1948,"id":"people.job","lv":"core","ph":"job employment position employment position job job a formal position held by an individual in an organisation a formal position held by an individual in an organisation who is accountable for job and who is affected by it you will see job in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here job means a formal position held by an individual in an organisation people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Job","t":"Job","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/job/","ui":"Who is accountable for job, and who is affected by it?"},{"a":["role architecture"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The organised framework of jobs, families, levels and titles.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The organised framework of jobs, families, levels and titles.","i":1949,"id":"people.job-architecture","lv":"core","ph":"job architecture role architecture job architecture role architecture job architecture the organised framework of jobs families levels and titles the organised framework of jobs families levels and titles can we test the claim about job architecture against employee data and lived experience you will see job architecture in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here job architecture means the organised framework of jobs families levels and titles people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management format genre model organisation party global context dependent","sn":"Job architecture","t":"Job architecture","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/job-architecture/","ui":"Can we test the claim about job architecture against employee data and lived experience?"},{"a":["JD"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A document describing duties, qualifications, reporting and expectations for a job.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A document that explains duties, qualifications, reporting and expectations for a job.","i":1950,"id":"people.job-description","lv":"core","ph":"job description jd jd job description job description a document that explains duties qualifications reporting and expectations for a job a document describing duties qualifications reporting and expectations for a job the team needs one controlled copy of job description with an owner and date you will see job description in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here job description means a document describing duties qualifications reporting and expectations for a job people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management document artifact role person organisation party status decision global context dependent","sn":"Job description","t":"Job description","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/job-description/","ui":"The team needs one controlled copy of job description, with an owner and date."},{"a":["role family"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A group of related roles requiring similar capabilities.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A group of related roles requiring similar capabilities.","i":1951,"id":"people.job-family","lv":"core","ph":"job family role family job family role family job family a group of related roles requiring similar capabilities a group of related roles requiring similar capabilities can we test the claim about job family against employee data and lived experience you will see job family in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here job family means a group of related roles requiring similar capabilities people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Job family","t":"Job family","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/job-family/","ui":"Can we test the claim about job family against employee data and lived experience?"},{"a":["grade","band"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A classification reflecting scope, complexity and responsibility.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A classification reflecting scope, complexity and responsibility.","i":1952,"id":"people.job-level","lv":"core","ph":"job level grade band band grade job level job level a classification reflecting scope complexity and responsibility a classification reflecting scope complexity and responsibility can we test the claim about job level against employee data and lived experience you will see job level in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here job level means a classification reflecting scope complexity and responsibility people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Job level","t":"Job level","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/job-level/","ui":"Can we test the claim about job level against employee data and lived experience?"},{"a":["jobs story"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A requirement framed around a situation, motivation and desired outcome rather than a persona.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A statement of what someone wants to do in a particular situation.","i":1953,"id":"product.job-story","lv":"working","ph":"job story jobs story job story jobs story job story a statement of what someone wants to do in a particular situation a requirement framed around a situation motivation and desired outcome rather than a persona the job story captures the trigger better than the persona you will see job story in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here job story means a requirement framed around a situation motivation and desired outcome rather than a persona product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations role person equipment technology global context dependent","sn":"Job story","t":"Job story","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/job-story/","ui":"The job story captures the trigger better than the persona."},{"a":["title"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The label assigned to a role or position.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The label assigned to a role or position.","i":1954,"id":"people.job-title","lv":"core","ph":"job title title job title title job title the label assigned to a role or position the label assigned to a role or position who owns job title and who has the authority to approve it you will see job title in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here job title means the label assigned to a role or position people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Job title","t":"Job title","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/job-title/","ui":"Who owns job title, and who has the authority to approve it?"},{"a":["JTBD","customer job"],"amb":["Customer job","job to be done","JTBD"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The progress a customer seeks in a particular situation.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"What a customer is trying to accomplish.","i":1955,"id":"strategy.job-to-be-done","lv":"core","ph":"job to be done jtbd customer job customer job job to be done jtbd job to be done what a customer is trying to accomplish the progress a customer seeks in a particular situation the job to be done is coordinating approval not buying software you will see job to be done in strategy decks market analyses business plans and planning workshops when the discussion reaches needs jobs and value propositions it helps a reader interpret needs jobs and value propositions without confusing the measure decision role or evidence being discussed here job to be done means the progress a customer seeks in a particular situation strategy markets and business models strategy market analysis and business models needs jobs and value propositions customer job jobs to be done startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Job to be done","t":"Job to be done","tp":"Needs, jobs & value propositions","tpid":"strategy-market-models.customer-needs","u":"terms/job-to-be-done/","ui":"The job to be done is coordinating approval, not buying software."},{"a":["JTBD"],"amb":["JTBD"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A perspective that customers adopt products or services to make progress in a particular circumstance.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Customers choose something because they need progress in a situation.","i":1956,"id":"strategy.jobs-to-be-done","lv":"core","ph":"jobs to be done jtbd jobs to be done jtbd jobs to be done customers choose something because they need progress in a situation a perspective that customers adopt products or services to make progress in a particular circumstance the jobs to be done interview should focus on the switch not preferences alone you will see jobs to be done in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here jobs to be done means a perspective that customers adopt products or services to make progress in a particular circumstance strategy markets and business models strategy market analysis and business models strategy frameworks and analysis job to be done startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Jobs-to-be-Done","t":"Jobs-to-be-Done","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/jobs-to-be-done/","ui":"The Jobs-to-be-Done interview should focus on the switch, not preferences alone."},{"a":["joint data controller"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"One of two or more parties jointly determining processing purposes and means under relevant law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"One of two or more parties jointly determining processing purposes and means under relevant law.","i":1957,"id":"governance.joint-controller","lv":"working","ph":"joint controller joint data controller joint controller joint data controller joint controller one of two or more parties jointly determining processing purposes and means under relevant law one of two or more parties jointly determining processing purposes and means under relevant law do not describe joint controller as agreed until the operative document says so you will see joint controller in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here joint controller means one of two or more parties jointly determining processing purposes and means under relevant law corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law equipment technology workflow process risk ethics access global context dependent","sn":"Joint controller","t":"Joint controller","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/joint-controller/","ui":"Do not describe joint controller as agreed until the operative document says so."},{"a":["JV"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A business arrangement in which parties combine resources for a specific enterprise or objective.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A business arrangement in which parties combine resources for a specific enterprise or objective.","i":1958,"id":"governance.joint-venture","lv":"core","ph":"joint venture jv joint venture jv joint venture a business arrangement in which parties combine resources for a specific enterprise or objective a business arrangement in which parties combine resources for a specific enterprise or objective the draft mentions joint venture but the scope and jurisdiction are still unclear you will see joint venture in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here joint venture means a business arrangement in which parties combine resources for a specific enterprise or objective corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Joint venture","t":"Joint venture","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/joint-venture/","ui":"The draft mentions joint venture, but the scope and jurisdiction are still unclear."},{"a":["journal"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A recorded debit-and-credit accounting transaction.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A recorded debit-and-credit accounting transaction.","i":1959,"id":"bizfinance.journal-entry","lv":"core","ph":"journal entry journal journal journal entry journal entry a recorded debit and credit accounting transaction a recorded debit and credit accounting transaction state the period currency and accounting basis for journal entry you will see journal entry in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here journal entry means a recorded debit and credit accounting transaction finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Journal entry","t":"Journal entry","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/journal-entry/","ui":"State the period, currency and accounting basis for journal entry."},{"a":["customer journey map"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A visual account of a person's experience across stages, touchpoints, actions and emotions.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A map of the customer's experience over time.","i":1960,"id":"product.journey-map","lv":"core","ph":"journey map customer journey map customer journey map journey map journey map a map of the customers experience over time a visual account of a persons experience across stages touchpoints actions and emotions the journey map should include backstage dependencies you will see journey map in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here journey map means a visual account of a persons experience across stages touchpoints actions and emotions product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations role person equipment technology status decision global context dependent","sn":"Journey map","t":"Journey map","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/journey-map/","ui":"The journey map should include backstage dependencies."},{"a":["lifecycle stage"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A defined phase within a customer or buyer journey.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A defined phase within a customer or buyer journey.","i":1961,"id":"marketing.journey-stage","lv":"core","ph":"journey stage lifecycle stage journey stage lifecycle stage journey stage a defined phase within a customer or buyer journey a defined phase within a customer or buyer journey define journey stage before we compare campaign performance you will see journey stage in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here journey stage means a defined phase within a customer or buyer journey marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model status decision global context dependent","sn":"Journey stage","t":"Journey stage","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/journey-stage/","ui":"Define journey stage before we compare campaign performance."},{"a":["hidden fee"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A broad policy term for mandatory or avoidable-looking fees that obscure the real price.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A broad policy term for mandatory or avoidable-looking fees that obscure the real price.","i":1962,"id":"marketing.junk-fee","lv":"working","ph":"junk fee hidden fee hidden fee junk fee junk fee a broad policy term for mandatory or avoidable looking fees that obscure the real price a broad policy term for mandatory or avoidable looking fees that obscure the real price the draft mentions junk fee but the scope and jurisdiction are still unclear you will see junk fee in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here junk fee means a broad policy term for mandatory or avoidable looking fees that obscure the real price marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting document artifact format genre model risk ethics access global context dependent","sn":"Junk fee","t":"Junk fee","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/junk-fee/","ui":"The draft mentions junk fee, but the scope and jurisdiction are still unclear."},{"a":["forum"],"amb":["forum"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The court or legal authority selected or empowered to hear a dispute.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The court or legal authority selected or empowered to hear a dispute.","i":1963,"id":"revenue.jurisdiction","lv":"core","ph":"jurisdiction forum forum jurisdiction jurisdiction the court or legal authority selected or empowered to hear a dispute the court or legal authority selected or empowered to hear a dispute do not describe jurisdiction as agreed until the operative document says so you will see jurisdiction in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here jurisdiction means the court or legal authority selected or empowered to hear a dispute revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure venue startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Jurisdiction","t":"Jurisdiction","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/jurisdiction/","ui":"Do not describe jurisdiction as agreed until the operative document says so."},{"a":["forum selection clause"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A clause identifying which courts may hear disputes.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A clause identifying which courts may hear disputes.","i":1964,"id":"governance.jurisdiction-clause","lv":"core","ph":"jurisdiction clause forum selection clause forum selection clause jurisdiction clause jurisdiction clause a clause identifying which courts may hear disputes a clause identifying which courts may hear disputes the draft mentions jurisdiction clause but the scope and jurisdiction are still unclear you will see jurisdiction clause in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here jurisdiction clause means a clause identifying which courts may hear disputes corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Jurisdiction clause","t":"Jurisdiction clause","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/jurisdiction-clause/","ui":"The draft mentions jurisdiction clause, but the scope and jurisdiction are still unclear."},{"a":["place of incorporation"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The country or state under whose law an entity was formed.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The country or state under whose law an entity was formed.","i":1965,"id":"governance.jurisdiction-of-incorporation","lv":"core","ph":"jurisdiction of incorporation place of incorporation jurisdiction of incorporation place of incorporation jurisdiction of incorporation the country or state under whose law an entity was formed the country or state under whose law an entity was formed do not describe jurisdiction of incorporation as agreed until the operative document says so you will see jurisdiction of incorporation in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here jurisdiction of incorporation means the country or state under whose law an entity was formed corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law organisation party global context dependent","sn":"Jurisdiction of incorporation","t":"Jurisdiction of incorporation","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/jurisdiction-of-incorporation/","ui":"Do not describe jurisdiction of incorporation as agreed until the operative document says so."},{"a":["equitable transition","fair transition"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A transition to a lower-carbon economy that considers workers, communities and distributional effects.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A transition to a lower-carbon economy that considers workers, communities and distributional effects.","i":1966,"id":"sustainability.just-transition","lv":"core","ph":"just transition equitable transition fair transition equitable transition fair transition just transition just transition a transition to a lower carbon economy that considers workers communities and distributional effects a transition to a lower carbon economy that considers workers communities and distributional effects state the boundary and evidence behind just transition before publishing the claim you will see just transition in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations a loose definition can change rights obligations approval disclosure or enforceability here just transition means a transition to a lower carbon economy that considers workers communities and distributional effects sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance role person risk ethics access global context dependent","sn":"Just transition","t":"Just transition","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/just-transition/","ui":"State the boundary and evidence behind just transition before publishing the claim."},{"a":["continuous improvement event"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A Japanese term for continuous, often incremental improvement involving the people doing the work.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A Japanese term for continuous, often incremental improvement involving the people doing the work.","i":1967,"id":"operations.kaizen","lv":"core","ph":"kaizen continuous improvement event continuous improvement event kaizen kaizen a japanese term for continuous often incremental improvement involving the people doing the work a japanese term for continuous often incremental improvement involving the people doing the work the process map needs an exception path for kaizen you will see kaizen in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here kaizen means a japanese term for continuous often incremental improvement involving the people doing the work operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Kaizen","t":"Kaizen","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/kaizen/","ui":"The process map needs an exception path for kaizen."},{"a":["Kanban method","pull signal"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A visual signalling method used to control flow and work in progress.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","product","technology","operations","procurement","sales"],"e":"A visual signalling method used to control flow and work in progress.","i":1968,"id":"operations.kanban","lv":"core","ph":"kanban kanban method pull signal kanban kanban method pull signal kanban a visual signalling method used to control flow and work in progress a visual signalling method used to control flow and work in progress show where kanban happens in the operating model and who receives the handoff you will see kanban in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here kanban means a visual signalling method used to control flow and work in progress operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause startup business corporate product technology operations procurement sales product discovery product development testing launch operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Kanban","t":"Kanban","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/kanban/","ui":"Show where kanban happens in the operating model and who receives the handoff."},{"a":["critical activity"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A recurring activity the organisation must perform for its business model to work.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Important work the business must keep doing.","i":1969,"id":"strategy.key-activity","lv":"core","ph":"key activity critical activity critical activity key activity key activity important work the business must keep doing a recurring activity the organisation must perform for its business model to work trust and safety is a key activity for the marketplace you will see key activity in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here key activity means a recurring activity the organisation must perform for its business model to work strategy markets and business models strategy market analysis and business models business model canvas and lean canvas startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification equipment technology format genre model organisation party global context dependent business","sn":"Key activity","t":"Key activity","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/key-activity/","ui":"Trust and safety is a key activity for the marketplace."},{"a":["KAM"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A matter of most significance in the audit, communicated under applicable reporting standards.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A matter of most significance in the audit, communicated under applicable reporting standards.","i":1970,"id":"governance.key-audit-matter","lv":"working","ph":"key audit matter kam kam key audit matter key audit matter a matter of most significance in the audit communicated under applicable reporting standards a matter of most significance in the audit communicated under applicable reporting standards which version of key audit matter should the board treat as current you will see key audit matter in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here key audit matter means a matter of most significance in the audit communicated under applicable reporting standards corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Key audit matter","t":"Key audit matter","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/key-audit-matter/","ui":"Which version of key audit matter should the board treat as current?"},{"a":["critical control"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A control considered especially important to managing a material risk.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A control considered especially important to managing a material risk.","i":1971,"id":"governance.key-control","lv":"core","ph":"key control critical control critical control key control key control a control considered especially important to managing a material risk a control considered especially important to managing a material risk the board will ask what happens if key control moves outside tolerance you will see key control in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here key control means a control considered especially important to managing a material risk corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law risk ethics access global context dependent","sn":"Key control","t":"Key control","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/key-control/","ui":"The board will ask what happens if key control moves outside tolerance."},{"a":["business driver"],"amb":["Key driver"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An input with meaningful influence on financial or operational outcomes.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An input with meaningful influence on financial or operational outcomes.","i":1972,"id":"bizfinance.key-driver","lv":"core","ph":"key driver business driver business driver key driver key driver an input with meaningful influence on financial or operational outcomes an input with meaningful influence on financial or operational outcomes the number is useful only if everyone calculates key driver the same way you will see key driver in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here key driver means an input with meaningful influence on financial or operational outcomes finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios model driver startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce workflow process global context dependent","sn":"Key driver","t":"Key driver","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/key-driver/","ui":"The number is useful only if everyone calculates key driver the same way."},{"a":["core message","primary message"],"amb":["Core message","key message"],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"The most important idea the audience should understand or repeat.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales","marketing"],"e":"The main thing people should remember.","i":1973,"id":"bizpitch.key-message","lv":"core","ph":"key message core message primary message core message key message primary message key message the main thing people should remember the most important idea the audience should understand or repeat one slide should carry one key message you will see key message in business pitches proposals executive summaries and decision decks when the discussion reaches decision narrative and persuasion in decision narrative and persuasion a loose definition can change rights obligations approval disclosure or enforceability here key message means the most important idea the audience should understand or repeat business pitching and presentation materials business pitches decks and decision materials decision narrative and persuasion core message startup business corporate investor sales marketing planning pitching submission decision market research marketing growth reporting status decision global context dependent","sn":"Key message","t":"Key message","tp":"Decision narrative & persuasion","tpid":"business-pitching-artifacts.decision-story","u":"terms/key-message/","ui":"One slide should carry one key message."},{"a":["vital metrics"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The small set of measures that most directly indicate whether the model is working.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The numbers that best show whether the business is working.","i":1974,"id":"strategy.key-metrics","lv":"core","ph":"key metrics vital metrics key metrics vital metrics key metrics the numbers that best show whether the business is working the small set of measures that most directly indicate whether the model is working choose key metrics that expose failure early you will see key metrics in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here key metrics means the small set of measures that most directly indicate whether the model is working strategy markets and business models strategy market analysis and business models business model canvas and lean canvas startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification equipment technology format genre model global context dependent","sn":"Key metrics","t":"Key metrics","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/key-metrics/","ui":"Choose key metrics that expose failure early."},{"a":["strategic partner"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"An external organisation or party whose contribution is important to the business model.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"An outside party the business relies on.","i":1975,"id":"strategy.key-partner","lv":"core","ph":"key partner strategic partner key partner strategic partner key partner an outside party the business relies on an external organisation or party whose contribution is important to the business model the key partner controls a major customer channel you will see key partner in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here key partner means an external organisation or party whose contribution is important to the business model strategy markets and business models strategy market analysis and business models business model canvas and lean canvas startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification role person equipment technology format genre model organisation party global context dependent business","sn":"Key partner","t":"Key partner","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/key-partner/","ui":"The key partner controls a major customer channel."},{"a":["KPI"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A metric selected as especially important to tracking an objective.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A metric selected as especially important to tracking an objective.","i":1976,"id":"people.key-performance-indicator","lv":"core","ph":"key performance indicator kpi key performance indicator kpi key performance indicator a metric selected as especially important to tracking an objective a metric selected as especially important to tracking an objective how are we defining key performance indicator in this deck you will see key performance indicator in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here key performance indicator means a metric selected as especially important to tracking an objective people organisation and change organisation design people systems and change okrs kpis and performance goals metric startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent business foundation","sn":"Key performance indicator","t":"Key performance indicator","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/key-performance-indicator/","ui":"How are we defining key performance indicator in this deck?"},{"a":["key-person risk"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Risk created when critical knowledge or authority is concentrated in one person.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Risk created when critical knowledge or authority is concentrated in one person.","i":1977,"id":"people.key-person-dependency","lv":"core","ph":"key person dependency key person risk key person dependency key person risk key person dependency risk created when critical knowledge or authority is concentrated in one person risk created when critical knowledge or authority is concentrated in one person who is accountable for key person dependency and who is affected by it you will see key person dependency in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here key person dependency means risk created when critical knowledge or authority is concentrated in one person people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management metric standard specification role person organisation party risk ethics access global context dependent","sn":"Key-person dependency","t":"Key-person dependency","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/key-person-dependency/","ui":"Who is accountable for key-person dependency, and who is affected by it?"},{"a":["critical resource"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"An asset or capability required for the business model to function.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Something essential for the business model to work.","i":1978,"id":"strategy.key-resource","lv":"core","ph":"key resource critical resource critical resource key resource key resource something essential for the business model to work an asset or capability required for the business model to function the licence is a key resource not a footnote you will see key resource in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here key resource means an asset or capability required for the business model to function strategy markets and business models strategy market analysis and business models business model canvas and lean canvas startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification equipment technology format genre model global context dependent business","sn":"Key resource","t":"Key resource","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/key-resource/","ui":"The licence is a key resource, not a footnote."},{"a":["KR"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A measurable outcome used to assess progress toward an objective in an OKR system.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","investor","marketing","product","people","operations"],"e":"A measurable outcome used to assess progress toward an objective in an OKR system.","i":1979,"id":"people.key-result","lv":"core","ph":"key result kr key result kr key result a measurable outcome used to assess progress toward an objective in an okr system a measurable outcome used to assess progress toward an objective in an okr system compare key result with the same cohort and period before drawing a conclusion you will see key result in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here key result means a measurable outcome used to assess progress toward an objective in an okr system people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate investor marketing product people operations strategy market research planning pitching people planning employment performance management change management equipment technology organisation party global context dependent","sn":"Key result","t":"Key result","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/key-result/","ui":"Compare key result with the same cohort and period before drawing a conclusion."},{"a":["KRI"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A metric intended to signal changing risk exposure.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A metric intended to signal changing risk exposure.","i":1980,"id":"governance.key-risk-indicator","lv":"core","ph":"key risk indicator kri key risk indicator kri key risk indicator a metric intended to signal changing risk exposure a metric intended to signal changing risk exposure the number is useful only if everyone calculates key risk indicator the same way you will see key risk indicator in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here key risk indicator means a metric intended to signal changing risk exposure corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law risk ethics access global context dependent","sn":"Key risk indicator","t":"Key risk indicator","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/key-risk-indicator/","ui":"The number is useful only if everyone calculates key risk indicator the same way."},{"a":["Keep It Simple Security"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A startup financing instrument called Keep It Simple Security, with equity-like or debt-like variants depending on the form.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A contract that may convert into startup shares later.","i":1981,"id":"startup.kiss","lv":"specialist","ph":"kiss keep it simple security keep it simple security kiss kiss a contract that may convert into startup shares later a startup financing instrument called keep it simple security with equity like or debt like variants depending on the form counsel is comparing the kiss with the existing safes you will see kiss in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding instruments and exemptions in funding instruments and exemptions a loose definition can change rights obligations approval disclosure or enforceability here kiss means a startup financing instrument called keep it simple security with equity like or debt like variants depending on the form startups venture and fundraising startup formation venture capital and fundraising funding instruments and exemptions startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"KISS","t":"KISS","tp":"Funding instruments & exemptions","tpid":"startup-venture-fundraising.funding-instruments","u":"terms/kiss/","ui":"Counsel is comparing the KISS with the existing SAFEs."},{"a":["KYC"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Identity and risk checks used before and during a customer relationship in regulated contexts.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","investor","finance","corporate","business","people"],"e":"Identity and risk checks used before and during a customer relationship in regulated contexts.","i":1982,"id":"governance.know-your-customer","lv":"core","ph":"know your customer kyc know your customer kyc know your customer identity and risk checks used before and during a customer relationship in regulated contexts identity and risk checks used before and during a customer relationship in regulated contexts counsel wants know your customer clarified before anyone signs you will see know your customer in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here know your customer means identity and risk checks used before and during a customer relationship in regulated contexts corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting role person right contract law organisation party risk ethics access global context dependent","sn":"Know your customer","t":"Know your customer","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/know-your-customer/","ui":"Counsel wants know your customer clarified before anyone signs."},{"a":["performance pack"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A report containing selected performance measures and trends.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A report containing selected performance measures and trends.","i":1983,"id":"reporting.kpi-pack","lv":"core","ph":"kpi pack performance pack kpi pack performance pack kpi pack a report containing selected performance measures and trends a report containing selected performance measures and trends can we circulate kpi pack with the assumptions and open questions marked you will see kpi pack in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here kpi pack means a report containing selected performance measures and trends corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"KPI pack","t":"KPI pack","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/kpi-pack/","ui":"Can we circulate kPI pack with the assumptions and open questions marked?"},{"a":["metric tree","driver tree"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A hierarchy showing how lower-level drivers connect to a top-level business outcome.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A map showing which smaller measures drive the main result.","i":1984,"id":"bizpitch.kpi-tree","lv":"working","ph":"kpi tree metric tree driver tree driver tree kpi tree metric tree kpi tree a map showing which smaller measures drive the main result a hierarchy showing how lower level drivers connect to a top level business outcome the kpi tree should make double counting visible you will see kpi tree in business pitches proposals executive summaries and decision decks when the discussion reaches business charts and exhibits it helps a reader interpret business charts and exhibits without confusing the measure decision role or evidence being discussed here kpi tree means a hierarchy showing how lower level drivers connect to a top level business outcome business pitching and presentation materials business pitches decks and decision materials business charts and exhibits startup business corporate investor sales planning pitching submission decision metric standard specification global context dependent","sn":"KPI tree","t":"KPI tree","tp":"Business charts & exhibits","tpid":"business-pitching-artifacts.business-charts","u":"terms/kpi-tree/","ui":"The KPI tree should make double-counting visible."},{"a":["labor cost"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Total employer cost of wages, salaries, benefits and related employment expenses.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Total employer cost of wages, salaries, benefits and related employment expenses.","i":1985,"id":"people.labour-cost","lv":"core","ph":"labour cost labor cost labor cost labour cost labour cost total employer cost of wages salaries benefits and related employment expenses total employer cost of wages salaries benefits and related employment expenses compare labour cost with the same cohort and period before drawing a conclusion you will see labour cost in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here labour cost means total employer cost of wages salaries benefits and related employment expenses people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Labour cost","t":"Labour cost","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/labour-cost/","ui":"Compare labour cost with the same cohort and period before drawing a conclusion."},{"a":["labor productivity"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Output produced per unit of labour input, commonly per hour.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Output produced per unit of labour input, commonly per hour.","i":1986,"id":"bizfinance.labour-productivity","lv":"core","ph":"labour productivity labor productivity labor productivity labour productivity labour productivity output produced per unit of labour input commonly per hour output produced per unit of labour input commonly per hour how are we defining labour productivity in this deck you will see labour productivity in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here labour productivity means output produced per unit of labour input commonly per hour finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Labour productivity","t":"Labour productivity","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/labour-productivity/","ui":"How are we defining labour productivity in this deck?"},{"a":["outcome indicator"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A measure reflecting an outcome after it has occurred.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales","people","operations"],"e":"A measure reflecting an outcome after it has occurred.","i":1987,"id":"marketing.lagging-indicator","lv":"core","ph":"lagging indicator outcome indicator lagging indicator outcome indicator lagging indicator a measure reflecting an outcome after it has occurred a measure reflecting an outcome after it has occurred how are we defining lagging indicator in this deck you will see lagging indicator in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness in attribution incrementality and effectiveness the definition can change who is affected accountable protected or entitled to act here lagging indicator means a measure reflecting an outcome after it has occurred marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness leading indicator startup business corporate marketing sales people operations market research marketing growth reporting people planning employment performance management change management metric standard specification format genre model global context dependent business foundation","sn":"Lagging indicator","t":"Lagging indicator","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/lagging-indicator/","ui":"How are we defining lagging indicator in this deck?"},{"a":[],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Winning a limited initial deployment and growing revenue within the same customer over time.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Winning a limited initial deployment and growing revenue within the same customer over time.","i":1988,"id":"revenue.land-and-expand","lv":"core","ph":"land and expand land and expand land and expand winning a limited initial deployment and growing revenue within the same customer over time winning a limited initial deployment and growing revenue within the same customer over time the launch plan assumes land and expand what evidence supports that assumption you will see land and expand in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here land and expand means winning a limited initial deployment and growing revenue within the same customer over time revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce equipment technology format genre model global context dependent","sn":"Land and expand","t":"Land and expand","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/land-and-expand/","ui":"The launch plan assumes land and expand; what evidence supports that assumption?"},{"a":["delivered cost"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Total cost of obtaining and bringing a product to a destination, including specified logistics and duties.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Total cost of obtaining and bringing a product to a destination, including specified logistics and duties.","i":1989,"id":"operations.landed-cost","lv":"core","ph":"landed cost delivered cost delivered cost landed cost landed cost total cost of obtaining and bringing a product to a destination including specified logistics and duties total cost of obtaining and bringing a product to a destination including specified logistics and duties the operating plan needs an owner and service level for landed cost you will see landed cost in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here landed cost means total cost of obtaining and bringing a product to a destination including specified logistics and duties operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Landed cost","t":"Landed cost","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/landed-cost/","ui":"The operating plan needs an owner and service level for landed cost."},{"a":["waste-diversion rate"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The proportion of waste not sent to landfill.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The proportion of waste not sent to landfill.","i":1990,"id":"sustainability.landfill-diversion-rate","lv":"working","ph":"landfill diversion rate waste diversion rate landfill diversion rate waste diversion rate landfill diversion rate the proportion of waste not sent to landfill the proportion of waste not sent to landfill how are we defining landfill diversion rate in this deck you will see landfill diversion rate in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here landfill diversion rate means the proportion of waste not sent to landfill sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification risk ethics access global context dependent","sn":"Landfill diversion rate","t":"Landfill diversion rate","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/landfill-diversion-rate/","ui":"How are we defining landfill diversion rate in this deck?"},{"a":["destination page"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The first page or screen reached from a campaign or link.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The first page or screen reached from a campaign or link.","i":1991,"id":"marketing.landing-page","lv":"core","ph":"landing page destination page destination page landing page landing page the first page or screen reached from a campaign or link the first page or screen reached from a campaign or link how are we defining landing page in this deck you will see landing page in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here landing page means the first page or screen reached from a campaign or link marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Landing page","t":"Landing page","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/landing-page/","ui":"How are we defining landing page in this deck?"},{"a":["LLM"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A model trained on large amounts of language data to generate or analyse text and related representations.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"An AI model that works with language.","i":1992,"id":"product.large-language-model","lv":"core","ph":"large language model llm large language model llm large language model an ai model that works with language a model trained on large amounts of language data to generate or analyse text and related representations the large language model drafts a response for human review you will see large language model in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here large language model means a model trained on large amounts of language data to generate or analyse text and related representations product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology format genre model global context dependent","sn":"Large language model","t":"Large language model","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/large-language-model/","ui":"The large language model drafts a response for human review."},{"a":["last touch"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Attribution giving all credit to the final measured click before conversion.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Attribution giving all credit to the final measured click before conversion.","i":1993,"id":"marketing.last-click-attribution","lv":"core","ph":"last click attribution last touch last click attribution last touch last click attribution attribution giving all credit to the final measured click before conversion attribution giving all credit to the final measured click before conversion compare last click attribution with the same cohort and period before drawing a conclusion you will see last click attribution in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here last click attribution means attribution giving all credit to the final measured click before conversion marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Last-click attribution","t":"Last-click attribution","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/last-click-attribution/","ui":"Compare last-click attribution with the same cohort and period before drawing a conclusion."},{"a":["final-mile delivery"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The final delivery stage to the customer or destination.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The final delivery stage to the customer or destination.","i":1994,"id":"operations.last-mile","lv":"core","ph":"last mile final mile delivery final mile delivery last mile last mile the final delivery stage to the customer or destination the final delivery stage to the customer or destination can we show the capacity constraint behind last mile you will see last mile in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here last mile means the final delivery stage to the customer or destination operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process status decision global context dependent","sn":"Last mile","t":"Last mile","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/last-mile/","ui":"Can we show the capacity constraint behind last mile?"},{"a":["LTM","trailing twelve months","TTM"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The most recent twelve-month period, not necessarily a fiscal year.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The most recent twelve-month period, not necessarily a fiscal year.","i":1995,"id":"reporting.last-twelve-months","lv":"core","ph":"last twelve months ltm trailing twelve months ttm last twelve months ltm trailing twelve months ttm last twelve months the most recent twelve month period not necessarily a fiscal year the most recent twelve month period not necessarily a fiscal year attach the latest last twelve months to the decision pack before the meeting you will see last twelve months in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here last twelve months means the most recent twelve month period not necessarily a fiscal year corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Last twelve months","t":"Last twelve months","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/last-twelve-months/","ui":"Attach the latest last twelve months to the decision pack before the meeting."},{"a":["delinquent filing"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A filing submitted after the required deadline.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A filing submitted after the required deadline.","i":1996,"id":"reporting.late-filing","lv":"working","ph":"late filing delinquent filing delinquent filing late filing late filing a filing submitted after the required deadline a filing submitted after the required deadline can we circulate late filing with the assumptions and open questions marked you will see late filing in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here late filing means a filing submitted after the required deadline corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Late filing","t":"Late filing","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/late-filing/","ui":"Can we circulate late filing with the assumptions and open questions marked?"},{"a":["late board paper"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A board document circulated after the agreed deadline.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A board document circulated after the agreed deadline.","i":1997,"id":"reporting.late-paper","lv":"working","ph":"late paper late board paper late board paper late paper late paper a board document circulated after the agreed deadline a board document circulated after the agreed deadline can we circulate late paper with the assumptions and open questions marked you will see late paper in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here late paper means a board document circulated after the agreed deadline corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Late paper","t":"Late paper","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/late-paper/","ui":"Can we circulate late paper with the assumptions and open questions marked?"},{"a":[],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A mature private-company stage with substantial scale, often preparing for large financing, strategic sale or public markets.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A large private company nearing major liquidity or public-market readiness.","i":1998,"id":"startup.late-stage","lv":"working","ph":"late stage late stage late stage a large private company nearing major liquidity or public market readiness a mature private company stage with substantial scale often preparing for large financing strategic sale or public markets late stage investors will test governance and predictability more heavily you will see late stage in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here late stage means a mature private company stage with substantial scale often preparing for large financing strategic sale or public markets startups venture and fundraising startup formation venture capital and fundraising startup stages and company states startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce format genre model organisation party status decision global context dependent","sn":"Late-stage","t":"Late-stage","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/late-stage/","ui":"Late-stage investors will test governance and predictability more heavily."},{"a":["response delay"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The delay between an action or request and its response.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"How long the system takes to respond.","i":1999,"id":"product.latency","lv":"core","ph":"latency response delay latency response delay latency how long the system takes to respond the delay between an action or request and its response latency increased for users far from the data region you will see latency in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here latency means the delay between an action or request and its response product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations right contract law equipment technology global context dependent","sn":"Latency","t":"Latency","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/latency/","ui":"Latency increased for users far from the data region."},{"a":["hidden demand"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Potential demand not yet expressed because customers lack awareness, access or an adequate solution.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Customer demand that exists but is not yet visible.","i":2000,"id":"strategy.latent-demand","lv":"working","ph":"latent demand hidden demand hidden demand latent demand latent demand customer demand that exists but is not yet visible potential demand not yet expressed because customers lack awareness access or an adequate solution the latent demand claim needs more than survey enthusiasm you will see latent demand in strategy decks market analyses business plans and planning workshops when the discussion reaches needs jobs and value propositions it helps a reader interpret needs jobs and value propositions without confusing the measure decision role or evidence being discussed here latent demand means potential demand not yet expressed because customers lack awareness access or an adequate solution strategy markets and business models strategy market analysis and business models needs jobs and value propositions startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Latent demand","t":"Latent demand","tp":"Needs, jobs & value propositions","tpid":"strategy-market-models.customer-needs","u":"terms/latent-demand/","ui":"The latent-demand claim needs more than survey enthusiasm."},{"a":["sideways move"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Movement to a role at a similar level, often to broaden experience.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Movement to a role at a similar level, often to broaden experience.","i":2001,"id":"people.lateral-move","lv":"core","ph":"lateral move sideways move lateral move sideways move lateral move movement to a role at a similar level often to broaden experience movement to a role at a similar level often to broaden experience bring lateral move into the next review before the decision gets made around them you will see lateral move in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here lateral move means movement to a role at a similar level often to broaden experience people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Lateral move","t":"Lateral move","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/lateral-move/","ui":"Bring lateral move into the next review before the decision gets made around them."},{"a":["LE"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The organisation's current best estimate of period-end results.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The organisation's current best estimate of period-end results.","i":2002,"id":"bizfinance.latest-estimate","lv":"working","ph":"latest estimate le latest estimate le latest estimate the organisations current best estimate of period end results the organisations current best estimate of period end results can you walk me through how latest estimate works in the model you will see latest estimate in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here latest estimate means the organisations current best estimate of period end results finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process organisation party global context dependent","sn":"Latest estimate","t":"Latest estimate","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/latest-estimate/","ui":"Can you walk me through how latest estimate works in the model?"},{"a":["product launch"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The coordinated introduction of a product, feature or offer to a market or audience.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The product or feature is introduced to the market.","i":2003,"id":"product.launch","lv":"core","ph":"launch product launch launch product launch launch the product or feature is introduced to the market the coordinated introduction of a product feature or offer to a market or audience launch is a moment adoption is the longer job you will see launch in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here launch means the coordinated introduction of a product feature or offer to a market or audience product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model status decision global context dependent business","sn":"Launch","t":"Launch","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/launch/","ui":"Launch is a moment; adoption is the longer job."},{"a":["legal basis"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The legal ground relied on for processing personal data under an applicable privacy regime.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The legal ground relied on for processing personal data under an applicable privacy regime.","i":2004,"id":"governance.lawful-basis","lv":"core","ph":"lawful basis legal basis lawful basis legal basis lawful basis the legal ground relied on for processing personal data under an applicable privacy regime the legal ground relied on for processing personal data under an applicable privacy regime do not describe lawful basis as agreed until the operative document says so you will see lawful basis in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here lawful basis means the legal ground relied on for processing personal data under an applicable privacy regime corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law equipment technology workflow process risk ethics access global context dependent","sn":"Lawful basis","t":"Lawful basis","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/lawful-basis/","ui":"Do not describe lawful basis as agreed until the operative document says so."},{"a":["management layer"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A level in the management hierarchy.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A level in the management hierarchy.","i":2005,"id":"people.layer","lv":"core","ph":"layer management layer layer management layer layer a level in the management hierarchy a level in the management hierarchy who is accountable for layer and who is affected by it you will see layer in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here layer means a level in the management hierarchy people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management workflow process organisation party global context dependent","sn":"Layer","t":"Layer","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/layer/","ui":"Who is accountable for layer, and who is affected by it?"},{"a":["job cut"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Employer-initiated separation or temporary suspension, meaning varying by jurisdiction.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Employer-initiated separation or temporary suspension, meaning varying by jurisdiction.","i":2006,"id":"people.layoff","lv":"core","ph":"layoff job cut job cut layoff layoff employer initiated separation or temporary suspension meaning varying by jurisdiction employer initiated separation or temporary suspension meaning varying by jurisdiction do not describe layoff as agreed until the operative document says so you will see layoff in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here layoff means employer initiated separation or temporary suspension meaning varying by jurisdiction people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact metric standard specification workflow process organisation party global context dependent","sn":"Layoff","t":"Layoff","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/layoff/","ui":"Do not describe layoff as agreed until the operative document says so."},{"a":["sales lead"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A person or organisation that may have interest in an offer but has not yet been qualified as a sales opportunity.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A person or organisation that may have interest in an offer but has not yet been qualified as a sales opportunity.","i":2007,"id":"revenue.lead.revenue-sales-gtm-buyer-roles","lv":"core","ph":"lead sales lead lead sales lead lead a person or organisation that may have interest in an offer but has not yet been qualified as a sales opportunity a person or organisation that may have interest in an offer but has not yet been qualified as a sales opportunity sales needs one agreed definition of lead before the forecast review you will see lead in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here lead means a person or organisation that may have interest in an offer but has not yet been qualified as a sales opportunity revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles prospect startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce organisation party global context dependent business","sn":"Lead","t":"Lead","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/lead/","ui":"Sales needs one agreed definition of lead before the forecast review."},{"a":["lead gen"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Activity designed to identify or attract potential customers.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Activity designed to identify or attract potential customers.","i":2008,"id":"revenue.lead-generation","lv":"core","ph":"lead generation lead gen lead gen lead generation lead generation activity designed to identify or attract potential customers activity designed to identify or attract potential customers how are we defining lead generation in this deck you will see lead generation in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here lead generation means activity designed to identify or attract potential customers revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce format genre model global context dependent","sn":"Lead generation","t":"Lead generation","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/lead-generation/","ui":"How are we defining lead generation in this deck?"},{"a":["senior independent director","SID"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An independent director designated to coordinate independent board leadership, especially where the chair is not independent.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An independent director designated to coordinate independent board leadership, especially where the chair is not independent.","i":2009,"id":"governance.lead-independent-director","lv":"working","ph":"lead independent director senior independent director sid lead independent director senior independent director sid lead independent director an independent director designated to coordinate independent board leadership especially where the chair is not independent an independent director designated to coordinate independent board leadership especially where the chair is not independent the board paper must state who owns and approves lead independent director you will see lead independent director in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here lead independent director means an independent director designated to coordinate independent board leadership especially where the chair is not independent corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Lead independent director","t":"Lead independent director","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/lead-independent-director/","ui":"The board paper must state who owns and approves lead independent director."},{"a":["round lead","financing lead"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The investor expected to set or negotiate terms and anchor a round.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The main investor in the round.","i":2010,"id":"startup.lead-investor","lv":"core","ph":"lead investor round lead financing lead financing lead lead investor round lead lead investor the main investor in the round the investor expected to set or negotiate terms and anchor a round the company wants a lead investor before filling smaller allocations you will see lead investor in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here lead investor means the investor expected to set or negotiate terms and anchor a round startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance role person finance commerce workflow process organisation party global context dependent startup","sn":"Lead investor","t":"Lead investor","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/lead-investor/","ui":"The company wants a lead investor before filling smaller allocations."},{"a":["gated content"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A resource offered in exchange for contact details or another action.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A resource offered in exchange for contact details or another action.","i":2011,"id":"marketing.lead-magnet","lv":"core","ph":"lead magnet gated content gated content lead magnet lead magnet a resource offered in exchange for contact details or another action a resource offered in exchange for contact details or another action define lead magnet before we compare campaign performance you will see lead magnet in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here lead magnet means a resource offered in exchange for contact details or another action marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Lead magnet","t":"Lead magnet","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/lead-magnet/","ui":"Define lead magnet before we compare campaign performance."},{"a":["delivery lead time","end-to-end time"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The elapsed time from request or commitment to delivery.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology","operations","procurement","sales"],"e":"How long the customer waits from request to completion.","i":2012,"id":"product.lead-time","lv":"core","ph":"lead time delivery lead time end to end time delivery lead time end to end time lead time lead time how long the customer waits from request to completion the elapsed time from request or commitment to delivery lead time includes time before active work begins you will see lead time in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery in agile and scrum delivery the definition can change ownership capacity process cost or safety decisions here lead time means the elapsed time from request or commitment to delivery product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology operations procurement sales product discovery product development testing launch operations procurement quality control risk management delivery equipment technology global context dependent","sn":"Lead time","t":"Lead time","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/lead-time/","ui":"Lead time includes time before active work begins."},{"a":["lead conversion rate"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The proportion of leads that become qualified sales opportunities.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The proportion of leads that become qualified sales opportunities.","i":2013,"id":"revenue.lead-to-opportunity-rate","lv":"working","ph":"lead to opportunity rate lead conversion rate lead conversion rate lead to opportunity rate lead to opportunity rate the proportion of leads that become qualified sales opportunities the proportion of leads that become qualified sales opportunities how are we defining lead to opportunity rate in this deck you will see lead to opportunity rate in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here lead to opportunity rate means the proportion of leads that become qualified sales opportunities revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce format genre model global context dependent","sn":"Lead-to-opportunity rate","t":"Lead-to-opportunity rate","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/lead-to-opportunity-rate/","ui":"How are we defining lead-to-opportunity rate in this deck?"},{"a":["advanced user"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A user whose needs are ahead of the broader market and may reveal future demand.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A user facing needs the wider market may have later.","i":2014,"id":"strategy.lead-user","lv":"working","ph":"lead user advanced user advanced user lead user lead user a user facing needs the wider market may have later a user whose needs are ahead of the broader market and may reveal future demand lead user research shaped the enterprise roadmap you will see lead user in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here lead user means a user whose needs are ahead of the broader market and may reveal future demand strategy markets and business models strategy market analysis and business models customers users and segmentation startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Lead user","t":"Lead user","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/lead-user/","ui":"Lead-user research shaped the enterprise roadmap."},{"a":["forward indicator","predictive indicator"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A measure expected to signal future performance or change.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","marketing","sales","people","operations"],"e":"A measure expected to signal future performance or change.","i":2015,"id":"people.leading-indicator","lv":"core","ph":"leading indicator forward indicator predictive indicator forward indicator leading indicator predictive indicator leading indicator a measure expected to signal future performance or change a measure expected to signal future performance or change the number is useful only if everyone calculates leading indicator the same way you will see leading indicator in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here leading indicator means a measure expected to signal future performance or change people organisation and change organisation design people systems and change okrs kpis and performance goals lagging indicator startup business corporate marketing sales people operations market research marketing growth reporting people planning employment performance management change management metric standard specification organisation party global context dependent business foundation","sn":"Leading indicator","t":"Leading indicator","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/leading-indicator/","ui":"The number is useful only if everyone calculates leading indicator the same way."},{"a":["biased question"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A question framed in a way that nudges a preferred answer.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A question framed in a way that nudges a preferred answer.","i":2016,"id":"marketing.leading-question","lv":"core","ph":"leading question biased question biased question leading question leading question a question framed in a way that nudges a preferred answer a question framed in a way that nudges a preferred answer which sample and method support the conclusion about leading question you will see leading question in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here leading question means a question framed in a way that nudges a preferred answer marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Leading question","t":"Leading question","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/leading-question/","ui":"Which sample and method support the conclusion about leading question?"},{"a":["information leak"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Unauthorised release of confidential or market-sensitive information.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Unauthorised release of confidential or market-sensitive information.","i":2017,"id":"reporting.leak","lv":"core","ph":"leak information leak information leak leak leak unauthorised release of confidential or market sensitive information unauthorised release of confidential or market sensitive information do not describe leak as agreed until the operative document says so you will see leak in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here leak means unauthorised release of confidential or market sensitive information corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce format genre model global context dependent","sn":"Leak","t":"Leak","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/leak/","ui":"Do not describe leak as agreed until the operative document says so."},{"a":["funnel drop-off"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Loss of people or value between stages of a funnel or process.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Loss of people or value between stages of a funnel or process.","i":2018,"id":"marketing.leakage","lv":"core","ph":"leakage funnel drop off funnel drop off leakage leakage loss of people or value between stages of a funnel or process loss of people or value between stages of a funnel or process compare leakage with the baseline cohort before calling it growth you will see leakage in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here leakage means loss of people or value between stages of a funnel or process marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting workflow process format genre model status decision global context dependent","sn":"Leakage","t":"Leakage","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/leakage/","ui":"Compare leakage with the baseline cohort before calling it growth."},{"a":["lean management"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A management approach focused on customer value, flow and removal of waste.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A management approach focused on customer value, flow and removal of waste.","i":2019,"id":"operations.lean","lv":"core","ph":"lean lean management lean lean management lean a management approach focused on customer value flow and removal of waste a management approach focused on customer value flow and removal of waste the operating model needs to show how lean works in practice you will see lean in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here lean means a management approach focused on customer value flow and removal of waste operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process global context dependent","sn":"Lean","t":"Lean","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/lean/","ui":"The operating model needs to show how lean works in practice."},{"a":["lean business canvas"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A one-page startup framework emphasising problem, solution, metrics, advantage and early customer segments.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A one-page map for testing a startup idea.","i":2020,"id":"strategy.lean-canvas","lv":"core","ph":"lean canvas lean business canvas lean business canvas lean canvas lean canvas a one page map for testing a startup idea a one page startup framework emphasising problem solution metrics advantage and early customer segments treat every lean canvas box as a hypothesis you will see lean canvas in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here lean canvas means a one page startup framework emphasising problem solution metrics advantage and early customer segments strategy markets and business models strategy market analysis and business models business model canvas and lean canvas startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification role person equipment technology format genre model global context dependent","sn":"Lean Canvas","t":"Lean Canvas","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/lean-canvas/","ui":"Treat every Lean Canvas box as a hypothesis."},{"a":["LSS"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"An improvement approach combining flow and waste reduction with variation and defect reduction.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"An improvement approach combining flow and waste reduction with variation and defect reduction.","i":2021,"id":"operations.lean-six-sigma","lv":"working","ph":"lean six sigma lss lean six sigma lss lean six sigma an improvement approach combining flow and waste reduction with variation and defect reduction an improvement approach combining flow and waste reduction with variation and defect reduction the operating model needs to show how lean six sigma works in practice you will see lean six sigma in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here lean six sigma means an improvement approach combining flow and waste reduction with variation and defect reduction operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Lean Six Sigma","t":"Lean Six Sigma","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/lean-six-sigma/","ui":"The operating model needs to show how lean Six Sigma works in practice."},{"a":["training completion"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Completed required learning divided by assigned learning.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Completed required learning divided by assigned learning.","i":2022,"id":"people.learning-completion-rate","lv":"core","ph":"learning completion rate training completion learning completion rate training completion learning completion rate completed required learning divided by assigned learning completed required learning divided by assigned learning compare learning completion rate with the same cohort and period before drawing a conclusion you will see learning completion rate in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here learning completion rate means completed required learning divided by assigned learning people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Learning completion rate","t":"Learning completion rate","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/learning-completion-rate/","ui":"Compare learning completion rate with the same cohort and period before drawing a conclusion."},{"a":["experience curve"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Efficiency or quality improvement gained through accumulated experience.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Repetition helps the organisation perform better.","i":2023,"id":"strategy.learning-curve","lv":"core","ph":"learning curve experience curve experience curve learning curve learning curve repetition helps the organisation perform better efficiency or quality improvement gained through accumulated experience the learning curve lowers installation time every quarter you will see learning curve in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here learning curve means efficiency or quality improvement gained through accumulated experience strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Learning curve","t":"Learning curve","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/learning-curve/","ui":"The learning curve lowers installation time every quarter."},{"a":["rental agreement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contract granting use or possession of property or equipment for a period in return for payment.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A contract granting use or possession of property or equipment for a period in return for payment.","i":2024,"id":"governance.lease","lv":"core","ph":"lease rental agreement lease rental agreement lease a contract granting use or possession of property or equipment for a period in return for payment a contract granting use or possession of property or equipment for a period in return for payment can we state who receives the right created by lease and when it applies you will see lease in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here lease means a contract granting use or possession of property or equipment for a period in return for payment corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Lease","t":"Lease","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/lease/","ui":"Can we state who receives the right created by lease, and when it applies?"},{"a":["lease obligation"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The recognised obligation to make lease payments under applicable accounting rules.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The recognised obligation to make lease payments under applicable accounting rules.","i":2025,"id":"bizfinance.lease-liability","lv":"working","ph":"lease liability lease obligation lease liability lease obligation lease liability the recognised obligation to make lease payments under applicable accounting rules the recognised obligation to make lease payments under applicable accounting rules the draft mentions lease liability but the scope and jurisdiction are still unclear you will see lease liability in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here lease liability means the recognised obligation to make lease payments under applicable accounting rules finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce right contract law global context dependent","sn":"Lease liability","t":"Lease liability","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/lease-liability/","ui":"The draft mentions lease liability, but the scope and jurisdiction are still unclear."},{"a":["principle of least privilege"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The principle of granting only the access needed for a task and no more.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Give people and systems the minimum access they need.","i":2026,"id":"product.least-privilege","lv":"core","ph":"least privilege principle of least privilege least privilege principle of least privilege least privilege give people and systems the minimum access they need the principle of granting only the access needed for a task and no more apply least privilege to service accounts you will see least privilege in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here least privilege means the principle of granting only the access needed for a task and no more product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations right contract law equipment technology global context dependent","sn":"Least privilege","t":"Least privilege","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/least-privilege/","ui":"Apply least privilege to service accounts."},{"a":[],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"Material intended to remain with the audience after a meeting and work without the presenter.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A document people can read after the pitch.","i":2027,"id":"bizpitch.leave-behind","lv":"core","ph":"leave behind leave behind leave behind a document people can read after the pitch material intended to remain with the audience after a meeting and work without the presenter the leave behind needs more explanation than the live deck you will see leave behind in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here leave behind means material intended to remain with the audience after a meeting and work without the presenter business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Leave-behind","t":"Leave-behind","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/leave-behind/","ui":"The leave-behind needs more explanation than the live deck."},{"a":["legacy technology"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An older system still in use that may constrain change, support or integration.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"An old system the organisation still depends on.","i":2028,"id":"product.legacy-system","lv":"core","ph":"legacy system legacy technology legacy system legacy technology legacy system an old system the organisation still depends on an older system still in use that may constrain change support or integration the legacy system contains the authoritative customer record you will see legacy system in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here legacy system means an older system still in use that may constrain change support or integration product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology global context dependent","sn":"Legacy system","t":"Legacy system","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/legacy-system/","ui":"The legacy system contains the authoritative customer record."},{"a":["legal DD"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Review of corporate records, contracts, disputes, compliance and legal rights or obligations.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Lawyers check the company's legal position.","i":2029,"id":"startup.legal-due-diligence","lv":"working","ph":"legal due diligence legal dd legal dd legal due diligence legal due diligence lawyers check the companys legal position review of corporate records contracts disputes compliance and legal rights or obligations legal due diligence identified an ip assignment gap you will see legal due diligence in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here legal due diligence means review of corporate records contracts disputes compliance and legal rights or obligations startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms startup investor finance corporate fundraising financing due diligence governance document artifact metric standard specification finance commerce right contract law equipment technology workflow process organisation party global context dependent","sn":"Legal due diligence","t":"Legal due diligence","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/legal-due-diligence/","ui":"Legal due diligence identified an IP assignment gap."},{"a":["juridical entity"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An organisation recognised by law as having rights and obligations separate from particular individuals.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An organisation recognised by law as having rights and obligations separate from particular individuals.","i":2030,"id":"governance.legal-entity","lv":"core","ph":"legal entity juridical entity juridical entity legal entity legal entity an organisation recognised by law as having rights and obligations separate from particular individuals an organisation recognised by law as having rights and obligations separate from particular individuals do not describe legal entity as agreed until the operative document says so you will see legal entity in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here legal entity means an organisation recognised by law as having rights and obligations separate from particular individuals corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law organisation party global context dependent","sn":"Legal entity","t":"Legal entity","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/legal-entity/","ui":"Do not describe legal entity as agreed until the operative document says so."},{"a":["contract review","copy clearance"],"amb":["Copy clearance"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Review of contract, regulatory and liability issues before agreement.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product","marketing"],"e":"Review of contract, regulatory and liability issues before agreement.","i":2031,"id":"revenue.legal-review","lv":"core","ph":"legal review contract review copy clearance contract review copy clearance legal review legal review review of contract regulatory and liability issues before agreement review of contract regulatory and liability issues before agreement counsel wants legal review clarified before anyone signs you will see legal review in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification in sales process and qualification a loose definition can change rights obligations approval disclosure or enforceability here legal review means review of contract regulatory and liability issues before agreement revenue sales and go to market go to market sales pricing and customer success sales process and qualification copy clearance startup business corporate sales finance product marketing go to market sales contracting customer success renewal market research marketing growth reporting document artifact finance commerce right contract law workflow process global context dependent","sn":"Legal review","t":"Legal review","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/legal-review/","ui":"Counsel wants legal review clarified before anyone signs."},{"a":["legal approver"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A stakeholder reviewing contract, regulatory, data and liability terms.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A stakeholder reviewing contract, regulatory, data and liability terms.","i":2032,"id":"revenue.legal-reviewer","lv":"working","ph":"legal reviewer legal approver legal approver legal reviewer legal reviewer a stakeholder reviewing contract regulatory data and liability terms a stakeholder reviewing contract regulatory data and liability terms do not describe legal reviewer as agreed until the operative document says so you will see legal reviewer in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here legal reviewer means a stakeholder reviewing contract regulatory data and liability terms revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles startup business corporate sales finance product go to market sales contracting customer success renewal document artifact role person finance commerce right contract law equipment technology workflow process global context dependent","sn":"Legal reviewer","t":"Legal reviewer","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/legal-reviewer/","ui":"Do not describe legal reviewer as agreed until the operative document says so."},{"a":["legal exposure","climate legal risk"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Risk arising from laws, contracts, disputes or unenforceable rights.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people","sustainability","operations"],"e":"Risk arising from laws, contracts, disputes or unenforceable rights.","i":2033,"id":"governance.legal-risk","lv":"core","ph":"legal risk legal exposure climate legal risk climate legal risk legal exposure legal risk legal risk risk arising from laws contracts disputes or unenforceable rights risk arising from laws contracts disputes or unenforceable rights do not describe legal risk as agreed until the operative document says so you will see legal risk in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here legal risk means risk arising from laws contracts disputes or unenforceable rights corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people sustainability operations governance contracting compliance risk management reporting strategy sustainability reporting disclosure assurance document artifact right contract law risk ethics access global context dependent","sn":"Legal risk","t":"Legal risk","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/legal-risk/","ui":"Do not describe legal risk as agreed until the operative document says so."},{"a":["legitimate-interest basis"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A lawful-basis concept requiring a documented balancing of interests under regimes that recognise it.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A lawful-basis concept requiring a documented balancing of interests under regimes that recognise it.","i":2034,"id":"governance.legitimate-interests","lv":"working","ph":"legitimate interests legitimate interest basis legitimate interest basis legitimate interests legitimate interests a lawful basis concept requiring a documented balancing of interests under regimes that recognise it a lawful basis concept requiring a documented balancing of interests under regimes that recognise it which version of legitimate interests should the board treat as current you will see legitimate interests in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here legitimate interests means a lawful basis concept requiring a documented balancing of interests under regimes that recognise it corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law equipment technology risk ethics access global context dependent","sn":"Legitimate interests","t":"Legitimate interests","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/legitimate-interests/","ui":"Which version of legitimate interests should the board treat as current?"},{"a":["debt deck"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation designed for banks or debt investors, focusing on cash flow, leverage, covenant headroom and repayment.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A deck showing why a borrower can repay.","i":2035,"id":"bizpitch.lender-deck","lv":"working","ph":"lender deck debt deck debt deck lender deck lender deck a deck showing why a borrower can repay a presentation designed for banks or debt investors focusing on cash flow leverage covenant headroom and repayment the lender deck needs a downside case with covenant headroom you will see lender deck in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here lender deck means a presentation designed for banks or debt investors focusing on cash flow leverage covenant headroom and repayment business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact role person right contract law global context dependent","sn":"Lender deck","t":"Lender deck","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/lender-deck/","ui":"The lender deck needs a downside case with covenant headroom."},{"a":["bank presentation","debt presentation"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation to banks or other creditors explaining repayment capacity, security, risks and financing needs.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A business explains why it can safely repay borrowed money.","i":2036,"id":"bizpitch.lender-presentation","lv":"working","ph":"lender presentation bank presentation debt presentation bank presentation debt presentation lender presentation lender presentation a business explains why it can safely repay borrowed money a presentation to banks or other creditors explaining repayment capacity security risks and financing needs the lender presentation should lead with cash generation and downside protection you will see lender presentation in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here lender presentation means a presentation to banks or other creditors explaining repayment capacity security risks and financing needs business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations startup business corporate investor sales planning pitching submission decision equipment technology risk ethics access global context dependent","sn":"Lender presentation","t":"Lender presentation","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/lender-presentation/","ui":"The lender presentation should lead with cash generation and downside protection."},{"a":["learning review"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Recorded insights from completed work intended to improve future performance.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Recorded insights from completed work intended to improve future performance.","i":2037,"id":"operations.lessons-learned","lv":"core","ph":"lessons learned learning review learning review lessons learned lessons learned recorded insights from completed work intended to improve future performance recorded insights from completed work intended to improve future performance can we remove the ambiguity around lessons learned before the process changes you will see lessons learned in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here lessons learned means recorded insights from completed work intended to improve future performance operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Lessons learned","t":"Lessons learned","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/lessons-learned/","ui":"Can we remove the ambiguity around lessons learned before the process changes?"},{"a":["lessons learnt"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A review capturing insights and actions after an event or project.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A review capturing insights and actions after an event or project.","i":2038,"id":"operations.lessons-learned-review","lv":"core","ph":"lessons learned review lessons learnt lessons learned review lessons learnt lessons learned review a review capturing insights and actions after an event or project a review capturing insights and actions after an event or project can we separate the likelihood of lessons learned review from its potential impact you will see lessons learned review in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here lessons learned review means a review capturing insights and actions after an event or project operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Lessons-learned review","t":"Lessons-learned review","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/lessons-learned-review/","ui":"Can we separate the likelihood of lessons-learned review from its potential impact?"},{"a":["LOI"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A document recording intended transaction terms, with binding effect depending on drafting.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A document that records intended transaction terms, with binding effect depending on drafting.","i":2039,"id":"governance.letter-of-intent","lv":"core","ph":"letter of intent loi letter of intent loi letter of intent a document that records intended transaction terms with binding effect depending on drafting a document recording intended transaction terms with binding effect depending on drafting which version of letter of intent should the board treat as current you will see letter of intent in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here letter of intent means a document recording intended transaction terms with binding effect depending on drafting corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Letter of intent","t":"Letter of intent","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/letter-of-intent/","ui":"Which version of letter of intent should the board treat as current?"},{"a":["financial leverage"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Use or level of debt relative to earnings, assets or equity.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Use or level of debt relative to earnings, assets or equity.","i":2040,"id":"bizfinance.leverage","lv":"core","ph":"leverage financial leverage financial leverage leverage leverage use or level of debt relative to earnings assets or equity use or level of debt relative to earnings assets or equity state the period currency and accounting basis for leverage you will see leverage in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here leverage means use or level of debt relative to earnings assets or equity finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Leverage","t":"Leverage","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/leverage/","ui":"State the period, currency and accounting basis for leverage."},{"a":["LBO"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An acquisition financed substantially with debt secured by or repaid from the target business.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A buyer uses significant borrowed money to buy a company.","i":2041,"id":"startup.leveraged-buyout","lv":"working","ph":"leveraged buyout lbo lbo leveraged buyout leveraged buyout a buyer uses significant borrowed money to buy a company an acquisition financed substantially with debt secured by or repaid from the target business the leveraged buyout depends on stable cash generation you will see leveraged buyout in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here leveraged buyout means an acquisition financed substantially with debt secured by or repaid from the target business startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Leveraged buyout","t":"Leveraged buyout","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/leveraged-buyout/","ui":"The leveraged buyout depends on stable cash generation."},{"a":["LBO model"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A model estimating acquisition returns under a debt-financed ownership structure.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A model estimating acquisition returns under a debt-financed ownership structure.","i":2042,"id":"bizfinance.leveraged-buyout-model","lv":"specialist","ph":"leveraged buyout model lbo model lbo model leveraged buyout model leveraged buyout model a model estimating acquisition returns under a debt financed ownership structure a model estimating acquisition returns under a debt financed ownership structure run a downside case for leveraged buyout model before the review you will see leveraged buyout model in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here leveraged buyout model means a model estimating acquisition returns under a debt financed ownership structure finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing role person finance commerce equipment technology format genre model global context dependent","sn":"Leveraged buyout model","t":"Leveraged buyout model","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/leveraged-buyout-model/","ui":"Run a downside case for leveraged buyout model before the review."},{"a":["equity beta"],"amb":["equity beta"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Beta reflecting operating and financial risk including leverage.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Beta reflecting operating and financial risk including leverage.","i":2043,"id":"bizfinance.levered-beta","lv":"specialist","ph":"levered beta equity beta equity beta levered beta levered beta beta reflecting operating and financial risk including leverage beta reflecting operating and financial risk including leverage the range matters more than a false point estimate for levered beta you will see levered beta in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here levered beta means beta reflecting operating and financial risk including leverage finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value beta startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce workflow process risk ethics access global context dependent","sn":"Levered beta","t":"Levered beta","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/levered-beta/","ui":"The range matters more than a false point estimate for levered beta."},{"a":["LFCF"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Cash flow after specified debt service and financing effects.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Cash flow after specified debt service and financing effects.","i":2044,"id":"bizfinance.levered-free-cash-flow","lv":"working","ph":"levered free cash flow lfcf levered free cash flow lfcf levered free cash flow cash flow after specified debt service and financing effects cash flow after specified debt service and financing effects compare levered free cash flow with the same cohort and period before drawing a conclusion you will see levered free cash flow in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here levered free cash flow means cash flow after specified debt service and financing effects finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Levered free cash flow","t":"Levered free cash flow","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/levered-free-cash-flow/","ui":"Compare levered free cash flow with the same cohort and period before drawing a conclusion."},{"a":["obligation"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A present obligation to transfer an economic resource as a result of past events under the applicable framework.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A present obligation to transfer an economic resource as a result of past events under the applicable framework.","i":2045,"id":"bizfinance.liability","lv":"core","ph":"liability obligation liability obligation liability a present obligation to transfer an economic resource as a result of past events under the applicable framework a present obligation to transfer an economic resource as a result of past events under the applicable framework the draft mentions liability but the scope and jurisdiction are still unclear you will see liability in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here liability means a present obligation to transfer an economic resource as a result of past events under the applicable framework finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce right contract law format genre model global context dependent","sn":"Liability","t":"Liability","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/liability/","ui":"The draft mentions liability, but the scope and jurisdiction are still unclear."},{"a":["cap on liability"],"amb":["Liability cap"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The maximum liability recoverable under specified circumstances.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"The maximum liability recoverable under specified circumstances.","i":2046,"id":"governance.liability-cap","lv":"core","ph":"liability cap cap on liability cap on liability liability cap liability cap the maximum liability recoverable under specified circumstances the maximum liability recoverable under specified circumstances do not describe liability cap as agreed until the operative document says so you will see liability cap in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here liability cap means the maximum liability recoverable under specified circumstances corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language limitation of liability startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact right contract law global context dependent","sn":"Liability cap","t":"Liability cap","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/liability-cap/","ui":"Do not describe liability cap as agreed until the operative document says so."},{"a":["license"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Formal permission to conduct a regulated activity, subject to conditions.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Formal permission to conduct a regulated activity, subject to conditions.","i":2047,"id":"governance.licence","lv":"core","ph":"licence license licence license licence formal permission to conduct a regulated activity subject to conditions formal permission to conduct a regulated activity subject to conditions counsel wants licence clarified before anyone signs you will see licence in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here licence means formal permission to conduct a regulated activity subject to conditions corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Licence","t":"Licence","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/licence/","ui":"Counsel wants licence clarified before anyone signs."},{"a":["license agreement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contract granting permission to use specified intellectual property or rights.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A contract granting permission to use specified intellectual property or rights.","i":2048,"id":"governance.licence-agreement","lv":"core","ph":"licence agreement license agreement licence agreement license agreement licence agreement a contract granting permission to use specified intellectual property or rights a contract granting permission to use specified intellectual property or rights can we state who receives the right created by licence agreement and when it applies you will see licence agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here licence agreement means a contract granting permission to use specified intellectual property or rights corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact right contract law global context dependent","sn":"Licence agreement","t":"Licence agreement","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/licence-agreement/","ui":"Can we state who receives the right created by licence agreement, and when it applies?"},{"a":["license revenue"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Revenue earned from granting specified software, content or intellectual-property rights.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Revenue earned from granting specified software, content or intellectual-property rights.","i":2049,"id":"revenue.licence-revenue","lv":"working","ph":"licence revenue license revenue licence revenue license revenue licence revenue revenue earned from granting specified software content or intellectual property rights revenue earned from granting specified software content or intellectual property rights the number is useful only if everyone calculates licence revenue the same way you will see licence revenue in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here licence revenue means revenue earned from granting specified software content or intellectual property rights revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce right contract law equipment technology global context dependent","sn":"Licence revenue","t":"Licence revenue","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/licence-revenue/","ui":"The number is useful only if everyone calculates licence revenue the same way."},{"a":["brand licence"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A brand used by another party under a licence agreement.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A brand used by another party under a licence agreement.","i":2050,"id":"marketing.licensed-brand","lv":"working","ph":"licensed brand brand licence brand licence licensed brand licensed brand a brand used by another party under a licence agreement a brand used by another party under a licence agreement the draft mentions licensed brand but the scope and jurisdiction are still unclear you will see licensed brand in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here licensed brand means a brand used by another party under a licence agreement marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting document artifact right contract law format genre model global context dependent","sn":"Licensed brand","t":"Licensed brand","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/licensed-brand/","ui":"The draft mentions licensed brand, but the scope and jurisdiction are still unclear."},{"a":["licence model","license model"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model charging others for permission to use intellectual property, technology, data or a brand.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Others pay for permission to use something the company owns.","i":2051,"id":"strategy.licensing-model","lv":"core","ph":"licensing model licence model license model licence model license model licensing model licensing model others pay for permission to use something the company owns a model charging others for permission to use intellectual property technology data or a brand the licensing model needs clear territory term and permitted use you will see licensing model in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here licensing model means a model charging others for permission to use intellectual property technology data or a brand strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Licensing model","t":"Licensing model","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/licensing-model/","ui":"The licensing model needs clear territory, term and permitted use."},{"a":["LCA"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Assessment of environmental impacts across defined stages of a product or service life cycle.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Assessment of environmental impacts across defined stages of a product or service life cycle.","i":2052,"id":"sustainability.life-cycle-assessment","lv":"core","ph":"life cycle assessment lca lca life cycle assessment life cycle assessment assessment of environmental impacts across defined stages of a product or service life cycle assessment of environmental impacts across defined stages of a product or service life cycle can we separate the target for life cycle assessment from measured performance you will see life cycle assessment in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here life cycle assessment means assessment of environmental impacts across defined stages of a product or service life cycle sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access status decision global context dependent","sn":"Life-cycle assessment","t":"Life-cycle assessment","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/life-cycle-assessment/","ui":"Can we separate the target for life-cycle assessment from measured performance?"},{"a":["lifecycle substantiation"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Evidence considering material effects across relevant stages of a product or activity.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Evidence considering material effects across relevant stages of a product or activity.","i":2053,"id":"sustainability.life-cycle-evidence","lv":"working","ph":"life cycle evidence lifecycle substantiation life cycle evidence lifecycle substantiation life cycle evidence evidence considering material effects across relevant stages of a product or activity evidence considering material effects across relevant stages of a product or activity the assurance team asked for the evidence supporting life cycle evidence you will see life cycle evidence in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here life cycle evidence means evidence considering material effects across relevant stages of a product or activity sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access status decision global context dependent","sn":"Life-cycle evidence","t":"Life-cycle evidence","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/life-cycle-evidence/","ui":"The assurance team asked for the evidence supporting life-cycle evidence."},{"a":["customer lifecycle marketing"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Communication and intervention adapted to stages of the customer relationship.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Communication and intervention adapted to stages of the customer relationship.","i":2054,"id":"marketing.lifecycle-marketing","lv":"core","ph":"lifecycle marketing customer lifecycle marketing customer lifecycle marketing lifecycle marketing lifecycle marketing communication and intervention adapted to stages of the customer relationship communication and intervention adapted to stages of the customer relationship can we trace lifecycle marketing back to a decision the team can act on you will see lifecycle marketing in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here lifecycle marketing means communication and intervention adapted to stages of the customer relationship marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification role person workflow process format genre model status decision global context dependent","sn":"Lifecycle marketing","t":"Lifecycle marketing","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/lifecycle-marketing/","ui":"Can we trace lifecycle marketing back to a decision the team can act on?"},{"a":["owner-operated business"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A business primarily designed to provide sustainable income and autonomy rather than maximise investor-scale growth.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A business built to support its owners' preferred life and income.","i":2055,"id":"startup.lifestyle-business","lv":"working","ph":"lifestyle business owner operated business lifestyle business owner operated business lifestyle business a business built to support its owners preferred life and income a business primarily designed to provide sustainable income and autonomy rather than maximise investor scale growth a lifestyle business is not a failed venture startup it has a different goal you will see lifestyle business in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here lifestyle business means a business primarily designed to provide sustainable income and autonomy rather than maximise investor scale growth startups venture and fundraising startup formation venture capital and fundraising startup stages and company states startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party status decision global context dependent","sn":"Lifestyle business","t":"Lifestyle business","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/lifestyle-business/","ui":"A lifestyle business is not a failed venture startup; it has a different goal."},{"a":["LTV","CLV"],"amb":["CLV","LTV"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Estimated value produced by a customer over the relationship under specified assumptions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Estimated value produced by a customer over the relationship under specified assumptions.","i":2056,"id":"bizfinance.lifetime-value","lv":"core","ph":"lifetime value ltv clv clv lifetime value ltv lifetime value estimated value produced by a customer over the relationship under specified assumptions estimated value produced by a customer over the relationship under specified assumptions keep lifetime value on the dashboard but show the definition and reporting period beside it you will see lifetime value in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here lifetime value means estimated value produced by a customer over the relationship under specified assumptions finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics customer lifetime value startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification role person finance commerce global context dependent business","sn":"Lifetime value","t":"Lifetime value","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/lifetime-value/","ui":"Keep lifetime value on the dashboard, but show the definition and reporting period beside it."},{"a":["LTV:CAC"],"amb":["LTV:CAC"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Customer lifetime value divided by customer acquisition cost under compatible assumptions.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Customer lifetime value divided by customer acquisition cost under compatible assumptions.","i":2057,"id":"revenue.lifetime-value-to-acquisition-cost","lv":"core","ph":"lifetime value to acquisition cost ltv cac lifetime value to acquisition cost ltv cac lifetime value to acquisition cost customer lifetime value divided by customer acquisition cost under compatible assumptions customer lifetime value divided by customer acquisition cost under compatible assumptions compare lifetime value to acquisition cost with the same cohort and period before drawing a conclusion you will see lifetime value to acquisition cost in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here lifetime value to acquisition cost means customer lifetime value divided by customer acquisition cost under compatible assumptions revenue sales and go to market go to market sales pricing and customer success retention churn and expansion ltv to cac ratio startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Lifetime value to acquisition cost","t":"Lifetime value to acquisition cost","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/lifetime-value-to-acquisition-cost/","ui":"Compare lifetime value to acquisition cost with the same cohort and period before drawing a conclusion."},{"a":["uplift"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Difference between an observed outcome and a selected baseline or control.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Difference between an observed outcome and a selected baseline or control.","i":2058,"id":"marketing.lift","lv":"core","ph":"lift uplift lift uplift lift difference between an observed outcome and a selected baseline or control difference between an observed outcome and a selected baseline or control how are we defining lift in this deck you will see lift in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here lift means difference between an observed outcome and a selected baseline or control marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Lift","t":"Lift","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/lift/","ui":"How are we defining lift in this deck?"},{"a":["comparable growth"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Growth comparing a consistent set of operations, locations or products under stated inclusion rules.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Growth comparing a consistent set of operations, locations or products under stated inclusion rules.","i":2059,"id":"revenue.like-for-like-growth","lv":"working","ph":"like for like growth comparable growth comparable growth like for like growth like for like growth growth comparing a consistent set of operations locations or products under stated inclusion rules growth comparing a consistent set of operations locations or products under stated inclusion rules compare like for like growth with the same cohort and period before drawing a conclusion you will see like for like growth in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here like for like growth means growth comparing a consistent set of operations locations or products under stated inclusion rules revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Like-for-like growth","t":"Like-for-like growth","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/like-for-like-growth/","ui":"Compare like-for-like growth with the same cohort and period before drawing a conclusion."},{"a":["probability"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The assessed chance or frequency of a risk event.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people","sustainability","operations"],"e":"The assessed chance or frequency of a risk event.","i":2060,"id":"governance.likelihood","lv":"core","ph":"likelihood probability likelihood probability likelihood the assessed chance or frequency of a risk event the assessed chance or frequency of a risk event the board will ask what happens if likelihood moves outside tolerance you will see likelihood in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here likelihood means the assessed chance or frequency of a risk event corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people sustainability operations governance contracting compliance risk management reporting strategy sustainability reporting disclosure assurance right contract law risk ethics access global context dependent","sn":"Likelihood","t":"Likelihood","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/likelihood/","ui":"The board will ask what happens if likelihood moves outside tolerance."},{"a":["agreement scale"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"An ordered response scale expressing degree of agreement, frequency or another attitude.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"An ordered response scale expressing degree of agreement, frequency or another attitude.","i":2061,"id":"marketing.likert-scale","lv":"core","ph":"likert scale agreement scale agreement scale likert scale likert scale an ordered response scale expressing degree of agreement frequency or another attitude an ordered response scale expressing degree of agreement frequency or another attitude counsel wants likert scale clarified before anyone signs you will see likert scale in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here likert scale means an ordered response scale expressing degree of agreement frequency or another attitude marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting document artifact format genre model global context dependent","sn":"Likert scale","t":"Likert scale","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/likert-scale/","ui":"Counsel wants likert scale clarified before anyone signs."},{"a":["liability cap","liability limitation"],"amb":["Liability cap"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A clause restricting the types or amounts of recoverable liability.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A clause restricting the types or amounts of recoverable liability.","i":2062,"id":"governance.limitation-of-liability","lv":"core","ph":"limitation of liability liability cap liability limitation liability cap liability limitation limitation of liability limitation of liability a clause restricting the types or amounts of recoverable liability a clause restricting the types or amounts of recoverable liability can we state who receives the right created by limitation of liability and when it applies you will see limitation of liability in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here limitation of liability means a clause restricting the types or amounts of recoverable liability corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language liability cap startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact right contract law global context dependent","sn":"Limitation of liability","t":"Limitation of liability","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/limitation-of-liability/","ui":"Can we state who receives the right created by limitation of liability, and when it applies?"},{"a":["review-level assurance","review-level ESG assurance"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A lower assurance level based on less extensive procedures.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["startup","business","corporate","investor","finance","people","sustainability","operations"],"e":"A lower assurance level based on less extensive procedures.","i":2063,"id":"sustainability.limited-assurance","lv":"core","ph":"limited assurance review level assurance review level esg assurance limited assurance review level assurance review level esg assurance limited assurance a lower assurance level based on less extensive procedures a lower assurance level based on less extensive procedures the operating model needs to show how limited assurance works in practice you will see limited assurance in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here limited assurance means a lower assurance level based on less extensive procedures sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance reasonable assurance startup business corporate investor finance people sustainability operations governance contracting compliance risk management reporting strategy sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Limited assurance","t":"Limited assurance","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/limited-assurance/","ui":"The operating model needs to show how limited assurance works in practice."},{"a":["LA"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A release status in which access remains restricted by invitation, geography, capacity or contract.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The product is available only to some customers.","i":2064,"id":"product.limited-availability","lv":"working","ph":"limited availability la la limited availability limited availability the product is available only to some customers a release status in which access remains restricted by invitation geography capacity or contract limited availability protects service quality during scaling you will see limited availability in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here limited availability means a release status in which access remains restricted by invitation geography capacity or contract product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations document artifact right contract law equipment technology status decision global context dependent","sn":"Limited availability","t":"Limited availability","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/limited-availability/","ui":"Limited availability protects service quality during scaling."},{"a":["liability shield"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A rule generally limiting an owner's financial exposure to the amount invested or guaranteed, subject to law and exceptions.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A rule generally limiting an owner's financial exposure to the amount invested or guaranteed, subject to law and exceptions.","i":2065,"id":"governance.limited-liability","lv":"core","ph":"limited liability liability shield liability shield limited liability limited liability a rule generally limiting an owners financial exposure to the amount invested or guaranteed subject to law and exceptions a rule generally limiting an owners financial exposure to the amount invested or guaranteed subject to law and exceptions counsel wants limited liability clarified before anyone signs you will see limited liability in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here limited liability means a rule generally limiting an owners financial exposure to the amount invested or guaranteed subject to law and exceptions corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Limited liability","t":"Limited liability","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/limited-liability/","ui":"Counsel wants limited liability clarified before anyone signs."},{"a":["LLC"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A flexible company form combining separate legal personality with limited liability under applicable law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A flexible company form combining separate legal personality with limited liability under applicable law.","i":2066,"id":"governance.limited-liability-company","lv":"core","ph":"limited liability company llc limited liability company llc limited liability company a flexible company form combining separate legal personality with limited liability under applicable law a flexible company form combining separate legal personality with limited liability under applicable law the draft mentions limited liability company but the scope and jurisdiction are still unclear you will see limited liability company in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here limited liability company means a flexible company form combining separate legal personality with limited liability under applicable law corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting document artifact metric standard specification role person right contract law organisation party global context dependent","sn":"Limited liability company","t":"Limited liability company","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/limited-liability-company/","ui":"The draft mentions limited liability company, but the scope and jurisdiction are still unclear."},{"a":["LLP"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A partnership form that limits some or all partners' personal liability under applicable law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A partnership form that limits some or all partners' personal liability under applicable law.","i":2067,"id":"governance.limited-liability-partnership","lv":"core","ph":"limited liability partnership llp limited liability partnership llp limited liability partnership a partnership form that limits some or all partners personal liability under applicable law a partnership form that limits some or all partners personal liability under applicable law can we state who receives the right created by limited liability partnership and when it applies you will see limited liability partnership in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here limited liability partnership means a partnership form that limits some or all partners personal liability under applicable law corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law organisation party global context dependent","sn":"Limited liability partnership","t":"Limited liability partnership","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/limited-liability-partnership/","ui":"Can we state who receives the right created by limited liability partnership, and when it applies?"},{"a":["LP"],"amb":["LP"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An investor committing capital to a fund while usually not managing its day-to-day investments.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An investor in an investment fund.","i":2068,"id":"startup.limited-partner","lv":"core","ph":"limited partner lp limited partner lp limited partner an investor in an investment fund an investor committing capital to a fund while usually not managing its day to day investments the limited partners receive quarterly fund reports you will see limited partner in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here limited partner means an investor committing capital to a fund while usually not managing its day to day investments startups venture and fundraising startup formation venture capital and fundraising investor and fund types limited partnership startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Limited partner","t":"Limited partner","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/limited-partner/","ui":"The limited partners receive quarterly fund reports."},{"a":["LP"],"amb":["LP"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A partnership with at least one general partner and one or more limited partners under applicable law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A partnership with at least one general partner and one or more limited partners under applicable law.","i":2069,"id":"governance.limited-partnership","lv":"core","ph":"limited partnership lp limited partnership lp limited partnership a partnership with at least one general partner and one or more limited partners under applicable law a partnership with at least one general partner and one or more limited partners under applicable law counsel wants limited partnership clarified before anyone signs you will see limited partnership in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here limited partnership means a partnership with at least one general partner and one or more limited partners under applicable law corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures limited partner startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Limited partnership","t":"Limited partnership","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/limited-partnership/","ui":"Counsel wants limited partnership clarified before anyone signs."},{"a":["range extension"],"amb":["line extension"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A new variant introduced within an existing product category and brand.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A new variant introduced within an existing product category and brand.","i":2070,"id":"marketing.line-extension","lv":"core","ph":"line extension range extension line extension range extension line extension a new variant introduced within an existing product category and brand a new variant introduced within an existing product category and brand can we show how line extension changes the audiences experience not just the language you will see line extension in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here line extension means a new variant introduced within an existing product category and brand marketing brand and growth brand marketing media and growth brand architecture and portfolio brand extension startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Line extension","t":"Line extension","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/line-extension/","ui":"Can we show how line extension changes the audience’s experience, not just the language?"},{"a":["people manager"],"amb":["people manager"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A manager directly responsible for employees and day-to-day performance.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A manager directly responsible for employees and day-to-day performance.","i":2071,"id":"people.line-manager","lv":"core","ph":"line manager people manager line manager people manager line manager a manager directly responsible for employees and day to day performance a manager directly responsible for employees and day to day performance who is accountable for line manager and who is affected by it you will see line manager in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here line manager means a manager directly responsible for employees and day to day performance people organisation and change organisation design people systems and change roles responsibility and decision rights people manager startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Line manager","t":"Line manager","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/line-manager/","ui":"Who is accountable for line manager, and who is affected by it?"},{"a":["credit line"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A borrowing facility allowing draws up to an agreed limit.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate","business"],"e":"A flexible amount the company can borrow when needed.","i":2072,"id":"startup.line-of-credit","lv":"core","ph":"line of credit credit line credit line line of credit line of credit a flexible amount the company can borrow when needed a borrowing facility allowing draws up to an agreed limit the line of credit is secured by receivables you will see line of credit in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding instruments and exemptions in funding instruments and exemptions a loose definition can change rights obligations approval disclosure or enforceability here line of credit means a borrowing facility allowing draws up to an agreed limit startups venture and fundraising startup formation venture capital and fundraising funding instruments and exemptions startup investor finance corporate business fundraising financing due diligence governance accounting planning forecasting valuation reporting finance commerce organisation party global context dependent","sn":"Line of credit","t":"Line of credit","tp":"Funding instruments & exemptions","tpid":"startup-venture-fundraising.funding-instruments","u":"terms/line-of-credit/","ui":"The line of credit is secured by receivables."},{"a":["equal-credit attribution"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Attribution distributing equal credit across eligible interactions.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Attribution distributing equal credit across eligible interactions.","i":2073,"id":"marketing.linear-attribution","lv":"working","ph":"linear attribution equal credit attribution equal credit attribution linear attribution linear attribution attribution distributing equal credit across eligible interactions attribution distributing equal credit across eligible interactions the number is useful only if everyone calculates linear attribution the same way you will see linear attribution in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here linear attribution means attribution distributing equal credit across eligible interactions marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Linear attribution","t":"Linear attribution","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/linear-attribution/","ui":"The number is useful only if everyone calculates linear attribution the same way."},{"a":["linear model"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A take-make-waste model relying on extraction, use and disposal.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A take-make-waste model relying on extraction, use and disposal.","i":2074,"id":"sustainability.linear-economy","lv":"core","ph":"linear economy linear model linear economy linear model linear economy a take make waste model relying on extraction use and disposal a take make waste model relying on extraction use and disposal which standard and reporting period govern linear economy you will see linear economy in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here linear economy means a take make waste model relying on extraction use and disposal sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology format genre model risk ethics access global context dependent","sn":"Linear economy","t":"Linear economy","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/linear-economy/","ui":"Which standard and reporting period govern linear economy?"},{"a":["linear TV"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Scheduled broadcast or cable television consumed at the time of transmission.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Scheduled broadcast or cable television consumed at the time of transmission.","i":2075,"id":"marketing.linear-television","lv":"core","ph":"linear television linear tv linear television linear tv linear television scheduled broadcast or cable television consumed at the time of transmission scheduled broadcast or cable television consumed at the time of transmission the team needs one controlled copy of linear television with an owner and date you will see linear television in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here linear television means scheduled broadcast or cable television consumed at the time of transmission marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting document artifact format genre model global context dependent","sn":"Linear television","t":"Linear television","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/linear-television/","ui":"The team needs one controlled copy of linear television, with an owner and date."},{"a":["cell link"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A reference connecting one model cell, sheet or file to another.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A reference connecting one model cell, sheet or file to another.","i":2076,"id":"bizfinance.link","lv":"core","ph":"link cell link cell link link link a reference connecting one model cell sheet or file to another a reference connecting one model cell sheet or file to another the board will want to know which inputs move link most you will see link in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here link means a reference connecting one model cell sheet or file to another finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Link","t":"Link","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/link/","ui":"The board will want to know which inputs move link most."},{"a":["LDs"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A pre-agreed amount payable for specified breach or delay, enforceability depending on applicable law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A pre-agreed amount payable for specified breach or delay, enforceability depending on applicable law.","i":2077,"id":"governance.liquidated-damages","lv":"core","ph":"liquidated damages lds lds liquidated damages liquidated damages a pre agreed amount payable for specified breach or delay enforceability depending on applicable law a pre agreed amount payable for specified breach or delay enforceability depending on applicable law do not describe liquidated damages as agreed until the operative document says so you will see liquidated damages in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here liquidated damages means a pre agreed amount payable for specified breach or delay enforceability depending on applicable law corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact right contract law global context dependent","sn":"Liquidated damages","t":"Liquidated damages","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/liquidated-damages/","ui":"Do not describe liquidated damages as agreed until the operative document says so."},{"a":["winding up"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The process of selling assets and distributing proceeds when a company winds up or under transaction terms.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Sell assets and pay claims when the company closes.","i":2078,"id":"startup.liquidation","lv":"core","ph":"liquidation winding up liquidation winding up liquidation sell assets and pay claims when the company closes the process of selling assets and distributing proceeds when a company winds up or under transaction terms creditors rank before shareholders in liquidation you will see liquidation in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here liquidation means the process of selling assets and distributing proceeds when a company winds up or under transaction terms startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns startup investor finance corporate fundraising financing due diligence governance finance commerce workflow process organisation party global context dependent","sn":"Liquidation","t":"Liquidation","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/liquidation/","ui":"Creditors rank before shareholders in liquidation."},{"a":["liquidation pref"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A preferred holder's right to receive a stated amount before or in priority to common holders in a liquidation or sale.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investors may get paid before common shareholders in an exit.","i":2079,"id":"startup.liquidation-preference","lv":"core","ph":"liquidation preference liquidation pref liquidation pref liquidation preference liquidation preference investors may get paid before common shareholders in an exit a preferred holders right to receive a stated amount before or in priority to common holders in a liquidation or sale the term sheet proposes a one times liquidation preference you will see liquidation preference in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet economics in term sheet economics a loose definition can change rights obligations approval disclosure or enforceability here liquidation preference means a preferred holders right to receive a stated amount before or in priority to common holders in a liquidation or sale startups venture and fundraising startup formation venture capital and fundraising term sheet economics participation rate startup investor finance corporate fundraising financing due diligence governance finance commerce right contract law organisation party global context dependent startup","sn":"Liquidation preference","t":"Liquidation preference","tp":"Term-sheet economics","tpid":"startup-venture-fundraising.term-sheet-economics","u":"terms/liquidation-preference/","ui":"The term sheet proposes a one-times liquidation preference."},{"a":["break-up value"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Estimated net proceeds if assets are sold and obligations settled under a liquidation scenario.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Estimated net proceeds if assets are sold and obligations settled under a liquidation scenario.","i":2080,"id":"bizfinance.liquidation-value","lv":"core","ph":"liquidation value break up value break up value liquidation value liquidation value estimated net proceeds if assets are sold and obligations settled under a liquidation scenario estimated net proceeds if assets are sold and obligations settled under a liquidation scenario counsel wants liquidation value clarified before anyone signs you will see liquidation value in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here liquidation value means estimated net proceeds if assets are sold and obligations settled under a liquidation scenario finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce workflow process global context dependent","sn":"Liquidation value","t":"Liquidation value","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/liquidation-value/","ui":"Counsel wants liquidation value clarified before anyone signs."},{"a":["exit waterfall"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The calculation and order by which transaction proceeds are distributed among security holders.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The order and formula for splitting sale proceeds.","i":2081,"id":"startup.liquidation-waterfall","lv":"core","ph":"liquidation waterfall exit waterfall exit waterfall liquidation waterfall liquidation waterfall the order and formula for splitting sale proceeds the calculation and order by which transaction proceeds are distributed among security holders model the liquidation waterfall at several exit values you will see liquidation waterfall in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet economics in term sheet economics a loose definition can change rights obligations approval disclosure or enforceability here liquidation waterfall means the calculation and order by which transaction proceeds are distributed among security holders startups venture and fundraising startup formation venture capital and fundraising term sheet economics startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent startup","sn":"Liquidation waterfall","t":"Liquidation waterfall","tp":"Term-sheet economics","tpid":"startup-venture-fundraising.term-sheet-economics","u":"terms/liquidation-waterfall/","ui":"Model the liquidation waterfall at several exit values."},{"a":["financial liquidity"],"amb":["Liquidity"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Ability to meet obligations as they fall due using available cash or readily accessible funding.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Ability to meet obligations as they fall due using available cash or readily accessible funding.","i":2082,"id":"bizfinance.liquidity.finance-accounting-valuation-cash-flow","lv":"core","ph":"liquidity financial liquidity financial liquidity liquidity liquidity ability to meet obligations as they fall due using available cash or readily accessible funding ability to meet obligations as they fall due using available cash or readily accessible funding counsel wants liquidity clarified before anyone signs you will see liquidity in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here liquidity means ability to meet obligations as they fall due using available cash or readily accessible funding finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce organisation party global context dependent","sn":"Liquidity","t":"Liquidity","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/liquidity--bizfinance-liquidity-finance-accounting-valuation-cash-flow/","ui":"Counsel wants liquidity clarified before anyone signs."},{"a":["market liquidity"],"amb":["Liquidity"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The ability to convert an asset or security into cash without excessive delay or value loss.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"How easily an asset can become cash.","i":2083,"id":"startup.liquidity.startup-venture-fundraising-exits-returns","lv":"core","ph":"liquidity market liquidity liquidity market liquidity liquidity how easily an asset can become cash the ability to convert an asset or security into cash without excessive delay or value loss private startup shares have limited liquidity you will see liquidity in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here liquidity means the ability to convert an asset or security into cash without excessive delay or value loss startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns liquidity startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"Liquidity","t":"Liquidity","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/liquidity--startup-liquidity-startup-venture-fundraising-exits-returns/","ui":"Private startup shares have limited liquidity."},{"a":["liquidity reserve"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Cash or committed funding held to absorb shocks or timing gaps.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Cash or committed funding held to absorb shocks or timing gaps.","i":2084,"id":"bizfinance.liquidity-buffer","lv":"working","ph":"liquidity buffer liquidity reserve liquidity buffer liquidity reserve liquidity buffer cash or committed funding held to absorb shocks or timing gaps cash or committed funding held to absorb shocks or timing gaps compare liquidity buffer with the same cohort and period before drawing a conclusion you will see liquidity buffer in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here liquidity buffer means cash or committed funding held to absorb shocks or timing gaps finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce organisation party global context dependent","sn":"Liquidity buffer","t":"Liquidity buffer","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/liquidity-buffer/","ui":"Compare liquidity buffer with the same cohort and period before drawing a conclusion."},{"a":["exit event"],"amb":["liquidity event"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A transaction such as a sale, merger or public listing that provides or may provide liquidity to security holders.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An event where owners may receive cash or tradable shares.","i":2085,"id":"startup.liquidity-event","lv":"core","ph":"liquidity event exit event exit event liquidity event liquidity event an event where owners may receive cash or tradable shares a transaction such as a sale merger or public listing that provides or may provide liquidity to security holders the safe has separate treatment for a liquidity event you will see liquidity event in fundraising decks data rooms term sheets and investor conversations when the discussion reaches valuation and conversion mechanics in valuation and conversion mechanics a loose definition can change rights obligations approval disclosure or enforceability here liquidity event means a transaction such as a sale merger or public listing that provides or may provide liquidity to security holders startups venture and fundraising startup formation venture capital and fundraising valuation and conversion mechanics exit startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"Liquidity event","t":"Liquidity event","tp":"Valuation & conversion mechanics","tpid":"startup-venture-fundraising.valuation-conversion","u":"terms/liquidity-event/","ui":"The SAFE has separate treatment for a liquidity event."},{"a":["liquidity dashboard"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A report on cash, facilities and near-term funding.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A report on cash, facilities and near-term funding.","i":2086,"id":"reporting.liquidity-report","lv":"core","ph":"liquidity report liquidity dashboard liquidity dashboard liquidity report liquidity report a report on cash facilities and near term funding a report on cash facilities and near term funding attach the latest liquidity report to the decision pack before the meeting you will see liquidity report in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here liquidity report means a report on cash facilities and near term funding corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Liquidity report","t":"Liquidity report","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/liquidity-report/","ui":"Attach the latest liquidity report to the decision pack before the meeting."},{"a":["funding liquidity risk"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Risk that an organisation cannot meet obligations when due without unacceptable cost.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Risk that an organisation cannot meet obligations when due without unacceptable cost.","i":2087,"id":"governance.liquidity-risk","lv":"core","ph":"liquidity risk funding liquidity risk funding liquidity risk liquidity risk liquidity risk risk that an organisation cannot meet obligations when due without unacceptable cost risk that an organisation cannot meet obligations when due without unacceptable cost counsel wants liquidity risk clarified before anyone signs you will see liquidity risk in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here liquidity risk means risk that an organisation cannot meet obligations when due without unacceptable cost corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party risk ethics access global context dependent","sn":"Liquidity risk","t":"Liquidity risk","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/liquidity-risk/","ui":"Counsel wants liquidity risk clarified before anyone signs."},{"a":["sticker price"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The published or standard price before negotiated discounts or adjustments.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The published or standard price before negotiated discounts or adjustments.","i":2088,"id":"revenue.list-price","lv":"core","ph":"list price sticker price list price sticker price list price the published or standard price before negotiated discounts or adjustments the published or standard price before negotiated discounts or adjustments the pricing slide needs to separate list price from the commercial assumptions around it you will see list price in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here list price means the published or standard price before negotiated discounts or adjustments revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"List price","t":"List price","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/list-price/","ui":"The pricing slide needs to separate list price from the commercial assumptions around it."},{"a":["quoted company"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A company whose securities are admitted to trading on a recognised exchange.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A company whose securities are admitted to trading on a recognised exchange.","i":2089,"id":"governance.listed-company","lv":"core","ph":"listed company quoted company listed company quoted company listed company a company whose securities are admitted to trading on a recognised exchange a company whose securities are admitted to trading on a recognised exchange can we state who receives the right created by listed company and when it applies you will see listed company in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here listed company means a company whose securities are admitted to trading on a recognised exchange corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Listed company","t":"Listed company","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/listed-company/","ui":"Can we state who receives the right created by listed company, and when it applies?"},{"a":["WIP equals throughput times cycle time"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A relationship linking average work in progress, throughput and flow time in a stable system.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A relationship linking average work in progress, throughput and flow time in a stable system.","i":2090,"id":"operations.little-s-law","lv":"specialist","ph":"littles law wip equals throughput times cycle time littles law wip equals throughput times cycle time littles law a relationship linking average work in progress throughput and flow time in a stable system a relationship linking average work in progress throughput and flow time in a stable system counsel wants littles law clarified before anyone signs you will see littles law in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here littles law means a relationship linking average work in progress throughput and flow time in a stable system operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification right contract law equipment technology workflow process global context dependent","sn":"Little's Law","t":"Little's Law","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/little-s-law/","ui":"Counsel wants little's Law clarified before anyone signs."},{"a":["full-scale exercise"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A practical simulation involving real-time deployment of people or systems.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A practical simulation involving real-time deployment of people or systems.","i":2091,"id":"operations.live-exercise","lv":"working","ph":"live exercise full scale exercise full scale exercise live exercise live exercise a practical simulation involving real time deployment of people or systems a practical simulation involving real time deployment of people or systems can we separate the likelihood of live exercise from its potential impact you will see live exercise in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here live exercise means a practical simulation involving real time deployment of people or systems operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Live exercise","t":"Live exercise","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/live-exercise/","ui":"Can we separate the likelihood of live exercise from its potential impact?"},{"a":["living-wage rate"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Pay sufficient for a decent standard of living under a stated methodology and location.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Pay sufficient for a decent standard of living under a stated methodology and location.","i":2092,"id":"sustainability.living-wage","lv":"core","ph":"living wage living wage rate living wage living wage rate living wage pay sufficient for a decent standard of living under a stated methodology and location pay sufficient for a decent standard of living under a stated methodology and location which standard and reporting period govern living wage you will see living wage in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here living wage means pay sufficient for a decent standard of living under a stated methodology and location sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Living wage","t":"Living wage","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/living-wage/","ui":"Which standard and reporting period govern living wage?"},{"a":["workload"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The amount of demand placed on a resource or system.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The amount of demand placed on a resource or system.","i":2093,"id":"operations.load","lv":"core","ph":"load workload load workload load the amount of demand placed on a resource or system the amount of demand placed on a resource or system compare load with the same cohort and period before drawing a conclusion you will see load in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here load means the amount of demand placed on a resource or system operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Load","t":"Load","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/load/","ui":"Compare load with the same cohort and period before drawing a conclusion."},{"a":["LTV ratio"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Debt divided by the value of specified collateral.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Debt divided by the value of specified collateral.","i":2094,"id":"bizfinance.loan-to-value","lv":"core","ph":"loan to value ltv ratio loan to value ltv ratio loan to value debt divided by the value of specified collateral debt divided by the value of specified collateral how are we defining loan to value in this deck you will see loan to value in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here loan to value means debt divided by the value of specified collateral finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Loan-to-value","t":"Loan-to-value","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/loan-to-value/","ui":"How are we defining loan-to-value in this deck?"},{"a":["local procurement content"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Use of local labour, suppliers or resources under a defined policy or requirement.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Use of local labour, suppliers or resources under a defined policy or requirement.","i":2095,"id":"sustainability.local-content","lv":"working","ph":"local content local procurement content local content local procurement content local content use of local labour suppliers or resources under a defined policy or requirement use of local labour suppliers or resources under a defined policy or requirement can we separate the target for local content from measured performance you will see local content in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here local content means use of local labour suppliers or resources under a defined policy or requirement sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact role person risk ethics access global context dependent","sn":"Local content","t":"Local content","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/local-content/","ui":"Can we separate the target for local content from measured performance?"},{"a":["localised network effect"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Value depends mainly on the participation of a user's relevant local group rather than the whole network.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Value depends mainly on the participation of a user's relevant local group rather than the whole network.","i":2096,"id":"marketing.local-network-effect","lv":"specialist","ph":"local network effect localised network effect local network effect localised network effect local network effect value depends mainly on the participation of a users relevant local group rather than the whole network value depends mainly on the participation of a users relevant local group rather than the whole network can we separate sustainable movement in local network effect from a one off campaign effect you will see local network effect in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here local network effect means value depends mainly on the participation of a users relevant local group rather than the whole network marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent","sn":"Local network effect","t":"Local network effect","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/local-network-effect/","ui":"Can we separate sustainable movement in local network effect from a one-off campaign effect?"},{"a":["location-based Scope 2"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Scope 2 calculation using average emissions factors for the electricity grids where consumption occurs.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Scope 2 calculation using average emissions factors for the electricity grids where consumption occurs.","i":2097,"id":"sustainability.location-based-method","lv":"core","ph":"location based method location based scope 2 location based method location based scope 2 location based method scope 2 calculation using average emissions factors for the electricity grids where consumption occurs scope 2 calculation using average emissions factors for the electricity grids where consumption occurs state the boundary and evidence behind location based method before publishing the claim you will see location based method in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here location based method means scope 2 calculation using average emissions factors for the electricity grids where consumption occurs sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Location-based method","t":"Location-based method","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/location-based-method/","ui":"State the boundary and evidence behind location-based method before publishing the claim."},{"a":["lockup period"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A restriction preventing security holders from selling for a defined period, often around an IPO.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Owners agree not to sell shares for a while.","i":2098,"id":"startup.lock-up","lv":"core","ph":"lock up lockup period lock up lockup period lock up owners agree not to sell shares for a while a restriction preventing security holders from selling for a defined period often around an ipo the ipo lock up lasts 180 days you will see lock up in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet control and investor rights in term sheet control and investor rights a loose definition can change rights obligations approval disclosure or enforceability here lock up means a restriction preventing security holders from selling for a defined period often around an ipo startups venture and fundraising startup formation venture capital and fundraising term sheet control and investor rights startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"Lock-up","t":"Lock-up","tp":"Term-sheet control & investor rights","tpid":"startup-venture-fundraising.term-sheet-control","u":"terms/lock-up/","ui":"The IPO lock-up lasts 180 days."},{"a":["brand lock-up"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A fixed arrangement of logo, name, descriptor or endorsement elements.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A fixed arrangement of logo, name, descriptor or endorsement elements.","i":2099,"id":"marketing.lockup","lv":"core","ph":"lockup brand lock up brand lock up lockup lockup a fixed arrangement of logo name descriptor or endorsement elements a fixed arrangement of logo name descriptor or endorsement elements can we show how lockup changes the audiences experience not just the language you will see lockup in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here lockup means a fixed arrangement of logo name descriptor or endorsement elements marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Lockup","t":"Lockup","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/lockup/","ui":"Can we show how lockup changes the audience’s experience, not just the language?"},{"a":["results chain"],"amb":["results chain"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A structured representation linking inputs, activities, outputs, outcomes and impact.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A simple chain from resources and activities to results.","i":2100,"id":"strategy.logic-model","lv":"working","ph":"logic model results chain logic model results chain logic model a simple chain from resources and activities to results a structured representation linking inputs activities outputs outcomes and impact the logic model helps distinguish delivery from impact you will see logic model in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here logic model means a structured representation linking inputs activities outputs outcomes and impact strategy markets and business models strategy market analysis and business models strategy frameworks and analysis impact pathway startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model risk ethics access global context dependent","sn":"Logic model","t":"Logic model","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/logic-model/","ui":"The logic model helps distinguish delivery from impact."},{"a":["customer logo"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Informal sales and investor shorthand for a customer organisation counted once regardless of users or revenue.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"One customer company counted as a name or account.","i":2101,"id":"strategy.logo","lv":"working","ph":"logo customer logo customer logo logo logo one customer company counted as a name or account informal sales and investor shorthand for a customer organisation counted once regardless of users or revenue logo growth is strong but average contract value is falling you will see logo in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here logo means informal sales and investor shorthand for a customer organisation counted once regardless of users or revenue strategy markets and business models strategy market analysis and business models customers users and segmentation startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model organisation party global context dependent","sn":"Logo","t":"Logo","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/logo/","ui":"Logo growth is strong, but average contract value is falling."},{"a":["customer churn"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The proportion of customer accounts lost during a period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The proportion of customer accounts lost during a period.","i":2102,"id":"revenue.logo-churn","lv":"core","ph":"logo churn customer churn customer churn logo churn logo churn the proportion of customer accounts lost during a period the proportion of customer accounts lost during a period keep logo churn on the dashboard but show the definition and reporting period beside it you will see logo churn in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here logo churn means the proportion of customer accounts lost during a period revenue sales and go to market go to market sales pricing and customer success retention churn and expansion revenue churn startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Logo churn","t":"Logo churn","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/logo-churn/","ui":"Keep logo churn on the dashboard, but show the definition and reporting period beside it."},{"a":["account retention"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The proportion of customer accounts retained, regardless of revenue size.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The proportion of customer accounts retained, regardless of revenue size.","i":2103,"id":"revenue.logo-retention","lv":"core","ph":"logo retention account retention account retention logo retention logo retention the proportion of customer accounts retained regardless of revenue size the proportion of customer accounts retained regardless of revenue size how are we defining logo retention in this deck you will see logo retention in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here logo retention means the proportion of customer accounts retained regardless of revenue size revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Logo retention","t":"Logo retention","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/logo-retention/","ui":"How are we defining logo retention in this deck?"},{"a":["long-only fund"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"An investor primarily taking long equity positions rather than short-selling.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"An investor primarily taking long equity positions rather than short-selling.","i":2104,"id":"reporting.long-only-investor","lv":"working","ph":"long only investor long only fund long only fund long only investor long only investor an investor primarily taking long equity positions rather than short selling an investor primarily taking long equity positions rather than short selling the market will compare long only investor with last quarter so keep the definition stable you will see long only investor in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here long only investor means an investor primarily taking long equity positions rather than short selling corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce global context dependent","sn":"Long-only investor","t":"Long-only investor","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/long-only-investor/","ui":"The market will compare long-only investor with last quarter, so keep the definition stable."},{"a":["LTI"],"amb":["LTI"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Compensation tied to multi-year performance or value creation.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Compensation tied to multi-year performance or value creation.","i":2105,"id":"people.long-term-incentive","lv":"working","ph":"long term incentive lti long term incentive lti long term incentive compensation tied to multi year performance or value creation compensation tied to multi year performance or value creation who is accountable for long term incentive and who is affected by it you will see long term incentive in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here long term incentive means compensation tied to multi year performance or value creation people organisation and change organisation design people systems and change performance pay and rewards lost time injury startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Long-term incentive","t":"Long-term incentive","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/long-term-incentive/","ui":"Who is accountable for long-term incentive, and who is affected by it?"},{"a":["long-range climate target"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A target covering a later endpoint, often 2040 or 2050.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A target covering a later endpoint, often 2040 or 2050.","i":2106,"id":"sustainability.long-term-target","lv":"core","ph":"long term target long range climate target long range climate target long term target long term target a target covering a later endpoint often 2040 or 2050 a target covering a later endpoint often 2040 or 2050 can we separate the target for long term target from measured performance you will see long term target in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here long term target means a target covering a later endpoint often 2040 or 2050 sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Long-term target","t":"Long-term target","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/long-term-target/","ui":"Can we separate the target for long-term target from measured performance?"},{"a":["long list"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A broad initial set of possible suppliers or candidates.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A broad initial set of possible suppliers or candidates.","i":2107,"id":"operations.longlist","lv":"working","ph":"longlist long list long list longlist longlist a broad initial set of possible suppliers or candidates a broad initial set of possible suppliers or candidates procurement needs the basis for longlist before suppliers price the work you will see longlist in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here longlist means a broad initial set of possible suppliers or candidates operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process status decision global context dependent","sn":"Longlist","t":"Longlist","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/longlist/","ui":"Procurement needs the basis for longlist before suppliers price the work."},{"a":["net loss"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The amount by which recognised expenses exceed recognised income for a period.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The amount by which recognised expenses exceed recognised income for a period.","i":2108,"id":"bizfinance.loss","lv":"core","ph":"loss net loss loss net loss loss the amount by which recognised expenses exceed recognised income for a period the amount by which recognised expenses exceed recognised income for a period keep loss on the dashboard but show the definition and reporting period beside it you will see loss in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here loss means the amount by which recognised expenses exceed recognised income for a period finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Loss","t":"Loss","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/loss/","ui":"Keep loss on the dashboard, but show the definition and reporting period beside it."},{"a":["risk event"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An incident causing measurable financial or operational loss.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An incident causing measurable financial or operational loss.","i":2109,"id":"governance.loss-event","lv":"working","ph":"loss event risk event loss event risk event loss event an incident causing measurable financial or operational loss an incident causing measurable financial or operational loss keep loss event on the dashboard but show the definition and reporting period beside it you will see loss event in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here loss event means an incident causing measurable financial or operational loss corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law risk ethics access global context dependent","sn":"Loss event","t":"Loss event","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/loss-event/","ui":"Keep loss event on the dashboard, but show the definition and reporting period beside it."},{"a":["traffic builder"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A product priced at little or no profit to attract demand for other profitable purchases.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Sell one thing cheaply to encourage other purchases.","i":2110,"id":"strategy.loss-leader","lv":"working","ph":"loss leader traffic builder loss leader traffic builder loss leader sell one thing cheaply to encourage other purchases a product priced at little or no profit to attract demand for other profitable purchases the loss leader needs a measured path to profitable baskets you will see loss leader in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here loss leader means a product priced at little or no profit to attract demand for other profitable purchases strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Loss leader","t":"Loss leader","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/loss-leader/","ui":"The loss leader needs a measured path to profitable baskets."},{"a":["closed-lost reason"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A coded or qualitative explanation for why an opportunity was not won.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A coded or qualitative explanation for why an opportunity was not won.","i":2111,"id":"revenue.loss-reason","lv":"core","ph":"loss reason closed lost reason closed lost reason loss reason loss reason a coded or qualitative explanation for why an opportunity was not won a coded or qualitative explanation for why an opportunity was not won do not move the opportunity until loss reason is confirmed you will see loss reason in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here loss reason means a coded or qualitative explanation for why an opportunity was not won revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce format genre model global context dependent","sn":"Loss reason","t":"Loss reason","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/loss-reason/","ui":"Do not move the opportunity until loss reason is confirmed."},{"a":["LTI"],"amb":["LTI"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A work injury causing absence beyond the defined threshold.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A work injury causing absence beyond the defined threshold.","i":2112,"id":"sustainability.lost-time-injury","lv":"core","ph":"lost time injury lti lost time injury lti lost time injury a work injury causing absence beyond the defined threshold a work injury causing absence beyond the defined threshold the sustainability report needs the method exclusions and assurance status for lost time injury you will see lost time injury in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here lost time injury means a work injury causing absence beyond the defined threshold sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition long term incentive corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Lost-time injury","t":"Lost-time injury","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/lost-time-injury/","ui":"The sustainability report needs the method, exclusions and assurance status for lost-time injury."},{"a":["LTR"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A measure of work time lost because of specified events, often safety-related.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A number showing work time lost because of specified events, often safety-related.","i":2113,"id":"people.lost-time-rate","lv":"working","ph":"lost time rate ltr lost time rate ltr lost time rate a number showing work time lost because of specified events often safety related a measure of work time lost because of specified events often safety related compare lost time rate with the same cohort and period before drawing a conclusion you will see lost time rate in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here lost time rate means a measure of work time lost because of specified events often safety related people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification organisation party risk ethics access global context dependent","sn":"Lost-time rate","t":"Lost-time rate","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/lost-time-rate/","ui":"Compare lost-time rate with the same cohort and period before drawing a conclusion."},{"a":["production lot"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A defined quantity produced or handled under common conditions.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A defined quantity produced or handled under common conditions.","i":2114,"id":"operations.lot","lv":"core","ph":"lot production lot lot production lot lot a defined quantity produced or handled under common conditions a defined quantity produced or handled under common conditions can we show the capacity constraint behind lot you will see lot in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here lot means a defined quantity produced or handled under common conditions operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Lot","t":"Lot","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/lot/","ui":"Can we show the capacity constraint behind lot?"},{"a":["lo-fi prototype"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A simple prototype with limited visual and functional detail, used for early learning.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A rough simple model for early testing.","i":2115,"id":"product.low-fidelity-prototype","lv":"core","ph":"low fidelity prototype lo fi prototype lo fi prototype low fidelity prototype low fidelity prototype a rough simple model for early testing a simple prototype with limited visual and functional detail used for early learning the low fidelity prototype lets us change the structure quickly you will see low fidelity prototype in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here low fidelity prototype means a simple prototype with limited visual and functional detail used for early learning product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations equipment technology status decision global context dependent","sn":"Low-fidelity prototype","t":"Low-fidelity prototype","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/low-fidelity-prototype/","ui":"The low-fidelity prototype lets us change the structure quickly."},{"a":["light-touch sales"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A largely standardised sales motion with limited human assistance per account.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A largely standardised sales motion with limited human assistance per account.","i":2116,"id":"revenue.low-touch-sales","lv":"working","ph":"low touch sales light touch sales light touch sales low touch sales low touch sales a largely standardised sales motion with limited human assistance per account a largely standardised sales motion with limited human assistance per account the launch plan assumes low touch sales what evidence supports that assumption you will see low touch sales in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here low touch sales means a largely standardised sales motion with limited human assistance per account revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce equipment technology format genre model global context dependent","sn":"Low-touch sales","t":"Low-touch sales","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/low-touch-sales/","ui":"The launch plan assumes low-touch sales; what evidence supports that assumption?"},{"a":["guidance downgrade"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Reduce a previously communicated forecast.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Reduce a previously communicated forecast.","i":2117,"id":"reporting.lower-guidance","lv":"core","ph":"lower guidance guidance downgrade guidance downgrade lower guidance lower guidance reduce a previously communicated forecast reduce a previously communicated forecast can we reconcile lower guidance to the reported numbers you will see lower guidance in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here lower guidance means reduce a previously communicated forecast corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Lower guidance","t":"Lower guidance","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/lower-guidance/","ui":"Can we reconcile lower guidance to the reported numbers?"},{"a":["lowest responsive bid"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The lowest-priced bid that meets all mandatory requirements.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The lowest-priced bid that meets all mandatory requirements.","i":2118,"id":"operations.lowest-compliant-bid","lv":"working","ph":"lowest compliant bid lowest responsive bid lowest compliant bid lowest responsive bid lowest compliant bid the lowest priced bid that meets all mandatory requirements the lowest priced bid that meets all mandatory requirements procurement needs the basis for lowest compliant bid before suppliers price the work you will see lowest compliant bid in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here lowest compliant bid means the lowest priced bid that meets all mandatory requirements operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process status decision global context dependent","sn":"Lowest compliant bid","t":"Lowest compliant bid","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/lowest-compliant-bid/","ui":"Procurement needs the basis for lowest compliant bid before suppliers price the work."},{"a":["rewards programme"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A structured scheme rewarding repeat purchase or engagement.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A structured scheme rewarding repeat purchase or engagement.","i":2119,"id":"marketing.loyalty-programme","lv":"core","ph":"loyalty programme rewards programme loyalty programme rewards programme loyalty programme a structured scheme rewarding repeat purchase or engagement a structured scheme rewarding repeat purchase or engagement can we trace loyalty programme back to a decision the team can act on you will see loyalty programme in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here loyalty programme means a structured scheme rewarding repeat purchase or engagement marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Loyalty programme","t":"Loyalty programme","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/loyalty-programme/","ui":"Can we trace loyalty programme back to a decision the team can act on?"},{"a":["LTV:CAC","CLV/CAC"],"amb":["LTV:CAC"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Lifetime value divided by customer acquisition cost using compatible definitions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","investor","finance","corporate","business"],"e":"Lifetime value divided by customer acquisition cost using compatible definitions.","i":2120,"id":"bizfinance.ltv-to-cac-ratio","lv":"core","ph":"ltv to cac ratio ltv cac clv cac clv cac ltv cac ltv to cac ratio ltv to cac ratio lifetime value divided by customer acquisition cost using compatible definitions lifetime value divided by customer acquisition cost using compatible definitions the number is useful only if everyone calculates ltv to cac ratio the same way you will see ltv to cac ratio in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here ltv to cac ratio means lifetime value divided by customer acquisition cost using compatible definitions finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics lifetime value to acquisition cost startup investor finance corporate business fundraising financing due diligence governance accounting planning forecasting valuation reporting metric standard specification role person finance commerce global context dependent","sn":"LTV to CAC ratio","t":"LTV to CAC ratio","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/ltv-to-cac-ratio/","ui":"The number is useful only if everyone calculates lTV to CAC ratio the same way."},{"a":["ML"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Methods that learn patterns from data to make predictions, classifications or decisions.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A system learns patterns from examples.","i":2121,"id":"product.machine-learning","lv":"core","ph":"machine learning ml machine learning ml machine learning a system learns patterns from examples methods that learn patterns from data to make predictions classifications or decisions machine learning is used to rank support requests you will see machine learning in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here machine learning means methods that learn patterns from data to make predictions classifications or decisions product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology workflow process status decision global context dependent","sn":"Machine learning","t":"Machine learning","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/machine-learning/","ui":"Machine learning is used to rank support requests."},{"a":["primary conversion"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The principal conversion outcome, such as purchase or qualified enquiry.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The principal conversion outcome, such as purchase or qualified enquiry.","i":2122,"id":"marketing.macro-conversion","lv":"working","ph":"macro conversion primary conversion macro conversion primary conversion macro conversion the principal conversion outcome such as purchase or qualified enquiry the principal conversion outcome such as purchase or qualified enquiry compare macro conversion with the same cohort and period before drawing a conclusion you will see macro conversion in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here macro conversion means the principal conversion outcome such as purchase or qualified enquiry marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Macro-conversion","t":"Macro-conversion","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/macro-conversion/","ui":"Compare macro-conversion with the same cohort and period before drawing a conclusion."},{"a":["SaaS Magic Number"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A SaaS sales-efficiency heuristic comparing annualised new recurring revenue with prior-period sales and marketing spend.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A rough measure of how effectively sales and marketing create recurring revenue.","i":2123,"id":"startup.magic-number","lv":"specialist","ph":"magic number saas magic number magic number saas magic number magic number a rough measure of how effectively sales and marketing create recurring revenue a saas sales efficiency heuristic comparing annualised new recurring revenue with prior period sales and marketing spend the magic number fell after enterprise hiring you will see magic number in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup traction burn and capital efficiency it helps a reader interpret startup traction burn and capital efficiency without confusing the measure decision role or evidence being discussed here magic number means a saas sales efficiency heuristic comparing annualised new recurring revenue with prior period sales and marketing spend startups venture and fundraising startup formation venture capital and fundraising startup traction burn and capital efficiency startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce format genre model organisation party global context dependent","sn":"Magic Number","t":"Magic Number","tp":"Startup traction, burn & capital efficiency","tpid":"startup-venture-fundraising.startup-metrics","u":"terms/magic-number/","ui":"The Magic Number fell after enterprise hiring."},{"a":["upkeep"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Ongoing work to keep a product, system or asset usable and supported.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Ongoing work to keep a product, system or asset usable and supported.","i":2124,"id":"revenue.maintenance","lv":"core","ph":"maintenance upkeep maintenance upkeep maintenance ongoing work to keep a product system or asset usable and supported ongoing work to keep a product system or asset usable and supported do not describe maintenance as agreed until the operative document says so you will see maintenance in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here maintenance means ongoing work to keep a product system or asset usable and supported revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law equipment technology global context dependent","sn":"Maintenance","t":"Maintenance","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/maintenance/","ui":"Do not describe maintenance as agreed until the operative document says so."},{"a":["maintenance contract"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contract governing maintenance, updates or upkeep of a product, system or asset.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A contract governing maintenance, updates or upkeep of a product, system or asset.","i":2125,"id":"governance.maintenance-agreement","lv":"working","ph":"maintenance agreement maintenance contract maintenance agreement maintenance contract maintenance agreement a contract governing maintenance updates or upkeep of a product system or asset a contract governing maintenance updates or upkeep of a product system or asset do not describe maintenance agreement as agreed until the operative document says so you will see maintenance agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here maintenance agreement means a contract governing maintenance updates or upkeep of a product system or asset corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law equipment technology global context dependent","sn":"Maintenance agreement","t":"Maintenance agreement","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/maintenance-agreement/","ui":"Do not describe maintenance agreement as agreed until the operative document says so."},{"a":["sustaining capex"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Capital spending estimated to sustain existing operations or capacity.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Capital spending estimated to sustain existing operations or capacity.","i":2126,"id":"bizfinance.maintenance-capex","lv":"working","ph":"maintenance capex sustaining capex maintenance capex sustaining capex maintenance capex capital spending estimated to sustain existing operations or capacity capital spending estimated to sustain existing operations or capacity keep maintenance capex on the dashboard but show the definition and reporting period beside it you will see maintenance capex in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here maintenance capex means capital spending estimated to sustain existing operations or capacity finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce equipment technology global context dependent","sn":"Maintenance capex","t":"Maintenance capex","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/maintenance-capex/","ui":"Keep maintenance capex on the dashboard, but show the definition and reporting period beside it."},{"a":["ongoing covenant"],"amb":["maintenance covenant"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A covenant tested regularly regardless of new borrowing or other action.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A covenant tested regularly regardless of new borrowing or other action.","i":2127,"id":"bizfinance.maintenance-covenant","lv":"working","ph":"maintenance covenant ongoing covenant maintenance covenant ongoing covenant maintenance covenant a covenant tested regularly regardless of new borrowing or other action a covenant tested regularly regardless of new borrowing or other action do not describe maintenance covenant as agreed until the operative document says so you will see maintenance covenant in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here maintenance covenant means a covenant tested regularly regardless of new borrowing or other action finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure financial covenant startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce right contract law global context dependent","sn":"Maintenance covenant","t":"Maintenance covenant","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/maintenance-covenant/","ui":"Do not describe maintenance covenant as agreed until the operative document says so."},{"a":["MRO inventory"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Supplies and spare parts used to keep operations running.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Supplies and spare parts used to keep operations running.","i":2128,"id":"operations.maintenance-repair-and-operations-inventory","lv":"working","ph":"maintenance repair and operations inventory mro inventory maintenance repair and operations inventory mro inventory maintenance repair and operations inventory supplies and spare parts used to keep operations running supplies and spare parts used to keep operations running how are we defining maintenance repair and operations inventory in this deck you will see maintenance repair and operations inventory in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here maintenance repair and operations inventory means supplies and spare parts used to keep operations running operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Maintenance, repair and operations inventory","t":"Maintenance, repair and operations inventory","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/maintenance-repair-and-operations-inventory/","ui":"How are we defining maintenance, repair and operations inventory in this deck?"},{"a":["four-eyes principle"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A control separating preparation from independent review or approval.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A control separating preparation from independent review or approval.","i":2129,"id":"operations.maker-checker","lv":"core","ph":"maker checker four eyes principle four eyes principle maker checker maker checker a control separating preparation from independent review or approval a control separating preparation from independent review or approval the number is useful only if everyone calculates maker checker the same way you will see maker checker in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here maker checker means a control separating preparation from independent review or approval operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process status decision global context dependent","sn":"Maker-checker","t":"Maker-checker","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/maker-checker/","ui":"The number is useful only if everyone calculates maker-checker the same way."},{"a":["downward adjustment"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Reduction or cancellation of unvested variable compensation before payment.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Reduction or cancellation of unvested variable compensation before payment.","i":2130,"id":"people.malus","lv":"specialist","ph":"malus downward adjustment downward adjustment malus malus reduction or cancellation of unvested variable compensation before payment reduction or cancellation of unvested variable compensation before payment the people plan needs to explain how malus affects roles and decisions you will see malus in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here malus means reduction or cancellation of unvested variable compensation before payment people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Malus","t":"Malus","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/malus/","ui":"The people plan needs to explain how malus affects roles and decisions."},{"a":["managed services"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model charging recurring fees to operate or manage a function for customers.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The company continuously runs something for the customer.","i":2131,"id":"strategy.managed-service-model","lv":"core","ph":"managed service model managed services managed service model managed services managed service model the company continuously runs something for the customer a model charging recurring fees to operate or manage a function for customers the managed service model needs clear service levels and staffing economics you will see managed service model in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here managed service model means a model charging recurring fees to operate or manage a function for customers strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Managed-service model","t":"Managed-service model","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/managed-service-model/","ui":"The managed-service model needs clear service levels and staffing economics."},{"a":["management reporting"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Internal financial reports prepared for management rather than formal external reporting.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Internal financial reports prepared for management rather than formal external reporting.","i":2132,"id":"bizfinance.management-accounts","lv":"core","ph":"management accounts management reporting management accounts management reporting management accounts internal financial reports prepared for management rather than formal external reporting internal financial reports prepared for management rather than formal external reporting which version of management accounts should the board treat as current you will see management accounts in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here management accounts means internal financial reports prepared for management rather than formal external reporting finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent business foundation","sn":"Management accounts","t":"Management accounts","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/management-accounts/","ui":"Which version of management accounts should the board treat as current?"},{"a":["ESG assertion"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Management's formal statement about subject matter being assured.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Management's formal statement about subject matter being assured.","i":2133,"id":"sustainability.management-assertion","lv":"working","ph":"management assertion esg assertion esg assertion management assertion management assertion managements formal statement about subject matter being assured managements formal statement about subject matter being assured which version of management assertion should the board treat as current you will see management assertion in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here management assertion means managements formal statement about subject matter being assured sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact workflow process risk ethics access global context dependent","sn":"Management assertion","t":"Management assertion","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/management-assertion/","ui":"Which version of management assertion should the board treat as current?"},{"a":["MBO"],"amb":["MBO"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An acquisition of a business by its existing management team, usually with external financing.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Managers buy the company they run.","i":2134,"id":"startup.management-buyout","lv":"working","ph":"management buyout mbo management buyout mbo management buyout managers buy the company they run an acquisition of a business by its existing management team usually with external financing the management buyout requires debt and sponsor capital you will see management buyout in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here management buyout means an acquisition of a business by its existing management team usually with external financing startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns management by objectives startup investor finance corporate fundraising financing due diligence governance finance commerce workflow process organisation party global context dependent","sn":"Management buyout","t":"Management buyout","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/management-buyout/","ui":"The management buyout requires debt and sponsor capital."},{"a":["MBO"],"amb":["MBO"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A system in which managers and employees agree objectives and review results.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A system in which managers and employees agree objectives and review results.","i":2135,"id":"people.management-by-objectives","lv":"working","ph":"management by objectives mbo management by objectives mbo management by objectives a system in which managers and employees agree objectives and review results a system in which managers and employees agree objectives and review results compare management by objectives with the same cohort and period before drawing a conclusion you will see management by objectives in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here management by objectives means a system in which managers and employees agree objectives and review results people organisation and change organisation design people systems and change okrs kpis and performance goals management buyout startup business corporate people operations people planning employment performance management change management role person equipment technology workflow process organisation party global context dependent","sn":"Management by objectives","t":"Management by objectives","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/management-by-objectives/","ui":"Compare management by objectives with the same cohort and period before drawing a conclusion."},{"a":["narrative reporting"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Management's explanation of results, drivers, risks and outlook.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Management's explanation of results, drivers, risks and outlook.","i":2136,"id":"reporting.management-commentary","lv":"core","ph":"management commentary narrative reporting management commentary narrative reporting management commentary managements explanation of results drivers risks and outlook managements explanation of results drivers risks and outlook the filing needs the basis and boundary for management commentary you will see management commentary in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here management commentary means managements explanation of results drivers risks and outlook corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce workflow process risk ethics access global context dependent","sn":"Management commentary","t":"Management commentary","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/management-commentary/","ui":"The filing needs the basis and boundary for management commentary."},{"a":["ManCo"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An entity that employs staff or provides management services to other group entities or assets.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An entity that employs staff or provides management services to other group entities or assets.","i":2137,"id":"governance.management-company","lv":"working","ph":"management company manco management company manco management company an entity that employs staff or provides management services to other group entities or assets an entity that employs staff or provides management services to other group entities or assets the draft mentions management company but the scope and jurisdiction are still unclear you will see management company in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here management company means an entity that employs staff or provides management services to other group entities or assets corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting right contract law workflow process organisation party global context dependent","sn":"Management company","t":"Management company","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/management-company/","ui":"The draft mentions management company, but the scope and jurisdiction are still unclear."},{"a":["executive dashboard"],"amb":["management dashboard"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A compact visual report of current performance and risk.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A compact visual report of current performance and risk.","i":2138,"id":"reporting.management-dashboard","lv":"core","ph":"management dashboard executive dashboard executive dashboard management dashboard management dashboard a compact visual report of current performance and risk a compact visual report of current performance and risk the team needs one controlled copy of management dashboard with an owner and date you will see management dashboard in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here management dashboard means a compact visual report of current performance and risk corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers dashboard corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce workflow process organisation party risk ethics access global context dependent","sn":"Management dashboard","t":"Management dashboard","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/management-dashboard/","ui":"The team needs one controlled copy of management dashboard, with an owner and date."},{"a":["management presentation deck"],"amb":["Management deck","management presentation deck"],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation used by management in diligence, financing, sale or strategic review processes.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A deck company leaders use when others are evaluating the business.","i":2139,"id":"bizpitch.management-deck","lv":"working","ph":"management deck management presentation deck management deck management presentation deck management deck a deck company leaders use when others are evaluating the business a presentation used by management in diligence financing sale or strategic review processes the management deck must withstand detailed operational questions you will see management deck in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here management deck means a presentation used by management in diligence financing sale or strategic review processes business pitching and presentation materials business pitches decks and decision materials business deck types management presentation startup business corporate investor sales planning pitching submission decision document artifact metric standard specification workflow process global context dependent","sn":"Management deck","t":"Management deck","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/management-deck/","ui":"The management deck must withstand detailed operational questions."},{"a":["MD&A"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Management's narrative explanation of financial condition, results and trends.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Management's narrative explanation of financial condition, results and trends.","i":2140,"id":"reporting.management-discussion-and-analysis","lv":"core","ph":"management discussion and analysis md and a management discussion and analysis md and a management discussion and analysis managements narrative explanation of financial condition results and trends managements narrative explanation of financial condition results and trends attach the latest management discussion and analysis to the decision pack before the meeting you will see management discussion and analysis in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here management discussion and analysis means managements narrative explanation of financial condition results and trends corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce workflow process global context dependent corporate","sn":"Management discussion and analysis","t":"Management discussion and analysis","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/management-discussion-and-analysis/","ui":"Attach the latest management discussion and analysis to the decision pack before the meeting."},{"a":["fund management fee"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A recurring fee paid to a fund manager to operate the fund.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Money paid to the fund manager for running the fund.","i":2141,"id":"startup.management-fee","lv":"core","ph":"management fee fund management fee fund management fee management fee management fee money paid to the fund manager for running the fund a recurring fee paid to a fund manager to operate the fund the management fee steps down after the investment period you will see management fee in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here management fee means a recurring fee paid to a fund manager to operate the fund startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns startup investor finance corporate fundraising financing due diligence governance metric standard specification role person finance commerce workflow process organisation party global context dependent","sn":"Management fee","t":"Management fee","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/management-fee/","ui":"The management fee steps down after the investment period."},{"a":["management diligence session"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A diligence conversation with company leaders about strategy, operations, risks and performance.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investors or buyers question company leaders.","i":2142,"id":"startup.management-interview","lv":"working","ph":"management interview management diligence session management diligence session management interview management interview investors or buyers question company leaders a diligence conversation with company leaders about strategy operations risks and performance the management interview will test customer concentration you will see management interview in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here management interview means a diligence conversation with company leaders about strategy operations risks and performance startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce equipment technology workflow process format genre model organisation party risk ethics access global context dependent","sn":"Management interview","t":"Management interview","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/management-interview/","ui":"The management interview will test customer concentration."},{"a":["control letter"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A communication of control observations and recommendations outside the audit opinion.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A communication of control observations and recommendations outside the audit opinion.","i":2143,"id":"governance.management-letter","lv":"working","ph":"management letter control letter control letter management letter management letter a communication of control observations and recommendations outside the audit opinion a communication of control observations and recommendations outside the audit opinion the control owner needs to resolve the exception around management letter you will see management letter in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here management letter means a communication of control observations and recommendations outside the audit opinion corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law workflow process global context dependent","sn":"Management letter","t":"Management letter","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/management-letter/","ui":"The control owner needs to resolve the exception around management letter."},{"a":["oversight of management"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Board supervision of executives, performance and risk without taking over day-to-day management.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Board supervision of executives, performance and risk without taking over day-to-day management.","i":2144,"id":"governance.management-oversight","lv":"core","ph":"management oversight oversight of management management oversight oversight of management management oversight board supervision of executives performance and risk without taking over day to day management board supervision of executives performance and risk without taking over day to day management the minutes should record the decision on management oversight not reconstruct it later you will see management oversight in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here management oversight means board supervision of executives performance and risk without taking over day to day management corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting right contract law workflow process organisation party risk ethics access global context dependent","sn":"Management oversight","t":"Management oversight","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/management-oversight/","ui":"The minutes should record the decision on management oversight, not reconstruct it later."},{"a":["management deck","management presentation deck"],"amb":["Management deck","management presentation deck"],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation by company leaders to investors, lenders, buyers or other decision-makers, often during a transaction.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"Company leaders explain the business directly to people evaluating it.","i":2145,"id":"bizpitch.management-presentation","lv":"working","ph":"management presentation management deck management presentation deck management deck management presentation management presentation deck management presentation company leaders explain the business directly to people evaluating it a presentation by company leaders to investors lenders buyers or other decision makers often during a transaction the management presentation will be the buyers first live test of the plan you will see management presentation in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here management presentation means a presentation by company leaders to investors lenders buyers or other decision makers often during a transaction business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations management deck startup business corporate investor sales planning pitching submission decision role person workflow process organisation party status decision global context dependent","sn":"Management presentation","t":"Management presentation","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/management-presentation/","ui":"The management presentation will be the buyer's first live test of the plan."},{"a":["management questions"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A structured question-and-answer session with company leadership during diligence or selection.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A meeting where decision-makers question company leaders.","i":2146,"id":"bizpitch.management-q-a","lv":"working","ph":"management q and a management questions management q and a management questions management q and a a meeting where decision makers question company leaders a structured question and answer session with company leadership during diligence or selection prepare evidence owners for the management q and a you will see management q and a in business pitches proposals executive summaries and decision decks when the discussion reaches supporting documents and leave behinds it helps a reader interpret supporting documents and leave behinds without confusing the measure decision role or evidence being discussed here management q and a means a structured question and answer session with company leadership during diligence or selection business pitching and presentation materials business pitches decks and decision materials supporting documents and leave behinds startup business corporate investor sales planning pitching submission decision document artifact workflow process organisation party global context dependent","sn":"Management Q&A","t":"Management Q&A","tp":"Supporting documents & leave-behinds","tpid":"business-pitching-artifacts.supporting-documents","u":"terms/management-q-a/","ui":"Prepare evidence owners for the management Q&A."},{"a":["manager ratio"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Managers as a proportion of the workforce.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Managers as a proportion of the workforce.","i":2147,"id":"people.management-ratio","lv":"working","ph":"management ratio manager ratio management ratio manager ratio management ratio managers as a proportion of the workforce managers as a proportion of the workforce compare management ratio with the same cohort and period before drawing a conclusion you will see management ratio in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here management ratio means managers as a proportion of the workforce people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification role person workflow process organisation party global context dependent","sn":"Management ratio","t":"Management ratio","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/management-ratio/","ui":"Compare management ratio with the same cohort and period before drawing a conclusion."},{"a":["representation letter"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Written confirmations from management provided to an auditor.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Written confirmations from management provided to an auditor.","i":2148,"id":"governance.management-representation-letter","lv":"working","ph":"management representation letter representation letter management representation letter representation letter management representation letter written confirmations from management provided to an auditor written confirmations from management provided to an auditor the assurance team asked for the evidence supporting management representation letter you will see management representation letter in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here management representation letter means written confirmations from management provided to an auditor corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law workflow process organisation party global context dependent","sn":"Management representation letter","t":"Management representation letter","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/management-representation-letter/","ui":"The assurance team asked for the evidence supporting management representation letter."},{"a":["reserve"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Centrally controlled reserve held for unplanned work or risk, separate from project contingency in some systems.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Centrally controlled reserve held for unplanned work or risk, separate from project contingency in some systems.","i":2149,"id":"bizfinance.management-reserve","lv":"working","ph":"management reserve reserve management reserve reserve management reserve centrally controlled reserve held for unplanned work or risk separate from project contingency in some systems centrally controlled reserve held for unplanned work or risk separate from project contingency in some systems the number is useful only if everyone calculates management reserve the same way you will see management reserve in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here management reserve means centrally controlled reserve held for unplanned work or risk separate from project contingency in some systems finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce equipment technology workflow process risk ethics access global context dependent","sn":"Management reserve","t":"Management reserve","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/management-reserve/","ui":"The number is useful only if everyone calculates management reserve the same way."},{"a":["business management system"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The integrated routines, metrics and forums used to direct and improve an organisation.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The integrated routines, metrics and forums used to direct and improve an organisation.","i":2150,"id":"people.management-system","lv":"core","ph":"management system business management system business management system management system management system the integrated routines metrics and forums used to direct and improve an organisation the integrated routines metrics and forums used to direct and improve an organisation keep management system on the dashboard but show the definition and reporting period beside it you will see management system in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here management system means the integrated routines metrics and forums used to direct and improve an organisation people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management metric standard specification equipment technology workflow process organisation party global context dependent","sn":"Management system","t":"Management system","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/management-system/","ui":"Keep management system on the dashboard, but show the definition and reporting period beside it."},{"a":["second-line manager"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A leader whose direct reports include people managers.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A leader whose direct reports include people managers.","i":2151,"id":"people.manager-of-managers","lv":"working","ph":"manager of managers second line manager manager of managers second line manager manager of managers a leader whose direct reports include people managers a leader whose direct reports include people managers the team needs one controlled copy of manager of managers with an owner and date you will see manager of managers in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here manager of managers means a leader whose direct reports include people managers people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management document artifact role person organisation party global context dependent","sn":"Manager of managers","t":"Manager of managers","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/manager-of-managers/","ui":"The team needs one controlled copy of manager of managers, with an owner and date."},{"a":["pass-fail requirement"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A condition that a submission must meet to remain compliant.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A condition that a submission must meet to remain compliant.","i":2152,"id":"operations.mandatory-requirement","lv":"core","ph":"mandatory requirement pass fail requirement mandatory requirement pass fail requirement mandatory requirement a condition that a submission must meet to remain compliant a condition that a submission must meet to remain compliant can we circulate mandatory requirement with the assumptions and open questions marked you will see mandatory requirement in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here mandatory requirement means a condition that a submission must meet to remain compliant operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Mandatory requirement","t":"Mandatory requirement","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/mandatory-requirement/","ui":"Can we circulate mandatory requirement with the assumptions and open questions marked?"},{"a":["brand manifesto"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A declarative statement of beliefs, intent or desired change.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A declarative statement of beliefs, intent or desired change.","i":2153,"id":"marketing.manifesto","lv":"working","ph":"manifesto brand manifesto brand manifesto manifesto manifesto a declarative statement of beliefs intent or desired change a declarative statement of beliefs intent or desired change the team needs one controlled copy of manifesto with an owner and date you will see manifesto in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here manifesto means a declarative statement of beliefs intent or desired change marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting document artifact format genre model global context dependent","sn":"Manifesto","t":"Manifesto","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/manifesto/","ui":"The team needs one controlled copy of manifesto, with an owner and date."},{"a":["human control"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A control performed primarily by a person rather than an automated system.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A control performed primarily by a person rather than an automated system.","i":2154,"id":"operations.manual-control","lv":"core","ph":"manual control human control human control manual control manual control a control performed primarily by a person rather than an automated system a control performed primarily by a person rather than an automated system show where manual control happens in the operating model and who receives the handoff you will see manual control in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here manual control means a control performed primarily by a person rather than an automated system operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person equipment technology workflow process global context dependent","sn":"Manual control","t":"Manual control","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/manual-control/","ui":"Show where manual control happens in the operating model and who receives the handoff."},{"a":["producer"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"An organisation that makes physical goods.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"An organisation that makes physical goods.","i":2155,"id":"operations.manufacturer","lv":"core","ph":"manufacturer producer manufacturer producer manufacturer an organisation that makes physical goods an organisation that makes physical goods the weekly review should track manufacturer against the same process definition you will see manufacturer in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here manufacturer means an organisation that makes physical goods operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process organisation party global context dependent","sn":"Manufacturer","t":"Manufacturer","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/manufacturer/","ui":"The weekly review should track manufacturer against the same process definition."},{"a":["contract manufacturing agreement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contract for producing goods to specified requirements.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A contract for producing goods to specified requirements.","i":2156,"id":"governance.manufacturing-agreement","lv":"working","ph":"manufacturing agreement contract manufacturing agreement contract manufacturing agreement manufacturing agreement manufacturing agreement a contract for producing goods to specified requirements a contract for producing goods to specified requirements can we state who receives the right created by manufacturing agreement and when it applies you will see manufacturing agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here manufacturing agreement means a contract for producing goods to specified requirements corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Manufacturing agreement","t":"Manufacturing agreement","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/manufacturing-agreement/","ui":"Can we state who receives the right created by manufacturing agreement, and when it applies?"},{"a":["profit margin"],"amb":["profit margin"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The difference or ratio between revenue and a defined category of cost.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The difference or ratio between revenue and a defined category of cost.","i":2157,"id":"bizfinance.margin.finance-accounting-valuation-margins-unit-economics","lv":"core","ph":"margin profit margin margin profit margin margin the difference or ratio between revenue and a defined category of cost the difference or ratio between revenue and a defined category of cost compare margin with the same cohort and period before drawing a conclusion you will see margin in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here margin means the difference or ratio between revenue and a defined category of cost finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics net margin startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Margin","t":"Margin","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/margin/","ui":"Compare margin with the same cohort and period before drawing a conclusion."},{"a":["margin decline"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Decrease in a selected margin percentage.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Decrease in a selected margin percentage.","i":2158,"id":"bizfinance.margin-compression","lv":"core","ph":"margin compression margin decline margin compression margin decline margin compression decrease in a selected margin percentage decrease in a selected margin percentage keep margin compression on the dashboard but show the definition and reporting period beside it you will see margin compression in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here margin compression means decrease in a selected margin percentage finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Margin compression","t":"Margin compression","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/margin-compression/","ui":"Keep margin compression on the dashboard, but show the definition and reporting period beside it."},{"a":["margin improvement"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Increase in a selected margin percentage.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Increase in a selected margin percentage.","i":2159,"id":"bizfinance.margin-expansion","lv":"core","ph":"margin expansion margin improvement margin expansion margin improvement margin expansion increase in a selected margin percentage increase in a selected margin percentage keep margin expansion on the dashboard but show the definition and reporting period beside it you will see margin expansion in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here margin expansion means increase in a selected margin percentage finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Margin expansion","t":"Margin expansion","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/margin-expansion/","ui":"Keep margin expansion on the dashboard, but show the definition and reporting period beside it."},{"a":["MOE"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A statistical range expressing sampling uncertainty under specified assumptions.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A statistical range expressing sampling uncertainty under specified assumptions.","i":2160,"id":"marketing.margin-of-error","lv":"working","ph":"margin of error moe margin of error moe margin of error a statistical range expressing sampling uncertainty under specified assumptions a statistical range expressing sampling uncertainty under specified assumptions can we show the uncertainty around margin of error instead of presenting one clean number you will see margin of error in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here margin of error means a statistical range expressing sampling uncertainty under specified assumptions marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Margin of error","t":"Margin of error","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/margin-of-error/","ui":"Can we show the uncertainty around margin of error instead of presenting one clean number?"},{"a":["MAC"],"amb":["MAC"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The cost of reducing one additional unit of emissions.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The cost of reducing one additional unit of emissions.","i":2161,"id":"sustainability.marginal-abatement-cost","lv":"working","ph":"marginal abatement cost mac mac marginal abatement cost marginal abatement cost the cost of reducing one additional unit of emissions the cost of reducing one additional unit of emissions state the boundary and evidence behind marginal abatement cost before publishing the claim you will see marginal abatement cost in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here marginal abatement cost means the cost of reducing one additional unit of emissions sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims material adverse change minimum annual commitment corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification risk ethics access global context dependent","sn":"Marginal abatement cost","t":"Marginal abatement cost","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/marginal-abatement-cost/","ui":"State the boundary and evidence behind marginal abatement cost before publishing the claim."},{"a":["MACC"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A chart comparing emissions-reduction potential and cost across measures.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A chart comparing emissions-reduction potential and cost across measures.","i":2162,"id":"sustainability.marginal-abatement-cost-curve","lv":"working","ph":"marginal abatement cost curve macc macc marginal abatement cost curve marginal abatement cost curve a chart comparing emissions reduction potential and cost across measures a chart comparing emissions reduction potential and cost across measures attach the latest marginal abatement cost curve to the decision pack before the meeting you will see marginal abatement cost curve in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here marginal abatement cost curve means a chart comparing emissions reduction potential and cost across measures sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification risk ethics access global context dependent","sn":"Marginal abatement cost curve","t":"Marginal abatement cost curve","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/marginal-abatement-cost-curve/","ui":"Attach the latest marginal abatement cost curve to the decision pack before the meeting."},{"a":["marginal ROI"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Additional outcome generated by the next unit of spend or activity.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Additional outcome generated by the next unit of spend or activity.","i":2163,"id":"marketing.marginal-return","lv":"working","ph":"marginal return marginal roi marginal return marginal roi marginal return additional outcome generated by the next unit of spend or activity additional outcome generated by the next unit of spend or activity keep marginal return on the dashboard but show the definition and reporting period beside it you will see marginal return in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here marginal return means additional outcome generated by the next unit of spend or activity marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Marginal return","t":"Marginal return","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/marginal-return/","ui":"Keep marginal return on the dashboard, but show the definition and reporting period beside it."},{"a":["commercial market"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A group of buyers and sellers connected by a need, offer or type of exchange.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The people or organisations who may buy and sell a kind of thing.","i":2164,"id":"strategy.market","lv":"core","ph":"market commercial market commercial market market market the people or organisations who may buy and sell a kind of thing a group of buyers and sellers connected by a need offer or type of exchange define the market around customer behaviour not the product label alone you will see market in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here market means a group of buyers and sellers connected by a need offer or type of exchange strategy markets and business models strategy market analysis and business models markets industries and categories industry startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent business foundation","sn":"Market","t":"Market","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/market/","ui":"Define the market around customer behaviour, not the product label alone."},{"a":["market sharing"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Competitors dividing customers, territories or products instead of competing.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Competitors dividing customers, territories or products instead of competing.","i":2165,"id":"governance.market-allocation","lv":"working","ph":"market allocation market sharing market allocation market sharing market allocation competitors dividing customers territories or products instead of competing competitors dividing customers territories or products instead of competing do not describe market allocation as agreed until the operative document says so you will see market allocation in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here market allocation means competitors dividing customers territories or products instead of competing corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law format genre model global context dependent","sn":"Market allocation","t":"Market allocation","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/market-allocation/","ui":"Do not describe market allocation as agreed until the operative document says so."},{"a":["market-based Scope 2"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Scope 2 calculation reflecting qualifying contractual instruments and supplier information.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Scope 2 calculation reflecting qualifying contractual instruments and supplier information.","i":2166,"id":"sustainability.market-based-method","lv":"core","ph":"market based method market based scope 2 market based method market based scope 2 market based method scope 2 calculation reflecting qualifying contractual instruments and supplier information scope 2 calculation reflecting qualifying contractual instruments and supplier information counsel wants market based method clarified before anyone signs you will see market based method in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here market based method means scope 2 calculation reflecting qualifying contractual instruments and supplier information sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact role person right contract law workflow process format genre model risk ethics access global context dependent","sn":"Market-based method","t":"Market-based method","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/market-based-method/","ui":"Counsel wants market-based method clarified before anyone signs."},{"a":["inclusion boundary"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The rule determining which customers, products or geographies are included in a market estimate.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The line deciding what counts inside the market.","i":2167,"id":"strategy.market-boundary","lv":"core","ph":"market boundary inclusion boundary inclusion boundary market boundary market boundary the line deciding what counts inside the market the rule determining which customers products or geographies are included in a market estimate state the market boundary before presenting tam you will see market boundary in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here market boundary means the rule determining which customers products or geographies are included in a market estimate strategy markets and business models strategy market analysis and business models markets industries and categories startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Market boundary","t":"Market boundary","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/market-boundary/","ui":"State the market boundary before presenting TAM."},{"a":["market cap"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Share price multiplied by shares outstanding under the stated share definition.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Share price multiplied by shares outstanding under the stated share definition.","i":2168,"id":"bizfinance.market-capitalisation","lv":"core","ph":"market capitalisation market cap market cap market capitalisation market capitalisation share price multiplied by shares outstanding under the stated share definition share price multiplied by shares outstanding under the stated share definition the range matters more than a false point estimate for market capitalisation you will see market capitalisation in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here market capitalisation means share price multiplied by shares outstanding under the stated share definition finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology workflow process format genre model global context dependent","sn":"Market capitalisation","t":"Market capitalisation","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/market-capitalisation/","ui":"The range matters more than a false point estimate for market capitalisation."},{"a":["concentration"],"amb":["market concentration"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The degree to which market share is held by a small number of firms.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How much of a market is controlled by the largest firms.","i":2169,"id":"strategy.market-concentration","lv":"working","ph":"market concentration concentration concentration market concentration market concentration how much of a market is controlled by the largest firms the degree to which market share is held by a small number of firms use more than one measure of market concentration you will see market concentration in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here market concentration means the degree to which market share is held by a small number of firms strategy markets and business models strategy market analysis and business models markets industries and categories concentrated market startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Market concentration","t":"Market concentration","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/market-concentration/","ui":"Use more than one measure of market concentration."},{"a":["market expansion"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Growth by taking existing products into new markets or customer groups.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Sell the current product to new markets.","i":2170,"id":"strategy.market-development","lv":"core","ph":"market development market expansion market development market expansion market development sell the current product to new markets growth by taking existing products into new markets or customer groups the regional launch is a market development bet you will see market development in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here market development means growth by taking existing products into new markets or customer groups strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Market development","t":"Market development","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/market-development/","ui":"The regional launch is a market-development bet."},{"a":["industry forecast"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"An estimate of future market size, growth or composition.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A prediction of how a market may change.","i":2171,"id":"strategy.market-forecast","lv":"core","ph":"market forecast industry forecast industry forecast market forecast market forecast a prediction of how a market may change an estimate of future market size growth or composition use multiple market forecasts rather than one vendors headline you will see market forecast in strategy decks market analyses business plans and planning workshops when the discussion reaches market sizing and growth it helps a reader interpret market sizing and growth without confusing the measure decision role or evidence being discussed here market forecast means an estimate of future market size growth or composition strategy markets and business models strategy market analysis and business models market sizing and growth startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Market forecast","t":"Market forecast","tp":"Market sizing & growth","tpid":"strategy-market-models.market-sizing","u":"terms/market-forecast/","ui":"Use multiple market forecasts rather than one vendor's headline."},{"a":["category growth"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The change in market size over a stated period.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How quickly the market is getting larger or smaller.","i":2172,"id":"strategy.market-growth","lv":"core","ph":"market growth category growth category growth market growth market growth how quickly the market is getting larger or smaller the change in market size over a stated period separate nominal market growth from real volume growth you will see market growth in strategy decks market analyses business plans and planning workshops when the discussion reaches market sizing and growth it helps a reader interpret market sizing and growth without confusing the measure decision role or evidence being discussed here market growth means the change in market size over a stated period strategy markets and business models strategy market analysis and business models market sizing and growth startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Market growth","t":"Market growth","tp":"Market sizing & growth","tpid":"strategy-market-models.market-sizing","u":"terms/market-growth/","ui":"Separate nominal market growth from real volume growth."},{"a":["landscape map"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A visual arrangement of companies, segments or categories to show the competitive landscape.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A picture of who operates in a market and where they sit.","i":2173,"id":"bizpitch.market-map","lv":"core","ph":"market map landscape map landscape map market map market map a picture of who operates in a market and where they sit a visual arrangement of companies segments or categories to show the competitive landscape the market map needs a clear inclusion rule you will see market map in business pitches proposals executive summaries and decision decks when the discussion reaches business charts and exhibits it helps a reader interpret business charts and exhibits without confusing the measure decision role or evidence being discussed here market map means a visual arrangement of companies segments or categories to show the competitive landscape business pitching and presentation materials business pitches decks and decision materials business charts and exhibits startup business corporate investor sales planning pitching submission decision format genre model global context dependent","sn":"Market map","t":"Market map","tp":"Business charts & exhibits","tpid":"business-pitching-artifacts.business-charts","u":"terms/market-map/","ui":"The market map needs a clear inclusion rule."},{"a":["penetration rate"],"amb":["Market penetration","penetration rate"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The extent to which a product or service is used by the potential customer population.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How much of the possible market is already using the product.","i":2174,"id":"strategy.market-penetration.strategy-market-models-market-sizing","lv":"core","ph":"market penetration penetration rate market penetration penetration rate market penetration how much of the possible market is already using the product the extent to which a product or service is used by the potential customer population low market penetration does not automatically mean easy growth you will see market penetration in strategy decks market analyses business plans and planning workshops when the discussion reaches market sizing and growth it helps a reader interpret market sizing and growth without confusing the measure decision role or evidence being discussed here market penetration means the extent to which a product or service is used by the potential customer population strategy markets and business models strategy market analysis and business models market sizing and growth market penetration penetration rate startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Market penetration","t":"Market penetration","tp":"Market sizing & growth","tpid":"strategy-market-models.market-sizing","u":"terms/market-penetration--strategy-market-penetration-strategy-market-models-market-sizing/","ui":"Low market penetration does not automatically mean easy growth."},{"a":["penetration strategy"],"amb":["Market penetration"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Growth by selling more existing products to existing markets.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Sell more of what already exists to current markets.","i":2175,"id":"strategy.market-penetration.strategy-market-models-strategy-frameworks","lv":"core","ph":"market penetration penetration strategy market penetration penetration strategy market penetration sell more of what already exists to current markets growth by selling more existing products to existing markets the plan prioritises market penetration before expansion you will see market penetration in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here market penetration means growth by selling more existing products to existing markets strategy markets and business models strategy market analysis and business models strategy frameworks and analysis market penetration startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Market penetration","t":"Market penetration","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/market-penetration--strategy-market-penetration-strategy-market-models-strategy-frameworks/","ui":"The plan prioritises market penetration before expansion."},{"a":["market pay"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"External pay level for comparable work under a defined benchmark.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"External pay level for comparable work under a defined benchmark.","i":2176,"id":"people.market-rate","lv":"core","ph":"market rate market pay market pay market rate market rate external pay level for comparable work under a defined benchmark external pay level for comparable work under a defined benchmark the number is useful only if everyone calculates market rate the same way you will see market rate in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here market rate means external pay level for comparable work under a defined benchmark people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management metric standard specification format genre model organisation party global context dependent","sn":"Market rate","t":"Market rate","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/market-rate/","ui":"The number is useful only if everyone calculates market rate the same way."},{"a":["marketing research"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Systematic collection and analysis of information about customers, markets and competitors.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Systematic collection and analysis of information about customers, markets and competitors.","i":2177,"id":"marketing.market-research","lv":"core","ph":"market research marketing research market research marketing research market research systematic collection and analysis of information about customers markets and competitors systematic collection and analysis of information about customers markets and competitors define market research in the research plan before fieldwork begins you will see market research in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here market research means systematic collection and analysis of information about customers markets and competitors marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting role person equipment technology format genre model global context dependent","sn":"Market research","t":"Market research","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/market-research/","ui":"Define market research in the research plan before fieldwork begins."},{"a":["price risk"],"amb":["Market risk"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Risk of loss from changes in prices, rates, currencies or other market factors.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Risk of loss from changes in prices, rates, currencies or other market factors.","i":2178,"id":"governance.market-risk.governance-legal-compliance-enterprise-risk","lv":"core","ph":"market risk price risk market risk price risk market risk risk of loss from changes in prices rates currencies or other market factors risk of loss from changes in prices rates currencies or other market factors the control is not complete until we can evidence how market risk is monitored you will see market risk in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here market risk means risk of loss from changes in prices rates currencies or other market factors corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls market risk startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law format genre model risk ethics access global context dependent","sn":"Market risk","t":"Market risk","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/market-risk--governance-market-risk-governance-legal-compliance-enterprise-risk/","ui":"The control is not complete until we can evidence how market risk is monitored."},{"a":["climate market risk"],"amb":["Market risk"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Risk from shifts in demand, prices, inputs or competition caused by transition.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Risk from shifts in demand, prices, inputs or competition caused by transition.","i":2179,"id":"sustainability.market-risk.sustainability-impact-esg-climate-risk","lv":"core","ph":"market risk climate market risk climate market risk market risk market risk risk from shifts in demand prices inputs or competition caused by transition risk from shifts in demand prices inputs or competition caused by transition the board will ask what happens if market risk moves outside tolerance you will see market risk in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here market risk means risk from shifts in demand prices inputs or competition caused by transition sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience market risk corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance format genre model risk ethics access global context dependent","sn":"Market risk","t":"Market risk","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/market-risk--sustainability-market-risk-sustainability-impact-esg-climate-risk/","ui":"The board will ask what happens if market risk moves outside tolerance."},{"a":["saturated market"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A condition in which most potential demand is already served and further growth becomes harder.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Most possible customers already have a solution.","i":2180,"id":"strategy.market-saturation","lv":"core","ph":"market saturation saturated market market saturation saturated market market saturation most possible customers already have a solution a condition in which most potential demand is already served and further growth becomes harder market saturation shifts growth toward replacement and share gain you will see market saturation in strategy decks market analyses business plans and planning workshops when the discussion reaches market sizing and growth it helps a reader interpret market sizing and growth without confusing the measure decision role or evidence being discussed here market saturation means a condition in which most potential demand is already served and further growth becomes harder strategy markets and business models strategy market analysis and business models market sizing and growth startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Market saturation","t":"Market saturation","tp":"Market sizing & growth","tpid":"strategy-market-models.market-sizing","u":"terms/market-saturation/","ui":"Market saturation shifts growth toward replacement and share gain."},{"a":["segmentation"],"amb":["Market segmentation","segmentation"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The process of dividing a market into meaningful groups for analysis or action.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Split a market into useful customer groups.","i":2181,"id":"strategy.market-segmentation","lv":"core","ph":"market segmentation segmentation market segmentation segmentation market segmentation split a market into useful customer groups the process of dividing a market into meaningful groups for analysis or action the market segmentation needs variables that change the offer or channel you will see market segmentation in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here market segmentation means the process of dividing a market into meaningful groups for analysis or action strategy markets and business models strategy market analysis and business models customers users and segmentation segmentation startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology workflow process format genre model global context dependent","sn":"Market segmentation","t":"Market segmentation","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/market-segmentation/","ui":"The market segmentation needs variables that change the offer or channel."},{"a":["price-sensitive information"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Non-public information likely to affect a security's price or investment decision.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Non-public information likely to affect a security's price or investment decision.","i":2182,"id":"reporting.market-sensitive-information","lv":"core","ph":"market sensitive information price sensitive information market sensitive information price sensitive information market sensitive information non public information likely to affect a securitys price or investment decision non public information likely to affect a securitys price or investment decision the draft mentions market sensitive information but the scope and jurisdiction are still unclear you will see market sensitive information in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here market sensitive information means non public information likely to affect a securitys price or investment decision corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce equipment technology format genre model status decision global context dependent","sn":"Market-sensitive information","t":"Market-sensitive information","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/market-sensitive-information/","ui":"The draft mentions market-sensitive information, but the scope and jurisdiction are still unclear."},{"a":["share"],"amb":["share"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A company's sales, users or volume as a percentage of the defined total market.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The company's portion of the market.","i":2183,"id":"strategy.market-share","lv":"core","ph":"market share share market share share market share the companys portion of the market a companys sales users or volume as a percentage of the defined total market state whether market share is based on revenue or units you will see market share in strategy decks market analyses business plans and planning workshops when the discussion reaches market sizing and growth it helps a reader interpret market sizing and growth without confusing the measure decision role or evidence being discussed here market share means a companys sales users or volume as a percentage of the defined total market strategy markets and business models strategy market analysis and business models market sizing and growth share startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model organisation party global context dependent startup","sn":"Market share","t":"Market share","tp":"Market sizing & growth","tpid":"strategy-market-models.market-sizing","u":"terms/market-share/","ui":"State whether market share is based on revenue or units."},{"a":["market value"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The measured or estimated total volume, value or customer count within a defined market and period.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How large a defined market is.","i":2184,"id":"strategy.market-size","lv":"core","ph":"market size market value market size market value market size how large a defined market is the measured or estimated total volume value or customer count within a defined market and period market size without a year and currency is incomplete you will see market size in strategy decks market analyses business plans and planning workshops when the discussion reaches market sizing and growth it helps a reader interpret market sizing and growth without confusing the measure decision role or evidence being discussed here market size means the measured or estimated total volume value or customer count within a defined market and period strategy markets and business models strategy market analysis and business models market sizing and growth startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent business foundation","sn":"Market size","t":"Market size","tp":"Market sizing & growth","tpid":"strategy-market-models.market-sizing","u":"terms/market-size/","ui":"Market size without a year and currency is incomplete."},{"a":["market opportunity slide"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide defining the target market, its size, growth and relevant segmentation.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that explains who might buy and how large the market is.","i":2185,"id":"bizpitch.market-slide","lv":"core","ph":"market slide market opportunity slide market opportunity slide market slide market slide the slide that explains who might buy and how large the market is a slide defining the target market its size growth and relevant segmentation the market slide should state the method behind the numbers you will see market slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here market slide means a slide defining the target market its size growth and relevant segmentation business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact format genre model global context dependent","sn":"Market slide","t":"Market slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/market-slide/","ui":"The market slide should state the method behind the numbers."},{"a":["investor wall-crossing"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Controlled communication with investors to gauge interest before a transaction, subject to rules.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Controlled communication with investors to gauge interest before a transaction, subject to rules.","i":2186,"id":"reporting.market-sounding","lv":"specialist","ph":"market sounding investor wall crossing investor wall crossing market sounding market sounding controlled communication with investors to gauge interest before a transaction subject to rules controlled communication with investors to gauge interest before a transaction subject to rules the market will compare market sounding with last quarter so keep the definition stable you will see market sounding in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here market sounding means controlled communication with investors to gauge interest before a transaction subject to rules corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce format genre model global context dependent","sn":"Market sounding","t":"Market sounding","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/market-sounding/","ui":"The market will compare market sounding with last quarter, so keep the definition stable."},{"a":["industry structure"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The number, size and relationship of firms, buyers and barriers in a market.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How competition and power are arranged in a market.","i":2187,"id":"strategy.market-structure","lv":"working","ph":"market structure industry structure industry structure market structure market structure how competition and power are arranged in a market the number size and relationship of firms buyers and barriers in a market market structure explains why margins differ across segments you will see market structure in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here market structure means the number size and relationship of firms buyers and barriers in a market strategy markets and business models strategy market analysis and business models markets industries and categories startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model organisation party global context dependent","sn":"Market structure","t":"Market structure","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/market-structure/","ui":"Market structure explains why margins differ across segments."},{"a":["campaign calendar"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A schedule of campaigns, content, launches and key dates.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A schedule of campaigns, content, launches and key dates.","i":2188,"id":"marketing.marketing-calendar","lv":"core","ph":"marketing calendar campaign calendar campaign calendar marketing calendar marketing calendar a schedule of campaigns content launches and key dates a schedule of campaigns content launches and key dates attach the latest marketing calendar to the decision pack before the meeting you will see marketing calendar in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here marketing calendar means a schedule of campaigns content launches and key dates marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting document artifact metric standard specification format genre model global context dependent","sn":"Marketing calendar","t":"Marketing calendar","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/marketing-calendar/","ui":"Attach the latest marketing calendar to the decision pack before the meeting."},{"a":["campaign"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A coordinated set of communications and actions intended to achieve a defined objective.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A coordinated set of communications and actions intended to achieve a defined objective.","i":2189,"id":"marketing.marketing-campaign","lv":"core","ph":"marketing campaign campaign campaign marketing campaign marketing campaign a coordinated set of communications and actions intended to achieve a defined objective a coordinated set of communications and actions intended to achieve a defined objective can we trace marketing campaign back to a decision the team can act on you will see marketing campaign in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here marketing campaign means a coordinated set of communications and actions intended to achieve a defined objective marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent business","sn":"Marketing campaign","t":"Marketing campaign","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/marketing-campaign/","ui":"Can we trace marketing campaign back to a decision the team can act on?"},{"a":["advertising compliance"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Processes ensuring marketing follows applicable law, regulation, platform rules and internal policy.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Processes ensuring marketing follows applicable law, regulation, platform rules and internal policy.","i":2190,"id":"marketing.marketing-compliance","lv":"core","ph":"marketing compliance advertising compliance advertising compliance marketing compliance marketing compliance processes ensuring marketing follows applicable law regulation platform rules and internal policy processes ensuring marketing follows applicable law regulation platform rules and internal policy the team needs one controlled copy of marketing compliance with an owner and date you will see marketing compliance in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here marketing compliance means processes ensuring marketing follows applicable law regulation platform rules and internal policy marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting document artifact right contract law workflow process format genre model risk ethics access global context dependent","sn":"Marketing compliance","t":"Marketing compliance","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/marketing-compliance/","ui":"The team needs one controlled copy of marketing compliance, with an owner and date."},{"a":["campaign effectiveness"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The extent to which marketing achieves intended outcomes.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The extent to which marketing achieves intended outcomes.","i":2191,"id":"marketing.marketing-effectiveness","lv":"core","ph":"marketing effectiveness campaign effectiveness campaign effectiveness marketing effectiveness marketing effectiveness the extent to which marketing achieves intended outcomes the extent to which marketing achieves intended outcomes how are we defining marketing effectiveness in this deck you will see marketing effectiveness in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here marketing effectiveness means the extent to which marketing achieves intended outcomes marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Marketing effectiveness","t":"Marketing effectiveness","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/marketing-effectiveness/","ui":"How are we defining marketing effectiveness in this deck?"},{"a":["media efficiency"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Outcomes achieved relative to marketing resources or cost.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Outcomes achieved relative to marketing resources or cost.","i":2192,"id":"marketing.marketing-efficiency","lv":"core","ph":"marketing efficiency media efficiency marketing efficiency media efficiency marketing efficiency outcomes achieved relative to marketing resources or cost outcomes achieved relative to marketing resources or cost the number is useful only if everyone calculates marketing efficiency the same way you will see marketing efficiency in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here marketing efficiency means outcomes achieved relative to marketing resources or cost marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Marketing efficiency","t":"Marketing efficiency","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/marketing-efficiency/","ui":"The number is useful only if everyone calculates marketing efficiency the same way."},{"a":["demand funnel","conversion funnel"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A model showing how an audience narrows from awareness toward action.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","sales","finance","product","marketing"],"e":"A model showing how an audience narrows from awareness toward action.","i":2193,"id":"marketing.marketing-funnel","lv":"core","ph":"marketing funnel demand funnel conversion funnel conversion funnel demand funnel marketing funnel marketing funnel a model showing how an audience narrows from awareness toward action a model showing how an audience narrows from awareness toward action can we trace marketing funnel back to a decision the team can act on you will see marketing funnel in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here marketing funnel means a model showing how an audience narrows from awareness toward action marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate sales finance product marketing go to market sales contracting customer success renewal market research marketing growth reporting metric standard specification equipment technology format genre model global context dependent","sn":"Marketing funnel","t":"Marketing funnel","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/marketing-funnel/","ui":"Can we trace marketing funnel back to a decision the team can act on?"},{"a":["MLG"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A growth model in which campaigns, content and brand activity create most qualified demand.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A growth model in which campaigns, content and brand activity create most qualified demand.","i":2194,"id":"revenue.marketing-led-growth","lv":"working","ph":"marketing led growth mlg marketing led growth mlg marketing led growth a growth model in which campaigns content and brand activity create most qualified demand a growth model in which campaigns content and brand activity create most qualified demand which segment owns the first proof point for marketing led growth you will see marketing led growth in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here marketing led growth means a growth model in which campaigns content and brand activity create most qualified demand revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce equipment technology format genre model global context dependent","sn":"Marketing-led growth","t":"Marketing-led growth","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/marketing-led-growth/","ui":"Which segment owns the first proof point for marketing-led growth?"},{"a":["four Ps","4Ps"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The controllable elements used to bring an offer to market, commonly framed as product, price, place and promotion.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The controllable elements used to bring an offer to market, commonly framed as product, price, place and promotion.","i":2195,"id":"marketing.marketing-mix","lv":"core","ph":"marketing mix four ps 4 ps 4 ps four ps marketing mix marketing mix the controllable elements used to bring an offer to market commonly framed as product price place and promotion the controllable elements used to bring an offer to market commonly framed as product price place and promotion define marketing mix before we compare campaign performance you will see marketing mix in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here marketing mix means the controllable elements used to bring an offer to market commonly framed as product price place and promotion marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Marketing mix","t":"Marketing mix","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/marketing-mix/","ui":"Define marketing mix before we compare campaign performance."},{"a":["marketing goal"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A specific outcome marketing activity is intended to achieve.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A specific outcome marketing activity is intended to achieve.","i":2196,"id":"marketing.marketing-objective","lv":"core","ph":"marketing objective marketing goal marketing goal marketing objective marketing objective a specific outcome marketing activity is intended to achieve a specific outcome marketing activity is intended to achieve which audience channel and period does marketing objective cover you will see marketing objective in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here marketing objective means a specific outcome marketing activity is intended to achieve marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Marketing objective","t":"Marketing objective","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/marketing-objective/","ui":"Which audience, channel and period does marketing objective cover?"},{"a":["marketing ops"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The systems, data, process and governance enabling marketing execution and measurement.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The systems, data, process and governance enabling marketing execution and measurement.","i":2197,"id":"marketing.marketing-operations","lv":"core","ph":"marketing operations marketing ops marketing operations marketing ops marketing operations the systems data process and governance enabling marketing execution and measurement the systems data process and governance enabling marketing execution and measurement the number is useful only if everyone calculates marketing operations the same way you will see marketing operations in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here marketing operations means the systems data process and governance enabling marketing execution and measurement marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification equipment technology workflow process format genre model global context dependent","sn":"Marketing operations","t":"Marketing operations","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/marketing-operations/","ui":"The number is useful only if everyone calculates marketing operations the same way."},{"a":["marketing action plan"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A plan translating marketing strategy into objectives, actions, channels, budgets and measures.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A plan translating marketing strategy into objectives, actions, channels, budgets and measures.","i":2198,"id":"marketing.marketing-plan","lv":"core","ph":"marketing plan marketing action plan marketing action plan marketing plan marketing plan a plan translating marketing strategy into objectives actions channels budgets and measures a plan translating marketing strategy into objectives actions channels budgets and measures which audience channel and period does marketing plan cover you will see marketing plan in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here marketing plan means a plan translating marketing strategy into objectives actions channels budgets and measures marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting document artifact metric standard specification format genre model global context dependent","sn":"Marketing plan","t":"Marketing plan","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/marketing-plan/","ui":"Which audience, channel and period does marketing plan cover?"},{"a":["MQL"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A lead meeting predefined marketing conditions for sales attention.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","sales","finance","product","marketing"],"e":"A lead meeting predefined marketing conditions for sales attention.","i":2199,"id":"marketing.marketing-qualified-lead","lv":"core","ph":"marketing qualified lead mql marketing qualified lead mql marketing qualified lead a lead meeting predefined marketing conditions for sales attention a lead meeting predefined marketing conditions for sales attention compare marketing qualified lead with the same cohort and period before drawing a conclusion you will see marketing qualified lead in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here marketing qualified lead means a lead meeting predefined marketing conditions for sales attention marketing brand and growth brand marketing media and growth digital marketing metrics sales qualified lead startup business corporate sales finance product marketing go to market sales contracting customer success renewal market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Marketing qualified lead","t":"Marketing qualified lead","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/marketing-qualified-lead/","ui":"Compare marketing qualified lead with the same cohort and period before drawing a conclusion."},{"a":["marketing ROI"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Marketing gain relative to marketing cost under a stated calculation.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Marketing gain relative to marketing cost under a stated calculation.","i":2200,"id":"marketing.marketing-return-on-investment","lv":"core","ph":"marketing return on investment marketing roi marketing return on investment marketing roi marketing return on investment marketing gain relative to marketing cost under a stated calculation marketing gain relative to marketing cost under a stated calculation keep marketing return on investment on the dashboard but show the definition and reporting period beside it you will see marketing return on investment in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here marketing return on investment means marketing gain relative to marketing cost under a stated calculation marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Marketing return on investment","t":"Marketing return on investment","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/marketing-return-on-investment/","ui":"Keep marketing return on investment on the dashboard, but show the definition and reporting period beside it."},{"a":["market strategy"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The choices defining target audiences, value, positioning, channels and how demand will be created.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The choices defining target audiences, value, positioning, channels and how demand will be created.","i":2201,"id":"marketing.marketing-strategy","lv":"core","ph":"marketing strategy market strategy market strategy marketing strategy marketing strategy the choices defining target audiences value positioning channels and how demand will be created the choices defining target audiences value positioning channels and how demand will be created can we trace marketing strategy back to a decision the team can act on you will see marketing strategy in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here marketing strategy means the choices defining target audiences value positioning channels and how demand will be created marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Marketing strategy","t":"Marketing strategy","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/marketing-strategy/","ui":"Can we trace marketing strategy back to a decision the team can act on?"},{"a":["martech"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Software and systems used to plan, execute, automate and measure marketing.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Software and systems used to plan, execute, automate and measure marketing.","i":2202,"id":"marketing.marketing-technology","lv":"core","ph":"marketing technology martech marketing technology martech marketing technology software and systems used to plan execute automate and measure marketing software and systems used to plan execute automate and measure marketing which audience channel and period does marketing technology cover you will see marketing technology in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here marketing technology means software and systems used to plan execute automate and measure marketing marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting document artifact metric standard specification equipment technology format genre model global context dependent","sn":"Marketing technology","t":"Marketing technology","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/marketing-technology/","ui":"Which audience, channel and period does marketing technology cover?"},{"a":["two-sided marketplace"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A platform that brings together multiple buyers and sellers and often earns from facilitating transactions.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A business that helps buyers and sellers find and transact with each other.","i":2203,"id":"strategy.marketplace","lv":"core","ph":"marketplace two sided marketplace marketplace two sided marketplace marketplace a business that helps buyers and sellers find and transact with each other a platform that brings together multiple buyers and sellers and often earns from facilitating transactions the marketplace needs enough supply and demand in the same place you will see marketplace in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here marketplace means a platform that brings together multiple buyers and sellers and often earns from facilitating transactions strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification role person equipment technology format genre model global context dependent","sn":"Marketplace","t":"Marketplace","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/marketplace/","ui":"The marketplace needs enough supply and demand in the same place."},{"a":["marketplace channel"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Reaching customers through a platform that aggregates sellers, products or services.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Reaching customers through a platform that aggregates sellers, products or services.","i":2204,"id":"revenue.marketplace-distribution","lv":"core","ph":"marketplace distribution marketplace channel marketplace channel marketplace distribution marketplace distribution reaching customers through a platform that aggregates sellers products or services reaching customers through a platform that aggregates sellers products or services the team needs one controlled copy of marketplace distribution with an owner and date you will see marketplace distribution in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here marketplace distribution means reaching customers through a platform that aggregates sellers products or services revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal document artifact role person finance commerce equipment technology format genre model global context dependent","sn":"Marketplace distribution","t":"Marketplace distribution","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/marketplace-distribution/","ui":"The team needs one controlled copy of marketplace distribution, with an owner and date."},{"a":["broad market"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A broad market with many customers and relatively standardised needs.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A very large group of customers served with a common offer.","i":2205,"id":"strategy.mass-market","lv":"core","ph":"mass market broad market broad market mass market mass market a very large group of customers served with a common offer a broad market with many customers and relatively standardised needs the current service model cannot support a mass market you will see mass market in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here mass market means a broad market with many customers and relatively standardised needs strategy markets and business models strategy market analysis and business models markets industries and categories startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Mass market","t":"Mass market","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/mass-market/","ui":"The current service model cannot support a mass market."},{"a":["reference master data"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Core shared data about entities such as customers, products, suppliers or employees.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Important shared records used across systems.","i":2206,"id":"product.master-data","lv":"working","ph":"master data reference master data master data reference master data master data important shared records used across systems core shared data about entities such as customers products suppliers or employees the crm is not yet the master data source for accounts you will see master data in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here master data means core shared data about entities such as customers products suppliers or employees product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations role person equipment technology global context dependent","sn":"Master data","t":"Master data","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/master-data/","ui":"The CRM is not yet the master data source for accounts."},{"a":["MSA"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A framework contract setting common terms for multiple future statements of work or orders.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A framework contract setting common terms for multiple future statements of work or orders.","i":2207,"id":"governance.master-services-agreement","lv":"core","ph":"master services agreement msa master services agreement msa master services agreement a framework contract setting common terms for multiple future statements of work or orders a framework contract setting common terms for multiple future statements of work or orders counsel wants master services agreement clarified before anyone signs you will see master services agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here master services agreement means a framework contract setting common terms for multiple future statements of work or orders corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact metric standard specification right contract law format genre model global context dependent business","sn":"Master services agreement","t":"Master services agreement","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/master-services-agreement/","ui":"Counsel wants master services agreement clarified before anyone signs."},{"a":["master brand"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The primary brand providing identity and equity across offers or businesses.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The primary brand providing identity and equity across offers or businesses.","i":2208,"id":"marketing.masterbrand","lv":"core","ph":"masterbrand master brand master brand masterbrand masterbrand the primary brand providing identity and equity across offers or businesses the primary brand providing identity and equity across offers or businesses the brand brief needs a concrete definition of masterbrand you will see masterbrand in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here masterbrand means the primary brand providing identity and equity across offers or businesses marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting format genre model organisation party global context dependent","sn":"Masterbrand","t":"Masterbrand","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/masterbrand/","ui":"The brand brief needs a concrete definition of masterbrand."},{"a":["matching"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Informal description of recognising related costs in relation to associated revenue or period under accrual accounting.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Informal description of recognising related costs in relation to associated revenue or period under accrual accounting.","i":2209,"id":"bizfinance.matching-principle","lv":"working","ph":"matching principle matching matching matching principle matching principle informal description of recognising related costs in relation to associated revenue or period under accrual accounting informal description of recognising related costs in relation to associated revenue or period under accrual accounting finance needs to reconcile matching principle before the numbers are released you will see matching principle in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here matching principle means informal description of recognising related costs in relation to associated revenue or period under accrual accounting finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Matching principle","t":"Matching principle","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/matching-principle/","ui":"Finance needs to reconcile matching principle before the numbers are released."},{"a":["MAC","material adverse effect","MAE"],"amb":["MAC"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A materially harmful change defined by transaction documents, often allowing specified rights.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A materially harmful change defined by transaction documents, often allowing specified rights.","i":2210,"id":"governance.material-adverse-change","lv":"working","ph":"material adverse change mac material adverse effect mae mac mae material adverse change material adverse effect material adverse change a materially harmful change defined by transaction documents often allowing specified rights a materially harmful change defined by transaction documents often allowing specified rights can we circulate material adverse change with the assumptions and open questions marked you will see material adverse change in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here material adverse change means a materially harmful change defined by transaction documents often allowing specified rights corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language marginal abatement cost minimum annual commitment startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law risk ethics access global context dependent","sn":"Material adverse change","t":"Material adverse change","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/material-adverse-change/","ui":"Can we circulate material adverse change with the assumptions and open questions marked?"},{"a":["fundamental breach"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A breach serious enough to trigger specified remedies under the contract or applicable law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A breach serious enough to trigger specified remedies under the contract or applicable law.","i":2211,"id":"governance.material-breach","lv":"core","ph":"material breach fundamental breach fundamental breach material breach material breach a breach serious enough to trigger specified remedies under the contract or applicable law a breach serious enough to trigger specified remedies under the contract or applicable law do not describe material breach as agreed until the operative document says so you will see material breach in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here material breach means a breach serious enough to trigger specified remedies under the contract or applicable law corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact right contract law global context dependent","sn":"Material breach","t":"Material breach","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/material-breach/","ui":"Do not describe material breach as agreed until the operative document says so."},{"a":["decision-relevant claim"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A claim likely to affect a consumer's decision or understanding.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A claim likely to affect a consumer's decision or understanding.","i":2212,"id":"marketing.material-claim","lv":"working","ph":"material claim decision relevant claim decision relevant claim material claim material claim a claim likely to affect a consumers decision or understanding a claim likely to affect a consumers decision or understanding the draft mentions material claim but the scope and jurisdiction are still unclear you will see material claim in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here material claim means a claim likely to affect a consumers decision or understanding marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access status decision global context dependent","sn":"Material claim","t":"Material claim","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/material-claim/","ui":"The draft mentions material claim, but the scope and jurisdiction are still unclear."},{"a":["paid relationship"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A relationship that could affect the credibility or weight an audience gives an endorsement.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A relationship that could affect the credibility or weight an audience gives an endorsement.","i":2213,"id":"marketing.material-connection","lv":"core","ph":"material connection paid relationship material connection paid relationship material connection a relationship that could affect the credibility or weight an audience gives an endorsement a relationship that could affect the credibility or weight an audience gives an endorsement counsel wants material connection clarified before anyone signs you will see material connection in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here material connection means a relationship that could affect the credibility or weight an audience gives an endorsement marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Material connection","t":"Material connection","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/material-connection/","ui":"Counsel wants material connection clarified before anyone signs."},{"a":["material agreement"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A contract significant enough to require disclosure or special review under applicable rules.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A contract significant enough to require disclosure or special review under applicable rules.","i":2214,"id":"reporting.material-contract","lv":"working","ph":"material contract material agreement material agreement material contract material contract a contract significant enough to require disclosure or special review under applicable rules a contract significant enough to require disclosure or special review under applicable rules counsel wants material contract clarified before anyone signs you will see material contract in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here material contract means a contract significant enough to require disclosure or special review under applicable rules corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce right contract law workflow process global context dependent corporate","sn":"Material contract","t":"Material contract","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/material-contract/","ui":"Counsel wants material contract clarified before anyone signs."},{"a":["material fact"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Information that could reasonably influence a relevant user's decision under the applicable test.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Information that could reasonably influence a relevant user's decision under the applicable test.","i":2215,"id":"reporting.material-information","lv":"core","ph":"material information material fact material fact material information material information information that could reasonably influence a relevant users decision under the applicable test information that could reasonably influence a relevant users decision under the applicable test can we state who receives the right created by material information and when it applies you will see material information in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here material information means information that could reasonably influence a relevant users decision under the applicable test corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce status decision global context dependent","sn":"Material information","t":"Material information","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/material-information/","ui":"Can we state who receives the right created by material information, and when it applies?"},{"a":["disclosure policy"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A policy governing identification and disclosure of market-sensitive information.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A policy governing identification and disclosure of market-sensitive information.","i":2216,"id":"reporting.material-information-policy","lv":"core","ph":"material information policy disclosure policy disclosure policy material information policy material information policy a policy governing identification and disclosure of market sensitive information a policy governing identification and disclosure of market sensitive information can we explain the movement in material information policy without hiding the underlying driver you will see material information policy in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here material information policy means a policy governing identification and disclosure of market sensitive information corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce format genre model global context dependent","sn":"Material-information policy","t":"Material-information policy","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/material-information-policy/","ui":"Can we explain the movement in material-information policy without hiding the underlying driver?"},{"a":["resource intensity"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Material input per unit of output, revenue or value.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Material input per unit of output, revenue or value.","i":2217,"id":"sustainability.material-intensity","lv":"core","ph":"material intensity resource intensity material intensity resource intensity material intensity material input per unit of output revenue or value material input per unit of output revenue or value state the boundary and evidence behind material intensity before publishing the claim you will see material intensity in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here material intensity means material input per unit of output revenue or value sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Material intensity","t":"Material intensity","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/material-intensity/","ui":"State the boundary and evidence behind material intensity before publishing the claim."},{"a":["MRP"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Calculation of materials and timing needed from production plans and bills of materials.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Calculation of materials and timing needed from production plans and bills of materials.","i":2218,"id":"operations.material-requirements-planning","lv":"core","ph":"material requirements planning mrp material requirements planning mrp material requirements planning calculation of materials and timing needed from production plans and bills of materials calculation of materials and timing needed from production plans and bills of materials the number is useful only if everyone calculates material requirements planning the same way you will see material requirements planning in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here material requirements planning means calculation of materials and timing needed from production plans and bills of materials operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Material requirements planning","t":"Material requirements planning","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/material-requirements-planning/","ui":"The number is useful only if everyone calculates material requirements planning the same way."},{"a":["material issue"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A sustainability issue determined to meet the relevant materiality threshold.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A sustainability issue determined to meet the relevant materiality threshold.","i":2219,"id":"sustainability.material-topic","lv":"core","ph":"material topic material issue material issue material topic material topic a sustainability issue determined to meet the relevant materiality threshold a sustainability issue determined to meet the relevant materiality threshold state the boundary and evidence behind material topic before publishing the claim you will see material topic in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here material topic means a sustainability issue determined to meet the relevant materiality threshold sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Material topic","t":"Material topic","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/material-topic/","ui":"State the boundary and evidence behind material topic before publishing the claim."},{"a":["material control weakness"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A serious internal-control deficiency meeting the applicable reporting threshold.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A serious internal-control deficiency meeting the applicable reporting threshold.","i":2220,"id":"governance.material-weakness","lv":"working","ph":"material weakness material control weakness material control weakness material weakness material weakness a serious internal control deficiency meeting the applicable reporting threshold a serious internal control deficiency meeting the applicable reporting threshold can we circulate material weakness with the assumptions and open questions marked you will see material weakness in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here material weakness means a serious internal control deficiency meeting the applicable reporting threshold corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law risk ethics access global context dependent","sn":"Material weakness","t":"Material weakness","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/material-weakness/","ui":"Can we circulate material weakness with the assumptions and open questions marked?"},{"a":["accounting materiality","disclosure materiality"],"amb":["Materiality"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The threshold determining whether omitted, misstated or obscured information could influence decisions under the relevant framework.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","finance","investor"],"e":"The threshold determining whether omitted, misstated or obscured information could influence decisions under the relevant framework.","i":2221,"id":"reporting.materiality.financial-materiality","lv":"core","ph":"materiality accounting materiality disclosure materiality accounting materiality disclosure materiality materiality materiality the threshold determining whether omitted misstated or obscured information could influence decisions under the relevant framework the threshold determining whether omitted misstated or obscured information could influence decisions under the relevant framework counsel wants materiality clarified before anyone signs you will see materiality in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here materiality means the threshold determining whether omitted misstated or obscured information could influence decisions under the relevant framework corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct materiality startup business corporate finance investor accounting planning forecasting valuation reporting financing governance investor relations disclosure document artifact metric standard specification finance commerce format genre model status decision global context dependent","sn":"Materiality","t":"Materiality","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/materiality--reporting-materiality-financial-materiality/","ui":"Counsel wants materiality clarified before anyone signs."},{"a":["sustainability materiality"],"amb":["Materiality"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A threshold for deciding which information or impacts are important enough to report or manage under a stated framework.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A threshold for deciding which information or impacts are important enough to report or manage under a stated framework.","i":2222,"id":"sustainability.materiality.sustainability-materiality","lv":"core","ph":"materiality sustainability materiality materiality sustainability materiality materiality a threshold for deciding which information or impacts are important enough to report or manage under a stated framework a threshold for deciding which information or impacts are important enough to report or manage under a stated framework attach the latest materiality to the decision pack before the meeting you will see materiality in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here materiality means a threshold for deciding which information or impacts are important enough to report or manage under a stated framework sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact double materiality materiality corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact format genre model risk ethics access global context dependent business foundation","sn":"Materiality","t":"Materiality","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/materiality--sustainability-materiality-sustainability-materiality/","ui":"Attach the latest materiality to the decision pack before the meeting."},{"a":["ESG materiality assessment"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A process for identifying and prioritising significant sustainability topics.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A way to identifying and prioritising significant sustainability topics.","i":2223,"id":"sustainability.materiality-assessment","lv":"core","ph":"materiality assessment esg materiality assessment esg materiality assessment materiality assessment materiality assessment a way to identifying and prioritising significant sustainability topics a process for identifying and prioritising significant sustainability topics the process map needs an exception path for materiality assessment you will see materiality assessment in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here materiality assessment means a process for identifying and prioritising significant sustainability topics sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Materiality assessment","t":"Materiality assessment","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/materiality-assessment/","ui":"The process map needs an exception path for materiality assessment."},{"a":["materiality-method disclosure"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Explanation of how material topics were identified and prioritised.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Explanation of how material topics were identified and prioritised.","i":2224,"id":"sustainability.materiality-disclosure","lv":"core","ph":"materiality disclosure materiality method disclosure materiality disclosure materiality method disclosure materiality disclosure explanation of how material topics were identified and prioritised explanation of how material topics were identified and prioritised state the boundary and evidence behind materiality disclosure before publishing the claim you will see materiality disclosure in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here materiality disclosure means explanation of how material topics were identified and prioritised sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact risk ethics access global context dependent","sn":"Materiality disclosure","t":"Materiality disclosure","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/materiality-disclosure/","ui":"State the boundary and evidence behind materiality disclosure before publishing the claim."},{"a":["materiality determination"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Management's documented conclusion about whether an issue is material.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Management's documented conclusion about whether an issue is material.","i":2225,"id":"sustainability.materiality-judgement","lv":"core","ph":"materiality judgement materiality determination materiality determination materiality judgement materiality judgement managements documented conclusion about whether an issue is material managements documented conclusion about whether an issue is material attach the latest materiality judgement to the decision pack before the meeting you will see materiality judgement in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here materiality judgement means managements documented conclusion about whether an issue is material sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact workflow process risk ethics access global context dependent","sn":"Materiality judgement","t":"Materiality judgement","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/materiality-judgement/","ui":"Attach the latest materiality judgement to the decision pack before the meeting."},{"a":["ESG materiality matrix"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A visual plotting of sustainability topics against selected significance dimensions.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A visual plotting of sustainability topics against selected significance dimensions.","i":2226,"id":"sustainability.materiality-matrix","lv":"core","ph":"materiality matrix esg materiality matrix esg materiality matrix materiality matrix materiality matrix a visual plotting of sustainability topics against selected significance dimensions a visual plotting of sustainability topics against selected significance dimensions the sustainability report needs the method exclusions and assurance status for materiality matrix you will see materiality matrix in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here materiality matrix means a visual plotting of sustainability topics against selected significance dimensions sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance format genre model risk ethics access global context dependent","sn":"Materiality matrix","t":"Materiality matrix","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/materiality-matrix/","ui":"The sustainability report needs the method, exclusions and assurance status for materiality matrix."},{"a":["materiality reassessment"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Periodic update of a previous materiality assessment.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Periodic update of a previous materiality assessment.","i":2227,"id":"sustainability.materiality-refresh","lv":"working","ph":"materiality refresh materiality reassessment materiality reassessment materiality refresh materiality refresh periodic update of a previous materiality assessment periodic update of a previous materiality assessment which standard and reporting period govern materiality refresh you will see materiality refresh in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here materiality refresh means periodic update of a previous materiality assessment sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Materiality refresh","t":"Materiality refresh","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/materiality-refresh/","ui":"Which standard and reporting period govern materiality refresh?"},{"a":["significance threshold"],"amb":["materiality threshold"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The level at which information or impact becomes reportable or decision-relevant.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The level at which information or impact becomes reportable or decision-relevant.","i":2228,"id":"sustainability.materiality-threshold","lv":"core","ph":"materiality threshold significance threshold materiality threshold significance threshold materiality threshold the level at which information or impact becomes reportable or decision relevant the level at which information or impact becomes reportable or decision relevant can we circulate materiality threshold with the assumptions and open questions marked you will see materiality threshold in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here materiality threshold means the level at which information or impact becomes reportable or decision relevant sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact audit materiality corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact risk ethics access status decision global context dependent","sn":"Materiality threshold","t":"Materiality threshold","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/materiality-threshold/","ui":"Can we circulate materiality threshold with the assumptions and open questions marked?"},{"a":["matrix organisation"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A structure in which people report across two or more dimensions, such as function and product.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A structure in which people report across two or more dimensions, such as function and product.","i":2229,"id":"people.matrix-structure","lv":"core","ph":"matrix structure matrix organisation matrix organisation matrix structure matrix structure a structure in which people report across two or more dimensions such as function and product a structure in which people report across two or more dimensions such as function and product which version of matrix structure should the board treat as current you will see matrix structure in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here matrix structure means a structure in which people report across two or more dimensions such as function and product people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management document artifact format genre model organisation party global context dependent","sn":"Matrix structure","t":"Matrix structure","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/matrix-structure/","ui":"Which version of matrix structure should the board treat as current?"},{"a":["matters arising"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A follow-up issue from previous minutes or decisions.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A follow-up issue from previous minutes or decisions.","i":2230,"id":"governance.matter-arising","lv":"working","ph":"matter arising matters arising matter arising matters arising matter arising a follow up issue from previous minutes or decisions a follow up issue from previous minutes or decisions which version of matter arising should the board treat as current you will see matter arising in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here matter arising means a follow up issue from previous minutes or decisions corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law status decision global context dependent","sn":"Matter arising","t":"Matter arising","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/matter-arising/","ui":"Which version of matter arising should the board treat as current?"},{"a":["decision items"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Items requiring formal board action.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Items requiring formal board action.","i":2231,"id":"reporting.matters-for-decision","lv":"core","ph":"matters for decision decision items decision items matters for decision matters for decision items requiring formal board action items requiring formal board action the team needs one controlled copy of matters for decision with an owner and date you will see matters for decision in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here matters for decision means items requiring formal board action corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party status decision global context dependent","sn":"Matters for decision","t":"Matters for decision","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/matters-for-decision/","ui":"The team needs one controlled copy of matters for decision, with an owner and date."},{"a":["discussion items"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Items requiring debate or guidance but not necessarily approval.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Items requiring debate or guidance but not necessarily approval.","i":2232,"id":"reporting.matters-for-discussion","lv":"core","ph":"matters for discussion discussion items discussion items matters for discussion matters for discussion items requiring debate or guidance but not necessarily approval items requiring debate or guidance but not necessarily approval which version of matters for discussion should the board treat as current you will see matters for discussion in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here matters for discussion means items requiring debate or guidance but not necessarily approval corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party status decision global context dependent","sn":"Matters for discussion","t":"Matters for discussion","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/matters-for-discussion/","ui":"Which version of matters for discussion should the board treat as current?"},{"a":["note items"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Items presented for awareness or formal acknowledgement.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Items presented for awareness or formal acknowledgement.","i":2233,"id":"reporting.matters-for-noting","lv":"core","ph":"matters for noting note items matters for noting note items matters for noting items presented for awareness or formal acknowledgement items presented for awareness or formal acknowledgement can we circulate matters for noting with the assumptions and open questions marked you will see matters for noting in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here matters for noting means items presented for awareness or formal acknowledgement corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Matters for noting","t":"Matters for noting","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/matters-for-noting/","ui":"Can we circulate matters for noting with the assumptions and open questions marked?"},{"a":["developed market"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A market with established demand, competitors and slower structural growth.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"An established market that is no longer growing quickly.","i":2234,"id":"strategy.mature-market","lv":"core","ph":"mature market developed market developed market mature market mature market an established market that is no longer growing quickly a market with established demand competitors and slower structural growth in a mature market share gains matter more than category growth you will see mature market in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here mature market means a market with established demand competitors and slower structural growth strategy markets and business models strategy market analysis and business models markets industries and categories startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Mature market","t":"Mature market","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/mature-market/","ui":"In a mature market, share gains matter more than category growth."},{"a":["final maturity"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The date on which principal becomes due under the instrument.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The date on which principal becomes due under the instrument.","i":2235,"id":"bizfinance.maturity-date","lv":"core","ph":"maturity date final maturity final maturity maturity date maturity date the date on which principal becomes due under the instrument the date on which principal becomes due under the instrument the headline changes once we calculate maturity date consistently you will see maturity date in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here maturity date means the date on which principal becomes due under the instrument finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Maturity date","t":"Maturity date","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/maturity-date/","ui":"The headline changes once we calculate maturity date consistently."},{"a":["MTD","maximum acceptable outage"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The longest disruption an organisation can tolerate before impact becomes unacceptable.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The longest disruption an organisation can tolerate before impact becomes unacceptable.","i":2236,"id":"operations.maximum-tolerable-downtime","lv":"working","ph":"maximum tolerable downtime mtd maximum acceptable outage maximum acceptable outage maximum tolerable downtime mtd maximum tolerable downtime the longest disruption an organisation can tolerate before impact becomes unacceptable the longest disruption an organisation can tolerate before impact becomes unacceptable keep maximum tolerable downtime on the dashboard but show the definition and reporting period beside it you will see maximum tolerable downtime in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here maximum tolerable downtime means the longest disruption an organisation can tolerate before impact becomes unacceptable operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process organisation party risk ethics access global context dependent","sn":"Maximum tolerable downtime","t":"Maximum tolerable downtime","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/maximum-tolerable-downtime/","ui":"Keep maximum tolerable downtime on the dashboard, but show the definition and reporting period beside it."},{"a":["MAPE"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Average absolute forecast error expressed as a percentage, with known limitations near zero.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","finance","investor","operations","procurement","sales"],"e":"Average absolute forecast error expressed as a percentage, with known limitations near zero.","i":2237,"id":"operations.mean-absolute-percentage-error","lv":"working","ph":"mean absolute percentage error mape mape mean absolute percentage error mean absolute percentage error average absolute forecast error expressed as a percentage with known limitations near zero average absolute forecast error expressed as a percentage with known limitations near zero keep mean absolute percentage error on the dashboard but show the definition and reporting period beside it you will see mean absolute percentage error in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here mean absolute percentage error means average absolute forecast error expressed as a percentage with known limitations near zero operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning startup business corporate finance investor operations procurement sales accounting planning forecasting valuation reporting financing operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Mean absolute percentage error","t":"Mean absolute percentage error","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/mean-absolute-percentage-error/","ui":"Keep mean absolute percentage error on the dashboard, but show the definition and reporting period beside it."},{"a":["metric"],"amb":["Measure","metric"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A defined way of observing or calculating performance.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A defined way of observing or calculating performance.","i":2238,"id":"people.measure","lv":"core","ph":"measure metric measure metric measure a defined way of observing or calculating performance a defined way of observing or calculating performance how are we defining measure in this deck you will see measure in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here measure means a defined way of observing or calculating performance people organisation and change organisation design people systems and change okrs kpis and performance goals metric startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Measure","t":"Measure","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/measure/","ui":"How are we defining measure in this deck?"},{"a":["valuation basis"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Determining the monetary amount at which an item is recognised or disclosed.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Determining the monetary amount at which an item is recognised or disclosed.","i":2239,"id":"bizfinance.measurement","lv":"working","ph":"measurement valuation basis measurement valuation basis measurement determining the monetary amount at which an item is recognised or disclosed determining the monetary amount at which an item is recognised or disclosed the note should explain the judgement behind measurement you will see measurement in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here measurement means determining the monetary amount at which an item is recognised or disclosed finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce status decision global context dependent","sn":"Measurement","t":"Measurement","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/measurement/","ui":"The note should explain the judgement behind measurement."},{"a":["KPI framework"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A structured system linking objectives, indicators, data and evaluation methods.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A structured system linking objectives, indicators, data and evaluation methods.","i":2240,"id":"marketing.measurement-framework","lv":"core","ph":"measurement framework kpi framework kpi framework measurement framework measurement framework a structured system linking objectives indicators data and evaluation methods a structured system linking objectives indicators data and evaluation methods compare measurement framework with the same cohort and period before drawing a conclusion you will see measurement framework in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here measurement framework means a structured system linking objectives indicators data and evaluation methods marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting metric standard specification equipment technology workflow process format genre model global context dependent","sn":"Measurement framework","t":"Measurement framework","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/measurement-framework/","ui":"Compare measurement framework with the same cohort and period before drawing a conclusion."},{"a":["analytics plan"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A document defining questions, metrics, events, methods, ownership and reporting.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A document defining questions, metrics, events, methods, ownership and reporting.","i":2241,"id":"marketing.measurement-plan","lv":"core","ph":"measurement plan analytics plan analytics plan measurement plan measurement plan a document defining questions metrics events methods ownership and reporting a document defining questions metrics events methods ownership and reporting how are we defining measurement plan in this deck you will see measurement plan in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here measurement plan means a document defining questions metrics events methods ownership and reporting marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting document artifact metric standard specification role person workflow process format genre model global context dependent","sn":"Measurement plan","t":"Measurement plan","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/measurement-plan/","ui":"How are we defining measurement plan in this deck?"},{"a":["uncertainty of measurement"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Quantified doubt associated with a measurement result.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Quantified doubt associated with a measurement result.","i":2242,"id":"operations.measurement-uncertainty","lv":"specialist","ph":"measurement uncertainty uncertainty of measurement measurement uncertainty uncertainty of measurement measurement uncertainty quantified doubt associated with a measurement result quantified doubt associated with a measurement result can we distinguish prevention from inspection in the way we handle measurement uncertainty you will see measurement uncertainty in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here measurement uncertainty means quantified doubt associated with a measurement result operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Measurement uncertainty","t":"Measurement uncertainty","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/measurement-uncertainty/","ui":"Can we distinguish prevention from inspection in the way we handle measurement uncertainty?"},{"a":["MEDDICC"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A complex-sales qualification framework covering metrics, economic buyer, decision criteria, decision process, pain and champion.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A complex-sales qualification framework covering metrics, economic buyer, decision criteria, decision process, pain and champion.","i":2243,"id":"revenue.meddic","lv":"working","ph":"meddic meddicc meddic meddicc meddic a complex sales qualification framework covering metrics economic buyer decision criteria decision process pain and champion a complex sales qualification framework covering metrics economic buyer decision criteria decision process pain and champion compare meddic with the same cohort and period before drawing a conclusion you will see meddic in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here meddic means a complex sales qualification framework covering metrics economic buyer decision criteria decision process pain and champion revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce workflow process format genre model status decision global context dependent","sn":"MEDDIC","t":"MEDDIC","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/meddic/","ui":"Compare MEDDIC with the same cohort and period before drawing a conclusion."},{"a":["MEDDPIC"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A MEDDIC variant adding paper process and competition.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A MEDDIC variant adding paper process and competition.","i":2244,"id":"revenue.meddpicc","lv":"specialist","ph":"meddpicc meddpic meddpic meddpicc meddpicc a meddic variant adding paper process and competition a meddic variant adding paper process and competition the team needs one controlled copy of meddpicc with an owner and date you will see meddpicc in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here meddpicc means a meddic variant adding paper process and competition revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce workflow process global context dependent","sn":"MEDDPICC","t":"MEDDPICC","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/meddpicc/","ui":"The team needs one controlled copy of MEDDPICC, with an owner and date."},{"a":["channel brief"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A document defining audience, objective, market, timing, budget and media requirements.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A document defining audience, objective, market, timing, budget and media requirements.","i":2245,"id":"marketing.media-brief","lv":"working","ph":"media brief channel brief channel brief media brief media brief a document defining audience objective market timing budget and media requirements a document defining audience objective market timing budget and media requirements which version of media brief should the board treat as current you will see media brief in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here media brief means a document defining audience objective market timing budget and media requirements marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting document artifact metric standard specification format genre model global context dependent","sn":"Media brief","t":"Media brief","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/media-brief/","ui":"Which version of media brief should the board treat as current?"},{"a":["ad buying"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Purchasing advertising inventory or placements.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Purchasing advertising inventory or placements.","i":2246,"id":"marketing.media-buying","lv":"core","ph":"media buying ad buying ad buying media buying media buying purchasing advertising inventory or placements purchasing advertising inventory or placements define media buying before we compare campaign performance you will see media buying in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here media buying means purchasing advertising inventory or placements marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Media buying","t":"Media buying","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/media-buying/","ui":"Define media buying before we compare campaign performance."},{"a":["channel mix"],"amb":["Channel mix","media mix"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The combination of channels used in a campaign or plan.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The combination of channels used in a campaign or plan.","i":2247,"id":"marketing.media-mix","lv":"core","ph":"media mix channel mix channel mix media mix media mix the combination of channels used in a campaign or plan the combination of channels used in a campaign or plan which audience channel and period does media mix cover you will see media mix in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here media mix means the combination of channels used in a campaign or plan marketing brand and growth brand marketing media and growth channels media and distribution channel mix startup business corporate marketing sales market research marketing growth reporting document artifact format genre model global context dependent","sn":"Media mix","t":"Media mix","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/media-mix/","ui":"Which audience, channel and period does media mix cover?"},{"a":["marketing mix modelling","MMM"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Statistical estimation of how aggregated marketing and external factors relate to outcomes over time.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Statistical estimation of how aggregated marketing and external factors relate to outcomes over time.","i":2248,"id":"marketing.media-mix-modelling","lv":"core","ph":"media mix modelling marketing mix modelling mmm marketing mix modelling media mix modelling mmm media mix modelling statistical estimation of how aggregated marketing and external factors relate to outcomes over time statistical estimation of how aggregated marketing and external factors relate to outcomes over time how are we defining media mix modelling in this deck you will see media mix modelling in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here media mix modelling means statistical estimation of how aggregated marketing and external factors relate to outcomes over time marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting equipment technology format genre model global context dependent","sn":"Media mix modelling","t":"Media mix modelling","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/media-mix-modelling/","ui":"How are we defining media mix modelling in this deck?"},{"a":["publisher"],"amb":["publisher"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"An organisation controlling advertising inventory or audience access.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"An organisation controlling advertising inventory or audience access.","i":2249,"id":"marketing.media-owner","lv":"core","ph":"media owner publisher media owner publisher media owner an organisation controlling advertising inventory or audience access an organisation controlling advertising inventory or audience access can we trace media owner back to a decision the team can act on you will see media owner in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here media owner means an organisation controlling advertising inventory or audience access marketing brand and growth brand marketing media and growth channels media and distribution publisher startup business corporate marketing sales market research marketing growth reporting role person format genre model organisation party global context dependent","sn":"Media owner","t":"Media owner","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/media-owner/","ui":"Can we trace media owner back to a decision the team can act on?"},{"a":["channel plan"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A plan specifying audiences, channels, formats, timing, spend and expected delivery.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A plan specifying audiences, channels, formats, timing, spend and expected delivery.","i":2250,"id":"marketing.media-plan","lv":"core","ph":"media plan channel plan channel plan media plan media plan a plan specifying audiences channels formats timing spend and expected delivery a plan specifying audiences channels formats timing spend and expected delivery the report should separate the effect of media plan from correlation you will see media plan in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here media plan means a plan specifying audiences channels formats timing spend and expected delivery marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting document artifact format genre model global context dependent","sn":"Media plan","t":"Media plan","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/media-plan/","ui":"The report should separate the effect of media plan from correlation."},{"a":["media selection"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Selecting channels, audiences, timing and allocation to meet communication objectives.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Selecting channels, audiences, timing and allocation to meet communication objectives.","i":2251,"id":"marketing.media-planning","lv":"core","ph":"media planning media selection media planning media selection media planning selecting channels audiences timing and allocation to meet communication objectives selecting channels audiences timing and allocation to meet communication objectives which audience channel and period does media planning cover you will see media planning in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here media planning means selecting channels audiences timing and allocation to meet communication objectives marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting document artifact workflow process format genre model global context dependent","sn":"Media planning","t":"Media planning","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/media-planning/","ui":"Which audience, channel and period does media planning cover?"},{"a":["media approach"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The choices governing where, when and how communications should reach audiences.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The choices governing where, when and how communications should reach audiences.","i":2252,"id":"marketing.media-strategy","lv":"core","ph":"media strategy media approach media approach media strategy media strategy the choices governing where when and how communications should reach audiences the choices governing where when and how communications should reach audiences which audience channel and period does media strategy cover you will see media strategy in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here media strategy means the choices governing where when and how communications should reach audiences marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Media strategy","t":"Media strategy","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/media-strategy/","ui":"Which audience, channel and period does media strategy cover?"},{"a":["median contract value"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Middle deal value when eligible deals are ordered by size.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Middle deal value when eligible deals are ordered by size.","i":2253,"id":"revenue.median-deal-size","lv":"working","ph":"median deal size median contract value median contract value median deal size median deal size middle deal value when eligible deals are ordered by size middle deal value when eligible deals are ordered by size how are we defining median deal size in this deck you will see median deal size in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here median deal size means middle deal value when eligible deals are ordered by size revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Median deal size","t":"Median deal size","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/median-deal-size/","ui":"How are we defining median deal size in this deck?"},{"a":["mediated settlement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A facilitated negotiation in which a neutral helps parties seek agreement without imposing a decision.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A facilitated negotiation in which a neutral helps parties seek agreement without imposing a decision.","i":2254,"id":"governance.mediation","lv":"core","ph":"mediation mediated settlement mediated settlement mediation mediation a facilitated negotiation in which a neutral helps parties seek agreement without imposing a decision a facilitated negotiation in which a neutral helps parties seek agreement without imposing a decision do not describe mediation as agreed until the operative document says so you will see mediation in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here mediation means a facilitated negotiation in which a neutral helps parties seek agreement without imposing a decision corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law status decision global context dependent","sn":"Mediation","t":"Mediation","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/mediation/","ui":"Do not describe mediation as agreed until the operative document says so."},{"a":["acquisition medium"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The broad marketing mechanism associated with traffic, such as organic search or email.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The broad marketing mechanism associated with traffic, such as organic search or email.","i":2255,"id":"marketing.medium","lv":"core","ph":"medium acquisition medium acquisition medium medium medium the broad marketing mechanism associated with traffic such as organic search or email the broad marketing mechanism associated with traffic such as organic search or email compare medium with the same cohort and period before drawing a conclusion you will see medium in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here medium means the broad marketing mechanism associated with traffic such as organic search or email marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Medium","t":"Medium","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/medium/","ui":"Compare medium with the same cohort and period before drawing a conclusion."},{"a":["in-line quarter"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Reporting broadly in line with expectations and keeping guidance unchanged.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Reporting broadly in line with expectations and keeping guidance unchanged.","i":2256,"id":"reporting.meet-and-maintain","lv":"working","ph":"meet and maintain in line quarter in line quarter meet and maintain meet and maintain reporting broadly in line with expectations and keeping guidance unchanged reporting broadly in line with expectations and keeping guidance unchanged which version of meet and maintain should the board treat as current you will see meet and maintain in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here meet and maintain means reporting broadly in line with expectations and keeping guidance unchanged corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Meet and maintain","t":"Meet and maintain","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/meet-and-maintain/","ui":"Which version of meet and maintain should the board treat as current?"},{"a":["meeting cycle"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The regular frequency and rhythm of meetings.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The regular frequency and rhythm of meetings.","i":2257,"id":"governance.meeting-cadence","lv":"core","ph":"meeting cadence meeting cycle meeting cadence meeting cycle meeting cadence the regular frequency and rhythm of meetings the regular frequency and rhythm of meetings the board paper must state who owns and approves meeting cadence you will see meeting cadence in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here meeting cadence means the regular frequency and rhythm of meetings corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Meeting cadence","t":"Meeting cadence","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/meeting-cadence/","ui":"The board paper must state who owns and approves meeting cadence."},{"a":["board meeting effectiveness"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The quality of preparation, discussion, decision and follow-up in a meeting.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The quality of preparation, discussion, decision and follow-up in a meeting.","i":2258,"id":"reporting.meeting-effectiveness","lv":"working","ph":"meeting effectiveness board meeting effectiveness board meeting effectiveness meeting effectiveness meeting effectiveness the quality of preparation discussion decision and follow up in a meeting the quality of preparation discussion decision and follow up in a meeting compare meeting effectiveness with the same cohort and period before drawing a conclusion you will see meeting effectiveness in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here meeting effectiveness means the quality of preparation discussion decision and follow up in a meeting corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party status decision global context dependent","sn":"Meeting effectiveness","t":"Meeting effectiveness","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/meeting-effectiveness/","ui":"Compare meeting effectiveness with the same cohort and period before drawing a conclusion."},{"a":["paid membership"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model charging for participation in a community, organisation or bundle of privileges.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"People pay to belong and receive ongoing benefits.","i":2259,"id":"strategy.membership-model","lv":"core","ph":"membership model paid membership membership model paid membership membership model people pay to belong and receive ongoing benefits a model charging for participation in a community organisation or bundle of privileges the membership model needs benefits beyond discounts you will see membership model in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here membership model means a model charging for participation in a community organisation or bundle of privileges strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Membership model","t":"Membership model","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/membership-model/","ui":"The membership model needs benefits beyond discounts."},{"a":["MOU"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A document recording a shared understanding or intended cooperation, with legal effect depending on drafting.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A document that records a shared understanding or intended cooperation, with legal effect depending on drafting.","i":2260,"id":"governance.memorandum-of-understanding","lv":"core","ph":"memorandum of understanding mou memorandum of understanding mou memorandum of understanding a document that records a shared understanding or intended cooperation with legal effect depending on drafting a document recording a shared understanding or intended cooperation with legal effect depending on drafting counsel wants memorandum of understanding clarified before anyone signs you will see memorandum of understanding in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here memorandum of understanding means a document recording a shared understanding or intended cooperation with legal effect depending on drafting corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact metric standard specification right contract law global context dependent","sn":"Memorandum of understanding","t":"Memorandum of understanding","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/memorandum-of-understanding/","ui":"Counsel wants memorandum of understanding clarified before anyone signs."},{"a":["startup mentor"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A person offering guidance based on experience, usually without formal managerial authority.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An experienced person who gives advice.","i":2261,"id":"startup.mentor","lv":"core","ph":"mentor startup mentor mentor startup mentor mentor an experienced person who gives advice a person offering guidance based on experience usually without formal managerial authority the mentor challenged the pricing assumption you will see mentor in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here mentor means a person offering guidance based on experience usually without formal managerial authority startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Mentor","t":"Mentor","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/mentor/","ui":"The mentor challenged the pricing assumption."},{"a":["code merge"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"To combine changes from one version-control branch into another.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Combine code changes.","i":2262,"id":"product.merge","lv":"core","ph":"merge code merge code merge merge merge combine code changes to combine changes from one version control branch into another do not merge until the tests pass you will see merge in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here merge means to combine changes from one version control branch into another product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Merge","t":"Merge","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/merge/","ui":"Do not merge until the tests pass."},{"a":["business combination"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A transaction combining companies into one legal or economic organisation.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Two companies combine.","i":2263,"id":"startup.merger","lv":"core","ph":"merger business combination business combination merger merger two companies combine a transaction combining companies into one legal or economic organisation the merger requires shareholder and regulatory approval you will see merger in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here merger means a transaction combining companies into one legal or economic organisation startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns startup investor finance corporate fundraising financing due diligence governance finance commerce right contract law organisation party global context dependent","sn":"Merger","t":"Merger","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/merger/","ui":"The merger requires shareholder and regulatory approval."},{"a":["M&A model"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A model estimating combined financial effects of an acquisition or merger.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A model estimating combined financial effects of an acquisition or merger.","i":2264,"id":"bizfinance.merger-model","lv":"working","ph":"merger model m and a model m and a model merger model merger model a model estimating combined financial effects of an acquisition or merger a model estimating combined financial effects of an acquisition or merger the board will want to know which inputs move merger model most you will see merger model in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here merger model means a model estimating combined financial effects of an acquisition or merger finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Merger model","t":"Merger model","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/merger-model/","ui":"The board will want to know which inputs move merger model most."},{"a":["message consistency"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Consistent use of approved messages without unsupported improvisation or contradiction.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Consistent use of approved messages without unsupported improvisation or contradiction.","i":2265,"id":"marketing.message-discipline","lv":"working","ph":"message discipline message consistency message consistency message discipline message discipline consistent use of approved messages without unsupported improvisation or contradiction consistent use of approved messages without unsupported improvisation or contradiction the brief needs to say which audience should remember message discipline you will see message discipline in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here message discipline means consistent use of approved messages without unsupported improvisation or contradiction marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Message discipline","t":"Message discipline","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/message-discipline/","ui":"The brief needs to say which audience should remember message discipline."},{"a":["messaging hierarchy"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"The ordered relationship between a main message, supporting messages and evidence.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales","marketing"],"e":"A structure showing which messages matter most.","i":2266,"id":"bizpitch.message-hierarchy","lv":"core","ph":"message hierarchy messaging hierarchy message hierarchy messaging hierarchy message hierarchy a structure showing which messages matter most the ordered relationship between a main message supporting messages and evidence the message hierarchy should guide both the deck and the talk track you will see message hierarchy in business pitches proposals executive summaries and decision decks when the discussion reaches decision narrative and persuasion in decision narrative and persuasion a loose definition can change rights obligations approval disclosure or enforceability here message hierarchy means the ordered relationship between a main message supporting messages and evidence business pitching and presentation materials business pitches decks and decision materials decision narrative and persuasion startup business corporate investor sales marketing planning pitching submission decision market research marketing growth reporting status decision global context dependent","sn":"Message hierarchy","t":"Message hierarchy","tp":"Decision narrative & persuasion","tpid":"business-pitching-artifacts.decision-story","u":"terms/message-hierarchy/","ui":"The message hierarchy should guide both the deck and the talk track."},{"a":["messaging house"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A framework placing a core message above supporting pillars and proof.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","investor","sales","marketing"],"e":"A framework placing a core message above supporting pillars and proof.","i":2267,"id":"marketing.message-house","lv":"core","ph":"message house messaging house message house messaging house message house a framework placing a core message above supporting pillars and proof a framework placing a core message above supporting pillars and proof can we make message house specific enough that another team could use it correctly you will see message house in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here message house means a framework placing a core message above supporting pillars and proof marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate investor sales marketing planning pitching submission decision market research marketing growth reporting format genre model global context dependent","sn":"Message house","t":"Message house","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/message-house/","ui":"Can we make message house specific enough that another team could use it correctly?"},{"a":["message matrix"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A visual or written structure linking audiences, messages and evidence.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A visual or written structure linking audiences, messages and evidence.","i":2268,"id":"marketing.message-map","lv":"working","ph":"message map message matrix message map message matrix message map a visual or written structure linking audiences messages and evidence a visual or written structure linking audiences messages and evidence what evidence makes message map believable you will see message map in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here message map means a visual or written structure linking audiences messages and evidence marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Message map","t":"Message map","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/message-map/","ui":"What evidence makes message map believable?"},{"a":["messaging pillar"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A major supporting theme beneath the core message.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A major supporting theme beneath the core message.","i":2269,"id":"marketing.message-pillar","lv":"working","ph":"message pillar messaging pillar message pillar messaging pillar message pillar a major supporting theme beneath the core message a major supporting theme beneath the core message can we make message pillar specific enough that another team could use it correctly you will see message pillar in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here message pillar means a major supporting theme beneath the core message marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Message pillar","t":"Message pillar","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/message-pillar/","ui":"Can we make message pillar specific enough that another team could use it correctly?"},{"a":["messaging test"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Research comparing understanding or response to alternative messages.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Research comparing understanding or response to alternative messages.","i":2270,"id":"marketing.message-test","lv":"core","ph":"message test messaging test message test messaging test message test research comparing understanding or response to alternative messages research comparing understanding or response to alternative messages which sample and method support the conclusion about message test you will see message test in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here message test means research comparing understanding or response to alternative messages marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Message test","t":"Message test","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/message-test/","ui":"Which sample and method support the conclusion about message test?"},{"a":["copy testing"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Research comparing how audiences understand or respond to alternative messages.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Research comparing how audiences understand or respond to alternative messages.","i":2271,"id":"marketing.message-testing","lv":"core","ph":"message testing copy testing copy testing message testing message testing research comparing how audiences understand or respond to alternative messages research comparing how audiences understand or respond to alternative messages can we make message testing specific enough that another team could use it correctly you will see message testing in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here message testing means research comparing how audiences understand or respond to alternative messages marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Message testing","t":"Message testing","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/message-testing/","ui":"Can we make message testing specific enough that another team could use it correctly?"},{"a":["messaging architecture"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A structured set of core messages, pillars, proof and audience adaptations.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A structured set of core messages, pillars, proof and audience adaptations.","i":2272,"id":"marketing.messaging-framework","lv":"core","ph":"messaging framework messaging architecture messaging architecture messaging framework messaging framework a structured set of core messages pillars proof and audience adaptations a structured set of core messages pillars proof and audience adaptations what evidence makes messaging framework believable you will see messaging framework in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here messaging framework means a structured set of core messages pillars proof and audience adaptations marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Messaging framework","t":"Messaging framework","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/messaging-framework/","ui":"What evidence makes messaging framework believable?"},{"a":["message strategy"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The plan for what an organisation should say, to whom and in what order.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The plan for what an organisation should say, to whom and in what order.","i":2273,"id":"marketing.messaging-strategy","lv":"core","ph":"messaging strategy message strategy message strategy messaging strategy messaging strategy the plan for what an organisation should say to whom and in what order the plan for what an organisation should say to whom and in what order what evidence makes messaging strategy believable you will see messaging strategy in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here messaging strategy means the plan for what an organisation should say to whom and in what order marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting document artifact metric standard specification format genre model organisation party global context dependent","sn":"Messaging strategy","t":"Messaging strategy","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/messaging-strategy/","ui":"What evidence makes messaging strategy believable?"},{"a":["data about data"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Data describing other data, such as definition, source, owner, format or update time.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Information that explains what data means and where it came from.","i":2274,"id":"product.metadata","lv":"core","ph":"metadata data about data data about data metadata metadata information that explains what data means and where it came from data describing other data such as definition source owner format or update time the metric catalogue stores metadata for each kpi you will see metadata in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here metadata means data describing other data such as definition source owner format or update time product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations role person equipment technology global context dependent","sn":"Metadata","t":"Metadata","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/metadata/","ui":"The metric catalogue stores metadata for each KPI."},{"a":["metered access"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A paywall allowing limited free consumption before payment is required.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A paywall allowing limited free consumption before payment is required.","i":2275,"id":"revenue.metered-paywall","lv":"working","ph":"metered paywall metered access metered access metered paywall metered paywall a paywall allowing limited free consumption before payment is required a paywall allowing limited free consumption before payment is required can we model metered paywall across the main usage scenarios you will see metered paywall in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here metered paywall means a paywall allowing limited free consumption before payment is required revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Metered paywall","t":"Metered paywall","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/metered-paywall/","ui":"Can we model metered paywall across the main usage scenarios?"},{"a":["delivery methodology","approach"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"The systematic approach or method proposed for carrying out the work.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The way the supplier plans to do the work.","i":2276,"id":"bizpitch.methodology","lv":"core","ph":"methodology delivery methodology approach approach delivery methodology methodology methodology the way the supplier plans to do the work the systematic approach or method proposed for carrying out the work the methodology should show sequence decisions and evidence you will see methodology in business pitches proposals executive summaries and decision decks when the discussion reaches proposals bids and tender materials it helps a reader interpret proposals bids and tender materials without confusing the measure decision role or evidence being discussed here methodology means the systematic approach or method proposed for carrying out the work business pitching and presentation materials business pitches decks and decision materials proposals bids and tender materials startup business corporate investor sales planning pitching submission decision equipment technology workflow process global context dependent","sn":"Methodology","t":"Methodology","tp":"Proposals, bids & tender materials","tpid":"business-pitching-artifacts.proposal-materials","u":"terms/methodology/","ui":"The methodology should show sequence, decisions and evidence."},{"a":["method change"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A change to calculation or boundary requiring transparent explanation and comparability treatment.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A change to calculation or boundary requiring transparent explanation and comparability treatment.","i":2277,"id":"sustainability.methodology-change","lv":"core","ph":"methodology change method change method change methodology change methodology change a change to calculation or boundary requiring transparent explanation and comparability treatment a change to calculation or boundary requiring transparent explanation and comparability treatment do not describe methodology change as assured beyond the scope of the engagement you will see methodology change in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here methodology change means a change to calculation or boundary requiring transparent explanation and comparability treatment sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact workflow process risk ethics access global context dependent","sn":"Methodology change","t":"Methodology change","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/methodology-change/","ui":"Do not describe methodology change as assured beyond the scope of the engagement."},{"a":["measure"],"amb":["Measure","metric"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A quantitative or qualitative measure used to assess something.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A quantitative or qualitative measure used to assess something.","i":2278,"id":"people.metric","lv":"core","ph":"metric measure measure metric metric a quantitative or qualitative measure used to assess something a quantitative or qualitative measure used to assess something how are we defining metric in this deck you will see metric in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here metric means a quantitative or qualitative measure used to assess something people organisation and change organisation design people systems and change okrs kpis and performance goals key performance indicator measure startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent business foundation","sn":"Metric","t":"Metric","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/metric/","ui":"How are we defining metric in this deck?"},{"a":["gaming the KPI"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Manipulating behaviour or measurement to hit a metric without achieving its purpose.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Manipulating behaviour or measurement to hit a metric without achieving its purpose.","i":2279,"id":"people.metric-gaming","lv":"core","ph":"metric gaming gaming the kpi gaming the kpi metric gaming metric gaming manipulating behaviour or measurement to hit a metric without achieving its purpose manipulating behaviour or measurement to hit a metric without achieving its purpose the number is useful only if everyone calculates metric gaming the same way you will see metric gaming in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here metric gaming means manipulating behaviour or measurement to hit a metric without achieving its purpose people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Metric gaming","t":"Metric gaming","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/metric-gaming/","ui":"The number is useful only if everyone calculates metric gaming the same way."},{"a":["mezz debt"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Financing combining debt-like priority with higher return features, often subordinated.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Financing combining debt-like priority with higher return features, often subordinated.","i":2280,"id":"bizfinance.mezzanine-financing","lv":"working","ph":"mezzanine financing mezz debt mezz debt mezzanine financing mezzanine financing financing combining debt like priority with higher return features often subordinated financing combining debt like priority with higher return features often subordinated finance will reconcile mezzanine financing before the board pack goes out you will see mezzanine financing in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here mezzanine financing means financing combining debt like priority with higher return features often subordinated finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Mezzanine financing","t":"Mezzanine financing","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/mezzanine-financing/","ui":"Finance will reconcile mezzanine financing before the board pack goes out."},{"a":["pre-IPO round"],"amb":["pre-IPO round"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A late private financing intended to bridge toward an IPO or other major liquidity event.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A final private round before a possible public listing.","i":2281,"id":"startup.mezzanine-round","lv":"specialist","ph":"mezzanine round pre ipo round mezzanine round pre ipo round mezzanine round a final private round before a possible public listing a late private financing intended to bridge toward an ipo or other major liquidity event the mezzanine round includes public market investors you will see mezzanine round in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here mezzanine round means a late private financing intended to bridge toward an ipo or other major liquidity event startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages pre ipo round startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Mezzanine round","t":"Mezzanine round","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/mezzanine-round/","ui":"The mezzanine round includes public-market investors."},{"a":["secondary conversion"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A smaller action indicating progress toward a primary conversion.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A smaller action indicating progress toward a primary conversion.","i":2282,"id":"marketing.micro-conversion","lv":"working","ph":"micro conversion secondary conversion micro conversion secondary conversion micro conversion a smaller action indicating progress toward a primary conversion a smaller action indicating progress toward a primary conversion compare micro conversion with the same cohort and period before drawing a conclusion you will see micro conversion in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here micro conversion means a smaller action indicating progress toward a primary conversion marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Micro-conversion","t":"Micro-conversion","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/micro-conversion/","ui":"Compare micro-conversion with the same cohort and period before drawing a conclusion."},{"a":["micro venture fund"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A smaller venture firm usually investing modest amounts at very early stages.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A small fund focused on early startup rounds.","i":2283,"id":"startup.micro-vc","lv":"working","ph":"micro vc micro venture fund micro vc micro venture fund micro vc a small fund focused on early startup rounds a smaller venture firm usually investing modest amounts at very early stages the micro vc can lead the pre seed but not the series a you will see micro vc in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here micro vc means a smaller venture firm usually investing modest amounts at very early stages startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party status decision global context dependent","sn":"Micro-VC","t":"Micro-VC","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/micro-vc/","ui":"The micro-VC can lead the pre-seed but not the Series A."},{"a":["UX copy"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Short interface or transactional text guiding user action and understanding.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Short interface or transactional text guiding user action and understanding.","i":2284,"id":"marketing.microcopy","lv":"core","ph":"microcopy ux copy microcopy ux copy microcopy short interface or transactional text guiding user action and understanding short interface or transactional text guiding user action and understanding keep microcopy consistent between the deck talk track and follow up you will see microcopy in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here microcopy means short interface or transactional text guiding user action and understanding marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent","sn":"Microcopy","t":"Microcopy","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/microcopy/","ui":"Keep microcopy consistent between the deck, talk track and follow-up."},{"a":["micro-plastic"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A very small plastic particle, defined by the relevant scientific or regulatory context.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A very small plastic particle, defined by the relevant scientific or regulatory context.","i":2285,"id":"sustainability.microplastic","lv":"working","ph":"microplastic micro plastic micro plastic microplastic microplastic a very small plastic particle defined by the relevant scientific or regulatory context a very small plastic particle defined by the relevant scientific or regulatory context the sustainability report needs the method exclusions and assurance status for microplastic you will see microplastic in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here microplastic means a very small plastic particle defined by the relevant scientific or regulatory context sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Microplastic","t":"Microplastic","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/microplastic/","ui":"The sustainability report needs the method, exclusions and assurance status for microplastic."},{"a":["microservice architecture"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An architecture dividing a system into independently deployable services around defined responsibilities.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A system made of smaller separate services.","i":2286,"id":"product.microservices","lv":"core","ph":"microservices microservice architecture microservice architecture microservices microservices a system made of smaller separate services an architecture dividing a system into independently deployable services around defined responsibilities microservices add operational complexity as well as flexibility you will see microservices in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here microservices means an architecture dividing a system into independently deployable services around defined responsibilities product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Microservices","t":"Microservices","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/microservices/","ui":"Microservices add operational complexity as well as flexibility."},{"a":["middle market"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A market segment between small businesses and large enterprises, with boundaries varying by company and country.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A market segment between small businesses and large enterprises, with boundaries varying by company and country.","i":2287,"id":"revenue.mid-market","lv":"working","ph":"mid market middle market mid market middle market mid market a market segment between small businesses and large enterprises with boundaries varying by company and country a market segment between small businesses and large enterprises with boundaries varying by company and country the go to market plan needs to explain how mid market turns into repeatable demand you will see mid market in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here mid market means a market segment between small businesses and large enterprises with boundaries varying by company and country revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce equipment technology format genre model organisation party global context dependent","sn":"Mid-market","t":"Mid-market","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/mid-market/","ui":"The go-to-market plan needs to explain how mid-market turns into repeatable demand."},{"a":["MOFU"],"amb":["middle of funnel"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Consideration and evaluation stages between awareness and purchase.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Consideration and evaluation stages between awareness and purchase.","i":2288,"id":"marketing.middle-of-funnel","lv":"core","ph":"middle of funnel mofu middle of funnel mofu middle of funnel consideration and evaluation stages between awareness and purchase consideration and evaluation stages between awareness and purchase the number is useful only if everyone calculates middle of funnel the same way you will see middle of funnel in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here middle of funnel means consideration and evaluation stages between awareness and purchase marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle consideration stage startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model status decision global context dependent","sn":"Middle of funnel","t":"Middle of funnel","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/middle-of-funnel/","ui":"The number is useful only if everyone calculates middle of funnel the same way."},{"a":["milestone event","project milestone"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A significant checkpoint in a plan.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","investor","marketing","product","people","operations"],"e":"A significant checkpoint in a plan.","i":2289,"id":"people.milestone","lv":"core","ph":"milestone milestone event project milestone milestone milestone event project milestone milestone a significant checkpoint in a plan a significant checkpoint in a plan how are we defining milestone in this deck you will see milestone in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here milestone means a significant checkpoint in a plan people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate investor marketing product people operations strategy market research planning pitching people planning employment performance management change management document artifact organisation party global context dependent business foundation","sn":"Milestone","t":"Milestone","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/milestone/","ui":"How are we defining milestone in this deck?"},{"a":["milestone-based raise"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Raising enough capital to reach specific value-creating milestones rather than a vague time horizon.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Raise money to reach clear proof points.","i":2290,"id":"startup.milestone-financing","lv":"core","ph":"milestone financing milestone based raise milestone based raise milestone financing milestone financing raise money to reach clear proof points raising enough capital to reach specific value creating milestones rather than a vague time horizon the round is sized to reach regulatory approval and ten enterprise customers you will see milestone financing in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup traction burn and capital efficiency it helps a reader interpret startup traction burn and capital efficiency without confusing the measure decision role or evidence being discussed here milestone financing means raising enough capital to reach specific value creating milestones rather than a vague time horizon startups venture and fundraising startup formation venture capital and fundraising startup traction burn and capital efficiency startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce equipment technology organisation party global context dependent","sn":"Milestone financing","t":"Milestone financing","tp":"Startup traction, burn & capital efficiency","tpid":"startup-venture-fundraising.startup-metrics","u":"terms/milestone-financing/","ui":"The round is sized to reach regulatory approval and ten enterprise customers."},{"a":["stage payment"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Payment triggered by completion or acceptance of a defined milestone.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Payment triggered by completion or acceptance of a defined milestone.","i":2291,"id":"revenue.milestone-payment","lv":"core","ph":"milestone payment stage payment milestone payment stage payment milestone payment payment triggered by completion or acceptance of a defined milestone payment triggered by completion or acceptance of a defined milestone counsel wants milestone payment clarified before anyone signs you will see milestone payment in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here milestone payment means payment triggered by completion or acceptance of a defined milestone revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Milestone payment","t":"Milestone payment","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/milestone-payment/","ui":"Counsel wants milestone payment clarified before anyone signs."},{"a":["roadmap slide","milestone plan"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide showing the important future achievements, sequence and timing.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that shows what must happen next and when.","i":2292,"id":"bizpitch.milestones-slide","lv":"core","ph":"milestones slide roadmap slide milestone plan milestone plan milestones slide roadmap slide milestones slide the slide that shows what must happen next and when a slide showing the important future achievements sequence and timing the milestones slide should include measurable gates not vague phases you will see milestones slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here milestones slide means a slide showing the important future achievements sequence and timing business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Milestones slide","t":"Milestones slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/milestones-slide/","ui":"The milestones slide should include measurable gates, not vague phases."},{"a":["minimum-maximum policy"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A replenishment method using minimum and maximum inventory levels.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A replenishment method using minimum and maximum inventory levels.","i":2293,"id":"operations.min-max-system","lv":"working","ph":"min max system minimum maximum policy min max system minimum maximum policy min max system a replenishment method using minimum and maximum inventory levels a replenishment method using minimum and maximum inventory levels compare min max system with the same cohort and period before drawing a conclusion you will see min max system in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here min max system means a replenishment method using minimum and maximum inventory levels operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification equipment technology workflow process global context dependent","sn":"Min-max system","t":"Min-max system","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/min-max-system/","ui":"Compare min-max system with the same cohort and period before drawing a conclusion."},{"a":["MAC"],"amb":["MAC"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The minimum annual spend or volume a customer agrees to purchase.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The minimum annual spend or volume a customer agrees to purchase.","i":2294,"id":"revenue.minimum-annual-commitment","lv":"working","ph":"minimum annual commitment mac mac minimum annual commitment minimum annual commitment the minimum annual spend or volume a customer agrees to purchase the minimum annual spend or volume a customer agrees to purchase do not describe minimum annual commitment as agreed until the operative document says so you will see minimum annual commitment in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here minimum annual commitment means the minimum annual spend or volume a customer agrees to purchase revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure marginal abatement cost material adverse change startup business corporate sales finance product go to market sales contracting customer success renewal document artifact role person finance commerce right contract law global context dependent","sn":"Minimum annual commitment","t":"Minimum annual commitment","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/minimum-annual-commitment/","ui":"Do not describe minimum annual commitment as agreed until the operative document says so."},{"a":["MBCO"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The minimum service level to maintain during disruption.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The minimum service level to maintain during disruption.","i":2295,"id":"operations.minimum-business-continuity-objective","lv":"working","ph":"minimum business continuity objective mbco mbco minimum business continuity objective minimum business continuity objective the minimum service level to maintain during disruption the minimum service level to maintain during disruption the control is not complete until we can evidence how minimum business continuity objective is monitored you will see minimum business continuity objective in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here minimum business continuity objective means the minimum service level to maintain during disruption operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Minimum business-continuity objective","t":"Minimum business-continuity objective","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/minimum-business-continuity-objective/","ui":"The control is not complete until we can evidence how minimum business-continuity objective is monitored."},{"a":["committed minimum"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The minimum spend, volume or term a customer agrees to purchase.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The minimum spend, volume or term a customer agrees to purchase.","i":2296,"id":"revenue.minimum-commitment","lv":"core","ph":"minimum commitment committed minimum committed minimum minimum commitment minimum commitment the minimum spend volume or term a customer agrees to purchase the minimum spend volume or term a customer agrees to purchase the proposal must state how minimum commitment changes the customers bill you will see minimum commitment in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here minimum commitment means the minimum spend volume or term a customer agrees to purchase revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Minimum commitment","t":"Minimum commitment","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/minimum-commitment/","ui":"The proposal must state how minimum commitment changes the customer’s bill."},{"a":["MDE"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The smallest effect an experiment is designed with sufficient power to detect.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The smallest change the test is built to notice.","i":2297,"id":"product.minimum-detectable-effect","lv":"specialist","ph":"minimum detectable effect mde mde minimum detectable effect minimum detectable effect the smallest change the test is built to notice the smallest effect an experiment is designed with sufficient power to detect the minimum detectable effect is two percentage points you will see minimum detectable effect in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here minimum detectable effect means the smallest effect an experiment is designed with sufficient power to detect product technology and innovation product management technology and innovation experiments testing and rollout startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Minimum detectable effect","t":"Minimum detectable effect","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/minimum-detectable-effect/","ui":"The minimum detectable effect is two percentage points."},{"a":["MLP"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A deliberately small product designed to create a strong positive experience, not merely function.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A small product people can genuinely enjoy or value.","i":2298,"id":"product.minimum-lovable-product","lv":"working","ph":"minimum lovable product mlp minimum lovable product mlp minimum lovable product a small product people can genuinely enjoy or value a deliberately small product designed to create a strong positive experience not merely function lovable should not excuse missing accessibility or reliability you will see minimum lovable product in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here minimum lovable product means a deliberately small product designed to create a strong positive experience not merely function product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology status decision global context dependent","sn":"Minimum lovable product","t":"Minimum lovable product","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/minimum-lovable-product/","ui":"“Lovable” should not excuse missing accessibility or reliability."},{"a":["MMP"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The smallest product that can be sold or launched credibly to a target market.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The smallest version ready to market and sell.","i":2299,"id":"product.minimum-marketable-product","lv":"working","ph":"minimum marketable product mmp minimum marketable product mmp minimum marketable product the smallest version ready to market and sell the smallest product that can be sold or launched credibly to a target market the minimum marketable product needs billing and support you will see minimum marketable product in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here minimum marketable product means the smallest product that can be sold or launched credibly to a target market product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model status decision global context dependent","sn":"Minimum marketable product","t":"Minimum marketable product","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/minimum-marketable-product/","ui":"The minimum marketable product needs billing and support."},{"a":["MOQ"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The smallest quantity a supplier will accept for an order.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The smallest quantity a supplier will accept for an order.","i":2300,"id":"revenue.minimum-order-quantity","lv":"working","ph":"minimum order quantity moq minimum order quantity moq minimum order quantity the smallest quantity a supplier will accept for an order the smallest quantity a supplier will accept for an order counsel wants minimum order quantity clarified before anyone signs you will see minimum order quantity in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here minimum order quantity means the smallest quantity a supplier will accept for an order revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact role person finance commerce right contract law global context dependent","sn":"Minimum order quantity","t":"Minimum order quantity","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/minimum-order-quantity/","ui":"Counsel wants minimum order quantity clarified before anyone signs."},{"a":["minimum funding"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The minimum amount required for a financing or offering to proceed under its stated plan.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The least money needed for the round to work.","i":2301,"id":"startup.minimum-raise","lv":"working","ph":"minimum raise minimum funding minimum funding minimum raise minimum raise the least money needed for the round to work the minimum amount required for a financing or offering to proceed under its stated plan below the minimum raise the plan needs to change you will see minimum raise in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here minimum raise means the minimum amount required for a financing or offering to proceed under its stated plan startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce workflow process organisation party global context dependent","sn":"Minimum raise","t":"Minimum raise","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/minimum-raise/","ui":"Below the minimum raise, the plan needs to change."},{"a":["MVP"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The smallest product capable of testing a critical value and growth hypothesis with real users.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The smallest real product that can teach whether the idea works.","i":2302,"id":"product.minimum-viable-product","lv":"core","ph":"minimum viable product mvp minimum viable product mvp minimum viable product the smallest real product that can teach whether the idea works the smallest product capable of testing a critical value and growth hypothesis with real users the mvp must be viable enough to produce trustworthy learning you will see minimum viable product in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here minimum viable product means the smallest product capable of testing a critical value and growth hypothesis with real users product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations role person equipment technology status decision global context dependent startup","sn":"Minimum viable product","t":"Minimum viable product","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/minimum-viable-product/","ui":"The MVP must be viable enough to produce trustworthy learning."},{"a":["statutory wage floor"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The legally mandated minimum pay, which may differ from a living wage.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The legally mandated minimum pay, which may differ from a living wage.","i":2303,"id":"sustainability.minimum-wage","lv":"core","ph":"minimum wage statutory wage floor minimum wage statutory wage floor minimum wage the legally mandated minimum pay which may differ from a living wage the legally mandated minimum pay which may differ from a living wage the sustainability report needs the method exclusions and assurance status for minimum wage you will see minimum wage in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here minimum wage means the legally mandated minimum pay which may differ from a living wage sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance right contract law risk ethics access global context dependent","sn":"Minimum wage","t":"Minimum wage","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/minimum-wage/","ui":"The sustainability report needs the method, exclusions and assurance status for minimum wage."},{"a":["discount for lack of control"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Reduction applied for lack of control, depending on context and valuation standard.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Reduction applied for lack of control, depending on context and valuation standard.","i":2304,"id":"bizfinance.minority-discount","lv":"specialist","ph":"minority discount discount for lack of control discount for lack of control minority discount minority discount reduction applied for lack of control depending on context and valuation standard reduction applied for lack of control depending on context and valuation standard the valuation memo needs to state the assumptions behind minority discount you will see minority discount in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here minority discount means reduction applied for lack of control depending on context and valuation standard finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce workflow process global context dependent","sn":"Minority discount","t":"Minority discount","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/minority-discount/","ui":"The valuation memo needs to state the assumptions behind minority discount."},{"a":["minority shareholder protection"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Legal or contractual mechanisms protecting non-controlling holders from unfair prejudice or abuse.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Legal or contractual mechanisms protecting non-controlling holders from unfair prejudice or abuse.","i":2305,"id":"governance.minority-protection","lv":"core","ph":"minority protection minority shareholder protection minority protection minority shareholder protection minority protection legal or contractual mechanisms protecting non controlling holders from unfair prejudice or abuse legal or contractual mechanisms protecting non controlling holders from unfair prejudice or abuse do not describe minority protection as agreed until the operative document says so you will see minority protection in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here minority protection means legal or contractual mechanisms protecting non controlling holders from unfair prejudice or abuse corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Minority protection","t":"Minority protection","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/minority-protection/","ui":"Do not describe minority protection as agreed until the operative document says so."},{"a":["corporate minute book"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The official collection of corporate meeting minutes and resolutions.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The official collection of corporate meeting minutes and resolutions.","i":2306,"id":"governance.minute-book","lv":"working","ph":"minute book corporate minute book corporate minute book minute book minute book the official collection of corporate meeting minutes and resolutions the official collection of corporate meeting minutes and resolutions keep minute book on the dashboard but show the definition and reporting period beside it you will see minute book in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here minute book means the official collection of corporate meeting minutes and resolutions corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting document artifact metric standard specification right contract law global context dependent","sn":"Minute book","t":"Minute book","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/minute-book/","ui":"Keep minute book on the dashboard, but show the definition and reporting period beside it."},{"a":["omission"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Leaving out important information so that a communication creates a misleading impression.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Leaving out important information so that a communication creates a misleading impression.","i":2307,"id":"marketing.misleading-omission","lv":"core","ph":"misleading omission omission misleading omission omission misleading omission leaving out important information so that a communication creates a misleading impression leaving out important information so that a communication creates a misleading impression do not describe misleading omission as agreed until the operative document says so you will see misleading omission in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here misleading omission means leaving out important information so that a communication creates a misleading impression marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Misleading omission","t":"Misleading omission","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/misleading-omission/","ui":"Do not describe misleading omission as agreed until the operative document says so."},{"a":["earnings miss"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Actual performance falling below the relevant analyst estimate or guidance benchmark.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Actual performance falling below the relevant analyst estimate or guidance benchmark.","i":2308,"id":"reporting.miss","lv":"core","ph":"miss earnings miss earnings miss miss miss actual performance falling below the relevant analyst estimate or guidance benchmark actual performance falling below the relevant analyst estimate or guidance benchmark the filing needs the basis and boundary for miss you will see miss in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here miss means actual performance falling below the relevant analyst estimate or guidance benchmark corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Miss","t":"Miss","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/miss/","ui":"The filing needs the basis and boundary for miss."},{"a":["mission statement"],"amb":["mission statement"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A concise statement of what an organisation does, for whom and toward what broad outcome.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"What the organisation does and whom it serves.","i":2309,"id":"strategy.mission","lv":"core","ph":"mission mission statement mission mission statement mission what the organisation does and whom it serves a concise statement of what an organisation does for whom and toward what broad outcome the mission needs to be specific enough to guide priorities you will see mission in strategy decks market analyses business plans and planning workshops when the discussion reaches purpose goals and strategic direction it helps a reader interpret purpose goals and strategic direction without confusing the measure decision role or evidence being discussed here mission means a concise statement of what an organisation does for whom and toward what broad outcome strategy markets and business models strategy market analysis and business models purpose goals and strategic direction vision brand mission startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification equipment technology format genre model organisation party global context dependent business foundation","sn":"Mission","t":"Mission","tp":"Purpose, goals & strategic direction","tpid":"strategy-market-models.purpose-goals","u":"terms/mission/","ui":"The mission needs to be specific enough to guide priorities."},{"a":["climate mitigation"],"amb":["Mitigation"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Action to reduce greenhouse-gas emissions or enhance removals.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Action to reduce greenhouse-gas emissions or enhance removals.","i":2310,"id":"sustainability.mitigation","lv":"core","ph":"mitigation climate mitigation climate mitigation mitigation mitigation action to reduce greenhouse gas emissions or enhance removals action to reduce greenhouse gas emissions or enhance removals the control is not complete until we can evidence how mitigation is monitored you will see mitigation in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here mitigation means action to reduce greenhouse gas emissions or enhance removals sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience risk mitigation corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent business foundation","sn":"Mitigation","t":"Mitigation","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/mitigation/","ui":"The control is not complete until we can evidence how mitigation is monitored."},{"a":["economic moat"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Investor shorthand for a durable barrier protecting economics, position or growth from competitors.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Something that makes a business hard to attack or copy.","i":2311,"id":"strategy.moat","lv":"core","ph":"moat economic moat economic moat moat moat something that makes a business hard to attack or copy investor shorthand for a durable barrier protecting economics position or growth from competitors a feature roadmap is not a moat you will see moat in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here moat means investor shorthand for a durable barrier protecting economics position or growth from competitors strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent startup","sn":"Moat","t":"Moat","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/moat/","ui":"A feature roadmap is not a moat."},{"a":["defensibility slide"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide explaining what makes an advantage difficult for competitors to copy or overcome.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that explains why the advantage can last.","i":2312,"id":"bizpitch.moat-slide","lv":"working","ph":"moat slide defensibility slide defensibility slide moat slide moat slide the slide that explains why the advantage can last a slide explaining what makes an advantage difficult for competitors to copy or overcome do not call brand awareness a moat without evidence you will see moat slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here moat slide means a slide explaining what makes an advantage difficult for competitors to copy or overcome business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Moat slide","t":"Moat slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/moat-slide/","ui":"Do not call brand awareness a moat without evidence."},{"a":["change mobiliser"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A stakeholder willing and able to build internal consensus for change.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A stakeholder willing and able to build internal consensus for change.","i":2313,"id":"revenue.mobiliser","lv":"working","ph":"mobiliser change mobiliser change mobiliser mobiliser mobiliser a stakeholder willing and able to build internal consensus for change a stakeholder willing and able to build internal consensus for change sales needs one agreed definition of mobiliser before the forecast review you will see mobiliser in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here mobiliser means a stakeholder willing and able to build internal consensus for change revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Mobiliser","t":"Mobiliser","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/mobiliser/","ui":"Sales needs one agreed definition of mobiliser before the forecast review."},{"a":["Q&A rehearsal"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A rehearsal in which colleagues challenge presenters with likely or difficult questions.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"Practice answering questions before the real meeting.","i":2314,"id":"bizpitch.mock-q-a","lv":"core","ph":"mock q and a q and a rehearsal mock q and a q and a rehearsal mock q and a practice answering questions before the real meeting a rehearsal in which colleagues challenge presenters with likely or difficult questions the mock q and a exposed a gap in the valuation logic you will see mock q and a in business pitches proposals executive summaries and decision decks when the discussion reaches business presentation delivery it helps a reader interpret business presentation delivery without confusing the measure decision role or evidence being discussed here mock q and a means a rehearsal in which colleagues challenge presenters with likely or difficult questions business pitching and presentation materials business pitches decks and decision materials business presentation delivery startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Mock Q&A","t":"Mock Q&A","tp":"Business presentation delivery","tpid":"business-pitching-artifacts.presentation-delivery","u":"terms/mock-q-a/","ui":"The mock Q&A exposed a gap in the valuation logic."},{"a":["mockup"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A static representation showing how a product or interface may look.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A picture of the proposed design.","i":2315,"id":"product.mock-up","lv":"core","ph":"mock up mockup mock up mockup mock up a picture of the proposed design a static representation showing how a product or interface may look the mock up communicates appearance but not interaction you will see mock up in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here mock up means a static representation showing how a product or interface may look product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Mock-up","t":"Mock-up","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/mock-up/","ui":"The mock-up communicates appearance but not interaction."},{"a":["ML model"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"In machine learning, a learned mathematical system that transforms inputs into predictions or outputs.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The learned part of an AI system.","i":2316,"id":"product.model.product-technology-innovation-ai-product","lv":"core","ph":"model ml model ml model model model the learned part of an ai system in machine learning a learned mathematical system that transforms inputs into predictions or outputs the model is one component of the product not the whole workflow you will see model in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here model means in machine learning a learned mathematical system that transforms inputs into predictions or outputs product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model global context dependent","sn":"Model","t":"Model","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/model/","ui":"The model is one component of the product, not the whole workflow."},{"a":["provider-agnostic"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Designed to work with multiple models rather than depending on one specific provider or architecture.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The product can switch between different AI models.","i":2317,"id":"product.model-agnostic","lv":"working","ph":"model agnostic provider agnostic model agnostic provider agnostic model agnostic the product can switch between different ai models designed to work with multiple models rather than depending on one specific provider or architecture model agnostic architecture reduces lock in but adds testing work you will see model agnostic in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here model agnostic means designed to work with multiple models rather than depending on one specific provider or architecture product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology format genre model global context dependent","sn":"Model-agnostic","t":"Model-agnostic","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/model-agnostic/","ui":"Model-agnostic architecture reduces lock-in but adds testing work."},{"a":["model structure"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The organisation of inputs, calculations, outputs and supporting schedules.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The organisation of inputs, calculations, outputs and supporting schedules.","i":2318,"id":"bizfinance.model-architecture","lv":"working","ph":"model architecture model structure model architecture model structure model architecture the organisation of inputs calculations outputs and supporting schedules the organisation of inputs calculations outputs and supporting schedules the team needs one controlled copy of model architecture with an owner and date you will see model architecture in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here model architecture means the organisation of inputs calculations outputs and supporting schedules finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce equipment technology format genre model organisation party global context dependent","sn":"Model architecture","t":"Model architecture","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/model-architecture/","ui":"The team needs one controlled copy of model architecture, with an owner and date."},{"a":["assumption"],"amb":["Assumption"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A chosen input representing an uncertain or future condition.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A chosen input representing an uncertain or future condition.","i":2319,"id":"bizfinance.model-assumption","lv":"core","ph":"model assumption assumption assumption model assumption model assumption a chosen input representing an uncertain or future condition a chosen input representing an uncertain or future condition can we expose the assumptions driving model assumption instead of hard coding them you will see model assumption in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here model assumption means a chosen input representing an uncertain or future condition finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics assumption startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Model assumption","t":"Model assumption","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/model-assumption/","ui":"Can we expose the assumptions driving model assumption instead of hard-coding them?"},{"a":["model review"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A structured review of model logic, assumptions, consistency and risk.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A structured review of model logic, assumptions, consistency and risk.","i":2320,"id":"bizfinance.model-audit","lv":"core","ph":"model audit model review model audit model review model audit a structured review of model logic assumptions consistency and risk a structured review of model logic assumptions consistency and risk the board will want to know which inputs move model audit most you will see model audit in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here model audit means a structured review of model logic assumptions consistency and risk finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology workflow process format genre model risk ethics access global context dependent","sn":"Model audit","t":"Model audit","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/model-audit/","ui":"The board will want to know which inputs move model audit most."},{"a":["model documentation"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A document describing a model's purpose, performance, limitations, data and intended use.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A fact sheet explaining what a model can and cannot do.","i":2321,"id":"product.model-card","lv":"core","ph":"model card model documentation model card model documentation model card a fact sheet explaining what a model can and cannot do a document describing a models purpose performance limitations data and intended use the model card needs results for affected subgroups you will see model card in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here model card means a document describing a models purpose performance limitations data and intended use product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations document artifact equipment technology format genre model global context dependent","sn":"Model card","t":"Model card","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/model-card/","ui":"The model card needs results for affected subgroups."},{"a":["integrity check"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A calculation designed to reveal inconsistency, imbalance or error.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A calculation designed to reveal inconsistency, imbalance or error.","i":2322,"id":"bizfinance.model-check","lv":"core","ph":"model check integrity check integrity check model check model check a calculation designed to reveal inconsistency imbalance or error a calculation designed to reveal inconsistency imbalance or error the model needs to show exactly how model check is calculated you will see model check in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here model check means a calculation designed to reveal inconsistency imbalance or error finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Model check","t":"Model check","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/model-check/","ui":"The model needs to show exactly how model check is calculated."},{"a":["drift"],"amb":["drift"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Degradation or change in model performance as data or conditions shift over time.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The model becomes less reliable because the world changes.","i":2323,"id":"product.model-drift","lv":"working","ph":"model drift drift drift model drift model drift the model becomes less reliable because the world changes degradation or change in model performance as data or conditions shift over time model drift increased after the product entered a new market you will see model drift in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here model drift means degradation or change in model performance as data or conditions shift over time product technology and innovation product management technology and innovation ai product and model operations strategic drift startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model global context dependent","sn":"Model drift","t":"Model drift","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/model-drift/","ui":"Model drift increased after the product entered a new market."},{"a":["key driver"],"amb":["Key driver"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An input that materially influences model outputs.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An input that materially influences model outputs.","i":2324,"id":"bizfinance.model-driver","lv":"core","ph":"model driver key driver key driver model driver model driver an input that materially influences model outputs an input that materially influences model outputs run a downside case for model driver before the review you will see model driver in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here model driver means an input that materially influences model outputs finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics key driver startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Model driver","t":"Model driver","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/model-driver/","ui":"Run a downside case for model driver before the review."},{"a":["input cell"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A value or assumption entered into a model.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A value or assumption entered into a model.","i":2325,"id":"bizfinance.model-input","lv":"core","ph":"model input input cell input cell model input model input a value or assumption entered into a model a value or assumption entered into a model can we expose the assumptions driving model input instead of hard coding them you will see model input in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here model input means a value or assumption entered into a model finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Model input","t":"Model input","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/model-input/","ui":"Can we expose the assumptions driving model input instead of hard-coding them?"},{"a":["AI response time"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Time required for a model or AI workflow to return an output.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"How long the AI takes to answer.","i":2326,"id":"product.model-latency","lv":"core","ph":"model latency ai response time ai response time model latency model latency how long the ai takes to answer time required for a model or ai workflow to return an output model latency matters in live customer support you will see model latency in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here model latency means time required for a model or ai workflow to return an output product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology workflow process format genre model global context dependent","sn":"Model latency","t":"Model latency","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/model-latency/","ui":"Model latency matters in live customer support."},{"a":["calculation logic"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The calculation rules and relationships embedded in a model.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The calculation rules and relationships embedded in a model.","i":2327,"id":"bizfinance.model-logic","lv":"core","ph":"model logic calculation logic calculation logic model logic model logic the calculation rules and relationships embedded in a model the calculation rules and relationships embedded in a model the model needs to show exactly how model logic is calculated you will see model logic in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here model logic means the calculation rules and relationships embedded in a model finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Model logic","t":"Model logic","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/model-logic/","ui":"The model needs to show exactly how model logic is calculated."},{"a":["AI monitoring"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Ongoing measurement of model performance, data quality, drift and harm after deployment.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Keep checking the model after it goes live.","i":2328,"id":"product.model-monitoring","lv":"core","ph":"model monitoring ai monitoring ai monitoring model monitoring model monitoring keep checking the model after it goes live ongoing measurement of model performance data quality drift and harm after deployment model monitoring includes subgroup error rates you will see model monitoring in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here model monitoring means ongoing measurement of model performance data quality drift and harm after deployment product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology format genre model risk ethics access global context dependent","sn":"Model monitoring","t":"Model monitoring","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/model-monitoring/","ui":"Model monitoring includes subgroup error rates."},{"a":["output metric"],"amb":["output metric"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A result calculated or presented by a model.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A result calculated or presented by a model.","i":2329,"id":"bizfinance.model-output","lv":"core","ph":"model output output metric model output output metric model output a result calculated or presented by a model a result calculated or presented by a model run a downside case for model output before the review you will see model output in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here model output means a result calculated or presented by a model finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics output metric startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Model output","t":"Model output","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/model-output/","ui":"Run a downside case for model output before the review."},{"a":["foundation model provider"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The organisation providing or operating a model used in a product.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The company supplying the AI model.","i":2330,"id":"product.model-provider","lv":"core","ph":"model provider foundation model provider foundation model provider model provider model provider the company supplying the ai model the organisation providing or operating a model used in a product the model provider may retain prompts under its service terms you will see model provider in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here model provider means the organisation providing or operating a model used in a product product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model organisation party global context dependent","sn":"Model provider","t":"Model provider","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/model-provider/","ui":"The model provider may retain prompts under its service terms."},{"a":["model build"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A controlled iteration of a model identified by date, status or number.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A controlled iteration of a model identified by date, status or number.","i":2331,"id":"bizfinance.model-version","lv":"core","ph":"model version model build model build model version model version a controlled iteration of a model identified by date status or number a controlled iteration of a model identified by date status or number the number is useful only if everyone calculates model version the same way you will see model version in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here model version means a controlled iteration of a model identified by date status or number finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce equipment technology format genre model status decision global context dependent","sn":"Model version","t":"Model version","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/model-version/","ui":"The number is useful only if everyone calculates model version the same way."},{"a":["contemporary slavery"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Severe exploitation such as forced labour, servitude or human trafficking under relevant law.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Severe exploitation such as forced labour, servitude or human trafficking under relevant law.","i":2332,"id":"sustainability.modern-slavery","lv":"core","ph":"modern slavery contemporary slavery contemporary slavery modern slavery modern slavery severe exploitation such as forced labour servitude or human trafficking under relevant law severe exploitation such as forced labour servitude or human trafficking under relevant law the sustainability report needs the method exclusions and assurance status for modern slavery you will see modern slavery in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here modern slavery means severe exploitation such as forced labour servitude or human trafficking under relevant law sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance right contract law risk ethics access global context dependent","sn":"Modern slavery","t":"Modern slavery","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/modern-slavery/","ui":"The sustainability report needs the method, exclusions and assurance status for modern slavery."},{"a":["modular architecture"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A single deployable application organised into strongly separated internal modules.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"One application with carefully separated parts.","i":2333,"id":"product.modular-monolith","lv":"working","ph":"modular monolith modular architecture modular architecture modular monolith modular monolith one application with carefully separated parts a single deployable application organised into strongly separated internal modules a modular monolith may be simpler than premature microservices you will see modular monolith in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here modular monolith means a single deployable application organised into strongly separated internal modules product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology global context dependent","sn":"Modular monolith","t":"Modular monolith","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/modular-monolith/","ui":"A modular monolith may be simpler than premature microservices."},{"a":["critical customer moment"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"An interaction with disproportionate influence on customer trust or perception.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"An interaction with disproportionate influence on customer trust or perception.","i":2334,"id":"revenue.moment-of-truth","lv":"working","ph":"moment of truth critical customer moment critical customer moment moment of truth moment of truth an interaction with disproportionate influence on customer trust or perception an interaction with disproportionate influence on customer trust or perception track moment of truth before the renewal conversation starts you will see moment of truth in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here moment of truth means an interaction with disproportionate influence on customer trust or perception revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Moment of truth","t":"Moment of truth","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/moment-of-truth/","ui":"Track moment of truth before the renewal conversation starts."},{"a":["deal momentum"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Observable progress in a fundraising process, such as strong meetings, commitments or competitive interest.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The round appears to be moving and attracting interest.","i":2335,"id":"startup.momentum","lv":"core","ph":"momentum deal momentum deal momentum momentum momentum the round appears to be moving and attracting interest observable progress in a fundraising process such as strong meetings commitments or competitive interest fundraising momentum is useful only if it converts to commitments you will see momentum in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here momentum means observable progress in a fundraising process such as strong meetings commitments or competitive interest startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance finance commerce workflow process organisation party global context dependent","sn":"Momentum","t":"Momentum","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/momentum/","ui":"Fundraising momentum is useful only if it converts to commitments."},{"a":["monetization"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The process or model through which usage, attention or value is converted into revenue.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The process or model through which usage, attention or value is converted into revenue.","i":2336,"id":"revenue.monetisation","lv":"core","ph":"monetisation monetization monetisation monetization monetisation the process or model through which usage attention or value is converted into revenue the process or model through which usage attention or value is converted into revenue can we model monetisation across the main usage scenarios you will see monetisation in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here monetisation means the process or model through which usage attention or value is converted into revenue revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce equipment technology workflow process format genre model global context dependent","sn":"Monetisation","t":"Monetisation","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/monetisation/","ui":"Can we model monetisation across the main usage scenarios?"},{"a":["system monitoring"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Continuous or periodic observation of systems and measures to detect conditions requiring attention.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Watch systems so problems are noticed.","i":2337,"id":"product.monitoring","lv":"core","ph":"monitoring system monitoring monitoring system monitoring monitoring watch systems so problems are noticed continuous or periodic observation of systems and measures to detect conditions requiring attention monitoring alerted the team before customers reported the outage you will see monitoring in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here monitoring means continuous or periodic observation of systems and measures to detect conditions requiring attention product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations metric standard specification right contract law equipment technology global context dependent","sn":"Monitoring","t":"Monitoring","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/monitoring/","ui":"Monitoring alerted the team before customers reported the outage."},{"a":["monolithic architecture"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A software architecture in which many functions are built and deployed as one application.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"One large application contains most functions.","i":2338,"id":"product.monolith","lv":"core","ph":"monolith monolithic architecture monolith monolithic architecture monolith one large application contains most functions a software architecture in which many functions are built and deployed as one application the monolith is not inherently bad its change boundaries matter you will see monolith in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here monolith means a software architecture in which many functions are built and deployed as one application product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Monolith","t":"Monolith","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/monolith/","ui":"The monolith is not inherently bad; its change boundaries matter."},{"a":["monthly close"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The process of finalising accounting records for a month.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"How finalising accounting records for a month.","i":2339,"id":"bizfinance.month-end-close","lv":"core","ph":"month end close monthly close month end close monthly close month end close how finalising accounting records for a month the process of finalising accounting records for a month show where month end close happens in the operating model and who receives the handoff you will see month end close in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here month end close means the process of finalising accounting records for a month finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process status decision global context dependent","sn":"Month-end close","t":"Month-end close","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/month-end-close/","ui":"Show where month-end close happens in the operating model and who receives the handoff."},{"a":["MoM growth"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Change compared with the immediately preceding month.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","investor","marketing","product","sales","finance"],"e":"Change compared with the immediately preceding month.","i":2340,"id":"revenue.month-over-month-growth","lv":"core","ph":"month over month growth mom growth mom growth month over month growth month over month growth change compared with the immediately preceding month change compared with the immediately preceding month the number is useful only if everyone calculates month over month growth the same way you will see month over month growth in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here month over month growth means change compared with the immediately preceding month revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics startup business corporate investor marketing product sales finance strategy market research planning pitching go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Month-over-month growth","t":"Month-over-month growth","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/month-over-month-growth/","ui":"The number is useful only if everyone calculates month-over-month growth the same way."},{"a":["MAU"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Unique users meeting the activity definition during a month.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Unique users meeting the activity definition during a month.","i":2341,"id":"marketing.monthly-active-users","lv":"core","ph":"monthly active users mau mau monthly active users monthly active users unique users meeting the activity definition during a month unique users meeting the activity definition during a month the growth review needs to show the trade off behind monthly active users you will see monthly active users in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here monthly active users means unique users meeting the activity definition during a month marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent startup","sn":"Monthly active users","t":"Monthly active users","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/monthly-active-users/","ui":"The growth review needs to show the trade-off behind monthly active users."},{"a":["monthly cash burn"],"amb":["monthly burn"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Cash consumed in a typical month under a stated definition.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"How much cash the company loses each month.","i":2342,"id":"startup.monthly-burn","lv":"core","ph":"monthly burn monthly cash burn monthly burn monthly cash burn monthly burn how much cash the company loses each month cash consumed in a typical month under a stated definition monthly burn should use a representative period you will see monthly burn in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup traction burn and capital efficiency it helps a reader interpret startup traction burn and capital efficiency without confusing the measure decision role or evidence being discussed here monthly burn means cash consumed in a typical month under a stated definition startups venture and fundraising startup formation venture capital and fundraising startup traction burn and capital efficiency burn rate startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce organisation party global context dependent","sn":"Monthly burn","t":"Monthly burn","tp":"Startup traction, burn & capital efficiency","tpid":"startup-venture-fundraising.startup-metrics","u":"terms/monthly-burn/","ui":"Monthly burn should use a representative period."},{"a":["MBR"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A recurring monthly review of operational and financial performance.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A recurring monthly review of operational and financial performance.","i":2343,"id":"people.monthly-business-review","lv":"core","ph":"monthly business review mbr mbr monthly business review monthly business review a recurring monthly review of operational and financial performance a recurring monthly review of operational and financial performance compare monthly business review with the same cohort and period before drawing a conclusion you will see monthly business review in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here monthly business review means a recurring monthly review of operational and financial performance people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate people operations people planning employment performance management change management metric standard specification workflow process organisation party global context dependent","sn":"Monthly business review","t":"Monthly business review","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/monthly-business-review/","ui":"Compare monthly business review with the same cohort and period before drawing a conclusion."},{"a":["MRR"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Normalised recurring contract revenue expected for one month under a stated method.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Normalised recurring contract revenue expected for one month under a stated method.","i":2344,"id":"revenue.monthly-recurring-revenue","lv":"core","ph":"monthly recurring revenue mrr monthly recurring revenue mrr monthly recurring revenue normalised recurring contract revenue expected for one month under a stated method normalised recurring contract revenue expected for one month under a stated method counsel wants monthly recurring revenue clarified before anyone signs you will see monthly recurring revenue in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here monthly recurring revenue means normalised recurring contract revenue expected for one month under a stated method revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics annual recurring revenue startup business corporate sales finance product go to market sales contracting customer success renewal document artifact metric standard specification finance commerce right contract law workflow process global context dependent","sn":"Monthly recurring revenue","t":"Monthly recurring revenue","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/monthly-recurring-revenue/","ui":"Counsel wants monthly recurring revenue clarified before anyone signs."},{"a":["month-to-month"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A contract renewing month by month unless ended under its terms.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A contract renewing month by month unless ended under its terms.","i":2345,"id":"revenue.monthly-rolling-contract","lv":"core","ph":"monthly rolling contract month to month month to month monthly rolling contract monthly rolling contract a contract renewing month by month unless ended under its terms a contract renewing month by month unless ended under its terms counsel wants monthly rolling contract clarified before anyone signs you will see monthly rolling contract in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here monthly rolling contract means a contract renewing month by month unless ended under its terms revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Monthly rolling contract","t":"Monthly rolling contract","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/monthly-rolling-contract/","ui":"Counsel wants monthly rolling contract clarified before anyone signs."},{"a":["MFC","most-favored customer"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A clause granting a customer pricing or terms at least as favourable as those given to specified others.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A clause granting a customer pricing or terms at least as favourable as those given to specified others.","i":2346,"id":"revenue.most-favoured-customer","lv":"specialist","ph":"most favoured customer mfc most favored customer mfc most favored customer most favoured customer most favoured customer a clause granting a customer pricing or terms at least as favourable as those given to specified others a clause granting a customer pricing or terms at least as favourable as those given to specified others the draft mentions most favoured customer but the scope and jurisdiction are still unclear you will see most favoured customer in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here most favoured customer means a clause granting a customer pricing or terms at least as favourable as those given to specified others revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact role person finance commerce right contract law global context dependent","sn":"Most-favoured customer","t":"Most-favoured customer","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/most-favoured-customer/","ui":"The draft mentions most-favoured customer, but the scope and jurisdiction are still unclear."},{"a":["MFN","most favored nation"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A provision allowing a holder to adopt more favourable later terms, subject to its wording.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An early investor may choose better terms offered later.","i":2347,"id":"startup.most-favoured-nation","lv":"working","ph":"most favoured nation mfn most favored nation mfn most favored nation most favoured nation most favoured nation an early investor may choose better terms offered later a provision allowing a holder to adopt more favourable later terms subject to its wording the safe includes an mfn clause you will see most favoured nation in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here most favoured nation means a provision allowing a holder to adopt more favourable later terms subject to its wording startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance finance commerce workflow process organisation party global context dependent","sn":"Most favoured nation","t":"Most favoured nation","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/most-favoured-nation/","ui":"The SAFE includes an MFN clause."},{"a":["proposed motion"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A formal proposal put before a meeting for decision.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A formal proposal put before a meeting for decision.","i":2348,"id":"governance.motion","lv":"core","ph":"motion proposed motion motion proposed motion motion a formal proposal put before a meeting for decision a formal proposal put before a meeting for decision which committee has oversight of motion you will see motion in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here motion means a formal proposal put before a meeting for decision corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law status decision global context dependent","sn":"Motion","t":"Motion","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/motion/","ui":"Which committee has oversight of motion?"},{"a":["movement waste"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Unnecessary movement by people or equipment.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Unnecessary movement by people or equipment.","i":2349,"id":"operations.motion-waste","lv":"working","ph":"motion waste movement waste motion waste movement waste motion waste unnecessary movement by people or equipment unnecessary movement by people or equipment can we remove the ambiguity around motion waste before the process changes you will see motion waste in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here motion waste means unnecessary movement by people or equipment operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Motion waste","t":"Motion waste","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/motion-waste/","ui":"Can we remove the ambiguity around motion waste before the process changes?"},{"a":["multiple-cloud strategy"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Use of cloud services from more than one provider.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The organisation uses several cloud providers.","i":2350,"id":"product.multi-cloud","lv":"working","ph":"multi cloud multiple cloud strategy multi cloud multiple cloud strategy multi cloud the organisation uses several cloud providers use of cloud services from more than one provider multi cloud can reduce dependency but increase complexity you will see multi cloud in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here multi cloud means use of cloud services from more than one provider product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Multi-cloud","t":"Multi-cloud","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/multi-cloud/","ui":"Multi-cloud can reduce dependency but increase complexity."},{"a":["MFA","two-factor authentication","2FA"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Authentication requiring two or more different factor types.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Sign in using more than one kind of proof.","i":2351,"id":"product.multi-factor-authentication","lv":"core","ph":"multi factor authentication mfa two factor authentication 2 fa 2 fa mfa multi factor authentication two factor authentication multi factor authentication sign in using more than one kind of proof authentication requiring two or more different factor types multi factor authentication is mandatory for privileged accounts you will see multi factor authentication in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here multi factor authentication means authentication requiring two or more different factor types product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations right contract law equipment technology global context dependent","sn":"Multi-factor authentication","t":"Multi-factor authentication","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/multi-factor-authentication/","ui":"Multi-factor authentication is mandatory for privileged accounts."},{"a":["MSP"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A platform coordinating three or more interdependent participant groups.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"One platform connects several groups that create value for each other.","i":2352,"id":"strategy.multi-sided-platform","lv":"working","ph":"multi sided platform msp msp multi sided platform multi sided platform one platform connects several groups that create value for each other a platform coordinating three or more interdependent participant groups governance becomes harder as the multi sided platform grows you will see multi sided platform in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here multi sided platform means a platform coordinating three or more interdependent participant groups strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification equipment technology format genre model global context dependent","sn":"Multi-sided platform","t":"Multi-sided platform","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/multi-sided-platform/","ui":"Governance becomes harder as the multi-sided platform grows."},{"a":["multitenant"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A software architecture in which one system instance serves multiple customers with logical separation.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Many customers share one system while their data stays separated.","i":2353,"id":"product.multi-tenant","lv":"core","ph":"multi tenant multitenant multi tenant multitenant multi tenant many customers share one system while their data stays separated a software architecture in which one system instance serves multiple customers with logical separation the multi tenant model supports efficient updates you will see multi tenant in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here multi tenant means a software architecture in which one system instance serves multiple customers with logical separation product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations metric standard specification role person equipment technology global context dependent","sn":"Multi-tenant","t":"Multi-tenant","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/multi-tenant/","ui":"The multi-tenant model supports efficient updates."},{"a":["MTA"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Attribution distributing credit across several interactions in a journey.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Attribution distributing credit across several interactions in a journey.","i":2354,"id":"marketing.multi-touch-attribution","lv":"core","ph":"multi touch attribution mta mta multi touch attribution multi touch attribution attribution distributing credit across several interactions in a journey attribution distributing credit across several interactions in a journey the number is useful only if everyone calculates multi touch attribution the same way you will see multi touch attribution in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here multi touch attribution means attribution distributing credit across several interactions in a journey marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Multi-touch attribution","t":"Multi-touch attribution","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/multi-touch-attribution/","ui":"The number is useful only if everyone calculates multi-touch attribution the same way."},{"a":["derating"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Decrease in the valuation multiple applied to a financial measure.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Decrease in the valuation multiple applied to a financial measure.","i":2355,"id":"bizfinance.multiple-compression","lv":"core","ph":"multiple compression derating derating multiple compression multiple compression decrease in the valuation multiple applied to a financial measure decrease in the valuation multiple applied to a financial measure the range matters more than a false point estimate for multiple compression you will see multiple compression in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here multiple compression means decrease in the valuation multiple applied to a financial measure finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process global context dependent","sn":"Multiple compression","t":"Multiple compression","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/multiple-compression/","ui":"The range matters more than a false point estimate for multiple compression."},{"a":["rerating"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Increase in the valuation multiple applied to a financial measure.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Increase in the valuation multiple applied to a financial measure.","i":2356,"id":"bizfinance.multiple-expansion","lv":"core","ph":"multiple expansion rerating multiple expansion rerating multiple expansion increase in the valuation multiple applied to a financial measure increase in the valuation multiple applied to a financial measure how sensitive is multiple expansion to the discount rate and terminal assumptions you will see multiple expansion in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here multiple expansion means increase in the valuation multiple applied to a financial measure finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process global context dependent","sn":"Multiple expansion","t":"Multiple expansion","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/multiple-expansion/","ui":"How sensitive is multiple expansion to the discount rate and terminal assumptions?"},{"a":["MOIC"],"amb":["Multiple on invested capital"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The total value received or held divided by invested capital.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investment value as a multiple of money invested.","i":2357,"id":"startup.multiple-on-invested-capital","lv":"core","ph":"multiple on invested capital moic moic multiple on invested capital multiple on invested capital investment value as a multiple of money invested the total value received or held divided by invested capital moic does not account for how long the investment took you will see multiple on invested capital in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here multiple on invested capital means the total value received or held divided by invested capital startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns return multiple startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce equipment technology organisation party global context dependent startup","sn":"Multiple on invested capital","t":"Multiple on invested capital","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/multiple-on-invested-capital/","ui":"MOIC does not account for how long the investment took."},{"a":["multisourcing"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Using several suppliers for a requirement or category.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Using several suppliers for a requirement or category.","i":2358,"id":"operations.multiple-sourcing","lv":"core","ph":"multiple sourcing multisourcing multiple sourcing multisourcing multiple sourcing using several suppliers for a requirement or category using several suppliers for a requirement or category what breaks upstream or downstream if multiple sourcing changes you will see multiple sourcing in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here multiple sourcing means using several suppliers for a requirement or category operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process global context dependent","sn":"Multiple sourcing","t":"Multiple sourcing","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/multiple-sourcing/","ui":"What breaks upstream or downstream if multiple sourcing changes?"},{"a":["MVT"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An experiment testing combinations of multiple changed elements at the same time.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Compare several combinations of changes.","i":2359,"id":"product.multivariate-test","lv":"working","ph":"multivariate test mvt multivariate test mvt multivariate test compare several combinations of changes an experiment testing combinations of multiple changed elements at the same time the multivariate test requires more traffic than an a b test you will see multivariate test in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here multivariate test means an experiment testing combinations of multiple changed elements at the same time product technology and innovation product management technology and innovation experiments testing and rollout startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology global context dependent","sn":"Multivariate test","t":"Multivariate test","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/multivariate-test/","ui":"The multivariate test requires more traffic than an A/B test."},{"a":["MAP"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A jointly maintained plan of steps, owners and dates required to reach a buying or implementation outcome.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A jointly maintained plan of steps, owners and dates required to reach a buying or implementation outcome.","i":2360,"id":"revenue.mutual-action-plan","lv":"core","ph":"mutual action plan map map mutual action plan mutual action plan a jointly maintained plan of steps owners and dates required to reach a buying or implementation outcome a jointly maintained plan of steps owners and dates required to reach a buying or implementation outcome sales needs one agreed definition of mutual action plan before the forecast review you will see mutual action plan in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here mutual action plan means a jointly maintained plan of steps owners and dates required to reach a buying or implementation outcome revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal document artifact role person finance commerce workflow process global context dependent","sn":"Mutual action plan","t":"Mutual action plan","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/mutual-action-plan/","ui":"Sales needs one agreed definition of mutual action plan before the forecast review."},{"a":["joint success plan"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A success plan jointly agreed by customer and supplier.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A success plan jointly agreed by customer and supplier.","i":2361,"id":"revenue.mutual-success-plan","lv":"working","ph":"mutual success plan joint success plan joint success plan mutual success plan mutual success plan a success plan jointly agreed by customer and supplier a success plan jointly agreed by customer and supplier can we compare mutual success plan across the same customer cohort you will see mutual success plan in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here mutual success plan means a success plan jointly agreed by customer and supplier revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal document artifact role person finance commerce global context dependent","sn":"Mutual success plan","t":"Mutual success plan","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/mutual-success-plan/","ui":"Can we compare mutual success plan across the same customer cohort?"},{"a":["naming clearance"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Legal and practical checking of a proposed name for availability and conflicts.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Legal and practical checking of a proposed name for availability and conflicts.","i":2362,"id":"marketing.name-clearance","lv":"core","ph":"name clearance naming clearance name clearance naming clearance name clearance legal and practical checking of a proposed name for availability and conflicts legal and practical checking of a proposed name for availability and conflicts the draft mentions name clearance but the scope and jurisdiction are still unclear you will see name clearance in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here name clearance means legal and practical checking of a proposed name for availability and conflicts marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting right contract law format genre model global context dependent","sn":"Name clearance","t":"Name clearance","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/name-clearance/","ui":"The draft mentions name clearance, but the scope and jurisdiction are still unclear."},{"a":["target account"],"amb":["target account"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A specifically assigned target customer, often owned by a salesperson or team.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A specifically assigned target customer, often owned by a salesperson or team.","i":2363,"id":"revenue.named-account","lv":"working","ph":"named account target account named account target account named account a specifically assigned target customer often owned by a salesperson or team a specifically assigned target customer often owned by a salesperson or team sales needs one agreed definition of named account before the forecast review you will see named account in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here named account means a specifically assigned target customer often owned by a salesperson or team revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles target account startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce organisation party global context dependent","sn":"Named account","t":"Named account","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/named-account/","ui":"Sales needs one agreed definition of named account before the forecast review."},{"a":["nomenclature system"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Rules governing how products, services, tiers or features are named.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Rules governing how products, services, tiers or features are named.","i":2364,"id":"marketing.naming-system","lv":"core","ph":"naming system nomenclature system naming system nomenclature system naming system rules governing how products services tiers or features are named rules governing how products services tiers or features are named the brand brief needs a concrete definition of naming system you will see naming system in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here naming system means rules governing how products services tiers or features are named marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting equipment technology format genre model global context dependent","sn":"Naming system","t":"Naming system","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/naming-system/","ui":"The brand brief needs a concrete definition of naming system."},{"a":["narrow-based WA"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A weighted-average anti-dilution formula using a narrower denominator, usually producing a stronger adjustment.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A stronger adjustment because fewer shares count in the formula.","i":2365,"id":"startup.narrow-based-weighted-average","lv":"specialist","ph":"narrow based weighted average narrow based wa narrow based wa narrow based weighted average narrow based weighted average a stronger adjustment because fewer shares count in the formula a weighted average anti dilution formula using a narrower denominator usually producing a stronger adjustment the founders rejected narrow based weighted average you will see narrow based weighted average in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet economics in term sheet economics a loose definition can change rights obligations approval disclosure or enforceability here narrow based weighted average means a weighted average anti dilution formula using a narrower denominator usually producing a stronger adjustment startups venture and fundraising startup formation venture capital and fundraising term sheet economics startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Narrow-based weighted average","t":"Narrow-based weighted average","tp":"Term-sheet economics","tpid":"startup-venture-fundraising.term-sheet-economics","u":"terms/narrow-based-weighted-average/","ui":"The founders rejected narrow-based weighted average."},{"a":["sponsored native","native ad"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Paid communication designed to resemble surrounding editorial or platform content.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Paid communication designed to resemble surrounding editorial or platform content.","i":2366,"id":"marketing.native-advertising","lv":"core","ph":"native advertising sponsored native native ad native ad native advertising sponsored native native advertising paid communication designed to resemble surrounding editorial or platform content paid communication designed to resemble surrounding editorial or platform content can we circulate native advertising with the assumptions and open questions marked you will see native advertising in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here native advertising means paid communication designed to resemble surrounding editorial or platform content marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting document artifact format genre model risk ethics access global context dependent","sn":"Native advertising","t":"Native advertising","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/native-advertising/","ui":"Can we circulate native advertising with the assumptions and open questions marked?"},{"a":["built-in integration"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An integration built and maintained as part of a product rather than through custom middleware.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A built-in connection between products.","i":2367,"id":"product.native-integration","lv":"working","ph":"native integration built in integration built in integration native integration native integration a built in connection between products an integration built and maintained as part of a product rather than through custom middleware the native integration supports automatic user provisioning you will see native integration in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here native integration means an integration built and maintained as part of a product rather than through custom middleware product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology global context dependent","sn":"Native integration","t":"Native integration","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/native-integration/","ui":"The native integration supports automatic user provisioning."},{"a":["nature capital"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The stock of natural resources and ecosystems that provide benefits.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The stock of natural resources and ecosystems that provide benefits.","i":2368,"id":"sustainability.natural-capital","lv":"core","ph":"natural capital nature capital natural capital nature capital natural capital the stock of natural resources and ecosystems that provide benefits the stock of natural resources and ecosystems that provide benefits the sustainability report needs the method exclusions and assurance status for natural capital you will see natural capital in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here natural capital means the stock of natural resources and ecosystems that provide benefits sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology risk ethics access global context dependent","sn":"Natural capital","t":"Natural capital","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/natural-capital/","ui":"The sustainability report needs the method, exclusions and assurance status for natural capital."},{"a":["natural systems"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The living world, ecosystems, biodiversity and natural processes on which economies depend.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The living world, ecosystems, biodiversity and natural processes on which economies depend.","i":2369,"id":"sustainability.nature","lv":"core","ph":"nature natural systems natural systems nature nature the living world ecosystems biodiversity and natural processes on which economies depend the living world ecosystems biodiversity and natural processes on which economies depend state the boundary and evidence behind nature before publishing the claim you will see nature in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here nature means the living world ecosystems biodiversity and natural processes on which economies depend sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology workflow process risk ethics access global context dependent","sn":"Nature","t":"Nature","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/nature/","ui":"State the boundary and evidence behind nature before publishing the claim."},{"a":[],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A claim or goal of halting and reversing nature loss, requiring a defined baseline and method.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A claim or goal of halting and reversing nature loss, requiring a defined baseline and method.","i":2370,"id":"sustainability.nature-positive","lv":"core","ph":"nature positive nature positive nature positive a claim or goal of halting and reversing nature loss requiring a defined baseline and method a claim or goal of halting and reversing nature loss requiring a defined baseline and method which standard and reporting period govern nature positive you will see nature positive in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here nature positive means a claim or goal of halting and reversing nature loss requiring a defined baseline and method sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Nature positive","t":"Nature positive","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/nature-positive/","ui":"Which standard and reporting period govern nature positive?"},{"a":["biodiversity opportunity"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Potential value from restoring, protecting or using nature sustainably.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Potential value from restoring, protecting or using nature sustainably.","i":2371,"id":"sustainability.nature-related-opportunity","lv":"working","ph":"nature related opportunity biodiversity opportunity biodiversity opportunity nature related opportunity nature related opportunity potential value from restoring protecting or using nature sustainably potential value from restoring protecting or using nature sustainably which standard and reporting period govern nature related opportunity you will see nature related opportunity in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here nature related opportunity means potential value from restoring protecting or using nature sustainably sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Nature-related opportunity","t":"Nature-related opportunity","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/nature-related-opportunity/","ui":"Which standard and reporting period govern nature-related opportunity?"},{"a":["biodiversity risk"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Risk arising from dependencies or impacts on nature.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Risk arising from dependencies or impacts on nature.","i":2372,"id":"sustainability.nature-related-risk","lv":"core","ph":"nature related risk biodiversity risk biodiversity risk nature related risk nature related risk risk arising from dependencies or impacts on nature risk arising from dependencies or impacts on nature can we separate the target for nature related risk from measured performance you will see nature related risk in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here nature related risk means risk arising from dependencies or impacts on nature sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Nature-related risk","t":"Nature-related risk","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/nature-related-risk/","ui":"Can we separate the target for nature-related risk from measured performance?"},{"a":["short-term climate target"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A target covering relatively short- or medium-term emissions reductions.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A target covering relatively short- or medium-term emissions reductions.","i":2373,"id":"sustainability.near-term-target","lv":"core","ph":"near term target short term climate target near term target short term climate target near term target a target covering relatively short or medium term emissions reductions a target covering relatively short or medium term emissions reductions which standard and reporting period govern near term target you will see near term target in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here near term target means a target covering relatively short or medium term emissions reductions sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Near-term target","t":"Near-term target","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/near-term-target/","ui":"Which standard and reporting period govern near-term target?"},{"a":["almost-zero emissions"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A very low level of emissions under a stated benchmark or pathway.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A very low level of emissions under a stated benchmark or pathway.","i":2374,"id":"sustainability.near-zero-emissions","lv":"working","ph":"near zero emissions almost zero emissions almost zero emissions near zero emissions near zero emissions a very low level of emissions under a stated benchmark or pathway a very low level of emissions under a stated benchmark or pathway can we separate the target for near zero emissions from measured performance you will see near zero emissions in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here near zero emissions means a very low level of emissions under a stated benchmark or pathway sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Near-zero emissions","t":"Near-zero emissions","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/near-zero-emissions/","ui":"Can we separate the target for near-zero emissions from measured performance?"},{"a":["nearshore sourcing"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Moving activity to a geographically closer country or region.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Moving activity to a geographically closer country or region.","i":2375,"id":"operations.nearshoring","lv":"core","ph":"nearshoring nearshore sourcing nearshore sourcing nearshoring nearshoring moving activity to a geographically closer country or region moving activity to a geographically closer country or region the operating plan needs an owner and service level for nearshoring you will see nearshoring in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here nearshoring means moving activity to a geographically closer country or region operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process status decision global context dependent","sn":"Nearshoring","t":"Nearshoring","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/nearshoring/","ui":"The operating plan needs an owner and service level for nearshoring."},{"a":["customer need"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A condition, outcome or requirement important to a customer or stakeholder.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Something a customer genuinely requires or values.","i":2376,"id":"strategy.need","lv":"core","ph":"need customer need customer need need need something a customer genuinely requires or values a condition outcome or requirement important to a customer or stakeholder validate the need before designing the solution you will see need in strategy decks market analyses business plans and planning workshops when the discussion reaches needs jobs and value propositions it helps a reader interpret needs jobs and value propositions without confusing the measure decision role or evidence being discussed here need means a condition outcome or requirement important to a customer or stakeholder strategy markets and business models strategy market analysis and business models needs jobs and value propositions startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Need","t":"Need","tp":"Needs, jobs & value propositions","tpid":"strategy-market-models.customer-needs","u":"terms/need/","ui":"Validate the need before designing the solution."},{"a":["needs assessment"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Structured investigation of the buyer's requirements, problems and desired outcomes.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Structured investigation of the buyer's requirements, problems and desired outcomes.","i":2377,"id":"revenue.needs-analysis","lv":"core","ph":"needs analysis needs assessment needs analysis needs assessment needs analysis structured investigation of the buyers requirements problems and desired outcomes structured investigation of the buyers requirements problems and desired outcomes the account plan should show how needs analysis affects the next step you will see needs analysis in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here needs analysis means structured investigation of the buyers requirements problems and desired outcomes revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce workflow process global context dependent","sn":"Needs analysis","t":"Needs analysis","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/needs-analysis/","ui":"The account plan should show how needs analysis affects the next step."},{"a":["need-state segmentation"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Grouping customers by the outcomes, problems or needs that drive choice.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Group customers by what they need.","i":2378,"id":"strategy.needs-based-segmentation","lv":"core","ph":"needs based segmentation need state segmentation need state segmentation needs based segmentation needs based segmentation group customers by what they need grouping customers by the outcomes problems or needs that drive choice needs based segmentation produced three distinct offers you will see needs based segmentation in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here needs based segmentation means grouping customers by the outcomes problems or needs that drive choice strategy markets and business models strategy market analysis and business models customers users and segmentation startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Needs-based segmentation","t":"Needs-based segmentation","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/needs-based-segmentation/","ui":"Needs-based segmentation produced three distinct offers."},{"a":["gross loss"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A condition in which cost of revenue exceeds revenue.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A condition in which cost of revenue exceeds revenue.","i":2379,"id":"bizfinance.negative-gross-margin","lv":"core","ph":"negative gross margin gross loss gross loss negative gross margin negative gross margin a condition in which cost of revenue exceeds revenue a condition in which cost of revenue exceeds revenue compare negative gross margin with the same cohort and period before drawing a conclusion you will see negative gross margin in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here negative gross margin means a condition in which cost of revenue exceeds revenue finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Negative gross margin","t":"Negative gross margin","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/negative-gross-margin/","ui":"Compare negative gross margin with the same cohort and period before drawing a conclusion."},{"a":["adverse impact"],"amb":["Adverse impact"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A harmful change associated with an organisation, product or investment.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A harmful change associated with an organisation, product or investment.","i":2380,"id":"sustainability.negative-impact","lv":"core","ph":"negative impact adverse impact adverse impact negative impact negative impact a harmful change associated with an organisation product or investment a harmful change associated with an organisation product or investment which standard and reporting period govern negative impact you will see negative impact in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here negative impact means a harmful change associated with an organisation product or investment sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations adverse impact corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance organisation party risk ethics access global context dependent","sn":"Negative impact","t":"Negative impact","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/negative-impact/","ui":"Which standard and reporting period govern negative impact?"},{"a":["exclusionary screening"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Excluding investments based on specified activities or criteria.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Excluding investments based on specified activities or criteria.","i":2381,"id":"sustainability.negative-screening","lv":"core","ph":"negative screening exclusionary screening exclusionary screening negative screening negative screening excluding investments based on specified activities or criteria excluding investments based on specified activities or criteria state the boundary and evidence behind negative screening before publishing the claim you will see negative screening in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here negative screening means excluding investments based on specified activities or criteria sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Negative screening","t":"Negative screening","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/negative-screening/","ui":"State the boundary and evidence behind negative screening before publishing the claim."},{"a":["negotiated procurement"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A procurement process allowing structured negotiation with bidders under applicable rules.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A procurement process allowing structured negotiation with bidders under applicable rules.","i":2382,"id":"operations.negotiated-procedure","lv":"working","ph":"negotiated procedure negotiated procurement negotiated procedure negotiated procurement negotiated procedure a procurement process allowing structured negotiation with bidders under applicable rules a procurement process allowing structured negotiation with bidders under applicable rules show where negotiated procedure happens in the operating model and who receives the handoff you will see negotiated procedure in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here negotiated procedure means a procurement process allowing structured negotiation with bidders under applicable rules operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process status decision global context dependent","sn":"Negotiated procedure","t":"Negotiated procedure","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/negotiated-procedure/","ui":"Show where negotiated procedure happens in the operating model and who receives the handoff."},{"a":["commercial negotiation"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A stage in which commercial or contractual terms are being resolved.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A stage in which commercial or contractual terms are being resolved.","i":2383,"id":"revenue.negotiation-stage","lv":"core","ph":"negotiation stage commercial negotiation commercial negotiation negotiation stage negotiation stage a stage in which commercial or contractual terms are being resolved a stage in which commercial or contractual terms are being resolved counsel wants negotiation stage clarified before anyone signs you will see negotiation stage in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here negotiation stage means a stage in which commercial or contractual terms are being resolved revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law format genre model status decision global context dependent","sn":"Negotiation stage","t":"Negotiation stage","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/negotiation-stage/","ui":"Counsel wants negotiation stage clarified before anyone signs."},{"a":["thirty-day terms"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A payment term requiring payment within thirty days of the relevant invoice date or event.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A payment term requiring payment within thirty days of the relevant invoice date or event.","i":2384,"id":"revenue.net-30","lv":"core","ph":"net 30 thirty day terms net 30 thirty day terms net 30 a payment term requiring payment within thirty days of the relevant invoice date or event a payment term requiring payment within thirty days of the relevant invoice date or event do not describe net 30 as agreed until the operative document says so you will see net 30 in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here net 30 means a payment term requiring payment within thirty days of the relevant invoice date or event revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Net 30","t":"Net 30","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/net-30/","ui":"Do not describe net 30 as agreed until the operative document says so."},{"a":["net cash burn"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Net decrease in cash over a period after inflows.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","investor","finance","corporate","business"],"e":"Net decrease in cash over a period after inflows.","i":2385,"id":"bizfinance.net-burn","lv":"core","ph":"net burn net cash burn net burn net cash burn net burn net decrease in cash over a period after inflows net decrease in cash over a period after inflows keep net burn on the dashboard but show the definition and reporting period beside it you will see net burn in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here net burn means net decrease in cash over a period after inflows finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup investor finance corporate business fundraising financing due diligence governance accounting planning forecasting valuation reporting finance commerce global context dependent","sn":"Net burn","t":"Net burn","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/net-burn/","ui":"Keep net burn on the dashboard, but show the definition and reporting period beside it."},{"a":["net revenue churn"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Loss after accounting for expansion from retained customers; it can be negative when expansion exceeds loss.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Loss after accounting for expansion from retained customers; it can be negative when expansion exceeds loss.","i":2386,"id":"revenue.net-churn","lv":"working","ph":"net churn net revenue churn net churn net revenue churn net churn loss after accounting for expansion from retained customers it can be negative when expansion exceeds loss loss after accounting for expansion from retained customers it can be negative when expansion exceeds loss how are we defining net churn in this deck you will see net churn in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here net churn means loss after accounting for expansion from retained customers it can be negative when expansion exceeds loss revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Net churn","t":"Net churn","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/net-churn/","ui":"How are we defining net churn in this deck?"},{"a":["net borrowings"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Debt minus cash and cash equivalents under a disclosed definition.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Debt minus cash and cash equivalents under a disclosed definition.","i":2387,"id":"bizfinance.net-debt","lv":"core","ph":"net debt net borrowings net borrowings net debt net debt debt minus cash and cash equivalents under a disclosed definition debt minus cash and cash equivalents under a disclosed definition state the period currency and accounting basis for net debt you will see net debt in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here net debt means debt minus cash and cash equivalents under a disclosed definition finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce status decision global context dependent","sn":"Net debt","t":"Net debt","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/net-debt/","ui":"State the period, currency and accounting basis for net debt."},{"a":["net leverage"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Net debt divided by EBITDA under stated definitions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Net debt divided by EBITDA under stated definitions.","i":2388,"id":"bizfinance.net-debt-to-ebitda","lv":"core","ph":"net debt to ebitda net leverage net debt to ebitda net leverage net debt to ebitda net debt divided by ebitda under stated definitions net debt divided by ebitda under stated definitions the number is useful only if everyone calculates net debt to ebitda the same way you will see net debt to ebitda in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here net debt to ebitda means net debt divided by ebitda under stated definitions finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Net debt to EBITDA","t":"Net debt to EBITDA","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/net-debt-to-ebitda/","ui":"The number is useful only if everyone calculates net debt to EBITDA the same way."},{"a":["net profit","earnings"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Profit remaining after expenses, interest and tax under the applicable reporting framework.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Profit remaining after expenses, interest and tax under the applicable reporting framework.","i":2389,"id":"bizfinance.net-income","lv":"core","ph":"net income net profit earnings earnings net income net profit net income profit remaining after expenses interest and tax under the applicable reporting framework profit remaining after expenses interest and tax under the applicable reporting framework can we circulate net income with the assumptions and open questions marked you will see net income in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here net income means profit remaining after expenses interest and tax under the applicable reporting framework finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit gross profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce format genre model global context dependent corporate","sn":"Net income","t":"Net income","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/net-income/","ui":"Can we circulate net income with the assumptions and open questions marked?"},{"a":["profit margin","net profit margin"],"amb":["profit margin"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Net income divided by revenue.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Net income divided by revenue.","i":2390,"id":"bizfinance.net-margin","lv":"core","ph":"net margin profit margin net profit margin net margin net profit margin profit margin net margin net income divided by revenue net income divided by revenue the number is useful only if everyone calculates net margin the same way you will see net margin in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here net margin means net income divided by revenue finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit margin startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce global context dependent","sn":"Net margin","t":"Net margin","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/net-margin/","ui":"The number is useful only if everyone calculates net margin the same way."},{"a":["NMV"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Transaction value after specified cancellations, returns or other deductions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Transaction value after specified cancellations, returns or other deductions.","i":2391,"id":"bizfinance.net-merchandise-value","lv":"working","ph":"net merchandise value nmv net merchandise value nmv net merchandise value transaction value after specified cancellations returns or other deductions transaction value after specified cancellations returns or other deductions the number is useful only if everyone calculates net merchandise value the same way you will see net merchandise value in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here net merchandise value means transaction value after specified cancellations returns or other deductions finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Net merchandise value","t":"Net merchandise value","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/net-merchandise-value/","ui":"The number is useful only if everyone calculates net merchandise value the same way."},{"a":["realised price"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The effective price after discounts, rebates and specified adjustments.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The effective price after discounts, rebates and specified adjustments.","i":2392,"id":"revenue.net-price","lv":"core","ph":"net price realised price net price realised price net price the effective price after discounts rebates and specified adjustments the effective price after discounts rebates and specified adjustments lets test whether net price still works for the smallest and largest customers you will see net price in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here net price means the effective price after discounts rebates and specified adjustments revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Net price","t":"Net price","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/net-price/","ui":"Let’s test whether net price still works for the smallest and largest customers."},{"a":["NPS"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A survey metric based on likelihood-to-recommend categories and a specified calculation.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","sales","finance","product","marketing"],"e":"A survey metric based on likelihood-to-recommend categories and a specified calculation.","i":2393,"id":"marketing.net-promoter-score","lv":"core","ph":"net promoter score nps net promoter score nps net promoter score a survey metric based on likelihood to recommend categories and a specified calculation a survey metric based on likelihood to recommend categories and a specified calculation the number is useful only if everyone calculates net promoter score the same way you will see net promoter score in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here net promoter score means a survey metric based on likelihood to recommend categories and a specified calculation marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate sales finance product marketing go to market sales contracting customer success renewal market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Net promoter score","t":"Net promoter score","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/net-promoter-score/","ui":"The number is useful only if everyone calculates net promoter score the same way."},{"a":["net sales"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Revenue after specified deductions such as returns, rebates or taxes, under stated policy.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Revenue after specified deductions such as returns, rebates or taxes, under stated policy.","i":2394,"id":"bizfinance.net-revenue","lv":"core","ph":"net revenue net sales net revenue net sales net revenue revenue after specified deductions such as returns rebates or taxes under stated policy revenue after specified deductions such as returns rebates or taxes under stated policy keep net revenue on the dashboard but show the definition and reporting period beside it you will see net revenue in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here net revenue means revenue after specified deductions such as returns rebates or taxes under stated policy finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Net revenue","t":"Net revenue","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/net-revenue/","ui":"Keep net revenue on the dashboard, but show the definition and reporting period beside it."},{"a":["NRR","net dollar retention"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Starting recurring revenue retained after churn, contraction and expansion from the same cohort.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Starting recurring revenue retained after churn, contraction and expansion from the same cohort.","i":2395,"id":"revenue.net-revenue-retention","lv":"core","ph":"net revenue retention nrr net dollar retention net dollar retention net revenue retention nrr net revenue retention starting recurring revenue retained after churn contraction and expansion from the same cohort starting recurring revenue retained after churn contraction and expansion from the same cohort the number is useful only if everyone calculates net revenue retention the same way you will see net revenue retention in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here net revenue retention means starting recurring revenue retained after churn contraction and expansion from the same cohort revenue sales and go to market go to market sales pricing and customer success retention churn and expansion gross revenue retention startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent startup","sn":"Net revenue retention","t":"Net revenue retention","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/net-revenue-retention/","ui":"The number is useful only if everyone calculates net revenue retention the same way."},{"a":["net-zero emissions"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A state in which remaining greenhouse-gas emissions are balanced by durable removals after deep reductions, under a stated boundary and standard.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A state in which remaining greenhouse-gas emissions are balanced by durable removals after deep reductions, under a stated boundary and standard.","i":2396,"id":"sustainability.net-zero","lv":"core","ph":"net zero net zero emissions net zero net zero emissions net zero a state in which remaining greenhouse gas emissions are balanced by durable removals after deep reductions under a stated boundary and standard a state in which remaining greenhouse gas emissions are balanced by durable removals after deep reductions under a stated boundary and standard state the boundary and evidence behind net zero before publishing the claim you will see net zero in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here net zero means a state in which remaining greenhouse gas emissions are balanced by durable removals after deep reductions under a stated boundary and standard sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims carbon neutral corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent corporate","sn":"Net zero","t":"Net zero","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/net-zero/","ui":"State the boundary and evidence behind net zero before publishing the claim."},{"a":[],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A claim of reaching or committing to net zero under a defined standard, boundary and pathway.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A claim of reaching or committing to net zero under a defined standard, boundary and pathway.","i":2397,"id":"sustainability.net-zero-claim","lv":"core","ph":"net zero claim net zero claim net zero claim a claim of reaching or committing to net zero under a defined standard boundary and pathway a claim of reaching or committing to net zero under a defined standard boundary and pathway can we trace net zero claim from the report back to the source record you will see net zero claim in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here net zero claim means a claim of reaching or committing to net zero under a defined standard boundary and pathway sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Net-zero claim","t":"Net-zero claim","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/net-zero-claim/","ui":"Can we trace net-zero claim from the report back to the source record?"},{"a":["network effects","demand-side scale"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Increased value of a product or network as participation grows.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","investor","marketing","product","sales"],"e":"Increased value of a product or network as participation grows.","i":2398,"id":"marketing.network-effect","lv":"core","ph":"network effect network effects demand side scale demand side scale network effect network effects network effect increased value of a product or network as participation grows increased value of a product or network as participation grows compare network effect with the baseline cohort before calling it growth you will see network effect in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here network effect means increased value of a product or network as participation grows marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate investor marketing product sales strategy market research planning pitching marketing growth reporting format genre model global context dependent","sn":"Network effect","t":"Network effect","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/network-effect/","ui":"Compare network effect with the baseline cohort before calling it growth."},{"a":["networked organisation"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A structure relying on interconnected teams, partners or entities rather than a single hierarchy.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A structure relying on interconnected teams, partners or entities rather than a single hierarchy.","i":2399,"id":"people.network-organisation","lv":"working","ph":"network organisation networked organisation network organisation networked organisation network organisation a structure relying on interconnected teams partners or entities rather than a single hierarchy a structure relying on interconnected teams partners or entities rather than a single hierarchy who is accountable for network organisation and who is affected by it you will see network organisation in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here network organisation means a structure relying on interconnected teams partners or entities rather than a single hierarchy people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Network organisation","t":"Network organisation","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/network-organisation/","ui":"Who is accountable for network organisation, and who is affected by it?"},{"a":["new-logo ARR"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Annual recurring revenue from newly acquired customers in a period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Annual recurring revenue from newly acquired customers in a period.","i":2400,"id":"revenue.new-arr","lv":"core","ph":"new arr new logo arr new arr new logo arr new arr annual recurring revenue from newly acquired customers in a period annual recurring revenue from newly acquired customers in a period how are we defining new arr in this deck you will see new arr in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here new arr means annual recurring revenue from newly acquired customers in a period revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"New ARR","t":"New ARR","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/new-arr/","ui":"How are we defining new ARR in this deck?"},{"a":["entrant"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A company newly entering a market.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A new competitor arriving in the market.","i":2401,"id":"strategy.new-entrant","lv":"core","ph":"new entrant entrant entrant new entrant new entrant a new competitor arriving in the market a company newly entering a market the new entrant is buying share through low prices you will see new entrant in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here new entrant means a company newly entering a market strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"New entrant","t":"New entrant","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/new-entrant/","ui":"The new entrant is buying share through low prices."},{"a":["early-tenure retention"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The proportion of new hires remaining after a defined period.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The proportion of new hires remaining after a defined period.","i":2402,"id":"people.new-hire-retention","lv":"working","ph":"new hire retention early tenure retention early tenure retention new hire retention new hire retention the proportion of new hires remaining after a defined period the proportion of new hires remaining after a defined period the number is useful only if everyone calculates new hire retention the same way you will see new hire retention in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here new hire retention means the proportion of new hires remaining after a defined period people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"New-hire retention","t":"New-hire retention","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/new-hire-retention/","ui":"The number is useful only if everyone calculates new-hire retention the same way."},{"a":["market expansion area"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A customer, geographic or category arena not previously served by the organisation.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A market the company has not served before.","i":2403,"id":"strategy.new-market","lv":"core","ph":"new market market expansion area market expansion area new market new market a market the company has not served before a customer geographic or category arena not previously served by the organisation entering the new market requires a different channel you will see new market in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here new market means a customer geographic or category arena not previously served by the organisation strategy markets and business models strategy market analysis and business models markets industries and categories startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model organisation party global context dependent","sn":"New market","t":"New market","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/new-market/","ui":"Entering the new market requires a different channel."},{"a":["new visitor"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A user first observed under the analytics system's identification rules.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A user first observed under the analytics system's identification rules.","i":2404,"id":"marketing.new-user","lv":"core","ph":"new user new visitor new user new visitor new user a user first observed under the analytics systems identification rules a user first observed under the analytics systems identification rules how are we defining new user in this deck you will see new user in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here new user means a user first observed under the analytics systems identification rules marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification role person equipment technology format genre model global context dependent","sn":"New user","t":"New user","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/new-user/","ui":"How are we defining new user in this deck?"},{"a":["new acquisition"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Users first observed or acquired under the chosen identity and period rules.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Users first observed or acquired under the chosen identity and period rules.","i":2405,"id":"marketing.new-users","lv":"core","ph":"new users new acquisition new acquisition new users new users users first observed or acquired under the chosen identity and period rules users first observed or acquired under the chosen identity and period rules can we separate sustainable movement in new users from a one off campaign effect you will see new users in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here new users means users first observed or acquired under the chosen identity and period rules marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting role person format genre model organisation party global context dependent","sn":"New users","t":"New users","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/new-users/","ui":"Can we separate sustainable movement in new users from a one-off campaign effect?"},{"a":["new company"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A placeholder name for a newly formed company used in a transaction or restructuring.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A placeholder name for a newly formed company used in a transaction or restructuring.","i":2406,"id":"governance.newco","lv":"specialist","ph":"newco new company new company newco newco a placeholder name for a newly formed company used in a transaction or restructuring a placeholder name for a newly formed company used in a transaction or restructuring do not describe newco as agreed until the operative document says so you will see newco in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here newco means a placeholder name for a newly formed company used in a transaction or restructuring corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"NewCo","t":"NewCo","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/newco/","ui":"Do not describe newCo as agreed until the operative document says so."},{"a":["next action"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The specific agreed action that advances the opportunity.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","investor","sales","finance","product"],"e":"The specific agreed action that advances the opportunity.","i":2407,"id":"revenue.next-step","lv":"core","ph":"next step next action next action next step next step the specific agreed action that advances the opportunity the specific agreed action that advances the opportunity the account plan should show how next step affects the next step you will see next step in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here next step means the specific agreed action that advances the opportunity revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate investor sales finance product planning pitching submission decision go to market sales contracting customer success renewal finance commerce workflow process global context dependent","sn":"Next step","t":"Next step","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/next-step/","ui":"The account plan should show how next step affects the next step."},{"a":["action slide"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide stating proposed actions, owners or dates after the presentation.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that says what happens next.","i":2408,"id":"bizpitch.next-steps-slide","lv":"core","ph":"next steps slide action slide action slide next steps slide next steps slide the slide that says what happens next a slide stating proposed actions owners or dates after the presentation the next steps slide needs named owners and dates you will see next steps slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here next steps slide means a slide stating proposed actions owners or dates after the presentation business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact role person global context dependent","sn":"Next steps slide","t":"Next steps slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/next-steps-slide/","ui":"The next steps slide needs named owners and dates."},{"a":["niche market"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A narrowly defined segment with distinctive needs or conditions.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A small, specific part of a market.","i":2409,"id":"strategy.niche","lv":"core","ph":"niche niche market niche niche market niche a small specific part of a market a narrowly defined segment with distinctive needs or conditions the niche is small but willing to pay for specialist depth you will see niche in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here niche means a narrowly defined segment with distinctive needs or conditions strategy markets and business models strategy market analysis and business models markets industries and categories startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Niche","t":"Niche","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/niche/","ui":"The niche is small but willing to pay for specialist depth."},{"a":["non-assurance engagement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A service that does not provide an assurance conclusion.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A service that does not provide an assurance conclusion.","i":2410,"id":"governance.no-assurance","lv":"working","ph":"no assurance non assurance engagement no assurance non assurance engagement no assurance a service that does not provide an assurance conclusion a service that does not provide an assurance conclusion the control owner needs to resolve the exception around no assurance you will see no assurance in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here no assurance means a service that does not provide an assurance conclusion corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"No assurance","t":"No assurance","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/no-assurance/","ui":"The control owner needs to resolve the exception around no assurance."},{"a":["conversion-free pledge"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A commitment to avoid conversion of natural ecosystems within a defined scope.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A commitment to avoid conversion of natural ecosystems within a defined scope.","i":2411,"id":"sustainability.no-conversion-commitment","lv":"working","ph":"no conversion commitment conversion free pledge conversion free pledge no conversion commitment no conversion commitment a commitment to avoid conversion of natural ecosystems within a defined scope a commitment to avoid conversion of natural ecosystems within a defined scope state the boundary and evidence behind no conversion commitment before publishing the claim you will see no conversion commitment in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here no conversion commitment means a commitment to avoid conversion of natural ecosystems within a defined scope sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology risk ethics access global context dependent","sn":"No-conversion commitment","t":"No-conversion commitment","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/no-conversion-commitment/","ui":"State the boundary and evidence behind no-conversion commitment before publishing the claim."},{"a":["status quo loss"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"An opportunity that ends because the buyer takes no action rather than choosing a competitor.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"An opportunity that ends because the buyer takes no action rather than choosing a competitor.","i":2412,"id":"revenue.no-decision","lv":"core","ph":"no decision status quo loss no decision status quo loss no decision an opportunity that ends because the buyer takes no action rather than choosing a competitor an opportunity that ends because the buyer takes no action rather than choosing a competitor sales needs one agreed definition of no decision before the forecast review you will see no decision in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here no decision means an opportunity that ends because the buyer takes no action rather than choosing a competitor revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce format genre model status decision global context dependent","sn":"No decision","t":"No decision","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/no-decision/","ui":"Sales needs one agreed definition of no decision before the forecast review."},{"a":["zero-deforestation pledge"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A commitment to avoid deforestation within a defined scope and date.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A commitment to avoid deforestation within a defined scope and date.","i":2413,"id":"sustainability.no-deforestation-commitment","lv":"core","ph":"no deforestation commitment zero deforestation pledge no deforestation commitment zero deforestation pledge no deforestation commitment a commitment to avoid deforestation within a defined scope and date a commitment to avoid deforestation within a defined scope and date can we separate the target for no deforestation commitment from measured performance you will see no deforestation commitment in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here no deforestation commitment means a commitment to avoid deforestation within a defined scope and date sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"No-deforestation commitment","t":"No-deforestation commitment","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/no-deforestation-commitment/","ui":"Can we separate the target for no-deforestation commitment from measured performance?"},{"a":["exclusivity clause","exclusivity"],"amb":["Exclusivity"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A restriction on seeking or negotiating competing transactions during a stated period.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The company agrees not to pursue another deal for a while.","i":2414,"id":"startup.no-shop","lv":"core","ph":"no shop exclusivity clause exclusivity exclusivity exclusivity clause no shop no shop the company agrees not to pursue another deal for a while a restriction on seeking or negotiating competing transactions during a stated period the no shop period begins when the term sheet is signed you will see no shop in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet control and investor rights in term sheet control and investor rights a loose definition can change rights obligations approval disclosure or enforceability here no shop means a restriction on seeking or negotiating competing transactions during a stated period startups venture and fundraising startup formation venture capital and fundraising term sheet control and investor rights exclusivity startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"No-shop","t":"No-shop","tp":"Term-sheet control & investor rights","tpid":"startup-venture-fundraising.term-sheet-control","u":"terms/no-shop/","ui":"The no-shop period begins when the term sheet is signed."},{"a":["nominating committee"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A board committee overseeing director selection, succession and board composition.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A board committee overseeing director selection, succession and board composition.","i":2415,"id":"governance.nomination-committee","lv":"core","ph":"nomination committee nominating committee nominating committee nomination committee nomination committee a board committee overseeing director selection succession and board composition a board committee overseeing director selection succession and board composition the board paper must state who owns and approves nomination committee you will see nomination committee in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here nomination committee means a board committee overseeing director selection succession and board composition corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Nomination committee","t":"Nomination committee","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/nomination-committee/","ui":"The board paper must state who owns and approves nomination committee."},{"a":["nominee holder"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A person or entity holding legal title on behalf of another beneficial owner.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Someone holds the shares for the real owner.","i":2416,"id":"startup.nominee","lv":"working","ph":"nominee nominee holder nominee nominee holder nominee someone holds the shares for the real owner a person or entity holding legal title on behalf of another beneficial owner the nominee structure simplifies a crowdfunding cap table you will see nominee in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here nominee means a person or entity holding legal title on behalf of another beneficial owner startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution startup investor finance corporate fundraising financing due diligence governance role person finance commerce right contract law organisation party global context dependent","sn":"Nominee","t":"Nominee","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/nominee/","ui":"The nominee structure simplifies a crowdfunding cap table."},{"a":["restrictive covenant","noncompetition covenant"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A restriction on competing activity, enforceability varying sharply by law and context.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A restriction on competing activity, enforceability varying sharply by law and context.","i":2417,"id":"governance.non-compete","lv":"core","ph":"non compete restrictive covenant noncompetition covenant non compete noncompetition covenant restrictive covenant non compete a restriction on competing activity enforceability varying sharply by law and context a restriction on competing activity enforceability varying sharply by law and context counsel wants non compete clarified before anyone signs you will see non compete in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here non compete means a restriction on competing activity enforceability varying sharply by law and context corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact right contract law global context dependent","sn":"Non-compete","t":"Non-compete","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/non-compete/","ui":"Counsel wants non-compete clarified before anyone signs."},{"a":["compliance breach"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Failure to meet a law, rule, policy, standard or obligation.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Failure to meet a law, rule, policy, standard or obligation.","i":2418,"id":"governance.non-compliance","lv":"core","ph":"non compliance compliance breach compliance breach non compliance non compliance failure to meet a law rule policy standard or obligation failure to meet a law rule policy standard or obligation can we state who receives the right created by non compliance and when it applies you will see non compliance in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here non compliance means failure to meet a law rule policy standard or obligation corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Non-compliance","t":"Non-compliance","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/non-compliance/","ui":"Can we state who receives the right created by non-compliance, and when it applies?"},{"a":["non-accruing dividend"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A dividend that does not accrue when not declared or paid, subject to the documents.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Unpaid dividends do not automatically pile up.","i":2419,"id":"startup.non-cumulative-dividend","lv":"working","ph":"non cumulative dividend non accruing dividend non accruing dividend non cumulative dividend non cumulative dividend unpaid dividends do not automatically pile up a dividend that does not accrue when not declared or paid subject to the documents the term sheet uses a non cumulative dividend you will see non cumulative dividend in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet economics in term sheet economics a loose definition can change rights obligations approval disclosure or enforceability here non cumulative dividend means a dividend that does not accrue when not declared or paid subject to the documents startups venture and fundraising startup formation venture capital and fundraising term sheet economics startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce organisation party global context dependent","sn":"Non-cumulative dividend","t":"Non-cumulative dividend","tp":"Term-sheet economics","tpid":"startup-venture-fundraising.term-sheet-economics","u":"terms/non-cumulative-dividend/","ui":"The term sheet uses a non-cumulative dividend."},{"a":["long-term asset"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An asset not classified as current.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An asset not classified as current.","i":2420,"id":"bizfinance.non-current-asset","lv":"core","ph":"non current asset long term asset long term asset non current asset non current asset an asset not classified as current an asset not classified as current state the period currency and accounting basis for non current asset you will see non current asset in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here non current asset means an asset not classified as current finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Non-current asset","t":"Non-current asset","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/non-current-asset/","ui":"State the period, currency and accounting basis for non-current asset."},{"a":["long-term liability"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A liability not classified as current.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A liability not classified as current.","i":2421,"id":"bizfinance.non-current-liability","lv":"core","ph":"non current liability long term liability long term liability non current liability non current liability a liability not classified as current a liability not classified as current can we state who receives the right created by non current liability and when it applies you will see non current liability in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here non current liability means a liability not classified as current finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce right contract law global context dependent","sn":"Non-current liability","t":"Non-current liability","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/non-current-liability/","ui":"Can we state who receives the right created by non-current liability, and when it applies?"},{"a":["NDR"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Investor meetings not directly tied to a securities offering.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","investor","sales","finance"],"e":"Investor meetings not directly tied to a securities offering.","i":2422,"id":"reporting.non-deal-roadshow","lv":"core","ph":"non deal roadshow ndr ndr non deal roadshow non deal roadshow investor meetings not directly tied to a securities offering investor meetings not directly tied to a securities offering the q and a needs a direct answer on non deal roadshow you will see non deal roadshow in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here non deal roadshow means investor meetings not directly tied to a securities offering corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication startup business corporate investor sales finance planning pitching submission decision reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce global context dependent","sn":"Non-deal roadshow","t":"Non-deal roadshow","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/non-deal-roadshow/","ui":"The Q&A needs a direct answer on non-deal roadshow."},{"a":["non-dilutive capital"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Capital that does not directly require issuing additional ownership, such as grants, revenue or some debt.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Funding that does not directly reduce existing ownership.","i":2423,"id":"startup.non-dilutive-funding","lv":"core","ph":"non dilutive funding non dilutive capital non dilutive capital non dilutive funding non dilutive funding funding that does not directly reduce existing ownership capital that does not directly require issuing additional ownership such as grants revenue or some debt non dilutive funding can still carry restrictions or repayment you will see non dilutive funding in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding instruments and exemptions in funding instruments and exemptions a loose definition can change rights obligations approval disclosure or enforceability here non dilutive funding means capital that does not directly require issuing additional ownership such as grants revenue or some debt startups venture and fundraising startup formation venture capital and fundraising funding instruments and exemptions startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Non-dilutive funding","t":"Non-dilutive funding","tp":"Funding instruments & exemptions","tpid":"startup-venture-fundraising.funding-instruments","u":"terms/non-dilutive-funding/","ui":"Non-dilutive funding can still carry restrictions or repayment."},{"a":["NDA","confidentiality agreement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contract restricting disclosure and use of confidential information.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A contract restricting disclosure and use of confidential information.","i":2424,"id":"governance.non-disclosure-agreement","lv":"core","ph":"non disclosure agreement nda confidentiality agreement confidentiality agreement nda non disclosure agreement non disclosure agreement a contract restricting disclosure and use of confidential information a contract restricting disclosure and use of confidential information can we state who receives the right created by non disclosure agreement and when it applies you will see non disclosure agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here non disclosure agreement means a contract restricting disclosure and use of confidential information corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact right contract law global context dependent","sn":"Non-disclosure agreement","t":"Non-disclosure agreement","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/non-disclosure-agreement/","ui":"Can we state who receives the right created by non-disclosure agreement, and when it applies?"},{"a":["NED","outside director"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A director who does not hold a day-to-day executive role in the organisation.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A director who does not hold a day-to-day executive role in the organisation.","i":2425,"id":"governance.non-executive-director","lv":"core","ph":"non executive director ned outside director ned non executive director outside director non executive director a director who does not hold a day to day executive role in the organisation a director who does not hold a day to day executive role in the organisation the board paper must state who owns and approves non executive director you will see non executive director in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here non executive director means a director who does not hold a day to day executive role in the organisation corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent corporate","sn":"Non-executive director","t":"Non-executive director","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/non-executive-director/","ui":"The board paper must state who owns and approves non-executive director."},{"a":["NFR"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A requirement concerning qualities or constraints such as security, performance, reliability or accessibility.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"How well or under what conditions the system must work.","i":2426,"id":"product.non-functional-requirement","lv":"core","ph":"non functional requirement nfr nfr non functional requirement non functional requirement how well or under what conditions the system must work a requirement concerning qualities or constraints such as security performance reliability or accessibility accessibility is a non functional requirement with measurable criteria you will see non functional requirement in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here non functional requirement means a requirement concerning qualities or constraints such as security performance reliability or accessibility product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations right contract law equipment technology risk ethics access global context dependent","sn":"Non-functional requirement","t":"Non-functional requirement","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/non-functional-requirement/","ui":"Accessibility is a non-functional requirement with measurable criteria."},{"a":["APM disclosure"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Presentation of a financial measure outside GAAP, subject to applicable reconciliation and prominence rules.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Presentation of a financial measure outside GAAP, subject to applicable reconciliation and prominence rules.","i":2427,"id":"reporting.non-gaap-disclosure","lv":"core","ph":"non gaap disclosure apm disclosure apm disclosure non gaap disclosure non gaap disclosure presentation of a financial measure outside gaap subject to applicable reconciliation and prominence rules presentation of a financial measure outside gaap subject to applicable reconciliation and prominence rules the draft mentions non gaap disclosure but the scope and jurisdiction are still unclear you will see non gaap disclosure in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here non gaap disclosure means presentation of a financial measure outside gaap subject to applicable reconciliation and prominence rules corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Non-GAAP disclosure","t":"Non-GAAP disclosure","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/non-gaap-disclosure/","ui":"The draft mentions non-GAAP disclosure, but the scope and jurisdiction are still unclear."},{"a":["alternative performance measure","APM"],"amb":["Alternative performance measure","APM"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A financial measure not calculated under GAAP, requiring applicable reconciliation and disclosure.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","finance","investor"],"e":"A financial measure not calculated under GAAP, requiring applicable reconciliation and disclosure.","i":2428,"id":"reporting.non-gaap-measure","lv":"core","ph":"non gaap measure alternative performance measure apm alternative performance measure apm non gaap measure non gaap measure a financial measure not calculated under gaap requiring applicable reconciliation and disclosure a financial measure not calculated under gaap requiring applicable reconciliation and disclosure the reader should be able to distinguish non gaap measure from managements interpretation of it you will see non gaap measure in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here non gaap measure means a financial measure not calculated under gaap requiring applicable reconciliation and disclosure corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance generally accepted accounting principles alternative performance measure startup business corporate finance investor accounting planning forecasting valuation reporting financing governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Non-GAAP measure","t":"Non-GAAP measure","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/non-gaap-measure/","ui":"The reader should be able to distinguish non-GAAP measure from management’s interpretation of it."},{"a":["out of scope"],"amb":["out of scope"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Something explicitly excluded from the current objective or scope.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Something the team is choosing not to solve now.","i":2429,"id":"product.non-goal","lv":"core","ph":"non goal out of scope non goal out of scope non goal something the team is choosing not to solve now something explicitly excluded from the current objective or scope add mobile offline mode as a non goal for this release you will see non goal in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here non goal means something explicitly excluded from the current objective or scope product technology and innovation product management technology and innovation requirements stories and service design out of scope startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Non-goal","t":"Non-goal","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/non-goal/","ui":"Add mobile offline mode as a non-goal for this release."},{"a":["non-participating preference"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Preferred stock whose holder generally chooses between taking the preference or converting to common to share proceeds.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investors usually take either their preference or common-share value.","i":2430,"id":"startup.non-participating-preferred","lv":"core","ph":"non participating preferred non participating preference non participating preference non participating preferred non participating preferred investors usually take either their preference or common share value preferred stock whose holder generally chooses between taking the preference or converting to common to share proceeds non participating preferred aligns better in many ordinary exits you will see non participating preferred in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet economics in term sheet economics a loose definition can change rights obligations approval disclosure or enforceability here non participating preferred means preferred stock whose holder generally chooses between taking the preference or converting to common to share proceeds startups venture and fundraising startup formation venture capital and fundraising term sheet economics startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Non-participating preferred","t":"Non-participating preferred","tp":"Term-sheet economics","tpid":"startup-venture-fundraising.term-sheet-economics","u":"terms/non-participating-preferred/","ui":"Non-participating preferred aligns better in many ordinary exits."},{"a":["non-qualifying financing"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A financing that does not meet the instrument's defined threshold or conditions for automatic conversion.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A round that does not automatically trigger conversion.","i":2431,"id":"startup.non-qualified-financing","lv":"specialist","ph":"non qualified financing non qualifying financing non qualified financing non qualifying financing non qualified financing a round that does not automatically trigger conversion a financing that does not meet the instruments defined threshold or conditions for automatic conversion the holders can choose whether to convert at the non qualified financing you will see non qualified financing in fundraising decks data rooms term sheets and investor conversations when the discussion reaches valuation and conversion mechanics in valuation and conversion mechanics a loose definition can change rights obligations approval disclosure or enforceability here non qualified financing means a financing that does not meet the instruments defined threshold or conditions for automatic conversion startups venture and fundraising startup formation venture capital and fundraising valuation and conversion mechanics startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Non-qualified financing","t":"Non-qualified financing","tp":"Valuation & conversion mechanics","tpid":"startup-venture-fundraising.valuation-conversion","u":"terms/non-qualified-financing/","ui":"The holders can choose whether to convert at the non-qualified financing."},{"a":["one-off item"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An item presented as not expected to repeat, requiring careful evidence and consistent definition.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An item presented as not expected to repeat, requiring careful evidence and consistent definition.","i":2432,"id":"bizfinance.non-recurring-item","lv":"working","ph":"non recurring item one off item non recurring item one off item non recurring item an item presented as not expected to repeat requiring careful evidence and consistent definition an item presented as not expected to repeat requiring careful evidence and consistent definition keep non recurring item on the dashboard but show the definition and reporting period beside it you will see non recurring item in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here non recurring item means an item presented as not expected to repeat requiring careful evidence and consistent definition finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Non-recurring item","t":"Non-recurring item","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/non-recurring-item/","ui":"Keep non-recurring item on the dashboard, but show the definition and reporting period beside it."},{"a":["one-time revenue"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Revenue arising from one-off, project, setup or other non-repeating activity.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Revenue arising from one-off, project, setup or other non-repeating activity.","i":2433,"id":"revenue.non-recurring-revenue","lv":"core","ph":"non recurring revenue one time revenue non recurring revenue one time revenue non recurring revenue revenue arising from one off project setup or other non repeating activity revenue arising from one off project setup or other non repeating activity compare non recurring revenue with the same cohort and period before drawing a conclusion you will see non recurring revenue in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here non recurring revenue means revenue arising from one off project setup or other non repeating activity revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Non-recurring revenue","t":"Non-recurring revenue","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/non-recurring-revenue/","ui":"Compare non-recurring revenue with the same cohort and period before drawing a conclusion."},{"a":["non-solicit","nonsolicit"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A restriction on soliciting specified employees, customers or suppliers.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A restriction on soliciting specified employees, customers or suppliers.","i":2434,"id":"governance.non-solicitation","lv":"core","ph":"non solicitation non solicit nonsolicit non solicit non solicitation nonsolicit non solicitation a restriction on soliciting specified employees customers or suppliers a restriction on soliciting specified employees customers or suppliers can we state who receives the right created by non solicitation and when it applies you will see non solicitation in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here non solicitation means a restriction on soliciting specified employees customers or suppliers corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact role person right contract law global context dependent","sn":"Non-solicitation","t":"Non-solicitation","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/non-solicitation/","ui":"Can we state who receives the right created by non-solicitation, and when it applies?"},{"a":["nonvoting stock"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Shares carrying limited or no voting rights, subject to class terms and law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Shares carrying limited or no voting rights, subject to class terms and law.","i":2435,"id":"governance.non-voting-shares","lv":"working","ph":"non voting shares nonvoting stock non voting shares nonvoting stock non voting shares shares carrying limited or no voting rights subject to class terms and law shares carrying limited or no voting rights subject to class terms and law do not describe non voting shares as agreed until the operative document says so you will see non voting shares in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here non voting shares means shares carrying limited or no voting rights subject to class terms and law corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Non-voting shares","t":"Non-voting shares","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/non-voting-shares/","ui":"Do not describe non-voting shares as agreed until the operative document says so."},{"a":["non-conformity","NC"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Failure to meet a specified requirement.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Failure to meet a specified requirement.","i":2436,"id":"operations.nonconformance","lv":"core","ph":"nonconformance non conformity nc nc non conformity nonconformance nonconformance failure to meet a specified requirement failure to meet a specified requirement can we distinguish prevention from inspection in the way we handle nonconformance you will see nonconformance in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here nonconformance means failure to meet a specified requirement operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Nonconformance","t":"Nonconformance","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/nonconformance/","ui":"Can we distinguish prevention from inspection in the way we handle nonconformance?"},{"a":["NCR"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A record of output or process that failed to meet requirements.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A record of output or process that failed to meet requirements.","i":2437,"id":"operations.nonconformance-report","lv":"core","ph":"nonconformance report ncr ncr nonconformance report nonconformance report a record of output or process that failed to meet requirements a record of output or process that failed to meet requirements can we circulate nonconformance report with the assumptions and open questions marked you will see nonconformance report in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here nonconformance report means a record of output or process that failed to meet requirements operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Nonconformance report","t":"Nonconformance report","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/nonconformance-report/","ui":"Can we circulate nonconformance report with the assumptions and open questions marked?"},{"a":["not-for-profit","NPO"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An organisation formed to pursue stated purposes rather than distribute profits to private owners.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An organisation formed to pursue stated purposes rather than distribute profits to private owners.","i":2438,"id":"governance.nonprofit-organisation","lv":"core","ph":"nonprofit organisation not for profit npo nonprofit organisation not for profit npo nonprofit organisation an organisation formed to pursue stated purposes rather than distribute profits to private owners an organisation formed to pursue stated purposes rather than distribute profits to private owners counsel wants nonprofit organisation clarified before anyone signs you will see nonprofit organisation in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here nonprofit organisation means an organisation formed to pursue stated purposes rather than distribute profits to private owners corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Nonprofit organisation","t":"Nonprofit organisation","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/nonprofit-organisation/","ui":"Counsel wants nonprofit organisation clarified before anyone signs."},{"a":["missing-response bias"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Distortion caused when respondents differ meaningfully from nonrespondents.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Distortion caused when respondents differ meaningfully from nonrespondents.","i":2439,"id":"marketing.nonresponse-bias","lv":"working","ph":"nonresponse bias missing response bias missing response bias nonresponse bias nonresponse bias distortion caused when respondents differ meaningfully from nonrespondents distortion caused when respondents differ meaningfully from nonrespondents which sample and method support the conclusion about nonresponse bias you will see nonresponse bias in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here nonresponse bias means distortion caused when respondents differ meaningfully from nonrespondents marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Nonresponse bias","t":"Nonresponse bias","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/nonresponse-bias/","ui":"Which sample and method support the conclusion about nonresponse bias?"},{"a":["social norm"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"An informal expectation about acceptable behaviour.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"An informal expectation about acceptable behaviour.","i":2440,"id":"people.norm","lv":"core","ph":"norm social norm norm social norm norm an informal expectation about acceptable behaviour an informal expectation about acceptable behaviour the team needs one controlled copy of norm with an owner and date you will see norm in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here norm means an informal expectation about acceptable behaviour people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Norm","t":"Norm","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/norm/","ui":"The team needs one controlled copy of norm, with an owner and date."},{"a":["normalization"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Adjustment intended to estimate underlying or recurring performance, requiring transparent judgement.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Adjustment intended to estimate underlying or recurring performance, requiring transparent judgement.","i":2441,"id":"bizfinance.normalisation","lv":"working","ph":"normalisation normalization normalisation normalization normalisation adjustment intended to estimate underlying or recurring performance requiring transparent judgement adjustment intended to estimate underlying or recurring performance requiring transparent judgement which accounting policy governs normalisation you will see normalisation in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here normalisation means adjustment intended to estimate underlying or recurring performance requiring transparent judgement finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Normalisation","t":"Normalisation","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/normalisation/","ui":"Which accounting policy governs normalisation?"},{"a":["guiding star"],"amb":["North star"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Informal term for a guiding purpose, outcome or measure used to align decisions.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"One guiding idea or measure that keeps people moving in the same direction.","i":2442,"id":"strategy.north-star","lv":"working","ph":"north star guiding star guiding star north star north star one guiding idea or measure that keeps people moving in the same direction informal term for a guiding purpose outcome or measure used to align decisions the north star should not replace a full strategy you will see north star in strategy decks market analyses business plans and planning workshops when the discussion reaches purpose goals and strategic direction it helps a reader interpret purpose goals and strategic direction without confusing the measure decision role or evidence being discussed here north star means informal term for a guiding purpose outcome or measure used to align decisions strategy markets and business models strategy market analysis and business models purpose goals and strategic direction north star metric startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model status decision global context dependent","sn":"North star","t":"North star","tp":"Purpose, goals & strategic direction","tpid":"strategy-market-models.purpose-goals","u":"terms/north-star/","ui":"The north star should not replace a full strategy."},{"a":["NSM","north star"],"amb":["North star"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A primary measure intended to reflect enduring customer value and product growth.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","investor","marketing","product","technology","sales","people","operations"],"e":"A primary measure intended to reflect enduring customer value and product growth.","i":2443,"id":"people.north-star-metric","lv":"core","ph":"north star metric nsm north star north star north star metric nsm north star metric a primary measure intended to reflect enduring customer value and product growth a primary measure intended to reflect enduring customer value and product growth keep north star metric on the dashboard but show the definition and reporting period beside it you will see north star metric in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here north star metric means a primary measure intended to reflect enduring customer value and product growth people organisation and change organisation design people systems and change okrs kpis and performance goals north star startup business corporate investor marketing product technology sales people operations strategy market research planning pitching product discovery product development testing launch operations marketing growth reporting people planning employment performance management change management metric standard specification role person organisation party global context dependent","sn":"North-star metric","t":"North-star metric","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/north-star-metric/","ui":"Keep north-star metric on the dashboard, but show the definition and reporting period beside it."},{"a":["non-relational database"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A broad category of databases using models other than traditional relational tables.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A database designed around documents, keys, graphs or other structures.","i":2444,"id":"product.nosql-database","lv":"working","ph":"nosql database non relational database non relational database nosql database nosql database a database designed around documents keys graphs or other structures a broad category of databases using models other than traditional relational tables the nosql database fits high volume event data you will see nosql database in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here nosql database means a broad category of databases using models other than traditional relational tables product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model global context dependent","sn":"NoSQL database","t":"NoSQL database","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/nosql-database/","ui":"The NoSQL database fits high-volume event data."},{"a":["promissory note"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A debt instrument or written promise to repay, with meaning varying by market and jurisdiction.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A debt instrument or written promise to repay, with meaning varying by market and jurisdiction.","i":2445,"id":"bizfinance.note.debt-note","lv":"core","ph":"note promissory note note promissory note note a debt instrument or written promise to repay with meaning varying by market and jurisdiction a debt instrument or written promise to repay with meaning varying by market and jurisdiction the draft mentions note but the scope and jurisdiction are still unclear you will see note in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here note means a debt instrument or written promise to repay with meaning varying by market and jurisdiction finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce format genre model global context dependent","sn":"Note","t":"Note","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/note/","ui":"The draft mentions note, but the scope and jurisdiction are still unclear."},{"a":["notes to accounts"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Explanatory disclosures supporting and qualifying the primary financial statements.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Explanatory disclosures supporting and qualifying the primary financial statements.","i":2446,"id":"bizfinance.notes-to-the-financial-statements","lv":"core","ph":"notes to the financial statements notes to accounts notes to accounts notes to the financial statements notes to the financial statements explanatory disclosures supporting and qualifying the primary financial statements explanatory disclosures supporting and qualifying the primary financial statements can we circulate notes to the financial statements with the assumptions and open questions marked you will see notes to the financial statements in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here notes to the financial statements means explanatory disclosures supporting and qualifying the primary financial statements finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Notes to the financial statements","t":"Notes to the financial statements","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/notes-to-the-financial-statements/","ui":"Can we circulate notes to the financial statements with the assumptions and open questions marked?"},{"a":["intended award notice"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Advance notice of the proposed award before final contract execution.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Advance notice of the proposed award before final contract execution.","i":2447,"id":"operations.notice-of-intent-to-award","lv":"working","ph":"notice of intent to award intended award notice intended award notice notice of intent to award notice of intent to award advance notice of the proposed award before final contract execution advance notice of the proposed award before final contract execution counsel wants notice of intent to award clarified before anyone signs you will see notice of intent to award in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here notice of intent to award means advance notice of the proposed award before final contract execution operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification right contract law workflow process status decision global context dependent","sn":"Notice of intent to award","t":"Notice of intent to award","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/notice-of-intent-to-award/","ui":"Counsel wants notice of intent to award clarified before anyone signs."},{"a":["meeting notice"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Formal communication stating when, where and why a meeting will occur.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Formal communication stating when, where and why a meeting will occur.","i":2448,"id":"governance.notice-of-meeting","lv":"core","ph":"notice of meeting meeting notice meeting notice notice of meeting notice of meeting formal communication stating when where and why a meeting will occur formal communication stating when where and why a meeting will occur the board paper must state who owns and approves notice of meeting you will see notice of meeting in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here notice of meeting means formal communication stating when where and why a meeting will occur corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Notice of meeting","t":"Notice of meeting","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/notice-of-meeting/","ui":"The board paper must state who owns and approves notice of meeting."},{"a":["notice requirement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The required time between giving notice and the resulting action or termination.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"The required time between giving notice and the resulting action or termination.","i":2449,"id":"governance.notice-period","lv":"core","ph":"notice period notice requirement notice period notice requirement notice period the required time between giving notice and the resulting action or termination the required time between giving notice and the resulting action or termination the draft mentions notice period but the scope and jurisdiction are still unclear you will see notice period in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here notice period means the required time between giving notice and the resulting action or termination corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact right contract law global context dependent","sn":"Notice period","t":"Notice period","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/notice-period/","ui":"The draft mentions notice period, but the scope and jurisdiction are still unclear."},{"a":["notice provision"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A term specifying how and where formal contractual notices must be given.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A term specifying how and where formal contractual notices must be given.","i":2450,"id":"governance.notices-clause","lv":"core","ph":"notices clause notice provision notice provision notices clause notices clause a term specifying how and where formal contractual notices must be given a term specifying how and where formal contractual notices must be given the draft mentions notices clause but the scope and jurisdiction are still unclear you will see notices clause in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here notices clause means a term specifying how and where formal contractual notices must be given corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Notices clause","t":"Notices clause","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/notices-clause/","ui":"The draft mentions notices clause, but the scope and jurisdiction are still unclear."},{"a":["contract novation"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Substitution of a new party or agreement with required consent, releasing the original party as applicable.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"Substitution of a new party or agreement with required consent, releasing the original party as applicable.","i":2451,"id":"governance.novation","lv":"core","ph":"novation contract novation contract novation novation novation substitution of a new party or agreement with required consent releasing the original party as applicable substitution of a new party or agreement with required consent releasing the original party as applicable the draft mentions novation but the scope and jurisdiction are still unclear you will see novation in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here novation means substitution of a new party or agreement with required consent releasing the original party as applicable corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact right contract law global context dependent","sn":"Novation","t":"Novation","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/novation/","ui":"The draft mentions novation, but the scope and jurisdiction are still unclear."},{"a":["newness effect"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A temporary response caused by newness rather than durable value.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"People react because something is new, not because it is better.","i":2452,"id":"product.novelty-effect","lv":"working","ph":"novelty effect newness effect newness effect novelty effect novelty effect people react because something is new not because it is better a temporary response caused by newness rather than durable value run the experiment long enough to observe the novelty effect you will see novelty effect in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here novelty effect means a temporary response caused by newness rather than durable value product technology and innovation product management technology and innovation experiments testing and rollout startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Novelty effect","t":"Novelty effect","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/novelty-effect/","ui":"Run the experiment long enough to observe the novelty effect."},{"a":["now next later"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A roadmap grouping work into near-term, subsequent and longer-term horizons without exact dates.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A simple roadmap using three time horizons.","i":2453,"id":"product.now-next-later-roadmap","lv":"core","ph":"now next later roadmap now next later now next later now next later roadmap now next later roadmap a simple roadmap using three time horizons a roadmap grouping work into near term subsequent and longer term horizons without exact dates use now next later while discovery is still changing priorities you will see now next later roadmap in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product vision strategy and roadmaps it helps a reader interpret product vision strategy and roadmaps without confusing the measure decision role or evidence being discussed here now next later roadmap means a roadmap grouping work into near term subsequent and longer term horizons without exact dates product technology and innovation product management technology and innovation product vision strategy and roadmaps startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology format genre model global context dependent","sn":"Now-next-later roadmap","t":"Now-next-later roadmap","tp":"Product vision, strategy & roadmaps","tpid":"product-technology-innovation.product-strategy","u":"terms/now-next-later-roadmap/","ui":"Use now-next-later while discovery is still changing priorities."},{"a":["buyer objection","sales objection"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A concern or reason a buyer gives for not progressing.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","investor","sales","finance","product"],"e":"A concern or reason a buyer gives for not progressing.","i":2454,"id":"revenue.objection","lv":"core","ph":"objection buyer objection sales objection buyer objection objection sales objection objection a concern or reason a buyer gives for not progressing a concern or reason a buyer gives for not progressing who can verify objection on the buyers side you will see objection in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here objection means a concern or reason a buyer gives for not progressing revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate investor sales finance product planning pitching submission decision go to market sales contracting customer success renewal role person finance commerce workflow process global context dependent","sn":"Objection","t":"Objection","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/objection/","ui":"Who can verify objection on the buyer’s side?"},{"a":["objection-handling guide"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A maintained list of recurring objections with evidence-based responses.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A list of likely concerns and how to answer them.","i":2455,"id":"bizpitch.objection-bank","lv":"working","ph":"objection bank objection handling guide objection bank objection handling guide objection bank a list of likely concerns and how to answer them a maintained list of recurring objections with evidence based responses add the security objection to the objection bank after this call you will see objection bank in business pitches proposals executive summaries and decision decks when the discussion reaches supporting documents and leave behinds it helps a reader interpret supporting documents and leave behinds without confusing the measure decision role or evidence being discussed here objection bank means a maintained list of recurring objections with evidence based responses business pitching and presentation materials business pitches decks and decision materials supporting documents and leave behinds startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Objection bank","t":"Objection bank","tp":"Supporting documents & leave-behinds","tpid":"business-pitching-artifacts.supporting-documents","u":"terms/objection-bank/","ui":"Add the security objection to the objection bank after this call."},{"a":["handling objections","objection response"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"The practice of understanding and responding to concerns without evasion or pressure.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales","finance","product"],"e":"How a presenter answers concerns.","i":2456,"id":"bizpitch.objection-handling","lv":"core","ph":"objection handling handling objections objection response handling objections objection handling objection response objection handling how a presenter answers concerns the practice of understanding and responding to concerns without evasion or pressure good objection handling starts by clarifying the concern you will see objection handling in business pitches proposals executive summaries and decision decks when the discussion reaches decision narrative and persuasion it helps a reader interpret decision narrative and persuasion without confusing the measure decision role or evidence being discussed here objection handling means the practice of understanding and responding to concerns without evasion or pressure business pitching and presentation materials business pitches decks and decision materials decision narrative and persuasion startup business corporate investor sales finance product planning pitching submission decision go to market sales contracting customer success renewal status decision global context dependent","sn":"Objection handling","t":"Objection handling","tp":"Decision narrative & persuasion","tpid":"business-pitching-artifacts.decision-story","u":"terms/objection-handling/","ui":"Good objection handling starts by clarifying the concern."},{"a":["goal"],"amb":["Goal","objective"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A defined result or direction an organisation intends to achieve.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A defined result or direction an organisation intends to achieve.","i":2457,"id":"people.objective","lv":"core","ph":"objective goal goal objective objective a defined result or direction an organisation intends to achieve a defined result or direction an organisation intends to achieve keep objective on the dashboard but show the definition and reporting period beside it you will see objective in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here objective means a defined result or direction an organisation intends to achieve people organisation and change organisation design people systems and change okrs kpis and performance goals goal goal target startup business corporate people operations people planning employment performance management change management organisation party global context dependent business foundation","sn":"Objective","t":"Objective","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/objective/","ui":"Keep objective on the dashboard, but show the definition and reporting period beside it."},{"a":["OKRs"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A goal system combining qualitative objectives with measurable key results.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A goal system combining qualitative objectives with measurable key results.","i":2458,"id":"people.objectives-and-key-results","lv":"core","ph":"objectives and key results okrs objectives and key results okrs objectives and key results a goal system combining qualitative objectives with measurable key results a goal system combining qualitative objectives with measurable key results how are we defining objectives and key results in this deck you will see objectives and key results in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here objectives and key results means a goal system combining qualitative objectives with measurable key results people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate people operations people planning employment performance management change management equipment technology organisation party global context dependent","sn":"Objectives and key results","t":"Objectives and key results","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/objectives-and-key-results/","ui":"How are we defining objectives and key results in this deck?"},{"a":["system observability"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The ability to understand a system's internal state from outputs such as logs, metrics and traces.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Enough evidence exists to understand what the system is doing.","i":2459,"id":"product.observability","lv":"working","ph":"observability system observability observability system observability observability enough evidence exists to understand what the system is doing the ability to understand a systems internal state from outputs such as logs metrics and traces observability shortened incident diagnosis you will see observability in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here observability means the ability to understand a systems internal state from outputs such as logs metrics and traces product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations metric standard specification right contract law equipment technology global context dependent","sn":"Observability","t":"Observability","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/observability/","ui":"Observability shortened incident diagnosis."},{"a":["process observation"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Watching a process or control being performed.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Watching a process or control being performed.","i":2460,"id":"governance.observation","lv":"working","ph":"observation process observation observation process observation observation watching a process or control being performed watching a process or control being performed the control owner needs to resolve the exception around observation you will see observation in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here observation means watching a process or control being performed corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law workflow process global context dependent","sn":"Observation","t":"Observation","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/observation/","ui":"The control owner needs to resolve the exception around observation."},{"a":["obsolescent stock"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Inventory no longer expected to be sold or used normally.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Inventory no longer expected to be sold or used normally.","i":2461,"id":"operations.obsolete-inventory","lv":"core","ph":"obsolete inventory obsolescent stock obsolescent stock obsolete inventory obsolete inventory inventory no longer expected to be sold or used normally inventory no longer expected to be sold or used normally compare obsolete inventory with the same cohort and period before drawing a conclusion you will see obsolete inventory in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here obsolete inventory means inventory no longer expected to be sold or used normally operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Obsolete inventory","t":"Obsolete inventory","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/obsolete-inventory/","ui":"Compare obsolete inventory with the same cohort and period before drawing a conclusion."},{"a":["OHS","health and safety"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Systems and duties intended to prevent workplace injury and illness.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Systems and duties intended to prevent workplace injury and illness.","i":2462,"id":"sustainability.occupational-health-and-safety","lv":"core","ph":"occupational health and safety ohs health and safety health and safety occupational health and safety ohs occupational health and safety systems and duties intended to prevent workplace injury and illness systems and duties intended to prevent workplace injury and illness which standard and reporting period govern occupational health and safety you will see occupational health and safety in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here occupational health and safety means systems and duties intended to prevent workplace injury and illness sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology risk ethics access global context dependent","sn":"Occupational health and safety","t":"Occupational health and safety","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/occupational-health-and-safety/","ui":"Which standard and reporting period govern occupational health and safety?"},{"a":["OECD MNE Guidelines"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Government-backed recommendations for responsible business conduct.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Government-backed recommendations for responsible business conduct.","i":2463,"id":"sustainability.oecd-guidelines-for-multinational-enterprises","lv":"working","ph":"oecd guidelines for multinational enterprises oecd mne guidelines oecd guidelines for multinational enterprises oecd mne guidelines oecd guidelines for multinational enterprises government backed recommendations for responsible business conduct government backed recommendations for responsible business conduct state the boundary and evidence behind oecd guidelines for multinational enterprises before publishing the claim you will see oecd guidelines for multinational enterprises in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here oecd guidelines for multinational enterprises means government backed recommendations for responsible business conduct sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance format genre model risk ethics access global context dependent","sn":"OECD Guidelines for Multinational Enterprises","t":"OECD Guidelines for Multinational Enterprises","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/oecd-guidelines-for-multinational-enterprises/","ui":"State the boundary and evidence behind oECD Guidelines for Multinational Enterprises before publishing the claim."},{"a":[],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Informal description of obligations or arrangements not recognised on the face of the balance sheet under specified rules.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Informal description of obligations or arrangements not recognised on the face of the balance sheet under specified rules.","i":2464,"id":"bizfinance.off-balance-sheet","lv":"specialist","ph":"off balance sheet off balance sheet off balance sheet informal description of obligations or arrangements not recognised on the face of the balance sheet under specified rules informal description of obligations or arrangements not recognised on the face of the balance sheet under specified rules counsel wants off balance sheet clarified before anyone signs you will see off balance sheet in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here off balance sheet means informal description of obligations or arrangements not recognised on the face of the balance sheet under specified rules finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Off-balance-sheet","t":"Off-balance-sheet","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/off-balance-sheet/","ui":"Counsel wants off-balance-sheet clarified before anyone signs."},{"a":["red status"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Status indicating the target is unlikely to be met under the current plan.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Status indicating the target is unlikely to be met under the current plan.","i":2465,"id":"people.off-track","lv":"core","ph":"off track red status off track red status off track status indicating the target is unlikely to be met under the current plan status indicating the target is unlikely to be met under the current plan compare off track with the same cohort and period before drawing a conclusion you will see off track in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here off track means status indicating the target is unlikely to be met under the current plan people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate people operations people planning employment performance management change management document artifact organisation party status decision global context dependent","sn":"Off track","t":"Off track","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/off-track/","ui":"Compare off track with the same cohort and period before drawing a conclusion."},{"a":["customer exit"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The managed end of a customer relationship, including access, data, billing and transition.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The managed end of a customer relationship, including access, data, billing and transition.","i":2466,"id":"revenue.offboarding","lv":"core","ph":"offboarding customer exit customer exit offboarding offboarding the managed end of a customer relationship including access data billing and transition the managed end of a customer relationship including access data billing and transition who owns the recovery plan if offboarding moves in the wrong direction you will see offboarding in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here offboarding means the managed end of a customer relationship including access data billing and transition revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce equipment technology organisation party global context dependent","sn":"Offboarding","t":"Offboarding","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/offboarding/","ui":"Who owns the recovery plan if offboarding moves in the wrong direction?"},{"a":["job offer"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A proposed employment package made to a selected candidate.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A proposed employment package made to a selected candidate.","i":2467,"id":"people.offer","lv":"core","ph":"offer job offer job offer offer offer a proposed employment package made to a selected candidate a proposed employment package made to a selected candidate who is accountable for offer and who is affected by it you will see offer in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here offer means a proposed employment package made to a selected candidate people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Offer","t":"Offer","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/offer/","ui":"Who is accountable for offer, and who is affected by it?"},{"a":["OAR"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Accepted offers divided by offers made.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Accepted offers divided by offers made.","i":2468,"id":"people.offer-acceptance-rate","lv":"core","ph":"offer acceptance rate oar oar offer acceptance rate offer acceptance rate accepted offers divided by offers made accepted offers divided by offers made how are we defining offer acceptance rate in this deck you will see offer acceptance rate in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics a loose definition can change rights obligations approval disclosure or enforceability here offer acceptance rate means accepted offers divided by offers made people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Offer acceptance rate","t":"Offer acceptance rate","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/offer-acceptance-rate/","ui":"How are we defining offer acceptance rate in this deck?"},{"a":["offering memorandum"],"amb":["offering memorandum"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"An offering disclosure document used for certain exempt or nontraditional offerings.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"An offering disclosure document used for certain exempt or nontraditional offerings.","i":2469,"id":"reporting.offering-circular","lv":"working","ph":"offering circular offering memorandum offering circular offering memorandum offering circular an offering disclosure document used for certain exempt or nontraditional offerings an offering disclosure document used for certain exempt or nontraditional offerings the team needs one controlled copy of offering circular with an owner and date you will see offering circular in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here offering circular means an offering disclosure document used for certain exempt or nontraditional offerings corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings information memorandum corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Offering circular","t":"Offering circular","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/offering-circular/","ui":"The team needs one controlled copy of offering circular, with an owner and date."},{"a":["carbon compensation"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Compensating for emissions by purchasing or retiring carbon credits.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Compensating for emissions by purchasing or retiring carbon credits.","i":2470,"id":"sustainability.offsetting","lv":"core","ph":"offsetting carbon compensation carbon compensation offsetting offsetting compensating for emissions by purchasing or retiring carbon credits compensating for emissions by purchasing or retiring carbon credits state the boundary and evidence behind offsetting before publishing the claim you will see offsetting in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here offsetting means compensating for emissions by purchasing or retiring carbon credits sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Offsetting","t":"Offsetting","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/offsetting/","ui":"State the boundary and evidence behind offsetting before publishing the claim."},{"a":["offshore sourcing"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Moving activity to another country, often for cost or capability reasons.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Moving activity to another country, often for cost or capability reasons.","i":2471,"id":"operations.offshoring","lv":"core","ph":"offshoring offshore sourcing offshore sourcing offshoring offshoring moving activity to another country often for cost or capability reasons moving activity to another country often for cost or capability reasons can we show the capacity constraint behind offshoring you will see offshoring in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here offshoring means moving activity to another country often for cost or capability reasons operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Offshoring","t":"Offshoring","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/offshoring/","ui":"Can we show the capacity constraint behind offshoring?"},{"a":["excluded"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A forecast category for opportunities not currently expected to close in the period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A forecast category for opportunities not currently expected to close in the period.","i":2472,"id":"revenue.omitted","lv":"working","ph":"omitted excluded excluded omitted omitted a forecast category for opportunities not currently expected to close in the period a forecast category for opportunities not currently expected to close in the period how are we defining omitted in this deck you will see omitted in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here omitted means a forecast category for opportunities not currently expected to close in the period revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce status decision global context dependent","sn":"Omitted","t":"Omitted","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/omitted/","ui":"How are we defining omitted in this deck?"},{"a":["on prem","on-prem"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Software or infrastructure deployed within a customer's own facilities or controlled environment.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The customer runs the system in its own environment.","i":2473,"id":"product.on-premises","lv":"core","ph":"on premises on prem on prem on prem on premises on premises the customer runs the system in its own environment software or infrastructure deployed within a customers own facilities or controlled environment the regulated customer requires an on premises option you will see on premises in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here on premises means software or infrastructure deployed within a customers own facilities or controlled environment product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations role person equipment technology global context dependent","sn":"On-premises","t":"On-premises","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/on-premises/","ui":"The regulated customer requires an on-premises option."},{"a":["OTE"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Expected total pay when a salesperson achieves target performance.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Expected total pay when a salesperson achieves target performance.","i":2474,"id":"revenue.on-target-earnings","lv":"core","ph":"on target earnings ote on target earnings ote on target earnings expected total pay when a salesperson achieves target performance expected total pay when a salesperson achieves target performance how are we defining on target earnings in this deck you will see on target earnings in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here on target earnings means expected total pay when a salesperson achieves target performance revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"On-target earnings","t":"On-target earnings","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/on-target-earnings/","ui":"How are we defining on-target earnings in this deck?"},{"a":["OTD"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The proportion of deliveries completed by the promised date or window.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The proportion of deliveries completed by the promised date or window.","i":2475,"id":"operations.on-time-delivery","lv":"core","ph":"on time delivery otd on time delivery otd on time delivery the proportion of deliveries completed by the promised date or window the proportion of deliveries completed by the promised date or window keep on time delivery on the dashboard but show the definition and reporting period beside it you will see on time delivery in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here on time delivery means the proportion of deliveries completed by the promised date or window operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"On-time delivery","t":"On-time delivery","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/on-time-delivery/","ui":"Keep on-time delivery on the dashboard, but show the definition and reporting period beside it."},{"a":["OTIF"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The proportion of orders delivered by the promised time and in the complete quantity.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The proportion of orders delivered by the promised time and in the complete quantity.","i":2476,"id":"operations.on-time-in-full","lv":"core","ph":"on time in full otif on time in full otif on time in full the proportion of orders delivered by the promised time and in the complete quantity the proportion of orders delivered by the promised time and in the complete quantity how are we defining on time in full in this deck you will see on time in full in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here on time in full means the proportion of orders delivered by the promised time and in the complete quantity operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"On-time in full","t":"On-time in full","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/on-time-in-full/","ui":"How are we defining on-time in full in this deck?"},{"a":["green status"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Status indicating performance is expected to meet the plan.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Status indicating performance is expected to meet the plan.","i":2477,"id":"people.on-track","lv":"core","ph":"on track green status green status on track on track status indicating performance is expected to meet the plan status indicating performance is expected to meet the plan how are we defining on track in this deck you will see on track in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here on track means status indicating performance is expected to meet the plan people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate people operations people planning employment performance management change management document artifact organisation party status decision global context dependent","sn":"On track","t":"On track","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/on-track/","ui":"How are we defining on track in this deck?"},{"a":["employee onboarding"],"amb":["Onboarding"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The process of preparing and integrating a new employee into the organisation.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"How preparing and integrating a new employee into the organisation.","i":2478,"id":"people.onboarding.people-organisation-change-workforce-planning","lv":"core","ph":"onboarding employee onboarding employee onboarding onboarding onboarding how preparing and integrating a new employee into the organisation the process of preparing and integrating a new employee into the organisation the operating model needs to show how onboarding works in practice you will see onboarding in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here onboarding means the process of preparing and integrating a new employee into the organisation people organisation and change organisation design people systems and change headcount hiring and workforce planning onboarding startup business corporate people operations people planning employment performance management change management document artifact role person workflow process organisation party global context dependent","sn":"Onboarding","t":"Onboarding","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/onboarding--people-onboarding-people-organisation-change-workforce-planning/","ui":"The operating model needs to show how onboarding works in practice."},{"a":["customer onboarding"],"amb":["Onboarding"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The process of helping a new customer begin using a product or service successfully.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"How helping a new customer begin using a product or service successfully.","i":2479,"id":"revenue.onboarding.revenue-sales-gtm-customer-success","lv":"core","ph":"onboarding customer onboarding customer onboarding onboarding onboarding how helping a new customer begin using a product or service successfully the process of helping a new customer begin using a product or service successfully show where onboarding happens in the operating model and who receives the handoff you will see onboarding in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here onboarding means the process of helping a new customer begin using a product or service successfully revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success onboarding startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce workflow process organisation party global context dependent","sn":"Onboarding","t":"Onboarding","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/onboarding--revenue-onboarding-revenue-sales-gtm-customer-success/","ui":"Show where onboarding happens in the operating model and who receives the handoff."},{"a":["investor one-on-one"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A private meeting between management and an investor or analyst, subject to disclosure rules.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A private meeting between management and an investor or analyst, subject to disclosure rules.","i":2480,"id":"reporting.one-on-one-meeting","lv":"core","ph":"one on one meeting investor one on one investor one on one one on one meeting one on one meeting a private meeting between management and an investor or analyst subject to disclosure rules a private meeting between management and an investor or analyst subject to disclosure rules the q and a needs a direct answer on one on one meeting you will see one on one meeting in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here one on one meeting means a private meeting between management and an investor or analyst subject to disclosure rules corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce workflow process global context dependent","sn":"One-on-one meeting","t":"One-on-one meeting","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/one-on-one-meeting/","ui":"The Q&A needs a direct answer on one-on-one meeting."},{"a":["one-sheet"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A single-page summary of a business, proposal, product or opportunity.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A one-page explanation of the most important points.","i":2481,"id":"bizpitch.one-pager","lv":"core","ph":"one pager one sheet one pager one sheet one pager a one page explanation of the most important points a single page summary of a business proposal product or opportunity the one pager should earn the next conversation not answer every question you will see one pager in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here one pager means a single page summary of a business proposal product or opportunity business pitching and presentation materials business pitches decks and decision materials business deck types executive summary startup business corporate investor sales planning pitching submission decision document artifact global context dependent business foundation","sn":"One-pager","t":"One-pager","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/one-pager/","ui":"The one-pager should earn the next conversation, not answer every question."},{"a":["equal voting rights"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A voting structure in which each voting share carries one vote.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A voting structure in which each voting share carries one vote.","i":2482,"id":"governance.one-share-one-vote","lv":"working","ph":"one share one vote equal voting rights equal voting rights one share one vote one share one vote a voting structure in which each voting share carries one vote a voting structure in which each voting share carries one vote do not describe one share one vote as agreed until the operative document says so you will see one share one vote in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here one share one vote means a voting structure in which each voting share carries one vote corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"One share, one vote","t":"One share, one vote","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/one-share-one-vote/","ui":"Do not describe one share, one vote as agreed until the operative document says so."},{"a":["exceptional item"],"amb":["Exceptional item"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"An item presented as non-recurring, requiring evidence and transparent definition.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"An item presented as non-recurring, requiring evidence and transparent definition.","i":2483,"id":"reporting.one-time-item","lv":"core","ph":"one time item exceptional item exceptional item one time item one time item an item presented as non recurring requiring evidence and transparent definition an item presented as non recurring requiring evidence and transparent definition the filing needs the basis and boundary for one time item you will see one time item in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here one time item means an item presented as non recurring requiring evidence and transparent definition corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance exceptional item corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"One-time item","t":"One-time item","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/one-time-item/","ui":"The filing needs the basis and boundary for one-time item."},{"a":["open core"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model offering a core product under an open-source licence while charging for enterprise features, hosting or services.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The core is open source, while extra services or features are paid.","i":2484,"id":"strategy.open-core-model","lv":"working","ph":"open core model open core open core open core model open core model the core is open source while extra services or features are paid a model offering a core product under an open source licence while charging for enterprise features hosting or services the open core model needs a boundary the community accepts you will see open core model in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here open core model means a model offering a core product under an open source licence while charging for enterprise features hosting or services strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification right contract law equipment technology format genre model global context dependent","sn":"Open-core model","t":"Open-core model","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/open-core-model/","ui":"The open-core model needs a boundary the community accepts."},{"a":["free-text question"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A question allowing respondents to answer in their own words.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A question allowing respondents to answer in their own words.","i":2485,"id":"marketing.open-ended-question","lv":"core","ph":"open ended question free text question free text question open ended question open ended question a question allowing respondents to answer in their own words a question allowing respondents to answer in their own words can we show the uncertainty around open ended question instead of presenting one clean number you will see open ended question in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here open ended question means a question allowing respondents to answer in their own words marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Open-ended question","t":"Open-ended question","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/open-ended-question/","ui":"Can we show the uncertainty around open-ended question instead of presenting one clean number?"},{"a":["open deal"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"An active deal that has not been won, lost or closed.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"An active deal that has not been won, lost or closed.","i":2486,"id":"revenue.open-opportunity","lv":"core","ph":"open opportunity open deal open deal open opportunity open opportunity an active deal that has not been won lost or closed an active deal that has not been won lost or closed do not move the opportunity until open opportunity is confirmed you will see open opportunity in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here open opportunity means an active deal that has not been won lost or closed revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce format genre model status decision global context dependent","sn":"Open opportunity","t":"Open opportunity","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/open-opportunity/","ui":"Do not move the opportunity until open opportunity is confirmed."},{"a":["vacancy","job opening"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"An authorised role not currently filled.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"An authorised role not currently filled.","i":2487,"id":"people.open-position","lv":"core","ph":"open position vacancy job opening job opening open position vacancy open position an authorised role not currently filled an authorised role not currently filled the announcement should not get ahead of the agreed process for open position you will see open position in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here open position means an authorised role not currently filled people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact role person workflow process organisation party global context dependent","sn":"Open position","t":"Open position","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/open-position/","ui":"The announcement should not get ahead of the agreed process for open position."},{"a":["open competition"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A process open to any supplier meeting stated participation requirements.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A process open to any supplier meeting stated participation requirements.","i":2488,"id":"operations.open-tender","lv":"core","ph":"open tender open competition open competition open tender open tender a process open to any supplier meeting stated participation requirements a process open to any supplier meeting stated participation requirements procurement needs the basis for open tender before suppliers price the work you will see open tender in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here open tender means a process open to any supplier meeting stated participation requirements operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process status decision global context dependent","sn":"Open tender","t":"Open tender","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/open-tender/","ui":"Procurement needs the basis for open tender before suppliers price the work."},{"a":["beginning balance"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The starting amount for a model period.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The starting amount for a model period.","i":2489,"id":"bizfinance.opening-balance","lv":"core","ph":"opening balance beginning balance beginning balance opening balance opening balance the starting amount for a model period the starting amount for a model period run a downside case for opening balance before the review you will see opening balance in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here opening balance means the starting amount for a model period finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Opening balance","t":"Opening balance","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/opening-balance/","ui":"Run a downside case for opening balance before the review."},{"a":["OFR"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A management narrative on performance and financial position in some jurisdictions.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A management narrative on performance and financial position in some jurisdictions.","i":2490,"id":"reporting.operating-and-financial-review","lv":"working","ph":"operating and financial review ofr ofr operating and financial review operating and financial review a management narrative on performance and financial position in some jurisdictions a management narrative on performance and financial position in some jurisdictions the draft mentions operating and financial review but the scope and jurisdiction are still unclear you will see operating and financial review in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here operating and financial review means a management narrative on performance and financial position in some jurisdictions corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce workflow process global context dependent","sn":"Operating and financial review","t":"Operating and financial review","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/operating-and-financial-review/","ui":"The draft mentions operating and financial review, but the scope and jurisdiction are still unclear."},{"a":["management cadence"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The recurring rhythm of meetings, reviews and decisions that keeps an organisation aligned.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The recurring rhythm of meetings, reviews and decisions that keeps an organisation aligned.","i":2491,"id":"people.operating-cadence","lv":"core","ph":"operating cadence management cadence management cadence operating cadence operating cadence the recurring rhythm of meetings reviews and decisions that keeps an organisation aligned the recurring rhythm of meetings reviews and decisions that keeps an organisation aligned who is accountable for operating cadence and who is affected by it you will see operating cadence in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here operating cadence means the recurring rhythm of meetings reviews and decisions that keeps an organisation aligned people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management workflow process organisation party status decision global context dependent","sn":"Operating cadence","t":"Operating cadence","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/operating-cadence/","ui":"Who is accountable for operating cadence, and who is affected by it?"},{"a":["cash from operations","CFO"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Cash generated or used by operating activities under the applicable reporting method.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Cash generated or used by operating activities under the applicable reporting method.","i":2492,"id":"bizfinance.operating-cash-flow","lv":"core","ph":"operating cash flow cash from operations cfo cash from operations cfo operating cash flow operating cash flow cash generated or used by operating activities under the applicable reporting method cash generated or used by operating activities under the applicable reporting method the team needs one controlled copy of operating cash flow with an owner and date you will see operating cash flow in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here operating cash flow means cash generated or used by operating activities under the applicable reporting method finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity free cash flow startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce workflow process global context dependent","sn":"Operating cash flow","t":"Operating cash flow","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/operating-cash-flow/","ui":"The team needs one controlled copy of operating cash flow, with an owner and date."},{"a":["OpCo"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A company that conducts the group's day-to-day trading or operational activities.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A company that conducts the group's day-to-day trading or operational activities.","i":2493,"id":"governance.operating-company","lv":"core","ph":"operating company opco opco operating company operating company a company that conducts the groups day to day trading or operational activities a company that conducts the groups day to day trading or operational activities compare operating company with the same cohort and period before drawing a conclusion you will see operating company in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here operating company means a company that conducts the groups day to day trading or operational activities corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law organisation party global context dependent","sn":"Operating company","t":"Operating company","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/operating-company/","ui":"Compare operating company with the same cohort and period before drawing a conclusion."},{"a":["control effectiveness"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Whether a control operated consistently and as designed during the period tested.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Whether a control operated consistently and as designed during the period tested.","i":2494,"id":"governance.operating-effectiveness","lv":"working","ph":"operating effectiveness control effectiveness control effectiveness operating effectiveness operating effectiveness whether a control operated consistently and as designed during the period tested whether a control operated consistently and as designed during the period tested add operating effectiveness to the risk register with an owner and mitigation you will see operating effectiveness in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here operating effectiveness means whether a control operated consistently and as designed during the period tested corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law risk ethics access global context dependent","sn":"Operating effectiveness","t":"Operating effectiveness","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/operating-effectiveness/","ui":"Add operating effectiveness to the risk register with an owner and mitigation."},{"a":["opex"],"amb":["opex"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Spending recognised as operating expense rather than capitalised.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Spending recognised as operating expense rather than capitalised.","i":2495,"id":"bizfinance.operating-expenditure","lv":"core","ph":"operating expenditure opex operating expenditure opex operating expenditure spending recognised as operating expense rather than capitalised spending recognised as operating expense rather than capitalised how are we defining operating expenditure in this deck you will see operating expenditure in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here operating expenditure means spending recognised as operating expense rather than capitalised finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity operating expense startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology global context dependent","sn":"Operating expenditure","t":"Operating expenditure","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/operating-expenditure/","ui":"How are we defining operating expenditure in this deck?"},{"a":["Opex"],"amb":["opex"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Cost of running the business not classified as cost of revenue or another non-operating item.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Cost of running the business not classified as cost of revenue or another non-operating item.","i":2496,"id":"bizfinance.operating-expense","lv":"core","ph":"operating expense opex operating expense opex operating expense cost of running the business not classified as cost of revenue or another non operating item cost of running the business not classified as cost of revenue or another non operating item compare operating expense with the same cohort and period before drawing a conclusion you will see operating expense in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here operating expense means cost of running the business not classified as cost of revenue or another non operating item finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit operating expenditure startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Operating expense","t":"Operating expense","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/operating-expense/","ui":"Compare operating expense with the same cohort and period before drawing a conclusion."},{"a":["opex ratio"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Operating expense divided by revenue or assets under a stated basis.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Operating expense divided by revenue or assets under a stated basis.","i":2497,"id":"bizfinance.operating-expense-ratio","lv":"working","ph":"operating expense ratio opex ratio operating expense ratio opex ratio operating expense ratio operating expense divided by revenue or assets under a stated basis operating expense divided by revenue or assets under a stated basis compare operating expense ratio with the same cohort and period before drawing a conclusion you will see operating expense ratio in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here operating expense ratio means operating expense divided by revenue or assets under a stated basis finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Operating expense ratio","t":"Operating expense ratio","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/operating-expense-ratio/","ui":"Compare operating expense ratio with the same cohort and period before drawing a conclusion."},{"a":["operational leverage"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Sensitivity of operating profit to revenue change because of the cost structure.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","investor","marketing","product","finance"],"e":"Sensitivity of operating profit to revenue change because of the cost structure.","i":2498,"id":"bizfinance.operating-leverage","lv":"working","ph":"operating leverage operational leverage operating leverage operational leverage operating leverage sensitivity of operating profit to revenue change because of the cost structure sensitivity of operating profit to revenue change because of the cost structure how are we defining operating leverage in this deck you will see operating leverage in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here operating leverage means sensitivity of operating profit to revenue change because of the cost structure finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate investor marketing product finance strategy market research planning pitching accounting forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Operating leverage","t":"Operating leverage","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/operating-leverage/","ui":"How are we defining operating leverage in this deck?"},{"a":["EBIT margin","operating profit margin"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Operating profit divided by revenue.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Operating profit divided by revenue.","i":2499,"id":"bizfinance.operating-margin","lv":"core","ph":"operating margin ebit margin operating profit margin ebit margin operating margin operating profit margin operating margin operating profit divided by revenue operating profit divided by revenue keep operating margin on the dashboard but show the definition and reporting period beside it you will see operating margin in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here operating margin means operating profit divided by revenue finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce global context dependent","sn":"Operating margin","t":"Operating margin","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/operating-margin/","ui":"Keep operating margin on the dashboard, but show the definition and reporting period beside it."},{"a":["operating forecast model"],"amb":["Operating model"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A model forecasting business drivers, revenue, costs, assets and operating performance.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A model forecasting business drivers, revenue, costs, assets and operating performance.","i":2500,"id":"bizfinance.operating-model.financial-operating-model","lv":"core","ph":"operating model operating forecast model operating forecast model operating model operating model a model forecasting business drivers revenue costs assets and operating performance a model forecasting business drivers revenue costs assets and operating performance can we expose the assumptions driving operating model instead of hard coding them you will see operating model in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here operating model means a model forecasting business drivers revenue costs assets and operating performance finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics operating model startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent business foundation corporate","sn":"Operating model","t":"Operating model","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/operating-model--bizfinance-operating-model-financial-operating-model/","ui":"Can we expose the assumptions driving operating model instead of hard-coding them?"},{"a":["target operating model","TOM","business operating model"],"amb":["Operating model","target operating model","TOM"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The way an organisation combines people, process, technology and governance to deliver strategy.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","investor","marketing","product","operations","procurement","sales"],"e":"The way an organisation combines people, process, technology and governance to deliver strategy.","i":2501,"id":"operations.operating-model.organisational-operating-model","lv":"core","ph":"operating model target operating model tom business operating model business operating model operating model target operating model tom operating model the way an organisation combines people process technology and governance to deliver strategy the way an organisation combines people process technology and governance to deliver strategy can we remove the ambiguity around operating model before the process changes you will see operating model in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here operating model means the way an organisation combines people process technology and governance to deliver strategy operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems operating model target operating model startup business corporate investor marketing product operations procurement sales strategy market research planning pitching operations procurement quality control risk management delivery metric standard specification equipment technology workflow process format genre model organisation party global context dependent","sn":"Operating model","t":"Operating model","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/operating-model--operations-operating-model-organisational-operating-model/","ui":"Can we remove the ambiguity around operating model before the process changes?"},{"a":["annual operating plan","AOP"],"amb":["Annual operating plan","AOP","Operating plan"],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A plan translating strategy into actions, resources, owners, timing and measures for a defined period.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A practical plan for running the organisation over a period.","i":2502,"id":"bizpitch.operating-plan","lv":"working","ph":"operating plan annual operating plan aop annual operating plan aop operating plan operating plan a practical plan for running the organisation over a period a plan translating strategy into actions resources owners timing and measures for a defined period the operating plan must connect budget headcount and milestones you will see operating plan in business pitches proposals executive summaries and decision decks when the discussion reaches supporting documents and leave behinds it helps a reader interpret supporting documents and leave behinds without confusing the measure decision role or evidence being discussed here operating plan means a plan translating strategy into actions resources owners timing and measures for a defined period business pitching and presentation materials business pitches decks and decision materials supporting documents and leave behinds annual operating plan plan startup business corporate investor sales planning pitching submission decision document artifact metric standard specification role person format genre model global context dependent","sn":"Operating plan","t":"Operating plan","tp":"Supporting documents & leave-behinds","tpid":"business-pitching-artifacts.supporting-documents","u":"terms/operating-plan/","ui":"The operating plan must connect budget, headcount and milestones."},{"a":["operating income"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Profit from operating activities before specified financing and tax items.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Profit from operating activities before specified financing and tax items.","i":2503,"id":"bizfinance.operating-profit","lv":"core","ph":"operating profit operating income operating income operating profit operating profit profit from operating activities before specified financing and tax items profit from operating activities before specified financing and tax items how are we defining operating profit in this deck you will see operating profit in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here operating profit means profit from operating activities before specified financing and tax items finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit ebitda startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent corporate","sn":"Operating profit","t":"Operating profit","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/operating-profit/","ui":"How are we defining operating profit in this deck?"},{"a":["business performance review"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A management meeting examining current performance and execution.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A management meeting examining current performance and execution.","i":2504,"id":"people.operating-review","lv":"core","ph":"operating review business performance review business performance review operating review operating review a management meeting examining current performance and execution a management meeting examining current performance and execution compare operating review with the same cohort and period before drawing a conclusion you will see operating review in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here operating review means a management meeting examining current performance and execution people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate people operations people planning employment performance management change management workflow process organisation party global context dependent","sn":"Operating review","t":"Operating review","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/operating-review/","ui":"Compare operating review with the same cohort and period before drawing a conclusion."},{"a":["performance audit"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An audit assessing the effectiveness, efficiency or control of operations.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An audit assessing the effectiveness, efficiency or control of operations.","i":2505,"id":"governance.operational-audit","lv":"working","ph":"operational audit performance audit operational audit performance audit operational audit an audit assessing the effectiveness efficiency or control of operations an audit assessing the effectiveness efficiency or control of operations compare operational audit with the same cohort and period before drawing a conclusion you will see operational audit in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here operational audit means an audit assessing the effectiveness efficiency or control of operations corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law global context dependent","sn":"Operational audit","t":"Operational audit","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/operational-audit/","ui":"Compare operational audit with the same cohort and period before drawing a conclusion."},{"a":["emissions boundary"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The approach used to classify emissions as direct or indirect.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The approach used to classify emissions as direct or indirect.","i":2506,"id":"sustainability.operational-boundary","lv":"core","ph":"operational boundary emissions boundary emissions boundary operational boundary operational boundary the approach used to classify emissions as direct or indirect the approach used to classify emissions as direct or indirect keep operational boundary on the dashboard but show the definition and reporting period beside it you will see operational boundary in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here operational boundary means the approach used to classify emissions as direct or indirect sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification risk ethics access global context dependent","sn":"Operational boundary","t":"Operational boundary","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/operational-boundary/","ui":"Keep operational boundary on the dashboard, but show the definition and reporting period beside it."},{"a":["operational control boundary"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Consolidating emissions from operations the organisation controls operationally.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Consolidating emissions from operations the organisation controls operationally.","i":2507,"id":"sustainability.operational-control-approach","lv":"working","ph":"operational control approach operational control boundary operational control approach operational control boundary operational control approach consolidating emissions from operations the organisation controls operationally consolidating emissions from operations the organisation controls operationally how are we defining operational control approach in this deck you will see operational control approach in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here operational control approach means consolidating emissions from operations the organisation controls operationally sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification organisation party risk ethics access global context dependent","sn":"Operational-control approach","t":"Operational-control approach","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/operational-control-approach/","ui":"How are we defining operational-control approach in this deck?"},{"a":["OLG mechanism"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A company-level channel for affected people to raise concerns.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A company-level channel for affected people to raise concerns.","i":2508,"id":"sustainability.operational-level-grievance-mechanism","lv":"working","ph":"operational level grievance mechanism olg mechanism olg mechanism operational level grievance mechanism operational level grievance mechanism a company level channel for affected people to raise concerns a company level channel for affected people to raise concerns compare operational level grievance mechanism with the same cohort and period before drawing a conclusion you will see operational level grievance mechanism in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here operational level grievance mechanism means a company level channel for affected people to raise concerns sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification organisation party risk ethics access global context dependent","sn":"Operational-level grievance mechanism","t":"Operational-level grievance mechanism","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/operational-level-grievance-mechanism/","ui":"Compare operational-level grievance mechanism with the same cohort and period before drawing a conclusion."},{"a":["organisational resilience"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The ability to prevent, adapt to, respond to and recover from disruption while delivering important services.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The ability to prevent, adapt to, respond to and recover from disruption while delivering important services.","i":2509,"id":"operations.operational-resilience","lv":"core","ph":"operational resilience organisational resilience operational resilience organisational resilience operational resilience the ability to prevent adapt to respond to and recover from disruption while delivering important services the ability to prevent adapt to respond to and recover from disruption while delivering important services compare operational resilience with the same cohort and period before drawing a conclusion you will see operational resilience in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here operational resilience means the ability to prevent adapt to respond to and recover from disruption while delivering important services operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent corporate","sn":"Operational resilience","t":"Operational resilience","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/operational-resilience/","ui":"Compare operational resilience with the same cohort and period before drawing a conclusion."},{"a":["operations risk"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Risk of loss or disruption from processes, people, systems or external events.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Risk of loss or disruption from processes, people, systems or external events.","i":2510,"id":"governance.operational-risk","lv":"core","ph":"operational risk operations risk operational risk operations risk operational risk risk of loss or disruption from processes people systems or external events risk of loss or disruption from processes people systems or external events the number is useful only if everyone calculates operational risk the same way you will see operational risk in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here operational risk means risk of loss or disruption from processes people systems or external events corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law equipment technology workflow process risk ethics access global context dependent","sn":"Operational risk","t":"Operational risk","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/operational-risk/","ui":"The number is useful only if everyone calculates operational risk the same way."},{"a":["substantive clause"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A clause that creates rights, duties or legal effects.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A clause that creates rights, duties or legal effects.","i":2511,"id":"governance.operative-provision","lv":"working","ph":"operative provision substantive clause operative provision substantive clause operative provision a clause that creates rights duties or legal effects a clause that creates rights duties or legal effects can we state who receives the right created by operative provision and when it applies you will see operative provision in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here operative provision means a clause that creates rights duties or legal effects corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Operative provision","t":"Operative provision","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/operative-provision/","ui":"Can we state who receives the right created by operative provision, and when it applies?"},{"a":["product opportunity"],"amb":["Opportunity"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A customer problem, need or outcome worth exploring.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A useful problem the product might solve.","i":2512,"id":"product.opportunity.product-opportunity","lv":"core","ph":"opportunity product opportunity opportunity product opportunity opportunity a useful problem the product might solve a customer problem need or outcome worth exploring the opportunity is reducing approval delay not adding automation generally you will see opportunity in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here opportunity means a customer problem need or outcome worth exploring product technology and innovation product management technology and innovation product discovery and research prospect opportunity opportunity startup business corporate product technology product discovery product development testing launch operations role person equipment technology global context dependent business","sn":"Opportunity","t":"Opportunity","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/opportunity--product-opportunity-product-opportunity/","ui":"The opportunity is reducing approval delay, not adding automation generally."},{"a":["sales opportunity"],"amb":["Opportunity"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A qualified potential deal being actively pursued in the sales process.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A qualified potential deal being actively pursued in the sales process.","i":2513,"id":"revenue.opportunity.sales-opportunity","lv":"core","ph":"opportunity sales opportunity opportunity sales opportunity opportunity a qualified potential deal being actively pursued in the sales process a qualified potential deal being actively pursued in the sales process do not move the opportunity until opportunity is confirmed you will see opportunity in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here opportunity means a qualified potential deal being actively pursued in the sales process revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages opportunity opportunity startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce workflow process format genre model global context dependent","sn":"Opportunity","t":"Opportunity","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/opportunity--revenue-opportunity-sales-opportunity/","ui":"Do not move the opportunity until opportunity is confirmed."},{"a":["SWOT opportunity"],"amb":["Opportunity"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"An external condition the organisation could exploit to create value or improve its position.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A favourable change outside the organisation.","i":2514,"id":"strategy.opportunity.strategic-opportunity","lv":"core","ph":"opportunity swot opportunity opportunity swot opportunity opportunity a favourable change outside the organisation an external condition the organisation could exploit to create value or improve its position regulation creates an opportunity only if we can meet the new standard you will see opportunity in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here opportunity means an external condition the organisation could exploit to create value or improve its position strategy markets and business models strategy market analysis and business models strategy frameworks and analysis opportunity opportunity startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Opportunity","t":"Opportunity","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/opportunity--strategy-opportunity-strategic-opportunity/","ui":"Regulation creates an opportunity only if we can meet the new standard."},{"a":["growth opportunity fund"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A fund raised to make follow-on or later-stage investments, often in strong companies from an existing portfolio.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Extra capital for later investments in selected companies.","i":2515,"id":"startup.opportunity-fund","lv":"working","ph":"opportunity fund growth opportunity fund growth opportunity fund opportunity fund opportunity fund extra capital for later investments in selected companies a fund raised to make follow on or later stage investments often in strong companies from an existing portfolio the opportunity fund led the portfolio companys growth round you will see opportunity fund in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here opportunity fund means a fund raised to make follow on or later stage investments often in strong companies from an existing portfolio startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party status decision global context dependent","sn":"Opportunity fund","t":"Opportunity fund","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/opportunity-fund/","ui":"The opportunity fund led the portfolio company's growth round."},{"a":["opportunity page"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide framing the commercial, strategic or social value available if the proposal succeeds.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that explains why the opportunity matters.","i":2516,"id":"bizpitch.opportunity-slide","lv":"core","ph":"opportunity slide opportunity page opportunity page opportunity slide opportunity slide the slide that explains why the opportunity matters a slide framing the commercial strategic or social value available if the proposal succeeds separate the opportunity slide from the market size calculation you will see opportunity slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here opportunity slide means a slide framing the commercial strategic or social value available if the proposal succeeds business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact metric standard specification global context dependent","sn":"Opportunity slide","t":"Opportunity slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/opportunity-slide/","ui":"Separate the opportunity slide from the market-size calculation."},{"a":["OST"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A visual connecting an outcome to customer opportunities, possible solutions and experiments.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A map from desired result to problems, ideas and tests.","i":2517,"id":"product.opportunity-solution-tree","lv":"working","ph":"opportunity solution tree ost opportunity solution tree ost opportunity solution tree a map from desired result to problems ideas and tests a visual connecting an outcome to customer opportunities possible solutions and experiments the opportunity solution tree keeps the team from committing too early you will see opportunity solution tree in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here opportunity solution tree means a visual connecting an outcome to customer opportunities possible solutions and experiments product technology and innovation product management technology and innovation product discovery and research startup business corporate product technology product discovery product development testing launch operations role person equipment technology global context dependent","sn":"Opportunity solution tree","t":"Opportunity solution tree","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/opportunity-solution-tree/","ui":"The opportunity solution tree keeps the team from committing too early."},{"a":["opportunity win rate"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The proportion of opportunities that close as won.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The proportion of opportunities that close as won.","i":2518,"id":"revenue.opportunity-to-win-rate","lv":"core","ph":"opportunity to win rate opportunity win rate opportunity to win rate opportunity win rate opportunity to win rate the proportion of opportunities that close as won the proportion of opportunities that close as won the number is useful only if everyone calculates opportunity to win rate the same way you will see opportunity to win rate in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here opportunity to win rate means the proportion of opportunities that close as won revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce format genre model status decision global context dependent","sn":"Opportunity-to-win rate","t":"Opportunity-to-win rate","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/opportunity-to-win-rate/","ui":"The number is useful only if everyone calculates opportunity-to-win rate the same way."},{"a":["unfair-prejudice remedy"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A legal remedy for unfairly prejudicial or oppressive conduct toward shareholders in some jurisdictions.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A legal remedy for unfairly prejudicial or oppressive conduct toward shareholders in some jurisdictions.","i":2519,"id":"governance.oppression-remedy","lv":"specialist","ph":"oppression remedy unfair prejudice remedy oppression remedy unfair prejudice remedy oppression remedy a legal remedy for unfairly prejudicial or oppressive conduct toward shareholders in some jurisdictions a legal remedy for unfairly prejudicial or oppressive conduct toward shareholders in some jurisdictions the draft mentions oppression remedy but the scope and jurisdiction are still unclear you will see oppression remedy in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here oppression remedy means a legal remedy for unfairly prejudicial or oppressive conduct toward shareholders in some jurisdictions corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Oppression remedy","t":"Oppression remedy","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/oppression-remedy/","ui":"The draft mentions oppression remedy, but the scope and jurisdiction are still unclear."},{"a":["affirmative consent"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A choice requiring a person to affirmatively agree before an action occurs.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","marketing","sales","investor","finance","people"],"e":"A choice requiring a person to affirmatively agree before an action occurs.","i":2520,"id":"governance.opt-in","lv":"core","ph":"opt in affirmative consent affirmative consent opt in opt in a choice requiring a person to affirmatively agree before an action occurs a choice requiring a person to affirmatively agree before an action occurs counsel wants opt in clarified before anyone signs you will see opt in in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here opt in means a choice requiring a person to affirmatively agree before an action occurs corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate marketing sales investor finance people market research marketing growth reporting governance contracting compliance risk management role person right contract law equipment technology organisation party risk ethics access global context dependent","sn":"Opt-in","t":"Opt-in","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/opt-in/","ui":"Counsel wants opt-in clarified before anyone signs."},{"a":["unsubscribe choice","withdrawal choice"],"amb":["Opt-out"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A mechanism allowing a person to refuse or stop participation or data use.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales","investor","finance","people"],"e":"A mechanism allowing a person to refuse or stop participation or data use.","i":2521,"id":"marketing.opt-out","lv":"core","ph":"opt out unsubscribe choice withdrawal choice opt out unsubscribe choice withdrawal choice opt out a mechanism allowing a person to refuse or stop participation or data use a mechanism allowing a person to refuse or stop participation or data use counsel wants opt out clarified before anyone signs you will see opt out in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here opt out means a mechanism allowing a person to refuse or stop participation or data use marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns unsubscribe startup business corporate marketing sales investor finance people market research marketing growth reporting governance contracting compliance risk management role person equipment technology format genre model risk ethics access global context dependent","sn":"Opt-out","t":"Opt-out","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/opt-out/","ui":"Counsel wants opt-out clarified before anyone signs."},{"a":["alternative"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"One of several possible courses of action considered in a decision.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"One possible choice.","i":2522,"id":"bizpitch.option.business-pitching-artifacts-decision-story","lv":"core","ph":"option alternative alternative option option one possible choice one of several possible courses of action considered in a decision compare each option against the same criteria you will see option in business pitches proposals executive summaries and decision decks when the discussion reaches decision narrative and persuasion it helps a reader interpret decision narrative and persuasion without confusing the measure decision role or evidence being discussed here option means one of several possible courses of action considered in a decision business pitching and presentation materials business pitches decks and decision materials decision narrative and persuasion startup business corporate investor sales planning pitching submission decision status decision global context dependent","sn":"Option","t":"Option","tp":"Decision narrative & persuasion","tpid":"business-pitching-artifacts.decision-story","u":"terms/option/","ui":"Compare each option against the same criteria."},{"a":["grant"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The formal award of a specified number of stock options under an equity plan.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The company gives someone the right to buy a set number of shares.","i":2523,"id":"startup.option-grant","lv":"core","ph":"option grant grant grant option grant option grant the company gives someone the right to buy a set number of shares the formal award of a specified number of stock options under an equity plan the board approved the option grant you will see option grant in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here option grant means the formal award of a specified number of stock options under an equity plan startups venture and fundraising startup formation venture capital and fundraising founder and employee equity startup investor finance corporate fundraising financing due diligence governance document artifact role person finance commerce organisation party status decision global context dependent","sn":"Option grant","t":"Option grant","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/option-grant/","ui":"The board approved the option grant."},{"a":["employee option pool","ESOP pool"],"amb":["option pool"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A reserve of equity set aside for employee, director or advisor grants.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Shares saved for future team equity grants.","i":2524,"id":"startup.option-pool","lv":"core","ph":"option pool employee option pool esop pool employee option pool esop pool option pool option pool shares saved for future team equity grants a reserve of equity set aside for employee director or advisor grants the option pool increase is included before the financing you will see option pool in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here option pool means a reserve of equity set aside for employee director or advisor grants startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution employee equity pool startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent startup","sn":"Option pool","t":"Option pool","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/option-pool/","ui":"The option pool increase is included before the financing."},{"a":["alternative analysis"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Comparison of realistic alternatives and their implications.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Comparison of realistic alternatives and their implications.","i":2525,"id":"reporting.options-analysis","lv":"core","ph":"options analysis alternative analysis alternative analysis options analysis options analysis comparison of realistic alternatives and their implications comparison of realistic alternatives and their implications can we circulate options analysis with the assumptions and open questions marked you will see options analysis in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here options analysis means comparison of realistic alternatives and their implications corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Options analysis","t":"Options analysis","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/options-analysis/","ui":"Can we circulate options analysis with the assumptions and open questions marked?"},{"a":["proposal defence"],"amb":["Oral defence"],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A live session in which a bidder presents and defends its proposal before evaluators.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A meeting where a bidder explains and answers for its proposal.","i":2526,"id":"bizpitch.oral-defence","lv":"working","ph":"oral defence proposal defence oral defence proposal defence oral defence a meeting where a bidder explains and answers for its proposal a live session in which a bidder presents and defends its proposal before evaluators rehearse the oral defence against hostile questions you will see oral defence in business pitches proposals executive summaries and decision decks when the discussion reaches proposals bids and tender materials it helps a reader interpret proposals bids and tender materials without confusing the measure decision role or evidence being discussed here oral defence means a live session in which a bidder presents and defends its proposal before evaluators business pitching and presentation materials business pitches decks and decision materials proposals bids and tender materials orals startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Oral defence","t":"Oral defence","tp":"Proposals, bids & tender materials","tpid":"business-pitching-artifacts.proposal-materials","u":"terms/oral-defence/","ui":"Rehearse the oral defence against hostile questions."},{"a":["oral presentation","oral defence"],"amb":["Oral defence"],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"Informal procurement shorthand for the live presentation and questioning stage of a bid.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The live presentation stage of a tender.","i":2527,"id":"bizpitch.orals","lv":"specialist","ph":"orals oral presentation oral defence oral defence oral presentation orals orals the live presentation stage of a tender informal procurement shorthand for the live presentation and questioning stage of a bid the delivery team will lead the orals you will see orals in business pitches proposals executive summaries and decision decks when the discussion reaches proposals bids and tender materials it helps a reader interpret proposals bids and tender materials without confusing the measure decision role or evidence being discussed here orals means informal procurement shorthand for the live presentation and questioning stage of a bid business pitching and presentation materials business pitches decks and decision materials proposals bids and tender materials oral defence startup business corporate investor sales planning pitching submission decision workflow process status decision global context dependent","sn":"Orals","t":"Orals","tp":"Proposals, bids & tender materials","tpid":"business-pitching-artifacts.proposal-materials","u":"terms/orals/","ui":"The delivery team will lead the orals."},{"a":["process orchestration"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Coordinated automation across several systems, tasks or services.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Coordinated automation across several systems, tasks or services.","i":2528,"id":"operations.orchestration","lv":"working","ph":"orchestration process orchestration orchestration process orchestration orchestration coordinated automation across several systems tasks or services coordinated automation across several systems tasks or services how are we defining orchestration in this deck you will see orchestration in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here orchestration means coordinated automation across several systems tasks or services operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Orchestration","t":"Orchestration","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/orchestration/","ui":"How are we defining orchestration in this deck?"},{"a":["book of demand"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The record of investor demand or orders in a securities offering.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The list and amount of investor orders.","i":2529,"id":"startup.order-book","lv":"specialist","ph":"order book book of demand book of demand order book order book the list and amount of investor orders the record of investor demand or orders in a securities offering the order book was covered twice you will see order book in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here order book means the record of investor demand or orders in a securities offering startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance role person finance commerce workflow process organisation party global context dependent","sn":"Order book","t":"Order book","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/order-book/","ui":"The order book was covered twice."},{"a":["order document","subscription order form"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A document recording the products, quantities, prices and subscription terms selected by a customer.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A document that records the products, quantities, prices and subscription terms selected by a customer.","i":2530,"id":"governance.order-form","lv":"core","ph":"order form order document subscription order form order document order form subscription order form order form a document that records the products quantities prices and subscription terms selected by a customer a document recording the products quantities prices and subscription terms selected by a customer attach the latest order form to the decision pack before the meeting you will see order form in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here order form means a document recording the products quantities prices and subscription terms selected by a customer corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact role person right contract law global context dependent","sn":"Order form","t":"Order form","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/order-form/","ui":"Attach the latest order form to the decision pack before the meeting."},{"a":["orders received"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Value of new customer orders received during a period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Value of new customer orders received during a period.","i":2531,"id":"revenue.order-intake","lv":"working","ph":"order intake orders received order intake orders received order intake value of new customer orders received during a period value of new customer orders received during a period how are we defining order intake in this deck you will see order intake in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here order intake means value of new customer orders received during a period revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce global context dependent","sn":"Order intake","t":"Order intake","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/order-intake/","ui":"How are we defining order intake in this deck?"},{"a":["document priority","document hierarchy"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A rule determining which document controls when contract documents conflict.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A rule determining which document controls when contract documents conflict.","i":2532,"id":"governance.order-of-precedence","lv":"core","ph":"order of precedence document priority document hierarchy document hierarchy document priority order of precedence order of precedence a rule determining which document controls when contract documents conflict a rule determining which document controls when contract documents conflict counsel wants order of precedence clarified before anyone signs you will see order of precedence in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here order of precedence means a rule determining which document controls when contract documents conflict corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact right contract law global context dependent","sn":"Order of precedence","t":"Order of precedence","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/order-of-precedence/","ui":"Counsel wants order of precedence clarified before anyone signs."},{"a":["orderly pathway"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A scenario in which policy and action occur early and relatively predictably.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A scenario in which policy and action occur early and relatively predictably.","i":2533,"id":"sustainability.orderly-transition","lv":"working","ph":"orderly transition orderly pathway orderly pathway orderly transition orderly transition a scenario in which policy and action occur early and relatively predictably a scenario in which policy and action occur early and relatively predictably the control is not complete until we can evidence how orderly transition is monitored you will see orderly transition in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here orderly transition means a scenario in which policy and action occur early and relatively predictably sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact risk ethics access global context dependent","sn":"Orderly transition","t":"Orderly transition","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/orderly-transition/","ui":"The control is not complete until we can evidence how orderly transition is monitored."},{"a":["simple-majority resolution"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A shareholder resolution passed by the ordinary voting threshold under applicable law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A shareholder resolution passed by the ordinary voting threshold under applicable law.","i":2534,"id":"governance.ordinary-resolution","lv":"working","ph":"ordinary resolution simple majority resolution ordinary resolution simple majority resolution ordinary resolution a shareholder resolution passed by the ordinary voting threshold under applicable law a shareholder resolution passed by the ordinary voting threshold under applicable law the minutes should record the decision on ordinary resolution not reconstruct it later you will see ordinary resolution in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here ordinary resolution means a shareholder resolution passed by the ordinary voting threshold under applicable law corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law status decision global context dependent","sn":"Ordinary resolution","t":"Ordinary resolution","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/ordinary-resolution/","ui":"The minutes should record the decision on ordinary resolution, not reconstruct it later."},{"a":["ordinary stock","common shares"],"amb":["common shares","ordinary shares"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The standard equity class in many jurisdictions, usually carrying residual economic and voting rights.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The standard equity class in many jurisdictions, usually carrying residual economic and voting rights.","i":2535,"id":"governance.ordinary-shares","lv":"core","ph":"ordinary shares ordinary stock common shares common shares ordinary shares ordinary stock ordinary shares the standard equity class in many jurisdictions usually carrying residual economic and voting rights the standard equity class in many jurisdictions usually carrying residual economic and voting rights counsel wants ordinary shares clarified before anyone signs you will see ordinary shares in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here ordinary shares means the standard equity class in many jurisdictions usually carrying residual economic and voting rights corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting common stock startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Ordinary shares","t":"Ordinary shares","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/ordinary-shares/","ui":"Counsel wants ordinary shares clarified before anyone signs."},{"a":["unpaid growth"],"amb":["Organic growth"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Growth not directly attributed to paid acquisition or acquired businesses under a stated definition.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Growth not directly attributed to paid acquisition or acquired businesses under a stated definition.","i":2536,"id":"marketing.organic-growth.marketing-organic-growth","lv":"core","ph":"organic growth unpaid growth organic growth unpaid growth organic growth growth not directly attributed to paid acquisition or acquired businesses under a stated definition growth not directly attributed to paid acquisition or acquired businesses under a stated definition can we separate sustainable movement in organic growth from a one off campaign effect you will see organic growth in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here organic growth means growth not directly attributed to paid acquisition or acquired businesses under a stated definition marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle organic growth startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Organic growth","t":"Organic growth","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/organic-growth--marketing-organic-growth-marketing-organic-growth/","ui":"Can we separate sustainable movement in organic growth from a one-off campaign effect?"},{"a":["underlying growth"],"amb":["Organic growth"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Growth excluding specified effects such as acquisitions, disposals or currency, under a disclosed method.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","sales","finance","product","investor"],"e":"Growth excluding specified effects such as acquisitions, disposals or currency, under a disclosed method.","i":2537,"id":"reporting.organic-growth.financial-organic-growth","lv":"core","ph":"organic growth underlying growth organic growth underlying growth organic growth growth excluding specified effects such as acquisitions disposals or currency under a disclosed method growth excluding specified effects such as acquisitions disposals or currency under a disclosed method the reader should be able to distinguish organic growth from managements interpretation of it you will see organic growth in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here organic growth means growth excluding specified effects such as acquisitions disposals or currency under a disclosed method corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance organic growth startup business corporate sales finance product investor go to market sales contracting customer success renewal reporting governance investor relations disclosure document artifact metric standard specification finance commerce workflow process status decision global context dependent","sn":"Organic growth","t":"Organic growth","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/organic-growth--reporting-organic-growth-financial-organic-growth/","ui":"The reader should be able to distinguish organic growth from management’s interpretation of it."},{"a":["unpaid social"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Unpaid distribution through a brand's social presence and audience engagement.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Unpaid distribution through a brand's social presence and audience engagement.","i":2538,"id":"marketing.organic-social","lv":"core","ph":"organic social unpaid social organic social unpaid social organic social unpaid distribution through a brands social presence and audience engagement unpaid distribution through a brands social presence and audience engagement can we trace organic social back to a decision the team can act on you will see organic social in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here organic social means unpaid distribution through a brands social presence and audience engagement marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Organic social","t":"Organic social","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/organic-social/","ui":"Can we trace organic social back to a decision the team can act on?"},{"a":["organizational chart","org chart"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A diagram showing formal roles and reporting relationships.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A diagram showing formal roles and reporting relationships.","i":2539,"id":"people.organisation-chart","lv":"core","ph":"organisation chart organizational chart org chart org chart organisation chart organizational chart organisation chart a diagram showing formal roles and reporting relationships a diagram showing formal roles and reporting relationships attach the latest organisation chart to the decision pack before the meeting you will see organisation chart in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here organisation chart means a diagram showing formal roles and reporting relationships people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management document artifact role person organisation party global context dependent","sn":"Organisation chart","t":"Organisation chart","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/organisation-chart/","ui":"Attach the latest organisation chart to the decision pack before the meeting."},{"a":["organizational design","org design"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The deliberate arrangement of structure, roles, processes and decision rights to support strategy.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The deliberate arrangement of structure, roles, processes and decision rights to support strategy.","i":2540,"id":"people.organisation-design","lv":"core","ph":"organisation design organizational design org design org design organisation design organizational design organisation design the deliberate arrangement of structure roles processes and decision rights to support strategy the deliberate arrangement of structure roles processes and decision rights to support strategy keep organisation design on the dashboard but show the definition and reporting period beside it you will see organisation design in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here organisation design means the deliberate arrangement of structure roles processes and decision rights to support strategy people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management metric standard specification role person right contract law workflow process format genre model organisation party status decision global context dependent corporate","sn":"Organisation design","t":"Organisation design","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/organisation-design/","ui":"Keep organisation design on the dashboard, but show the definition and reporting period beside it."},{"a":["org design principle"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A rule used to guide structural choices, such as customer proximity or clear accountability.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A rule used to guide structural choices, such as customer proximity or clear accountability.","i":2541,"id":"people.organisation-design-principle","lv":"working","ph":"organisation design principle org design principle org design principle organisation design principle organisation design principle a rule used to guide structural choices such as customer proximity or clear accountability a rule used to guide structural choices such as customer proximity or clear accountability the people plan needs to explain how organisation design principle affects roles and decisions you will see organisation design principle in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here organisation design principle means a rule used to guide structural choices such as customer proximity or clear accountability people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Organisation-design principle","t":"Organisation-design principle","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/organisation-design-principle/","ui":"The people plan needs to explain how organisation-design principle affects roles and decisions."},{"a":["organizational structure","org structure"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The formal pattern of reporting lines, teams and authority.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The formal pattern of reporting lines, teams and authority.","i":2542,"id":"people.organisation-structure","lv":"core","ph":"organisation structure organizational structure org structure org structure organisation structure organizational structure organisation structure the formal pattern of reporting lines teams and authority the formal pattern of reporting lines teams and authority attach the latest organisation structure to the decision pack before the meeting you will see organisation structure in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here organisation structure means the formal pattern of reporting lines teams and authority people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management document artifact organisation party global context dependent","sn":"Organisation structure","t":"Organisation structure","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/organisation-structure/","ui":"Attach the latest organisation structure to the decision pack before the meeting."},{"a":["reporting boundary"],"amb":["reporting boundary"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The entities and operations included in a greenhouse-gas inventory.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The entities and operations included in a greenhouse-gas inventory.","i":2543,"id":"sustainability.organisational-boundary","lv":"core","ph":"organisational boundary reporting boundary organisational boundary reporting boundary organisational boundary the entities and operations included in a greenhouse gas inventory the entities and operations included in a greenhouse gas inventory compare organisational boundary with the same cohort and period before drawing a conclusion you will see organisational boundary in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here organisational boundary means the entities and operations included in a greenhouse gas inventory sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting reporting boundary corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification organisation party risk ethics access global context dependent","sn":"Organisational boundary","t":"Organisational boundary","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/organisational-boundary/","ui":"Compare organisational boundary with the same cohort and period before drawing a conclusion."},{"a":["organizational culture","company culture"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Shared assumptions, norms and behaviours shaping how work gets done.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Shared assumptions, norms and behaviours shaping how work gets done.","i":2544,"id":"people.organisational-culture","lv":"core","ph":"organisational culture organizational culture company culture company culture organisational culture organizational culture organisational culture shared assumptions norms and behaviours shaping how work gets done shared assumptions norms and behaviours shaping how work gets done can we identify the groups most affected by organisational culture before the rollout you will see organisational culture in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here organisational culture means shared assumptions norms and behaviours shaping how work gets done people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management equipment technology organisation party global context dependent","sn":"Organisational culture","t":"Organisational culture","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/organisational-culture/","ui":"Can we identify the groups most affected by organisational culture before the rollout?"},{"a":["founding story"],"amb":["origin story"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A narrative about how a brand, company or product began.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A narrative about how a brand, company or product began.","i":2545,"id":"marketing.origin-story","lv":"core","ph":"origin story founding story founding story origin story origin story a narrative about how a brand company or product began a narrative about how a brand company or product began can we make origin story specific enough that another team could use it correctly you will see origin story in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here origin story means a narrative about how a brand company or product began marketing brand and growth brand marketing media and growth messaging proposition and voice founder story startup business corporate marketing sales market research marketing growth reporting format genre model organisation party global context dependent","sn":"Origin story","t":"Origin story","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/origin-story/","ui":"Can we make origin story specific enough that another team could use it correctly?"},{"a":["OEM"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A company whose product or component is incorporated into another company's branded offering.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A company whose product or component is incorporated into another company's branded offering.","i":2546,"id":"revenue.original-equipment-manufacturer","lv":"working","ph":"original equipment manufacturer oem oem original equipment manufacturer original equipment manufacturer a company whose product or component is incorporated into another companys branded offering a company whose product or component is incorporated into another companys branded offering the go to market plan needs to explain how original equipment manufacturer turns into repeatable demand you will see original equipment manufacturer in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here original equipment manufacturer means a company whose product or component is incorporated into another companys branded offering revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce equipment technology format genre model organisation party global context dependent","sn":"Original equipment manufacturer","t":"Original equipment manufacturer","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/original-equipment-manufacturer/","ui":"The go-to-market plan needs to explain how original equipment manufacturer turns into repeatable demand."},{"a":["OEM agreement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contract governing supply or integration of products sold under another brand or system.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A contract governing supply or integration of products sold under another brand or system.","i":2547,"id":"governance.original-equipment-manufacturer-agreement","lv":"working","ph":"original equipment manufacturer agreement oem agreement oem agreement original equipment manufacturer agreement original equipment manufacturer agreement a contract governing supply or integration of products sold under another brand or system a contract governing supply or integration of products sold under another brand or system the draft mentions original equipment manufacturer agreement but the scope and jurisdiction are still unclear you will see original equipment manufacturer agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here original equipment manufacturer agreement means a contract governing supply or integration of products sold under another brand or system corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact metric standard specification right contract law equipment technology global context dependent","sn":"Original-equipment-manufacturer agreement","t":"Original-equipment-manufacturer agreement","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/original-equipment-manufacturer-agreement/","ui":"The draft mentions original-equipment-manufacturer agreement, but the scope and jurisdiction are still unclear."},{"a":["OID"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Difference between a debt instrument's issue price and face amount.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Difference between a debt instrument's issue price and face amount.","i":2548,"id":"bizfinance.original-issue-discount","lv":"specialist","ph":"original issue discount oid oid original issue discount original issue discount difference between a debt instruments issue price and face amount difference between a debt instruments issue price and face amount state the period currency and accounting basis for original issue discount you will see original issue discount in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here original issue discount means difference between a debt instruments issue price and face amount finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Original issue discount","t":"Original issue discount","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/original-issue-discount/","ui":"State the period, currency and accounting basis for original issue discount."},{"a":["OIP"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The price at which a class or series of shares was originally issued.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The original price paid for the shares.","i":2549,"id":"startup.original-issue-price","lv":"specialist","ph":"original issue price oip oip original issue price original issue price the original price paid for the shares the price at which a class or series of shares was originally issued the liquidation preference is based on original issue price you will see original issue price in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet economics in term sheet economics a loose definition can change rights obligations approval disclosure or enforceability here original issue price means the price at which a class or series of shares was originally issued startups venture and fundraising startup formation venture capital and fundraising term sheet economics startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Original issue price","t":"Original issue price","tp":"Term-sheet economics","tpid":"startup-venture-fundraising.term-sheet-economics","u":"terms/original-issue-price/","ui":"The liquidation preference is based on original issue price."},{"a":["non-operating income"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Income outside ordinary core operating categories under the reporting framework.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Income outside ordinary core operating categories under the reporting framework.","i":2550,"id":"bizfinance.other-income","lv":"working","ph":"other income non operating income non operating income other income other income income outside ordinary core operating categories under the reporting framework income outside ordinary core operating categories under the reporting framework the team needs one controlled copy of other income with an owner and date you will see other income in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here other income means income outside ordinary core operating categories under the reporting framework finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce format genre model global context dependent","sn":"Other income","t":"Other income","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/other-income/","ui":"The team needs one controlled copy of other income, with an owner and date."},{"a":["OOH"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Advertising in public spaces, including billboards, transit and digital displays.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Advertising in public spaces, including billboards, transit and digital displays.","i":2551,"id":"marketing.out-of-home-advertising","lv":"core","ph":"out of home advertising ooh ooh out of home advertising out of home advertising advertising in public spaces including billboards transit and digital displays advertising in public spaces including billboards transit and digital displays can we trace out of home advertising back to a decision the team can act on you will see out of home advertising in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here out of home advertising means advertising in public spaces including billboards transit and digital displays marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model organisation party global context dependent","sn":"Out-of-home advertising","t":"Out-of-home advertising","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/out-of-home-advertising/","ui":"Can we trace out-of-home advertising back to a decision the team can act on?"},{"a":["OOS"],"amb":["out of scope"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Work or requirements not included in the agreed scope.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Work or requirements not included in the agreed scope.","i":2552,"id":"revenue.out-of-scope","lv":"core","ph":"out of scope oos oos out of scope out of scope work or requirements not included in the agreed scope work or requirements not included in the agreed scope counsel wants out of scope clarified before anyone signs you will see out of scope in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here out of scope means work or requirements not included in the agreed scope revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure non goal startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Out-of-scope","t":"Out-of-scope","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/out-of-scope/","ui":"Counsel wants out-of-scope clarified before anyone signs."},{"a":["outbound prospect"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A potential customer approached proactively by the seller.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A potential customer approached proactively by the seller.","i":2553,"id":"revenue.outbound-lead","lv":"core","ph":"outbound lead outbound prospect outbound lead outbound prospect outbound lead a potential customer approached proactively by the seller a potential customer approached proactively by the seller the account plan should show how outbound lead affects the next step you will see outbound lead in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here outbound lead means a potential customer approached proactively by the seller revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce format genre model global context dependent","sn":"Outbound lead","t":"Outbound lead","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/outbound-lead/","ui":"The account plan should show how outbound lead affects the next step."},{"a":["outbound distribution"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Movement and handling of finished goods to customers or downstream partners.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Movement and handling of finished goods to customers or downstream partners.","i":2554,"id":"operations.outbound-logistics","lv":"core","ph":"outbound logistics outbound distribution outbound distribution outbound logistics outbound logistics movement and handling of finished goods to customers or downstream partners movement and handling of finished goods to customers or downstream partners the weekly review should track outbound logistics against the same process definition you will see outbound logistics in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here outbound logistics means movement and handling of finished goods to customers or downstream partners operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process global context dependent","sn":"Outbound logistics","t":"Outbound logistics","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/outbound-logistics/","ui":"The weekly review should track outbound logistics against the same process definition."},{"a":["intended outcome","programme outcome"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The change or result produced by activities and outputs.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product","sustainability","finance","operations"],"e":"What changes because the work happened.","i":2555,"id":"strategy.outcome","lv":"core","ph":"outcome intended outcome programme outcome intended outcome outcome programme outcome outcome what changes because the work happened the change or result produced by activities and outputs measure the outcome not only the number of workshops delivered you will see outcome in strategy decks market analyses business plans and planning workshops when the discussion reaches purpose goals and strategic direction in purpose goals and strategic direction a loose definition can change rights obligations approval disclosure or enforceability here outcome means the change or result produced by activities and outputs strategy markets and business models strategy market analysis and business models purpose goals and strategic direction impact output startup business corporate investor marketing product sustainability finance operations strategy market research planning pitching risk management sustainability reporting disclosure assurance metric standard specification equipment technology format genre model global context dependent","sn":"Outcome","t":"Outcome","tp":"Purpose, goals & strategic direction","tpid":"strategy-market-models.purpose-goals","u":"terms/outcome/","ui":"Measure the outcome, not only the number of workshops delivered."},{"a":["performance-based pricing"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Pricing linked to agreed results or value achieved rather than only inputs or usage.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Pricing linked to agreed results or value achieved rather than only inputs or usage.","i":2556,"id":"revenue.outcome-based-pricing","lv":"working","ph":"outcome based pricing performance based pricing outcome based pricing performance based pricing outcome based pricing pricing linked to agreed results or value achieved rather than only inputs or usage pricing linked to agreed results or value achieved rather than only inputs or usage can we model outcome based pricing across the main usage scenarios you will see outcome based pricing in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here outcome based pricing means pricing linked to agreed results or value achieved rather than only inputs or usage revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Outcome-based pricing","t":"Outcome-based pricing","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/outcome-based-pricing/","ui":"Can we model outcome-based pricing across the main usage scenarios?"},{"a":["outcome roadmap"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A roadmap organised around customer or business outcomes rather than lists of features.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A roadmap showing results to achieve, not only features to ship.","i":2557,"id":"product.outcome-based-roadmap","lv":"working","ph":"outcome based roadmap outcome roadmap outcome based roadmap outcome roadmap outcome based roadmap a roadmap showing results to achieve not only features to ship a roadmap organised around customer or business outcomes rather than lists of features the outcome based roadmap gives teams room to discover better solutions you will see outcome based roadmap in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product vision strategy and roadmaps it helps a reader interpret product vision strategy and roadmaps without confusing the measure decision role or evidence being discussed here outcome based roadmap means a roadmap organised around customer or business outcomes rather than lists of features product technology and innovation product management technology and innovation product vision strategy and roadmaps startup business corporate product technology product discovery product development testing launch operations metric standard specification role person equipment technology format genre model global context dependent","sn":"Outcome-based roadmap","t":"Outcome-based roadmap","tp":"Product vision, strategy & roadmaps","tpid":"product-technology-innovation.product-strategy","u":"terms/outcome-based-roadmap/","ui":"The outcome-based roadmap gives teams room to discover better solutions."},{"a":["results metric"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A measure of the effect or result produced.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A number showing the effect or result produced.","i":2558,"id":"people.outcome-metric","lv":"core","ph":"outcome metric results metric outcome metric results metric outcome metric a number showing the effect or result produced a measure of the effect or result produced keep outcome metric on the dashboard but show the definition and reporting period beside it you will see outcome metric in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here outcome metric means a measure of the effect or result produced people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Outcome metric","t":"Outcome metric","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/outcome-metric/","ui":"Keep outcome metric on the dashboard, but show the definition and reporting period beside it."},{"a":["forward view"],"amb":["outlook"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A forward-looking view of expected business or financial conditions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A forward-looking view of expected business or financial conditions.","i":2559,"id":"bizfinance.outlook","lv":"core","ph":"outlook forward view forward view outlook outlook a forward looking view of expected business or financial conditions a forward looking view of expected business or financial conditions can you walk me through how outlook works in the model you will see outlook in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here outlook means a forward looking view of expected business or financial conditions finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios forecast guidance startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Outlook","t":"Outlook","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/outlook/","ui":"Can you walk me through how outlook works in the model?"},{"a":["project output","programme output"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The immediate product or activity delivered by an intervention.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["startup","business","corporate","investor","marketing","product","sustainability","finance","operations"],"e":"The immediate product or activity delivered by an intervention.","i":2560,"id":"sustainability.output","lv":"core","ph":"output project output programme output output programme output project output output the immediate product or activity delivered by an intervention the immediate product or activity delivered by an intervention which standard and reporting period govern output you will see output in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here output means the immediate product or activity delivered by an intervention sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition outcome startup business corporate investor marketing product sustainability finance operations strategy market research planning pitching risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Output","t":"Output","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/output/","ui":"Which standard and reporting period govern output?"},{"a":["output measure","production metric"],"amb":["output metric"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A measure of immediate products or completed activity.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","product","technology","people","operations"],"e":"A number showing immediate products or completed activity.","i":2561,"id":"people.output-metric","lv":"core","ph":"output metric output measure production metric output measure output metric production metric output metric a number showing immediate products or completed activity a measure of immediate products or completed activity how are we defining output metric in this deck you will see output metric in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here output metric means a measure of immediate products or completed activity people organisation and change organisation design people systems and change okrs kpis and performance goals model output startup business corporate product technology people operations product discovery product development testing launch operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Output metric","t":"Output metric","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/output-metric/","ui":"How are we defining output metric in this deck?"},{"a":["shares outstanding"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Issued shares currently held by investors, generally excluding treasury shares.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","investor","finance","corporate","business","people"],"e":"Issued shares currently held by investors, generally excluding treasury shares.","i":2562,"id":"governance.outstanding-shares","lv":"core","ph":"outstanding shares shares outstanding outstanding shares shares outstanding outstanding shares issued shares currently held by investors generally excluding treasury shares issued shares currently held by investors generally excluding treasury shares can we state who receives the right created by outstanding shares and when it applies you will see outstanding shares in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here outstanding shares means issued shares currently held by investors generally excluding treasury shares corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting role person right contract law global context dependent","sn":"Outstanding shares","t":"Outstanding shares","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/outstanding-shares/","ui":"Can we state who receives the right created by outstanding shares, and when it applies?"},{"a":["OTT"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Video or audio delivered over the internet outside traditional distribution systems.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Video or audio delivered over the internet outside traditional distribution systems.","i":2563,"id":"marketing.over-the-top-media","lv":"core","ph":"over the top media ott ott over the top media over the top media video or audio delivered over the internet outside traditional distribution systems video or audio delivered over the internet outside traditional distribution systems define over the top media before we compare campaign performance you will see over the top media in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here over the top media means video or audio delivered over the internet outside traditional distribution systems marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting equipment technology format genre model global context dependent","sn":"Over-the-top media","t":"Over-the-top media","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/over-the-top-media/","ui":"Define over-the-top media before we compare campaign performance."},{"a":["OEE"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A manufacturing measure combining availability, performance and quality.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A manufacturing measure combining availability, performance and quality.","i":2564,"id":"operations.overall-equipment-effectiveness","lv":"working","ph":"overall equipment effectiveness oee oee overall equipment effectiveness overall equipment effectiveness a manufacturing measure combining availability performance and quality a manufacturing measure combining availability performance and quality compare overall equipment effectiveness with the same cohort and period before drawing a conclusion you will see overall equipment effectiveness in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here overall equipment effectiveness means a manufacturing measure combining availability performance and quality operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Overall equipment effectiveness","t":"Overall equipment effectiveness","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/overall-equipment-effectiveness/","ui":"Compare overall equipment effectiveness with the same cohort and period before drawing a conclusion."},{"a":["excessive board commitments"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Holding more directorships than governance guidelines or investors consider manageable.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Holding more directorships than governance guidelines or investors consider manageable.","i":2565,"id":"governance.overboarding","lv":"specialist","ph":"overboarding excessive board commitments excessive board commitments overboarding overboarding holding more directorships than governance guidelines or investors consider manageable holding more directorships than governance guidelines or investors consider manageable the board paper must state who owns and approves overboarding you will see overboarding in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here overboarding means holding more directorships than governance guidelines or investors consider manageable corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Overboarding","t":"Overboarding","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/overboarding/","ui":"The board paper must state who owns and approves overboarding."},{"a":["extra processing"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Work beyond what the customer or requirement needs.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Work beyond what the customer or requirement needs.","i":2566,"id":"operations.overprocessing","lv":"working","ph":"overprocessing extra processing extra processing overprocessing overprocessing work beyond what the customer or requirement needs work beyond what the customer or requirement needs the operating model needs to show how overprocessing works in practice you will see overprocessing in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here overprocessing means work beyond what the customer or requirement needs operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process global context dependent","sn":"Overprocessing","t":"Overprocessing","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/overprocessing/","ui":"The operating model needs to show how overprocessing works in practice."},{"a":["excess production"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Producing earlier or in greater quantity than needed.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Producing earlier or in greater quantity than needed.","i":2567,"id":"operations.overproduction","lv":"working","ph":"overproduction excess production excess production overproduction overproduction producing earlier or in greater quantity than needed producing earlier or in greater quantity than needed can we remove the ambiguity around overproduction before the process changes you will see overproduction in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here overproduction means producing earlier or in greater quantity than needed operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Overproduction","t":"Overproduction","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/overproduction/","ui":"Can we remove the ambiguity around overproduction before the process changes?"},{"a":["over-subscribed"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Describes a round or offering for which investor demand exceeds the available amount.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investors want to put in more money than the company is raising.","i":2568,"id":"startup.oversubscribed","lv":"core","ph":"oversubscribed over subscribed over subscribed oversubscribed oversubscribed investors want to put in more money than the company is raising describes a round or offering for which investor demand exceeds the available amount the oversubscribed round allowed the company to choose investors carefully you will see oversubscribed in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here oversubscribed means describes a round or offering for which investor demand exceeds the available amount startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance role person finance commerce workflow process organisation party global context dependent","sn":"Oversubscribed","t":"Oversubscribed","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/oversubscribed/","ui":"The oversubscribed round allowed the company to choose investors carefully."},{"a":["owned channel"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Channels and assets controlled by the organisation, such as its website, app or email list.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Channels and assets controlled by the organisation, such as its website, app or email list.","i":2569,"id":"marketing.owned-media","lv":"core","ph":"owned media owned channel owned channel owned media owned media channels and assets controlled by the organisation such as its website app or email list channels and assets controlled by the organisation such as its website app or email list which audience channel and period does owned media cover you will see owned media in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here owned media means channels and assets controlled by the organisation such as its website app or email list marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model organisation party global context dependent","sn":"Owned media","t":"Owned media","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/owned-media/","ui":"Which audience, channel and period does owned media cover?"},{"a":["accountable owner"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The person accountable for a goal, metric or action.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","investor","sales","people","operations"],"e":"The person accountable for a goal, metric or action.","i":2570,"id":"people.owner","lv":"core","ph":"owner accountable owner accountable owner owner owner the person accountable for a goal metric or action the person accountable for a goal metric or action keep owner on the dashboard but show the definition and reporting period beside it you will see owner in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here owner means the person accountable for a goal metric or action people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate investor sales people operations planning pitching submission decision people planning employment performance management change management metric standard specification role person organisation party global context dependent business foundation","sn":"Owner","t":"Owner","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/owner/","ui":"Keep owner on the dashboard, but show the definition and reporting period beside it."},{"a":["percent ownership"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A holder's share of the company's equity under a stated capitalisation basis.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The portion of the company someone owns.","i":2571,"id":"startup.ownership-percentage","lv":"core","ph":"ownership percentage percent ownership ownership percentage percent ownership ownership percentage the portion of the company someone owns a holders share of the companys equity under a stated capitalisation basis state whether the ownership percentage is basic or fully diluted you will see ownership percentage in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here ownership percentage means a holders share of the companys equity under a stated capitalisation basis startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution startup investor finance corporate fundraising financing due diligence governance metric standard specification role person finance commerce equipment technology organisation party global context dependent","sn":"Ownership percentage","t":"Ownership percentage","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/ownership-percentage/","ui":"State whether the ownership percentage is basic or fully diluted."},{"a":["commercial packaging"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The grouping of features, services, rights or limits into purchasable offers.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The grouping of features, services, rights or limits into purchasable offers.","i":2572,"id":"revenue.packaging","lv":"core","ph":"packaging commercial packaging commercial packaging packaging packaging the grouping of features services rights or limits into purchasable offers the grouping of features services rights or limits into purchasable offers lets test whether packaging still works for the smallest and largest customers you will see packaging in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here packaging means the grouping of features services rights or limits into purchasable offers revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce right contract law global context dependent","sn":"Packaging","t":"Packaging","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/packaging/","ui":"Let’s test whether packaging still works for the smallest and largest customers."},{"a":["page view"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A counted view of a web page.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A counted view of a web page.","i":2573,"id":"marketing.pageview","lv":"core","ph":"pageview page view page view pageview pageview a counted view of a web page a counted view of a web page the number is useful only if everyone calculates pageview the same way you will see pageview in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here pageview means a counted view of a web page marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Pageview","t":"Pageview","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/pageview/","ui":"The number is useful only if everyone calculates pageview the same way."},{"a":["paid customer acquisition cost"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Acquisition cost calculated only from paid channels and attributed customers.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Acquisition cost calculated only from paid channels and attributed customers.","i":2574,"id":"bizfinance.paid-cac","lv":"working","ph":"paid cac paid customer acquisition cost paid cac paid customer acquisition cost paid cac acquisition cost calculated only from paid channels and attributed customers acquisition cost calculated only from paid channels and attributed customers how are we defining paid cac in this deck you will see paid cac in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here paid cac means acquisition cost calculated only from paid channels and attributed customers finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification role person finance commerce global context dependent","sn":"Paid CAC","t":"Paid CAC","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/paid-cac/","ui":"How are we defining paid CAC in this deck?"},{"a":["paid acquisition growth"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Growth attributed to purchased acquisition activity.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Growth attributed to purchased acquisition activity.","i":2575,"id":"marketing.paid-growth","lv":"core","ph":"paid growth paid acquisition growth paid acquisition growth paid growth paid growth growth attributed to purchased acquisition activity growth attributed to purchased acquisition activity the growth review needs to show the trade off behind paid growth you will see paid growth in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here paid growth means growth attributed to purchased acquisition activity marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Paid growth","t":"Paid growth","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/paid-growth/","ui":"The growth review needs to show the trade-off behind paid growth."},{"a":["paid acquisition loop"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A loop in which revenue or capital funds acquisition that generates further revenue.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A loop in which revenue or capital funds acquisition that generates further revenue.","i":2576,"id":"marketing.paid-loop","lv":"working","ph":"paid loop paid acquisition loop paid acquisition loop paid loop paid loop a loop in which revenue or capital funds acquisition that generates further revenue a loop in which revenue or capital funds acquisition that generates further revenue what happens to paid loop after the initial acquisition spike you will see paid loop in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here paid loop means a loop in which revenue or capital funds acquisition that generates further revenue marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Paid loop","t":"Paid loop","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/paid-loop/","ui":"What happens to paid loop after the initial acquisition spike?"},{"a":["paid channel"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Placement or distribution purchased from a media owner or platform.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Placement or distribution purchased from a media owner or platform.","i":2577,"id":"marketing.paid-media","lv":"core","ph":"paid media paid channel paid channel paid media paid media placement or distribution purchased from a media owner or platform placement or distribution purchased from a media owner or platform which audience channel and period does paid media cover you will see paid media in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here paid media means placement or distribution purchased from a media owner or platform marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent","sn":"Paid media","t":"Paid media","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/paid-media/","ui":"Which audience, channel and period does paid media cover?"},{"a":["commercial pilot"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A pilot for which the customer pays, often providing stronger evidence of willingness to pay.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A customer pays for a limited test.","i":2578,"id":"product.paid-pilot","lv":"core","ph":"paid pilot commercial pilot commercial pilot paid pilot paid pilot a customer pays for a limited test a pilot for which the customer pays often providing stronger evidence of willingness to pay the paid pilot includes a conversion path to the full contract you will see paid pilot in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here paid pilot means a pilot for which the customer pays often providing stronger evidence of willingness to pay product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations role person equipment technology status decision global context dependent","sn":"Paid pilot","t":"Paid pilot","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/paid-pilot/","ui":"The paid pilot includes a conversion path to the full contract."},{"a":["search ads","PPC"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Advertising shown in response to search queries.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Advertising shown in response to search queries.","i":2579,"id":"marketing.paid-search","lv":"core","ph":"paid search search ads ppc paid search ppc search ads paid search advertising shown in response to search queries advertising shown in response to search queries define paid search before we compare campaign performance you will see paid search in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here paid search means advertising shown in response to search queries marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Paid search","t":"Paid search","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/paid-search/","ui":"Define paid search before we compare campaign performance."},{"a":["social ads"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Purchased advertising on social platforms.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Purchased advertising on social platforms.","i":2580,"id":"marketing.paid-social","lv":"core","ph":"paid social social ads paid social social ads paid social purchased advertising on social platforms purchased advertising on social platforms which audience channel and period does paid social cover you will see paid social in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here paid social means purchased advertising on social platforms marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Paid social","t":"Paid social","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/paid-social/","ui":"Which audience, channel and period does paid social cover?"},{"a":["customer pain"],"amb":["Customer pain"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A specific problem, frustration, cost or risk experienced by a customer.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product","sales","finance"],"e":"A particular customer problem.","i":2581,"id":"strategy.pain-point","lv":"core","ph":"pain point customer pain customer pain pain point pain point a particular customer problem a specific problem frustration cost or risk experienced by a customer inefficiency is too vague to be a useful pain point you will see pain point in strategy decks market analyses business plans and planning workshops when the discussion reaches needs jobs and value propositions it helps a reader interpret needs jobs and value propositions without confusing the measure decision role or evidence being discussed here pain point means a specific problem frustration cost or risk experienced by a customer strategy markets and business models strategy market analysis and business models needs jobs and value propositions customer pain startup business corporate investor marketing product sales finance strategy market research planning pitching go to market sales contracting customer success renewal metric standard specification role person equipment technology format genre model risk ethics access global context dependent startup","sn":"Pain point","t":"Pain point","tp":"Needs, jobs & value propositions","tpid":"strategy-market-models.customer-needs","u":"terms/pain-point/","ui":"“Inefficiency” is too vague to be a useful pain point."},{"a":["pain reducer"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A way the offer reduces a relevant customer pain.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How the offer makes a customer problem smaller.","i":2582,"id":"strategy.pain-reliever","lv":"working","ph":"pain reliever pain reducer pain reducer pain reliever pain reliever how the offer makes a customer problem smaller a way the offer reduces a relevant customer pain the deck should connect each pain reliever to a verified pain you will see pain reliever in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here pain reliever means a way the offer reduces a relevant customer pain strategy markets and business models strategy market analysis and business models business model canvas and lean canvas startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification role person equipment technology format genre model global context dependent","sn":"Pain reliever","t":"Pain reliever","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/pain-reliever/","ui":"The deck should connect each pain reliever to a verified pain."},{"a":["epidemic response plan"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A continuity plan for widespread infectious-disease disruption.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A continuity plan for widespread infectious-disease disruption.","i":2583,"id":"operations.pandemic-plan","lv":"working","ph":"pandemic plan epidemic response plan epidemic response plan pandemic plan pandemic plan a continuity plan for widespread infectious disease disruption a continuity plan for widespread infectious disease disruption can we separate the likelihood of pandemic plan from its potential impact you will see pandemic plan in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here pandemic plan means a continuity plan for widespread infectious disease disruption operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Pandemic plan","t":"Pandemic plan","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/pandemic-plan/","ui":"Can we separate the likelihood of pandemic plan from its potential impact?"},{"a":["document owner"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The executive accountable for a board paper's accuracy and recommendation.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The executive accountable for a board paper's accuracy and recommendation.","i":2584,"id":"reporting.paper-owner","lv":"core","ph":"paper owner document owner document owner paper owner paper owner the executive accountable for a board papers accuracy and recommendation the executive accountable for a board papers accuracy and recommendation the team needs one controlled copy of paper owner with an owner and date you will see paper owner in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here paper owner means the executive accountable for a board papers accuracy and recommendation corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce organisation party global context dependent","sn":"Paper owner","t":"Paper owner","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/paper-owner/","ui":"The team needs one controlled copy of paper owner, with an owner and date."},{"a":["procurement process"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The buyer's internal legal, procurement, security and signature process for completing a deal.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The buyer's internal legal, procurement, security and signature process for completing a deal.","i":2585,"id":"revenue.paper-process","lv":"working","ph":"paper process procurement process paper process procurement process paper process the buyers internal legal procurement security and signature process for completing a deal the buyers internal legal procurement security and signature process for completing a deal which version of paper process should the board treat as current you will see paper process in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here paper process means the buyers internal legal procurement security and signature process for completing a deal revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal document artifact role person finance commerce right contract law equipment technology workflow process global context dependent","sn":"Paper process","t":"Paper process","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/paper-process/","ui":"Which version of paper process should the board treat as current?"},{"a":["umbrella brand"],"amb":["umbrella brand"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A brand that owns, endorses or organises subordinate brands or products.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A brand that owns, endorses or organises subordinate brands or products.","i":2586,"id":"marketing.parent-brand","lv":"core","ph":"parent brand umbrella brand parent brand umbrella brand parent brand a brand that owns endorses or organises subordinate brands or products a brand that owns endorses or organises subordinate brands or products can we show how parent brand changes the audiences experience not just the language you will see parent brand in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here parent brand means a brand that owns endorses or organises subordinate brands or products marketing brand and growth brand marketing media and growth brand architecture and portfolio umbrella brand startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Parent brand","t":"Parent brand","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/parent-brand/","ui":"Can we show how parent brand changes the audience’s experience, not just the language?"},{"a":["parent undertaking"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A company that controls one or more subsidiary entities.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A company that controls one or more subsidiary entities.","i":2587,"id":"governance.parent-company","lv":"core","ph":"parent company parent undertaking parent company parent undertaking parent company a company that controls one or more subsidiary entities a company that controls one or more subsidiary entities do not describe parent company as agreed until the operative document says so you will see parent company in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here parent company means a company that controls one or more subsidiary entities corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Parent company","t":"Parent company","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/parent-company/","ui":"Do not describe parent company as agreed until the operative document says so."},{"a":["80/20 analysis"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Prioritising causes or categories by their contribution to a result.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Prioritising causes or categories by their contribution to a result.","i":2588,"id":"operations.pareto-analysis","lv":"core","ph":"pareto analysis 80 20 analysis 80 20 analysis pareto analysis pareto analysis prioritising causes or categories by their contribution to a result prioritising causes or categories by their contribution to a result the operating model needs to show how pareto analysis works in practice you will see pareto analysis in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here pareto analysis means prioritising causes or categories by their contribution to a result operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Pareto analysis","t":"Pareto analysis","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/pareto-analysis/","ui":"The operating model needs to show how pareto analysis works in practice."},{"a":["equal ranking"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A ranking in which specified securities or claims share equally at the same level of priority.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Holders rank equally.","i":2589,"id":"startup.pari-passu","lv":"working","ph":"pari passu equal ranking equal ranking pari passu pari passu holders rank equally a ranking in which specified securities or claims share equally at the same level of priority series a and series b are pari passu in the exit waterfall you will see pari passu in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet economics in term sheet economics a loose definition can change rights obligations approval disclosure or enforceability here pari passu means a ranking in which specified securities or claims share equally at the same level of priority startups venture and fundraising startup formation venture capital and fundraising term sheet economics startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party status decision global context dependent","sn":"Pari passu","t":"Pari passu","tp":"Term-sheet economics","tpid":"startup-venture-fundraising.term-sheet-economics","u":"terms/pari-passu/","ui":"Series A and Series B are pari passu in the exit waterfall."},{"a":["Paris-aligned"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Claimed consistency with the goals or pathways of the Paris Agreement, requiring defined methodology.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Claimed consistency with the goals or pathways of the Paris Agreement, requiring defined methodology.","i":2590,"id":"sustainability.paris-alignment","lv":"core","ph":"paris alignment paris aligned paris aligned paris alignment paris alignment claimed consistency with the goals or pathways of the paris agreement requiring defined methodology claimed consistency with the goals or pathways of the paris agreement requiring defined methodology can we state who receives the right created by paris alignment and when it applies you will see paris alignment in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here paris alignment means claimed consistency with the goals or pathways of the paris agreement requiring defined methodology sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact workflow process risk ethics access global context dependent","sn":"Paris alignment","t":"Paris alignment","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/paris-alignment/","ui":"Can we state who receives the right created by paris alignment, and when it applies?"},{"a":["equivalence claim"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A claim that an offer performs as well as an alternative or standard.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A claim that an offer performs as well as an alternative or standard.","i":2591,"id":"marketing.parity-claim","lv":"working","ph":"parity claim equivalence claim equivalence claim parity claim parity claim a claim that an offer performs as well as an alternative or standard a claim that an offer performs as well as an alternative or standard the brief needs to say which audience should remember parity claim you will see parity claim in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here parity claim means a claim that an offer performs as well as an alternative or standard marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Parity claim","t":"Parity claim","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/parity-claim/","ui":"The brief needs to say which audience should remember parity claim."},{"a":["issues parking lot"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A list of questions or topics intentionally deferred so the current discussion can continue.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A place to record topics that cannot be solved now.","i":2592,"id":"bizpitch.parking-lot","lv":"core","ph":"parking lot issues parking lot issues parking lot parking lot parking lot a place to record topics that cannot be solved now a list of questions or topics intentionally deferred so the current discussion can continue put implementation detail in the parking lot and return to the decision you will see parking lot in business pitches proposals executive summaries and decision decks when the discussion reaches business presentation delivery it helps a reader interpret business presentation delivery without confusing the measure decision role or evidence being discussed here parking lot means a list of questions or topics intentionally deferred so the current discussion can continue business pitching and presentation materials business pitches decks and decision materials business presentation delivery startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Parking lot","t":"Parking lot","tp":"Business presentation delivery","tpid":"business-pitching-artifacts.presentation-delivery","u":"terms/parking-lot/","ui":"Put implementation detail in the parking lot and return to the decision."},{"a":["participating preference"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Preferred stock that receives its preference and then also participates in remaining proceeds, subject to the documents.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investors may get their preference and then share the rest.","i":2593,"id":"startup.participating-preferred","lv":"working","ph":"participating preferred participating preference participating preference participating preferred participating preferred investors may get their preference and then share the rest preferred stock that receives its preference and then also participates in remaining proceeds subject to the documents participating preferred can create a double dip outcome you will see participating preferred in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet economics in term sheet economics a loose definition can change rights obligations approval disclosure or enforceability here participating preferred means preferred stock that receives its preference and then also participates in remaining proceeds subject to the documents startups venture and fundraising startup formation venture capital and fundraising term sheet economics startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce organisation party global context dependent","sn":"Participating preferred","t":"Participating preferred","tp":"Term-sheet economics","tpid":"startup-venture-fundraising.term-sheet-economics","u":"terms/participating-preferred/","ui":"Participating preferred can create a double-dip outcome."},{"a":["participation"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The proportion of eligible people taking part in an activity or programme.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The proportion of eligible people taking part in an activity or programme.","i":2594,"id":"people.participation-rate","lv":"core","ph":"participation rate participation participation participation rate participation rate the proportion of eligible people taking part in an activity or programme the proportion of eligible people taking part in an activity or programme how are we defining participation rate in this deck you will see participation rate in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here participation rate means the proportion of eligible people taking part in an activity or programme people organisation and change organisation design people systems and change retention engagement and workforce metrics liquidation preference startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Participation rate","t":"Participation rate","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/participation-rate/","ui":"How are we defining participation rate in this deck?"},{"a":["ecosystem-led growth"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Growth generated through alliances, resellers, integrators or other partners.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Growth generated through alliances, resellers, integrators or other partners.","i":2595,"id":"revenue.partner-led-growth","lv":"working","ph":"partner led growth ecosystem led growth ecosystem led growth partner led growth partner led growth growth generated through alliances resellers integrators or other partners growth generated through alliances resellers integrators or other partners the launch plan assumes partner led growth what evidence supports that assumption you will see partner led growth in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here partner led growth means growth generated through alliances resellers integrators or other partners revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce equipment technology format genre model global context dependent","sn":"Partner-led growth","t":"Partner-led growth","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/partner-led-growth/","ui":"The launch plan assumes partner-led growth; what evidence supports that assumption?"},{"a":["full partnership meeting"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A meeting with multiple investment-firm partners, often a late-stage step before an investment decision.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A formal meeting with the investment firm's decision-makers.","i":2596,"id":"startup.partner-meeting","lv":"working","ph":"partner meeting full partnership meeting full partnership meeting partner meeting partner meeting a formal meeting with the investment firms decision makers a meeting with multiple investment firm partners often a late stage step before an investment decision the partner meeting will test the companys most important assumptions you will see partner meeting in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here partner meeting means a meeting with multiple investment firm partners often a late stage step before an investment decision startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance metric standard specification role person finance commerce workflow process organisation party status decision global context dependent","sn":"Partner meeting","t":"Partner meeting","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/partner-meeting/","ui":"The partner meeting will test the company's most important assumptions."},{"a":["business partnership"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A business relationship in which two or more persons carry on an enterprise together under applicable law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A business relationship in which two or more persons carry on an enterprise together under applicable law.","i":2597,"id":"governance.partnership","lv":"core","ph":"partnership business partnership business partnership partnership partnership a business relationship in which two or more persons carry on an enterprise together under applicable law a business relationship in which two or more persons carry on an enterprise together under applicable law counsel wants partnership clarified before anyone signs you will see partnership in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here partnership means a business relationship in which two or more persons carry on an enterprise together under applicable law corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Partnership","t":"Partnership","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/partnership/","ui":"Counsel wants partnership clarified before anyone signs."},{"a":["alliance deck"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation proposing the structure, value and operating model of a partnership.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A deck explaining how two organisations could work together.","i":2598,"id":"bizpitch.partnership-deck","lv":"working","ph":"partnership deck alliance deck alliance deck partnership deck partnership deck a deck explaining how two organisations could work together a presentation proposing the structure value and operating model of a partnership the partnership deck must distinguish shared value from each sides obligations you will see partnership deck in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here partnership deck means a presentation proposing the structure value and operating model of a partnership business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact role person equipment technology format genre model global context dependent","sn":"Partnership deck","t":"Partnership deck","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/partnership-deck/","ui":"The partnership deck must distinguish shared value from each side's obligations."},{"a":["co-marketing"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Joint marketing between organisations to reach shared or complementary audiences.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Joint marketing between organisations to reach shared or complementary audiences.","i":2599,"id":"marketing.partnership-marketing","lv":"core","ph":"partnership marketing co marketing co marketing partnership marketing partnership marketing joint marketing between organisations to reach shared or complementary audiences joint marketing between organisations to reach shared or complementary audiences which audience channel and period does partnership marketing cover you will see partnership marketing in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here partnership marketing means joint marketing between organisations to reach shared or complementary audiences marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting role person format genre model organisation party global context dependent","sn":"Partnership marketing","t":"Partnership marketing","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/partnership-marketing/","ui":"Which audience, channel and period does partnership marketing cover?"},{"a":["alliance pitch","collaboration pitch"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation proposing that two or more organisations work together for shared commercial or strategic value.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A proposal for organisations to work together.","i":2600,"id":"bizpitch.partnership-pitch","lv":"core","ph":"partnership pitch alliance pitch collaboration pitch alliance pitch collaboration pitch partnership pitch partnership pitch a proposal for organisations to work together a presentation proposing that two or more organisations work together for shared commercial or strategic value the partnership pitch must show what each side contributes and receives you will see partnership pitch in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here partnership pitch means a presentation proposing that two or more organisations work together for shared commercial or strategic value business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations startup business corporate investor sales planning pitching submission decision metric standard specification role person organisation party global context dependent","sn":"Partnership pitch","t":"Partnership pitch","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/partnership-pitch/","ui":"The partnership pitch must show what each side contributes and receives."},{"a":["contracting party"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A person or entity bound by or participating in an agreement.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A person or entity bound by or participating in an agreement.","i":2601,"id":"governance.party","lv":"core","ph":"party contracting party contracting party party party a person or entity bound by or participating in an agreement a person or entity bound by or participating in an agreement can we state who receives the right created by party and when it applies you will see party in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here party means a person or entity bound by or participating in an agreement corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law organisation party global context dependent","sn":"Party","t":"Party","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/party/","ui":"Can we state who receives the right created by party, and when it applies?"},{"a":["compliance gate"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A requirement scored only as met or not met.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A requirement scored only as met or not met.","i":2602,"id":"operations.pass-fail-criterion","lv":"core","ph":"pass fail criterion compliance gate compliance gate pass fail criterion pass fail criterion a requirement scored only as met or not met a requirement scored only as met or not met document the approval for pass fail criterion before the award is announced you will see pass fail criterion in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here pass fail criterion means a requirement scored only as met or not met operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process status decision global context dependent","sn":"Pass-fail criterion","t":"Pass-fail criterion","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/pass-fail-criterion/","ui":"Document the approval for pass-fail criterion before the award is announced."},{"a":["path dependence"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The way earlier choices constrain or shape later possibilities.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Past choices make some future choices easier and others harder.","i":2603,"id":"strategy.path-dependency","lv":"working","ph":"path dependency path dependence path dependence path dependency path dependency past choices make some future choices easier and others harder the way earlier choices constrain or shape later possibilities the legacy architecture creates path dependency in the product strategy you will see path dependency in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here path dependency means the way earlier choices constrain or shape later possibilities strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Path dependency","t":"Path dependency","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/path-dependency/","ui":"The legacy architecture creates path dependency in the product strategy."},{"a":["salary band"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A grouped compensation range covering one or more job levels.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A grouped compensation range covering one or more job levels.","i":2604,"id":"people.pay-band","lv":"core","ph":"pay band salary band pay band salary band pay band a grouped compensation range covering one or more job levels a grouped compensation range covering one or more job levels the announcement should not get ahead of the agreed process for pay band you will see pay band in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here pay band means a grouped compensation range covering one or more job levels people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Pay band","t":"Pay band","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/pay-band/","ui":"The announcement should not get ahead of the agreed process for pay band."},{"a":["compensation equity"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Fairness of pay across comparable work and groups.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["startup","business","corporate","people","operations","investor","sustainability","finance"],"e":"Fairness of pay across comparable work and groups.","i":2605,"id":"sustainability.pay-equity","lv":"core","ph":"pay equity compensation equity compensation equity pay equity pay equity fairness of pay across comparable work and groups fairness of pay across comparable work and groups which standard and reporting period govern pay equity you will see pay equity in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here pay equity means fairness of pay across comparable work and groups sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition startup business corporate people operations investor sustainability finance people planning employment performance management change management strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Pay equity","t":"Pay equity","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/pay-equity/","ui":"Which standard and reporting period govern pay equity?"},{"a":["pay as you go","PAYG"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A pricing model charging separately for each use, event or unit consumed.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Customers pay each time they use something.","i":2606,"id":"strategy.pay-per-use","lv":"core","ph":"pay per use pay as you go payg pay as you go pay per use payg pay per use customers pay each time they use something a pricing model charging separately for each use event or unit consumed pay per use can lower adoption friction but create volatile revenue you will see pay per use in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here pay per use means a pricing model charging separately for each use event or unit consumed strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Pay-per-use","t":"Pay-per-use","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/pay-per-use/","ui":"Pay-per-use can lower adoption friction but create volatile revenue."},{"a":["salary range"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The minimum and maximum pay for a role or level.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The minimum and maximum pay for a role or level.","i":2607,"id":"people.pay-range","lv":"core","ph":"pay range salary range pay range salary range pay range the minimum and maximum pay for a role or level the minimum and maximum pay for a role or level the chart names pay range but it does not show the actual responsibility you will see pay range in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here pay range means the minimum and maximum pay for a role or level people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Pay range","t":"Pay range","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/pay-range/","ui":"The chart names pay range, but it does not show the actual responsibility."},{"a":[],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A provision requiring existing investors to participate in future financings to preserve specified rights or preferences.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investors must keep investing or lose some protections.","i":2608,"id":"startup.pay-to-play","lv":"working","ph":"pay to play pay to play pay to play investors must keep investing or lose some protections a provision requiring existing investors to participate in future financings to preserve specified rights or preferences the rescue round includes a pay to play provision you will see pay to play in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet economics in term sheet economics a loose definition can change rights obligations approval disclosure or enforceability here pay to play means a provision requiring existing investors to participate in future financings to preserve specified rights or preferences startups venture and fundraising startup formation venture capital and fundraising term sheet economics startup investor finance corporate fundraising financing due diligence governance role person finance commerce right contract law organisation party global context dependent","sn":"Pay-to-play","t":"Pay-to-play","tp":"Term-sheet economics","tpid":"startup-venture-fundraising.term-sheet-economics","u":"terms/pay-to-play/","ui":"The rescue round includes a pay-to-play provision."},{"a":["salary transparency"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Disclosure of pay ranges, methods or outcomes to employees or candidates.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Disclosure of pay ranges, methods or outcomes to employees or candidates.","i":2609,"id":"people.pay-transparency","lv":"core","ph":"pay transparency salary transparency pay transparency salary transparency pay transparency disclosure of pay ranges methods or outcomes to employees or candidates disclosure of pay ranges methods or outcomes to employees or candidates the announcement should not get ahead of the agreed process for pay transparency you will see pay transparency in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here pay transparency means disclosure of pay ranges methods or outcomes to employees or candidates people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management role person workflow process organisation party global context dependent","sn":"Pay transparency","t":"Pay transparency","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/pay-transparency/","ui":"The announcement should not get ahead of the agreed process for pay transparency."},{"a":["AP turnover"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Purchases or cost measure divided by average payables under a stated method.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Purchases or cost measure divided by average payables under a stated method.","i":2610,"id":"bizfinance.payables-turnover","lv":"working","ph":"payables turnover ap turnover ap turnover payables turnover payables turnover purchases or cost measure divided by average payables under a stated method purchases or cost measure divided by average payables under a stated method the number is useful only if everyone calculates payables turnover the same way you will see payables turnover in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here payables turnover means purchases or cost measure divided by average payables under a stated method finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process global context dependent","sn":"Payables turnover","t":"Payables turnover","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/payables-turnover/","ui":"The number is useful only if everyone calculates payables turnover the same way."},{"a":["CAC payback"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Time required for contribution from a customer to recover acquisition cost.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Time required for contribution from a customer to recover acquisition cost.","i":2611,"id":"revenue.payback-period","lv":"core","ph":"payback period cac payback cac payback payback period payback period time required for contribution from a customer to recover acquisition cost time required for contribution from a customer to recover acquisition cost the number is useful only if everyone calculates payback period the same way you will see payback period in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here payback period means time required for contribution from a customer to recover acquisition cost revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent business","sn":"Payback period","t":"Payback period","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/payback-period/","ui":"The number is useful only if everyone calculates payback period the same way."},{"a":["payment conditions"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Contractual rules stating when and how payment is due.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Contractual rules stating when and how payment is due.","i":2612,"id":"revenue.payment-terms","lv":"core","ph":"payment terms payment conditions payment conditions payment terms payment terms contractual rules stating when and how payment is due contractual rules stating when and how payment is due can we state who receives the right created by payment terms and when it applies you will see payment terms in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here payment terms means contractual rules stating when and how payment is due revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Payment terms","t":"Payment terms","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/payment-terms/","ui":"Can we state who receives the right created by payment terms, and when it applies?"},{"a":["personnel cost"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Salaries, wages, employer taxes and related employment costs recognised in a period.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Salaries, wages, employer taxes and related employment costs recognised in a period.","i":2613,"id":"bizfinance.payroll-expense","lv":"core","ph":"payroll expense personnel cost payroll expense personnel cost payroll expense salaries wages employer taxes and related employment costs recognised in a period salaries wages employer taxes and related employment costs recognised in a period keep payroll expense on the dashboard but show the definition and reporting period beside it you will see payroll expense in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here payroll expense means salaries wages employer taxes and related employment costs recognised in a period finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Payroll expense","t":"Payroll expense","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/payroll-expense/","ui":"Keep payroll expense on the dashboard, but show the definition and reporting period beside it."},{"a":["paid access gate"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A restriction requiring payment before access to specified content or functionality.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A restriction requiring payment before access to specified content or functionality.","i":2614,"id":"revenue.paywall","lv":"core","ph":"paywall paid access gate paid access gate paywall paywall a restriction requiring payment before access to specified content or functionality a restriction requiring payment before access to specified content or functionality lets test whether paywall still works for the smallest and largest customers you will see paywall in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here paywall means a restriction requiring payment before access to specified content or functionality revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Paywall","t":"Paywall","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/paywall/","ui":"Let’s test whether paywall still works for the smallest and largest customers."},{"a":["Deming cycle"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A repeated plan-do-check-act cycle for testing and improving work.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A repeated plan-do-check-act cycle for testing and improving work.","i":2615,"id":"operations.pdca-cycle","lv":"core","ph":"pdca cycle deming cycle deming cycle pdca cycle pdca cycle a repeated plan do check act cycle for testing and improving work a repeated plan do check act cycle for testing and improving work can we remove the ambiguity around pdca cycle before the process changes you will see pdca cycle in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here pdca cycle means a repeated plan do check act cycle for testing and improving work operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"PDCA cycle","t":"PDCA cycle","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/pdca-cycle/","ui":"Can we remove the ambiguity around pDCA cycle before the process changes?"},{"a":["demand peak"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The highest expected or observed demand over a defined period.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The highest expected or observed demand over a defined period.","i":2616,"id":"operations.peak-demand","lv":"core","ph":"peak demand demand peak demand peak peak demand peak demand the highest expected or observed demand over a defined period the highest expected or observed demand over a defined period keep peak demand on the dashboard but show the definition and reporting period beside it you will see peak demand in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here peak demand means the highest expected or observed demand over a defined period operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Peak demand","t":"Peak demand","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/peak-demand/","ui":"Keep peak demand on the dashboard, but show the definition and reporting period beside it."},{"a":["comparables set"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A selected set of comparable companies used for analysis.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A selected set of comparable companies used for analysis.","i":2617,"id":"reporting.peer-group","lv":"core","ph":"peer group comparables set comparables set peer group peer group a selected set of comparable companies used for analysis a selected set of comparable companies used for analysis the market will compare peer group with last quarter so keep the definition stable you will see peer group in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here peer group means a selected set of comparable companies used for analysis corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce global context dependent","sn":"Peer group","t":"Peer group","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/peer-group/","ui":"The market will compare peer group with last quarter, so keep the definition stable."},{"a":["contractual penalty"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A clause imposing a disproportionate consequence for breach and potentially unenforceable under some laws.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A clause imposing a disproportionate consequence for breach and potentially unenforceable under some laws.","i":2618,"id":"governance.penalty-clause","lv":"working","ph":"penalty clause contractual penalty contractual penalty penalty clause penalty clause a clause imposing a disproportionate consequence for breach and potentially unenforceable under some laws a clause imposing a disproportionate consequence for breach and potentially unenforceable under some laws do not describe penalty clause as agreed until the operative document says so you will see penalty clause in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here penalty clause means a clause imposing a disproportionate consequence for breach and potentially unenforceable under some laws corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Penalty clause","t":"Penalty clause","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/penalty-clause/","ui":"Do not describe penalty clause as agreed until the operative document says so."},{"a":["buyer penetration"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The proportion of an eligible population buying or using a brand during a period.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The proportion of an eligible population buying or using a brand during a period.","i":2619,"id":"marketing.penetration","lv":"core","ph":"penetration buyer penetration buyer penetration penetration penetration the proportion of an eligible population buying or using a brand during a period the proportion of an eligible population buying or using a brand during a period the number is useful only if everyone calculates penetration the same way you will see penetration in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here penetration means the proportion of an eligible population buying or using a brand during a period marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Penetration","t":"Penetration","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/penetration/","ui":"The number is useful only if everyone calculates penetration the same way."},{"a":["entry pricing"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Using a relatively low initial price to gain adoption or market share.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Using a relatively low initial price to gain adoption or market share.","i":2620,"id":"revenue.penetration-pricing","lv":"working","ph":"penetration pricing entry pricing entry pricing penetration pricing penetration pricing using a relatively low initial price to gain adoption or market share using a relatively low initial price to gain adoption or market share how are we defining penetration pricing in this deck you will see penetration pricing in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here penetration pricing means using a relatively low initial price to gain adoption or market share revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce format genre model global context dependent","sn":"Penetration pricing","t":"Penetration pricing","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/penetration-pricing/","ui":"How are we defining penetration pricing in this deck?"},{"a":["adoption penetration"],"amb":["penetration rate"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The percentage of a target population using or buying a product or category.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The share of possible customers already using it.","i":2621,"id":"strategy.penetration-rate","lv":"working","ph":"penetration rate adoption penetration adoption penetration penetration rate penetration rate the share of possible customers already using it the percentage of a target population using or buying a product or category the penetration rate differs sharply by age group you will see penetration rate in strategy decks market analyses business plans and planning workshops when the discussion reaches market sizing and growth it helps a reader interpret market sizing and growth without confusing the measure decision role or evidence being discussed here penetration rate means the percentage of a target population using or buying a product or category strategy markets and business models strategy market analysis and business models market sizing and growth market penetration startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Penetration rate","t":"Penetration rate","tp":"Market sizing & growth","tpid":"strategy-market-models.market-sizing","u":"terms/penetration-rate/","ui":"The penetration rate differs sharply by age group."},{"a":["pen test"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An authorised attempt to identify and exploit security weaknesses.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Security experts try to break into the system.","i":2622,"id":"product.penetration-test","lv":"core","ph":"penetration test pen test pen test penetration test penetration test security experts try to break into the system an authorised attempt to identify and exploit security weaknesses the penetration test found an access control flaw you will see penetration test in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here penetration test means an authorised attempt to identify and exploit security weaknesses product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations metric standard specification right contract law equipment technology global context dependent","sn":"Penetration test","t":"Penetration test","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/penetration-test/","ui":"The penetration test found an access-control flaw."},{"a":["retirement plan"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A retirement arrangement providing income or accumulated benefits.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A retirement arrangement providing income or accumulated benefits.","i":2623,"id":"people.pension","lv":"core","ph":"pension retirement plan pension retirement plan pension a retirement arrangement providing income or accumulated benefits a retirement arrangement providing income or accumulated benefits can we test the claim about pension against employee data and lived experience you will see pension in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here pension means a retirement arrangement providing income or accumulated benefits people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Pension","t":"Pension","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/pension/","ui":"Can we test the claim about pension against employee data and lived experience?"},{"a":["manager"],"amb":["people manager"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A person responsible for leading and developing employees.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A person responsible for leading and developing employees.","i":2624,"id":"people.people-manager","lv":"core","ph":"people manager manager manager people manager people manager a person responsible for leading and developing employees a person responsible for leading and developing employees can we test the claim about people manager against employee data and lived experience you will see people manager in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here people manager means a person responsible for leading and developing employees people organisation and change organisation design people systems and change roles responsibility and decision rights line manager startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"People manager","t":"People manager","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/people-manager/","ui":"Can we test the claim about people manager against employee data and lived experience?"},{"a":["three Ps"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A shorthand for social, environmental and economic performance.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A shorthand for social, environmental and economic performance.","i":2625,"id":"sustainability.people-planet-and-profit","lv":"core","ph":"people planet and profit three ps people planet and profit three ps people planet and profit a shorthand for social environmental and economic performance a shorthand for social environmental and economic performance which standard and reporting period govern people planet and profit you will see people planet and profit in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here people planet and profit means a shorthand for social environmental and economic performance sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact risk ethics access global context dependent","sn":"People, planet and profit","t":"People, planet and profit","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/people-planet-and-profit/","ui":"Which standard and reporting period govern people, planet and profit?"},{"a":["HR report"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A board report on workforce, succession, culture and people risk.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A board report on workforce, succession, culture and people risk.","i":2626,"id":"reporting.people-report","lv":"core","ph":"people report hr report hr report people report people report a board report on workforce succession culture and people risk a board report on workforce succession culture and people risk the team needs one controlled copy of people report with an owner and date you will see people report in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here people report means a board report on workforce succession culture and people risk corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party risk ethics access global context dependent","sn":"People report","t":"People report","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/people-report/","ui":"The team needs one controlled copy of people report, with an owner and date."},{"a":["performance guarantee"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Security supporting performance of the awarded contract.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Security supporting performance of the awarded contract.","i":2627,"id":"operations.performance-bond","lv":"working","ph":"performance bond performance guarantee performance bond performance guarantee performance bond security supporting performance of the awarded contract security supporting performance of the awarded contract can we circulate performance bond with the assumptions and open questions marked you will see performance bond in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here performance bond means security supporting performance of the awarded contract operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification right contract law equipment technology workflow process status decision global context dependent","sn":"Performance bond","t":"Performance bond","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/performance-bond/","ui":"Can we circulate performance bond with the assumptions and open questions marked?"},{"a":["appraisal cycle"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The recurring period for setting goals, reviewing progress and evaluating outcomes.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The recurring period for setting goals, reviewing progress and evaluating outcomes.","i":2628,"id":"people.performance-cycle","lv":"core","ph":"performance cycle appraisal cycle appraisal cycle performance cycle performance cycle the recurring period for setting goals reviewing progress and evaluating outcomes the recurring period for setting goals reviewing progress and evaluating outcomes the announcement should not get ahead of the agreed process for performance cycle you will see performance cycle in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here performance cycle means the recurring period for setting goals reviewing progress and evaluating outcomes people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management workflow process organisation party global context dependent","sn":"Performance cycle","t":"Performance cycle","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/performance-cycle/","ui":"The announcement should not get ahead of the agreed process for performance cycle."},{"a":["outcome gap"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The difference between current and desired performance.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The difference between current and desired performance.","i":2629,"id":"people.performance-gap","lv":"core","ph":"performance gap outcome gap outcome gap performance gap performance gap the difference between current and desired performance the difference between current and desired performance keep performance gap on the dashboard but show the definition and reporting period beside it you will see performance gap in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here performance gap means the difference between current and desired performance people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Performance gap","t":"Performance gap","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/performance-gap/","ui":"Keep performance gap on the dashboard, but show the definition and reporting period beside it."},{"a":["PIP"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A formal plan specifying required improvement, support and consequences.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A formal plan specifying required improvement, support and consequences.","i":2630,"id":"people.performance-improvement-plan","lv":"core","ph":"performance improvement plan pip performance improvement plan pip performance improvement plan a formal plan specifying required improvement support and consequences a formal plan specifying required improvement support and consequences the people plan needs to explain how performance improvement plan affects roles and decisions you will see performance improvement plan in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here performance improvement plan means a formal plan specifying required improvement support and consequences people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management document artifact organisation party global context dependent","sn":"Performance improvement plan","t":"Performance improvement plan","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/performance-improvement-plan/","ui":"The people plan needs to explain how performance improvement plan affects roles and decisions."},{"a":["employee performance management"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The system for setting expectations, reviewing results and developing employees.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The system for setting expectations, reviewing results and developing employees.","i":2631,"id":"people.performance-management","lv":"core","ph":"performance management employee performance management employee performance management performance management performance management the system for setting expectations reviewing results and developing employees the system for setting expectations reviewing results and developing employees the announcement should not get ahead of the agreed process for performance management you will see performance management in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here performance management means the system for setting expectations reviewing results and developing employees people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management role person equipment technology workflow process organisation party global context dependent corporate","sn":"Performance management","t":"Performance management","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/performance-management/","ui":"The announcement should not get ahead of the agreed process for performance management."},{"a":["deliverable obligation"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A promised good or service accounted for separately under relevant revenue-recognition rules.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A promised good or service accounted for separately under relevant revenue-recognition rules.","i":2632,"id":"bizfinance.performance-obligation","lv":"working","ph":"performance obligation deliverable obligation deliverable obligation performance obligation performance obligation a promised good or service accounted for separately under relevant revenue recognition rules a promised good or service accounted for separately under relevant revenue recognition rules counsel wants performance obligation clarified before anyone signs you will see performance obligation in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here performance obligation means a promised good or service accounted for separately under relevant revenue recognition rules finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce global context dependent","sn":"Performance obligation","t":"Performance obligation","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/performance-obligation/","ui":"Counsel wants performance obligation clarified before anyone signs."},{"a":["appraisal rating"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A category or score assigned to an employee's performance.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A category or score assigned to an employee's performance.","i":2633,"id":"people.performance-rating","lv":"core","ph":"performance rating appraisal rating appraisal rating performance rating performance rating a category or score assigned to an employees performance a category or score assigned to an employees performance compare performance rating with the same cohort and period before drawing a conclusion you will see performance rating in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here performance rating means a category or score assigned to an employees performance people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management metric standard specification role person organisation party global context dependent","sn":"Performance rating","t":"Performance rating","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/performance-rating/","ui":"Compare performance rating with the same cohort and period before drawing a conclusion."},{"a":["appraisal"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A formal assessment of an employee's results, behaviour and development.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A formal assessment of an employee's results, behaviour and development.","i":2634,"id":"people.performance-review","lv":"core","ph":"performance review appraisal appraisal performance review performance review a formal assessment of an employees results behaviour and development a formal assessment of an employees results behaviour and development the announcement should not get ahead of the agreed process for performance review you will see performance review in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here performance review means a formal assessment of an employees results behaviour and development people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management role person workflow process organisation party global context dependent","sn":"Performance review","t":"Performance review","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/performance-review/","ui":"The announcement should not get ahead of the agreed process for performance review."},{"a":["periodic reporting"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Required reporting at regular intervals.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Required reporting at regular intervals.","i":2635,"id":"reporting.periodic-disclosure","lv":"core","ph":"periodic disclosure periodic reporting periodic disclosure periodic reporting periodic disclosure required reporting at regular intervals required reporting at regular intervals attach the latest periodic disclosure to the decision pack before the meeting you will see periodic disclosure in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here periodic disclosure means required reporting at regular intervals corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Periodic disclosure","t":"Periodic disclosure","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/periodic-disclosure/","ui":"Attach the latest periodic disclosure to the decision pack before the meeting."},{"a":["PE"],"amb":["PE"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A tax concept describing a sufficient business presence in a jurisdiction, subject to treaty and local rules.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A tax concept describing a sufficient business presence in a jurisdiction, subject to treaty and local rules.","i":2636,"id":"governance.permanent-establishment","lv":"specialist","ph":"permanent establishment pe pe permanent establishment permanent establishment a tax concept describing a sufficient business presence in a jurisdiction subject to treaty and local rules a tax concept describing a sufficient business presence in a jurisdiction subject to treaty and local rules counsel wants permanent establishment clarified before anyone signs you will see permanent establishment in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here permanent establishment means a tax concept describing a sufficient business presence in a jurisdiction subject to treaty and local rules corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures private equity startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Permanent establishment","t":"Permanent establishment","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/permanent-establishment/","ui":"Counsel wants permanent establishment clarified before anyone signs."},{"a":["regulatory permit"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Official authorisation for a specified activity or condition.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Official authorisation for a specified activity or condition.","i":2637,"id":"governance.permit","lv":"core","ph":"permit regulatory permit permit regulatory permit permit official authorisation for a specified activity or condition official authorisation for a specified activity or condition counsel wants permit clarified before anyone signs you will see permit in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here permit means official authorisation for a specified activity or condition corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Permit","t":"Permit","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/permit/","ui":"Counsel wants permit clarified before anyone signs."},{"a":["perpetual license"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A licence permitting continued use without recurring licence expiry, subject to its terms.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A licence permitting continued use without recurring licence expiry, subject to its terms.","i":2638,"id":"revenue.perpetual-licence","lv":"working","ph":"perpetual licence perpetual license perpetual licence perpetual license perpetual licence a licence permitting continued use without recurring licence expiry subject to its terms a licence permitting continued use without recurring licence expiry subject to its terms can we model perpetual licence across the main usage scenarios you will see perpetual licence in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here perpetual licence means a licence permitting continued use without recurring licence expiry subject to its terms revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce right contract law global context dependent","sn":"Perpetual licence","t":"Perpetual licence","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/perpetual-licence/","ui":"Can we model perpetual licence across the main usage scenarios?"},{"a":["Gordon growth method"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Terminal-value method assuming cash flow grows at a constant rate indefinitely.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Terminal-value method assuming cash flow grows at a constant rate indefinitely.","i":2639,"id":"bizfinance.perpetuity-growth-method","lv":"working","ph":"perpetuity growth method gordon growth method gordon growth method perpetuity growth method perpetuity growth method terminal value method assuming cash flow grows at a constant rate indefinitely terminal value method assuming cash flow grows at a constant rate indefinitely how are we defining perpetuity growth method in this deck you will see perpetuity growth method in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here perpetuity growth method means terminal value method assuming cash flow grows at a constant rate indefinitely finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process global context dependent","sn":"Perpetuity growth method","t":"Perpetuity growth method","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/perpetuity-growth-method/","ui":"How are we defining perpetuity growth method in this deck?"},{"a":["customer persona","buyer persona"],"amb":["Buyer persona"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A research-informed representation of a user or customer type.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A research-informed representation of a user or customer type.","i":2640,"id":"marketing.persona","lv":"core","ph":"persona customer persona buyer persona buyer persona customer persona persona persona a research informed representation of a user or customer type a research informed representation of a user or customer type define persona before we compare campaign performance you will see persona in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here persona means a research informed representation of a user or customer type marketing brand and growth brand marketing media and growth marketing strategy and planning buyer persona startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model global context dependent","sn":"Persona","t":"Persona","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/persona/","ui":"Define persona before we compare campaign performance."},{"a":["individual brand"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The deliberately managed public associations attached to an individual.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The deliberately managed public associations attached to an individual.","i":2641,"id":"marketing.personal-brand","lv":"working","ph":"personal brand individual brand individual brand personal brand personal brand the deliberately managed public associations attached to an individual the deliberately managed public associations attached to an individual the brand brief needs a concrete definition of personal brand you will see personal brand in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here personal brand means the deliberately managed public associations attached to an individual marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model global context dependent","sn":"Personal brand","t":"Personal brand","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/personal-brand/","ui":"The brand brief needs a concrete definition of personal brand."},{"a":["personal information","PII"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Information relating to an identified or identifiable person under the applicable privacy law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Information relating to an identified or identifiable person under the applicable privacy law.","i":2642,"id":"governance.personal-data","lv":"core","ph":"personal data personal information pii personal data personal information pii personal data information relating to an identified or identifiable person under the applicable privacy law information relating to an identified or identifiable person under the applicable privacy law counsel wants personal data clarified before anyone signs you will see personal data in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here personal data means information relating to an identified or identifiable person under the applicable privacy law corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law equipment technology risk ethics access global context dependent corporate","sn":"Personal data","t":"Personal data","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/personal-data/","ui":"Counsel wants personal data clarified before anyone signs."},{"a":["PG"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An individual's promise to satisfy a business obligation under specified conditions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An individual's promise to satisfy a business obligation under specified conditions.","i":2643,"id":"bizfinance.personal-guarantee","lv":"core","ph":"personal guarantee pg personal guarantee pg personal guarantee an individuals promise to satisfy a business obligation under specified conditions an individuals promise to satisfy a business obligation under specified conditions can we state who receives the right created by personal guarantee and when it applies you will see personal guarantee in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here personal guarantee means an individuals promise to satisfy a business obligation under specified conditions finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing role person finance commerce global context dependent","sn":"Personal guarantee","t":"Personal guarantee","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/personal-guarantee/","ui":"Can we state who receives the right created by personal guarantee, and when it applies?"},{"a":["PESTEL","PEST analysis"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A framework examining political, economic, social, technological, legal and environmental forces.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A checklist for important outside forces affecting a market.","i":2644,"id":"strategy.pestle-analysis","lv":"core","ph":"pestle analysis pestel pest analysis pest analysis pestel pestle analysis pestle analysis a checklist for important outside forces affecting a market a framework examining political economic social technological legal and environmental forces the pestle analysis should focus on changes that alter the decision you will see pestle analysis in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here pestle analysis means a framework examining political economic social technological legal and environmental forces strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification right contract law equipment technology format genre model global context dependent","sn":"PESTLE analysis","t":"PESTLE analysis","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/pestle-analysis/","ui":"The PESTLE analysis should focus on changes that alter the decision."},{"a":["phantom stock"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A contractual benefit tied to company equity value without issuing actual shares.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A cash or value promise that behaves like shares but is not ownership.","i":2645,"id":"startup.phantom-equity","lv":"working","ph":"phantom equity phantom stock phantom equity phantom stock phantom equity a cash or value promise that behaves like shares but is not ownership a contractual benefit tied to company equity value without issuing actual shares phantom equity avoids a complex shareholder register you will see phantom equity in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here phantom equity means a contractual benefit tied to company equity value without issuing actual shares startups venture and fundraising startup formation venture capital and fundraising founder and employee equity startup investor finance corporate fundraising financing due diligence governance document artifact role person finance commerce right contract law organisation party global context dependent","sn":"Phantom equity","t":"Phantom equity","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/phantom-equity/","ui":"Phantom equity avoids a complex shareholder register."},{"a":["staged rollout"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Release to users or regions in controlled stages.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Introduce the change gradually.","i":2646,"id":"product.phased-rollout","lv":"core","ph":"phased rollout staged rollout phased rollout staged rollout phased rollout introduce the change gradually release to users or regions in controlled stages the phased rollout begins with internal accounts you will see phased rollout in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here phased rollout means release to users or regions in controlled stages product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations role person equipment technology status decision global context dependent","sn":"Phased rollout","t":"Phased rollout","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/phased-rollout/","ui":"The phased rollout begins with internal accounts."},{"a":["time phasing"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Allocation of an annual or total amount across months, quarters or stages.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Allocation of an annual or total amount across months, quarters or stages.","i":2647,"id":"bizfinance.phasing","lv":"working","ph":"phasing time phasing phasing time phasing phasing allocation of an annual or total amount across months quarters or stages allocation of an annual or total amount across months quarters or stages state the period currency and accounting basis for phasing you will see phasing in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here phasing means allocation of an annual or total amount across months quarters or stages finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process status decision global context dependent","sn":"Phasing","t":"Phasing","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/phasing/","ui":"State the period, currency and accounting basis for phasing."},{"a":["physical risk"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Risk from acute or chronic physical effects of climate change.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Risk from acute or chronic physical effects of climate change.","i":2648,"id":"sustainability.physical-climate-risk","lv":"core","ph":"physical climate risk physical risk physical climate risk physical risk physical climate risk risk from acute or chronic physical effects of climate change risk from acute or chronic physical effects of climate change the board will ask what happens if physical climate risk moves outside tolerance you will see physical climate risk in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here physical climate risk means risk from acute or chronic physical effects of climate change sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Physical climate risk","t":"Physical climate risk","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/physical-climate-risk/","ui":"The board will ask what happens if physical climate risk moves outside tolerance."},{"a":["stocktake","stock count"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A direct count of inventory on hand.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A direct count of inventory on hand.","i":2649,"id":"operations.physical-inventory-count","lv":"core","ph":"physical inventory count stocktake stock count physical inventory count stock count stocktake physical inventory count a direct count of inventory on hand a direct count of inventory on hand the number is useful only if everyone calculates physical inventory count the same way you will see physical inventory count in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here physical inventory count means a direct count of inventory on hand operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Physical inventory count","t":"Physical inventory count","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/physical-inventory-count/","ui":"The number is useful only if everyone calculates physical inventory count the same way."},{"a":["lifting the corporate veil"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A court's exceptional decision to hold owners or controllers responsible despite the company's separate personality.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A court's exceptional decision to hold owners or controllers responsible despite the company's separate personality.","i":2650,"id":"governance.piercing-the-corporate-veil","lv":"specialist","ph":"piercing the corporate veil lifting the corporate veil lifting the corporate veil piercing the corporate veil piercing the corporate veil a courts exceptional decision to hold owners or controllers responsible despite the companys separate personality a courts exceptional decision to hold owners or controllers responsible despite the companys separate personality how are we defining piercing the corporate veil in this deck you will see piercing the corporate veil in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here piercing the corporate veil means a courts exceptional decision to hold owners or controllers responsible despite the companys separate personality corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification role person right contract law organisation party status decision global context dependent","sn":"Piercing the corporate veil","t":"Piercing the corporate veil","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/piercing-the-corporate-veil/","ui":"How are we defining piercing the corporate veil in this deck?"},{"a":["piggyback right"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A right allowing holders to include shares in a registration initiated by the company or another holder.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investors may add shares to someone else's public registration.","i":2651,"id":"startup.piggyback-registration","lv":"specialist","ph":"piggyback registration piggyback right piggyback registration piggyback right piggyback registration investors may add shares to someone elses public registration a right allowing holders to include shares in a registration initiated by the company or another holder piggyback registration remains subject to underwriter cutback you will see piggyback registration in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet control and investor rights in term sheet control and investor rights a loose definition can change rights obligations approval disclosure or enforceability here piggyback registration means a right allowing holders to include shares in a registration initiated by the company or another holder startups venture and fundraising startup formation venture capital and fundraising term sheet control and investor rights startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce right contract law organisation party global context dependent","sn":"Piggyback registration","t":"Piggyback registration","tp":"Term-sheet control & investor rights","tpid":"startup-venture-fundraising.term-sheet-control","u":"terms/piggyback-registration/","ui":"Piggyback registration remains subject to underwriter cutback."},{"a":["customer pilot"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A limited real-world deployment used to test value, feasibility and operations before wider adoption.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","product","technology","sales","finance"],"e":"A limited real-world deployment used to test value, feasibility and operations before wider adoption.","i":2652,"id":"revenue.pilot","lv":"core","ph":"pilot customer pilot customer pilot pilot pilot a limited real world deployment used to test value feasibility and operations before wider adoption a limited real world deployment used to test value feasibility and operations before wider adoption how are we defining pilot in this deck you will see pilot in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here pilot means a limited real world deployment used to test value feasibility and operations before wider adoption revenue sales and go to market go to market sales pricing and customer success sales process and qualification beta proof of concept startup business corporate product technology sales finance product discovery product development testing launch operations go to market sales contracting customer success renewal metric standard specification finance commerce workflow process global context dependent startup","sn":"Pilot","t":"Pilot","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/pilot/","ui":"How are we defining pilot in this deck?"},{"a":["rainbow washing"],"amb":["rainbow washing"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Promotional association with LGBTQ+ causes without credible supporting conduct.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Promotional association with LGBTQ+ causes without credible supporting conduct.","i":2653,"id":"marketing.pinkwashing","lv":"working","ph":"pinkwashing rainbow washing pinkwashing rainbow washing pinkwashing promotional association with lgbtq causes without credible supporting conduct promotional association with lgbtq causes without credible supporting conduct can we state who receives the right created by pinkwashing and when it applies you will see pinkwashing in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here pinkwashing means promotional association with lgbtq causes without credible supporting conduct marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns rainbow washing startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Pinkwashing","t":"Pinkwashing","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/pinkwashing/","ui":"Can we state who receives the right created by pinkwashing, and when it applies?"},{"a":["pipeline forecast"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A forecast category for qualified opportunities not yet expected strongly enough for commit or best case.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A forecast category for qualified opportunities not yet expected strongly enough for commit or best case.","i":2654,"id":"revenue.pipeline-category","lv":"working","ph":"pipeline category pipeline forecast pipeline category pipeline forecast pipeline category a forecast category for qualified opportunities not yet expected strongly enough for commit or best case a forecast category for qualified opportunities not yet expected strongly enough for commit or best case keep pipeline category on the dashboard but show the definition and reporting period beside it you will see pipeline category in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here pipeline category means a forecast category for qualified opportunities not yet expected strongly enough for commit or best case revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce format genre model global context dependent","sn":"Pipeline category","t":"Pipeline category","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/pipeline-category/","ui":"Keep pipeline category on the dashboard, but show the definition and reporting period beside it."},{"a":["pipeline win conversion"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The proportion of opportunities or value advancing or closing successfully.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The proportion of opportunities or value advancing or closing successfully.","i":2655,"id":"revenue.pipeline-conversion","lv":"working","ph":"pipeline conversion pipeline win conversion pipeline conversion pipeline win conversion pipeline conversion the proportion of opportunities or value advancing or closing successfully the proportion of opportunities or value advancing or closing successfully do not move the opportunity until pipeline conversion is confirmed you will see pipeline conversion in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here pipeline conversion means the proportion of opportunities or value advancing or closing successfully revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce format genre model global context dependent","sn":"Pipeline conversion","t":"Pipeline conversion","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/pipeline-conversion/","ui":"Do not move the opportunity until pipeline conversion is confirmed."},{"a":["coverage ratio"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The ratio of qualified pipeline value to a target or quota for the same period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The ratio of qualified pipeline value to a target or quota for the same period.","i":2656,"id":"revenue.pipeline-coverage","lv":"working","ph":"pipeline coverage coverage ratio coverage ratio pipeline coverage pipeline coverage the ratio of qualified pipeline value to a target or quota for the same period the ratio of qualified pipeline value to a target or quota for the same period keep pipeline coverage on the dashboard but show the definition and reporting period beside it you will see pipeline coverage in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here pipeline coverage means the ratio of qualified pipeline value to a target or quota for the same period revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce format genre model global context dependent","sn":"Pipeline coverage","t":"Pipeline coverage","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/pipeline-coverage/","ui":"Keep pipeline coverage on the dashboard, but show the definition and reporting period beside it."},{"a":["pipeline creation"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Creation of new qualified opportunity value over a period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Creation of new qualified opportunity value over a period.","i":2657,"id":"revenue.pipeline-generation","lv":"core","ph":"pipeline generation pipeline creation pipeline creation pipeline generation pipeline generation creation of new qualified opportunity value over a period creation of new qualified opportunity value over a period the number is useful only if everyone calculates pipeline generation the same way you will see pipeline generation in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here pipeline generation means creation of new qualified opportunity value over a period revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce format genre model global context dependent","sn":"Pipeline generation","t":"Pipeline generation","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/pipeline-generation/","ui":"The number is useful only if everyone calculates pipeline generation the same way."},{"a":["CRM hygiene"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The practice of keeping stages, values, dates and outcomes accurate and current.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The practice of keeping stages, values, dates and outcomes accurate and current.","i":2658,"id":"revenue.pipeline-hygiene","lv":"core","ph":"pipeline hygiene crm hygiene crm hygiene pipeline hygiene pipeline hygiene the practice of keeping stages values dates and outcomes accurate and current the practice of keeping stages values dates and outcomes accurate and current keep pipeline hygiene on the dashboard but show the definition and reporting period beside it you will see pipeline hygiene in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here pipeline hygiene means the practice of keeping stages values dates and outcomes accurate and current revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce format genre model status decision global context dependent","sn":"Pipeline hygiene","t":"Pipeline hygiene","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/pipeline-hygiene/","ui":"Keep pipeline hygiene on the dashboard, but show the definition and reporting period beside it."},{"a":["in-transit inventory"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Goods currently moving or committed between supply-chain stages.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Goods currently moving or committed between supply-chain stages.","i":2659,"id":"operations.pipeline-inventory","lv":"working","ph":"pipeline inventory in transit inventory in transit inventory pipeline inventory pipeline inventory goods currently moving or committed between supply chain stages goods currently moving or committed between supply chain stages keep pipeline inventory on the dashboard but show the definition and reporting period beside it you will see pipeline inventory in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here pipeline inventory means goods currently moving or committed between supply chain stages operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process format genre model status decision global context dependent","sn":"Pipeline inventory","t":"Pipeline inventory","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/pipeline-inventory/","ui":"Keep pipeline inventory on the dashboard, but show the definition and reporting period beside it."},{"a":["deal review"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A recurring meeting to inspect opportunity quality, risk, next actions and forecast impact.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A recurring meeting to inspect opportunity quality, risk, next actions and forecast impact.","i":2660,"id":"revenue.pipeline-review","lv":"core","ph":"pipeline review deal review deal review pipeline review pipeline review a recurring meeting to inspect opportunity quality risk next actions and forecast impact a recurring meeting to inspect opportunity quality risk next actions and forecast impact sales needs one agreed definition of pipeline review before the forecast review you will see pipeline review in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here pipeline review means a recurring meeting to inspect opportunity quality risk next actions and forecast impact revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce workflow process format genre model risk ethics access global context dependent","sn":"Pipeline review","t":"Pipeline review","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/pipeline-review/","ui":"Sales needs one agreed definition of pipeline review before the forecast review."},{"a":["deal stage"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A defined step in the sales process used to classify an opportunity.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A defined step in the sales process used to classify an opportunity.","i":2661,"id":"revenue.pipeline-stage","lv":"core","ph":"pipeline stage deal stage deal stage pipeline stage pipeline stage a defined step in the sales process used to classify an opportunity a defined step in the sales process used to classify an opportunity the account plan should show how pipeline stage affects the next step you will see pipeline stage in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here pipeline stage means a defined step in the sales process used to classify an opportunity revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce workflow process format genre model status decision global context dependent","sn":"Pipeline stage","t":"Pipeline stage","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/pipeline-stage/","ui":"The account plan should show how pipeline stage affects the next step."},{"a":["sales velocity"],"amb":["Pipeline velocity","sales velocity"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The rate at which qualified opportunity value moves toward revenue, often combining volume, value, win rate and cycle time.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The rate at which qualified opportunity value moves toward revenue, often combining volume, value, win rate and cycle time.","i":2662,"id":"revenue.pipeline-velocity","lv":"working","ph":"pipeline velocity sales velocity pipeline velocity sales velocity pipeline velocity the rate at which qualified opportunity value moves toward revenue often combining volume value win rate and cycle time the rate at which qualified opportunity value moves toward revenue often combining volume value win rate and cycle time keep pipeline velocity on the dashboard but show the definition and reporting period beside it you will see pipeline velocity in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here pipeline velocity means the rate at which qualified opportunity value moves toward revenue often combining volume value win rate and cycle time revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages sales velocity startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce workflow process format genre model global context dependent","sn":"Pipeline velocity","t":"Pipeline velocity","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/pipeline-velocity/","ui":"Keep pipeline velocity on the dashboard, but show the definition and reporting period beside it."},{"a":["startup competition","business plan competition"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A judged event in which several ventures present for prizes, funding, exposure or programme admission.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"Startups compete by presenting their businesses to judges.","i":2663,"id":"bizpitch.pitch-competition","lv":"core","ph":"pitch competition startup competition business plan competition business plan competition pitch competition startup competition pitch competition startups compete by presenting their businesses to judges a judged event in which several ventures present for prizes funding exposure or programme admission the pitch competition rewards clarity but the judging rubric still matters you will see pitch competition in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here pitch competition means a judged event in which several ventures present for prizes funding exposure or programme admission business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations startup business corporate investor sales planning pitching submission decision organisation party global context dependent","sn":"Pitch competition","t":"Pitch competition","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/pitch-competition/","ui":"The pitch competition rewards clarity, but the judging rubric still matters."},{"a":["strategic pivot","startup pivot"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A material change in a startup's product, market, model or strategy based on learning.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","business","corporate","investor","marketing","product","finance"],"e":"A meaningful change in direction after learning something important.","i":2664,"id":"startup.pivot","lv":"core","ph":"pivot strategic pivot startup pivot pivot startup pivot strategic pivot pivot a meaningful change in direction after learning something important a material change in a startups product market model or strategy based on learning the pivot changed the customer and pricing model you will see pivot in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here pivot means a material change in a startups product market model or strategy based on learning startups venture and fundraising startup formation venture capital and fundraising startup stages and company states startup business corporate investor marketing product finance strategy market research planning pitching fundraising financing due diligence governance metric standard specification finance commerce equipment technology format genre model organisation party status decision global context dependent","sn":"Pivot","t":"Pivot","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/pivot/","ui":"The pivot changed the customer and pricing model."},{"a":["tracking pixel"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Tracking code or image request used to record ad or site events.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Tracking code or image request used to record ad or site events.","i":2665,"id":"marketing.pixel","lv":"core","ph":"pixel tracking pixel pixel tracking pixel pixel tracking code or image request used to record ad or site events tracking code or image request used to record ad or site events how are we defining pixel in this deck you will see pixel in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here pixel means tracking code or image request used to record ad or site events marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Pixel","t":"Pixel","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/pixel/","ui":"How are we defining pixel in this deck?"},{"a":["destination brand"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The managed identity and reputation of a place such as a city, region or country.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The managed identity and reputation of a place such as a city, region or country.","i":2666,"id":"marketing.place-brand","lv":"specialist","ph":"place brand destination brand destination brand place brand place brand the managed identity and reputation of a place such as a city region or country the managed identity and reputation of a place such as a city region or country the brand brief needs a concrete definition of place brand you will see place brand in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here place brand means the managed identity and reputation of a place such as a city region or country marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting format genre model organisation party global context dependent","sn":"Place brand","t":"Place brand","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/place-brand/","ui":"The brand brief needs a concrete definition of place brand."},{"a":["operating plan"],"amb":["Operating plan"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The expected course of action and result adopted for management purposes.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The expected course of action and result adopted for management purposes.","i":2667,"id":"bizfinance.plan","lv":"core","ph":"plan operating plan operating plan plan plan the expected course of action and result adopted for management purposes the expected course of action and result adopted for management purposes can you walk me through how plan works in the model you will see plan in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here plan means the expected course of action and result adopted for management purposes finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios operating plan startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Plan","t":"Plan","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/plan/","ui":"Can you walk me through how plan works in the model?"},{"a":["digital platform"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A service that hosts, distributes, intermediates or monetises content, users or transactions.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A service that hosts, distributes, intermediates or monetises content, users or transactions.","i":2668,"id":"marketing.platform.marketing-brand-growth-channels-media","lv":"core","ph":"platform digital platform digital platform platform platform a service that hosts distributes intermediates or monetises content users or transactions a service that hosts distributes intermediates or monetises content users or transactions attach the latest platform to the decision pack before the meeting you will see platform in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here platform means a service that hosts distributes intermediates or monetises content users or transactions marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting document artifact role person format genre model global context dependent","sn":"Platform","t":"Platform","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/platform/","ui":"Attach the latest platform to the decision pack before the meeting."},{"a":["PaaS"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A managed platform for building, running or deploying applications without managing all underlying infrastructure.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A hosted platform developers use to build and run software.","i":2669,"id":"product.platform-as-a-service","lv":"working","ph":"platform as a service paas paas platform as a service platform as a service a hosted platform developers use to build and run software a managed platform for building running or deploying applications without managing all underlying infrastructure the paas reduces infrastructure work for customers you will see platform as a service in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here platform as a service means a managed platform for building running or deploying applications without managing all underlying infrastructure product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations document artifact equipment technology global context dependent","sn":"Platform as a service","t":"Platform as a service","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/platform-as-a-service/","ui":"The PaaS reduces infrastructure work for customers."},{"a":["platform model"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model creating value by enabling interactions, transactions or complements across participants.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A business that helps others interact or build on top of it.","i":2670,"id":"strategy.platform-business-model","lv":"core","ph":"platform business model platform model platform business model platform model platform business model a business that helps others interact or build on top of it a model creating value by enabling interactions transactions or complements across participants the platform business model depends on rules as much as technology you will see platform business model in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here platform business model means a model creating value by enabling interactions transactions or complements across participants strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification equipment technology format genre model global context dependent","sn":"Platform business model","t":"Platform business model","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/platform-business-model/","ui":"The platform business model depends on rules as much as technology."},{"a":["operating playbook"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A reusable guide describing recommended actions for a situation.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A reusable guide describing recommended actions for a situation.","i":2671,"id":"operations.playbook","lv":"core","ph":"playbook operating playbook operating playbook playbook playbook a reusable guide describing recommended actions for a situation a reusable guide describing recommended actions for a situation show where playbook happens in the operating model and who receives the handoff you will see playbook in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here playbook means a reusable guide describing recommended actions for a situation operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Playbook","t":"Playbook","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/playbook/","ui":"Show where playbook happens in the operating model and who receives the handoff."},{"a":["podcast ads"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Sponsorships or ads distributed within podcast content.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Sponsorships or ads distributed within podcast content.","i":2672,"id":"marketing.podcast-advertising","lv":"core","ph":"podcast advertising podcast ads podcast ads podcast advertising podcast advertising sponsorships or ads distributed within podcast content sponsorships or ads distributed within podcast content which audience channel and period does podcast advertising cover you will see podcast advertising in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here podcast advertising means sponsorships or ads distributed within podcast content marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Podcast advertising","t":"Podcast advertising","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/podcast-advertising/","ui":"Which audience, channel and period does podcast advertising cover?"},{"a":["POD"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"An attribute or benefit intended to distinguish an offer from competitors.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A feature or benefit that makes the offer different.","i":2673,"id":"strategy.point-of-difference","lv":"core","ph":"point of difference pod pod point of difference point of difference a feature or benefit that makes the offer different an attribute or benefit intended to distinguish an offer from competitors the point of difference needs customer evidence you will see point of difference in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here point of difference means an attribute or benefit intended to distinguish an offer from competitors strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Point of difference","t":"Point of difference","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/point-of-difference/","ui":"The point of difference needs customer evidence."},{"a":["procedural point"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A procedural objection that meeting rules are not being followed.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A procedural objection that meeting rules are not being followed.","i":2674,"id":"governance.point-of-order","lv":"specialist","ph":"point of order procedural point point of order procedural point point of order a procedural objection that meeting rules are not being followed a procedural objection that meeting rules are not being followed which committee has oversight of point of order you will see point of order in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here point of order means a procedural objection that meeting rules are not being followed corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Point of order","t":"Point of order","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/point-of-order/","ui":"Which committee has oversight of point of order?"},{"a":["POP"],"amb":["POP"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"An attribute an offer must match because customers expect it or competitors already provide it.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Something the offer must have just to be credible.","i":2675,"id":"strategy.point-of-parity","lv":"working","ph":"point of parity pop point of parity pop point of parity something the offer must have just to be credible an attribute an offer must match because customers expect it or competitors already provide it compliance is a point of parity in this segment you will see point of parity in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here point of parity means an attribute an offer must match because customers expect it or competitors already provide it strategy markets and business models strategy market analysis and business models competition differentiation and moats point of purchase startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Point of parity","t":"Point of parity","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/point-of-parity/","ui":"Compliance is a point of parity in this segment."},{"a":["POP"],"amb":["POP"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Marketing activity or material positioned near the buying decision.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Marketing activity or material positioned near the buying decision.","i":2676,"id":"marketing.point-of-purchase","lv":"core","ph":"point of purchase pop point of purchase pop point of purchase marketing activity or material positioned near the buying decision marketing activity or material positioned near the buying decision define point of purchase before we compare campaign performance you will see point of purchase in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here point of purchase means marketing activity or material positioned near the buying decision marketing brand and growth brand marketing media and growth channels media and distribution point of parity startup business corporate marketing sales market research marketing growth reporting format genre model status decision global context dependent","sn":"Point of purchase","t":"Point of purchase","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/point-of-purchase/","ui":"Define point of purchase before we compare campaign performance."},{"a":["POS"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The location or moment at which a purchase occurs.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The location or moment at which a purchase occurs.","i":2677,"id":"marketing.point-of-sale","lv":"core","ph":"point of sale pos point of sale pos point of sale the location or moment at which a purchase occurs the location or moment at which a purchase occurs which audience channel and period does point of sale cover you will see point of sale in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here point of sale means the location or moment at which a purchase occurs marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Point of sale","t":"Point of sale","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/point-of-sale/","ui":"Which audience, channel and period does point of sale cover?"},{"a":["mistake proofing"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Error-proofing designed to prevent or immediately reveal mistakes.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Error-proofing designed to prevent or immediately reveal mistakes.","i":2678,"id":"operations.poka-yoke","lv":"working","ph":"poka yoke mistake proofing mistake proofing poka yoke poka yoke error proofing designed to prevent or immediately reveal mistakes error proofing designed to prevent or immediately reveal mistakes the process map needs an exception path for poka yoke you will see poka yoke in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here poka yoke means error proofing designed to prevent or immediately reveal mistakes operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Poka-yoke","t":"Poka-yoke","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/poka-yoke/","ui":"The process map needs an exception path for poka-yoke."},{"a":["corporate policy"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A formal statement of principles, rules or organisational intent.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A formal statement of principles, rules or organisational intent.","i":2679,"id":"governance.policy","lv":"core","ph":"policy corporate policy corporate policy policy policy a formal statement of principles rules or organisational intent a formal statement of principles rules or organisational intent the team needs one controlled copy of policy with an owner and date you will see policy in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here policy means a formal statement of principles rules or organisational intent corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance procedure startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law organisation party global context dependent","sn":"Policy","t":"Policy","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/policy/","ui":"The team needs one controlled copy of policy, with an owner and date."},{"a":["regulatory transition risk"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Risk from climate-related laws, regulation or government action.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Risk from climate-related laws, regulation or government action.","i":2680,"id":"sustainability.policy-risk","lv":"core","ph":"policy risk regulatory transition risk policy risk regulatory transition risk policy risk risk from climate related laws regulation or government action risk from climate related laws regulation or government action the control is not complete until we can evidence how policy risk is monitored you will see policy risk in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here policy risk means risk from climate related laws regulation or government action sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact right contract law risk ethics access global context dependent","sn":"Policy risk","t":"Policy risk","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/policy-risk/","ui":"The control is not complete until we can evidence how policy risk is monitored."},{"a":["PEP"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A person whose prominent public role may create heightened corruption or money-laundering risk under applicable rules.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A person whose prominent public role may create heightened corruption or money-laundering risk under applicable rules.","i":2681,"id":"governance.politically-exposed-person","lv":"working","ph":"politically exposed person pep pep politically exposed person politically exposed person a person whose prominent public role may create heightened corruption or money laundering risk under applicable rules a person whose prominent public role may create heightened corruption or money laundering risk under applicable rules can we make politically exposed person accountable for one clear decision you will see politically exposed person in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here politically exposed person means a person whose prominent public role may create heightened corruption or money laundering risk under applicable rules corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law risk ethics access global context dependent","sn":"Politically exposed person","t":"Politically exposed person","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/politically-exposed-person/","ui":"Can we make politically exposed person accountable for one clear decision?"},{"a":["opinion poll"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A short survey designed to measure opinions, preferences or intentions.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A short survey designed to measure opinions, preferences or intentions.","i":2682,"id":"marketing.poll","lv":"core","ph":"poll opinion poll opinion poll poll poll a short survey designed to measure opinions preferences or intentions a short survey designed to measure opinions preferences or intentions define poll in the research plan before fieldwork begins you will see poll in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here poll means a short survey designed to measure opinions preferences or intentions marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Poll","t":"Poll","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/poll/","ui":"Define poll in the research plan before fieldwork begins."},{"a":["environmental pollution"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Introduction of harmful substances, energy or effects into the environment.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Introduction of harmful substances, energy or effects into the environment.","i":2683,"id":"sustainability.pollution","lv":"core","ph":"pollution environmental pollution environmental pollution pollution pollution introduction of harmful substances energy or effects into the environment introduction of harmful substances energy or effects into the environment the sustainability report needs the method exclusions and assurance status for pollution you will see pollution in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here pollution means introduction of harmful substances energy or effects into the environment sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Pollution","t":"Pollution","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/pollution/","ui":"The sustainability report needs the method, exclusions and assurance status for pollution."},{"a":["option pool shuffle"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Informal venture term for increasing the option pool in a way that places much of the dilution on pre-money holders.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Existing owners absorb most of the new employee-share pool.","i":2684,"id":"startup.pool-shuffle","lv":"working","ph":"pool shuffle option pool shuffle option pool shuffle pool shuffle pool shuffle existing owners absorb most of the new employee share pool informal venture term for increasing the option pool in a way that places much of the dilution on pre money holders model the pool shuffle before accepting the headline valuation you will see pool shuffle in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here pool shuffle means informal venture term for increasing the option pool in a way that places much of the dilution on pre money holders startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Pool shuffle","t":"Pool shuffle","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/pool-shuffle/","ui":"Model the pool shuffle before accepting the headline valuation."},{"a":["target population"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The complete group about which the research seeks to draw conclusions.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The complete group about which the research seeks to draw conclusions.","i":2685,"id":"marketing.population","lv":"core","ph":"population target population population target population population the complete group about which the research seeks to draw conclusions the complete group about which the research seeks to draw conclusions which sample and method support the conclusion about population you will see population in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here population means the complete group about which the research seeks to draw conclusions marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Population","t":"Population","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/population/","ui":"Which sample and method support the conclusion about population?"},{"a":["Five Forces"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A framework assessing industry pressure from rivalry, entrants, substitutes, buyers and suppliers.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A tool for understanding how attractive and competitive an industry is.","i":2686,"id":"strategy.porter-s-five-forces","lv":"core","ph":"porters five forces five forces five forces porters five forces porters five forces a tool for understanding how attractive and competitive an industry is a framework assessing industry pressure from rivalry entrants substitutes buyers and suppliers five forces suggests buyer power is the biggest margin risk you will see porters five forces in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here porters five forces means a framework assessing industry pressure from rivalry entrants substitutes buyers and suppliers strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Porter's Five Forces","t":"Porter's Five Forces","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/porter-s-five-forces/","ui":"Five Forces suggests buyer power is the biggest margin risk."},{"a":["brand portfolio"],"amb":["Brand portfolio"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The collection of brands, products, services or businesses managed by an organisation.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The collection of brands, products, services or businesses managed by an organisation.","i":2687,"id":"marketing.portfolio","lv":"core","ph":"portfolio brand portfolio brand portfolio portfolio portfolio the collection of brands products services or businesses managed by an organisation the collection of brands products services or businesses managed by an organisation the work feels inconsistent because the team is using portfolio in three different ways you will see portfolio in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here portfolio means the collection of brands products services or businesses managed by an organisation marketing brand and growth brand marketing media and growth brand architecture and portfolio brand portfolio startup business corporate marketing sales market research marketing growth reporting format genre model organisation party global context dependent","sn":"Portfolio","t":"Portfolio","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/portfolio/","ui":"The work feels inconsistent because the team is using portfolio in three different ways."},{"a":["brand role"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The strategic job assigned to a brand or offer within a wider portfolio.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The strategic job assigned to a brand or offer within a wider portfolio.","i":2688,"id":"marketing.portfolio-role","lv":"working","ph":"portfolio role brand role brand role portfolio role portfolio role the strategic job assigned to a brand or offer within a wider portfolio the strategic job assigned to a brand or offer within a wider portfolio the work feels inconsistent because the team is using portfolio role in three different ways you will see portfolio role in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here portfolio role means the strategic job assigned to a brand or offer within a wider portfolio marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model global context dependent","sn":"Portfolio role","t":"Portfolio role","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/portfolio-role/","ui":"The work feels inconsistent because the team is using portfolio role in three different ways."},{"a":["portfolio management strategy"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"An approach to allocating capital and attention across a group of businesses, products or investments.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A plan for how several businesses or products fit together.","i":2689,"id":"strategy.portfolio-strategy","lv":"working","ph":"portfolio strategy portfolio management strategy portfolio management strategy portfolio strategy portfolio strategy a plan for how several businesses or products fit together an approach to allocating capital and attention across a group of businesses products or investments the portfolio strategy should state what will be funded fixed or exited you will see portfolio strategy in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here portfolio strategy means an approach to allocating capital and attention across a group of businesses products or investments strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Portfolio strategy","t":"Portfolio strategy","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/portfolio-strategy/","ui":"The portfolio strategy should state what will be funded, fixed or exited."},{"a":["post"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A specific authorised place in the workforce structure.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A specific authorised place in the workforce structure.","i":2690,"id":"people.position","lv":"core","ph":"position post position post position a specific authorised place in the workforce structure a specific authorised place in the workforce structure who is accountable for position and who is affected by it you will see position in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here position means a specific authorised place in the workforce structure people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Position","t":"Position","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/position/","ui":"Who is accountable for position, and who is affected by it?"},{"a":["U-shaped attribution"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Attribution assigning greater credit to selected positions, commonly first and last interactions.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Attribution assigning greater credit to selected positions, commonly first and last interactions.","i":2691,"id":"marketing.position-based-attribution","lv":"working","ph":"position based attribution u shaped attribution position based attribution u shaped attribution position based attribution attribution assigning greater credit to selected positions commonly first and last interactions attribution assigning greater credit to selected positions commonly first and last interactions compare position based attribution with the same cohort and period before drawing a conclusion you will see position based attribution in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here position based attribution means attribution assigning greater credit to selected positions commonly first and last interactions marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Position-based attribution","t":"Position-based attribution","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/position-based-attribution/","ui":"Compare position-based attribution with the same cohort and period before drawing a conclusion."},{"a":["market positioning"],"amb":["positioning"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The intended place an offer occupies in the customer's mind relative to alternatives.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product","sales"],"e":"How customers should understand the offer compared with choices.","i":2692,"id":"strategy.positioning","lv":"core","ph":"positioning market positioning market positioning positioning positioning how customers should understand the offer compared with choices the intended place an offer occupies in the customers mind relative to alternatives positioning requires a frame of reference and meaningful difference you will see positioning in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here positioning means the intended place an offer occupies in the customers mind relative to alternatives strategy markets and business models strategy market analysis and business models competition differentiation and moats value proposition brand positioning startup business corporate investor marketing product sales strategy market research planning pitching marketing growth reporting metric standard specification role person equipment technology format genre model global context dependent business","sn":"Positioning","t":"Positioning","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/positioning/","ui":"Positioning requires a frame of reference and meaningful difference."},{"a":["brand positioning statement"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"An internal formulation identifying target customer, frame of reference, benefit and reason to believe.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A concise internal statement of who the offer is for and why it is different.","i":2693,"id":"strategy.positioning-statement","lv":"core","ph":"positioning statement brand positioning statement brand positioning statement positioning statement positioning statement a concise internal statement of who the offer is for and why it is different an internal formulation identifying target customer frame of reference benefit and reason to believe the positioning statement should not become public copy unchanged you will see positioning statement in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here positioning statement means an internal formulation identifying target customer frame of reference benefit and reason to believe strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification role person equipment technology format genre model global context dependent","sn":"Positioning statement","t":"Positioning statement","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/positioning-statement/","ui":"The positioning statement should not become public copy unchanged."},{"a":["beneficial impact"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A beneficial change associated with an organisation, product or investment.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A beneficial change associated with an organisation, product or investment.","i":2694,"id":"sustainability.positive-impact","lv":"core","ph":"positive impact beneficial impact beneficial impact positive impact positive impact a beneficial change associated with an organisation product or investment a beneficial change associated with an organisation product or investment state the boundary and evidence behind positive impact before publishing the claim you will see positive impact in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here positive impact means a beneficial change associated with an organisation product or investment sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance organisation party risk ethics access global context dependent","sn":"Positive impact","t":"Positive impact","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/positive-impact/","ui":"State the boundary and evidence behind positive impact before publishing the claim."},{"a":["best-in-class screening"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Selecting investments with stronger performance against defined sustainability criteria.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Selecting investments with stronger performance against defined sustainability criteria.","i":2695,"id":"sustainability.positive-screening","lv":"working","ph":"positive screening best in class screening best in class screening positive screening positive screening selecting investments with stronger performance against defined sustainability criteria selecting investments with stronger performance against defined sustainability criteria which standard and reporting period govern positive screening you will see positive screening in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here positive screening means selecting investments with stronger performance against defined sustainability criteria sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Positive screening","t":"Positive screening","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/positive-screening/","ui":"Which standard and reporting period govern positive screening?"},{"a":["after-action review","AAR"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A structured review of what happened, why and what should change.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A structured review of what happened, why and what should change.","i":2696,"id":"operations.post-incident-review","lv":"core","ph":"post incident review after action review aar aar after action review post incident review post incident review a structured review of what happened why and what should change a structured review of what happened why and what should change add post incident review to the risk register with an owner and mitigation you will see post incident review in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here post incident review means a structured review of what happened why and what should change operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Post-incident review","t":"Post-incident review","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/post-incident-review/","ui":"Add post-incident review to the risk register with an owner and mitigation."},{"a":["post-money valuation cap"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A valuation cap defined within a post-money SAFE framework.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A cap designed to show SAFE ownership more clearly.","i":2697,"id":"startup.post-money-cap","lv":"working","ph":"post money cap post money valuation cap post money cap post money valuation cap post money cap a cap designed to show safe ownership more clearly a valuation cap defined within a post money safe framework the post money cap still dilutes founders when more safes are added you will see post money cap in fundraising decks data rooms term sheets and investor conversations when the discussion reaches valuation and conversion mechanics in valuation and conversion mechanics a loose definition can change rights obligations approval disclosure or enforceability here post money cap means a valuation cap defined within a post money safe framework startups venture and fundraising startup formation venture capital and fundraising valuation and conversion mechanics startup investor finance corporate fundraising financing due diligence governance finance commerce format genre model organisation party global context dependent","sn":"Post-money cap","t":"Post-money cap","tp":"Valuation & conversion mechanics","tpid":"startup-venture-fundraising.valuation-conversion","u":"terms/post-money-cap/","ui":"The post-money cap still dilutes founders when more SAFEs are added."},{"a":["post-money cap table"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The capitalisation after giving effect to the financing and specified conversions or pool changes.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Who owns what after the new investment.","i":2698,"id":"startup.post-money-capitalisation","lv":"working","ph":"post money capitalisation post money cap table post money cap table post money capitalisation post money capitalisation who owns what after the new investment the capitalisation after giving effect to the financing and specified conversions or pool changes the post money capitalisation shows the investor at fifteen percent you will see post money capitalisation in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here post money capitalisation means the capitalisation after giving effect to the financing and specified conversions or pool changes startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"Post-money capitalisation","t":"Post-money capitalisation","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/post-money-capitalisation/","ui":"The post-money capitalisation shows the investor at fifteen percent."},{"a":[],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A SAFE whose ownership impact is generally calculated against a defined post-money capitalisation framework.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A SAFE designed to make the investor's ownership easier to estimate.","i":2699,"id":"startup.post-money-safe","lv":"core","ph":"post money safe post money safe post money safe a safe designed to make the investors ownership easier to estimate a safe whose ownership impact is generally calculated against a defined post money capitalisation framework model all post money safes together before promising ownership you will see post money safe in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding instruments and exemptions in funding instruments and exemptions a loose definition can change rights obligations approval disclosure or enforceability here post money safe means a safe whose ownership impact is generally calculated against a defined post money capitalisation framework startups venture and fundraising startup formation venture capital and fundraising funding instruments and exemptions startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology format genre model organisation party risk ethics access global context dependent","sn":"Post-money SAFE","t":"Post-money SAFE","tp":"Funding instruments & exemptions","tpid":"startup-venture-fundraising.funding-instruments","u":"terms/post-money-safe/","ui":"Model all post-money SAFEs together before promising ownership."},{"a":["post-money value","post-money"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Company equity value immediately after a financing, subject to the instrument's definition.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","investor","finance","corporate","business"],"e":"Company equity value immediately after a financing, subject to the instrument's definition.","i":2700,"id":"bizfinance.post-money-valuation","lv":"core","ph":"post money valuation post money value post money post money post money valuation post money value post money valuation company equity value immediately after a financing subject to the instruments definition company equity value immediately after a financing subject to the instruments definition use the same basis for post money valuation across every comparison you will see post money valuation in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here post money valuation means company equity value immediately after a financing subject to the instruments definition finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value pre money valuation startup investor finance corporate business fundraising financing due diligence governance accounting planning forecasting valuation reporting finance commerce workflow process organisation party global context dependent startup","sn":"Post-money valuation","t":"Post-money valuation","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/post-money-valuation/","ui":"Use the same basis for post-money valuation across every comparison."},{"a":["incident review"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A structured review after an incident to understand causes, impact and improvements, ideally without scapegoating.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A review of what happened and how to prevent recurrence.","i":2701,"id":"product.postmortem","lv":"core","ph":"postmortem incident review incident review postmortem postmortem a review of what happened and how to prevent recurrence a structured review after an incident to understand causes impact and improvements ideally without scapegoating the postmortem focuses on system conditions not individual blame you will see postmortem in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here postmortem means a structured review after an incident to understand causes impact and improvements ideally without scapegoating product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations right contract law equipment technology workflow process risk ethics access global context dependent","sn":"Postmortem","t":"Postmortem","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/postmortem/","ui":"The postmortem focuses on system conditions, not individual blame."},{"a":["POA"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Legal authority granted to a person to act for another within defined powers.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Legal authority granted to a person to act for another within defined powers.","i":2702,"id":"governance.power-of-attorney","lv":"core","ph":"power of attorney poa poa power of attorney power of attorney legal authority granted to a person to act for another within defined powers legal authority granted to a person to act for another within defined powers the draft mentions power of attorney but the scope and jurisdiction are still unclear you will see power of attorney in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here power of attorney means legal authority granted to a person to act for another within defined powers corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law global context dependent","sn":"Power of attorney","t":"Power of attorney","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/power-of-attorney/","ui":"The draft mentions power of attorney, but the scope and jurisdiction are still unclear."},{"a":["PPA"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A contract to purchase electricity, often used in renewable-energy procurement.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A contract to purchase electricity, often used in renewable-energy procurement.","i":2703,"id":"sustainability.power-purchase-agreement","lv":"core","ph":"power purchase agreement ppa power purchase agreement ppa power purchase agreement a contract to purchase electricity often used in renewable energy procurement a contract to purchase electricity often used in renewable energy procurement do not describe power purchase agreement as agreed until the operative document says so you will see power purchase agreement in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here power purchase agreement means a contract to purchase electricity often used in renewable energy procurement sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact right contract law workflow process risk ethics access global context dependent","sn":"Power-purchase agreement","t":"Power-purchase agreement","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/power-purchase-agreement/","ui":"Do not describe power-purchase agreement as agreed until the operative document says so."},{"a":["business significance"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Whether an observed effect is large or useful enough to matter in the real decision.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Whether an observed effect is large or useful enough to matter in the real decision.","i":2704,"id":"marketing.practical-significance","lv":"core","ph":"practical significance business significance business significance practical significance practical significance whether an observed effect is large or useful enough to matter in the real decision whether an observed effect is large or useful enough to matter in the real decision keep practical significance on the dashboard but show the definition and reporting period beside it you will see practical significance in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here practical significance means whether an observed effect is large or useful enough to matter in the real decision marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting format genre model status decision global context dependent","sn":"Practical significance","t":"Practical significance","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/practical-significance/","ui":"Keep practical significance on the dashboard, but show the definition and reporting period beside it."},{"a":["preemptive right","subscription right"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A right to participate in new share issues before outsiders, subject to law and agreements.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","investor","finance","corporate","business","people"],"e":"A right to participate in new share issues before outsiders, subject to law and agreements.","i":2705,"id":"governance.pre-emption-right","lv":"core","ph":"pre emption right preemptive right subscription right pre emption right preemptive right subscription right pre emption right a right to participate in new share issues before outsiders subject to law and agreements a right to participate in new share issues before outsiders subject to law and agreements do not describe pre emption right as agreed until the operative document says so you will see pre emption right in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here pre emption right means a right to participate in new share issues before outsiders subject to law and agreements corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting pro rata right startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Pre-emption right","t":"Pre-emption right","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/pre-emption-right/","ui":"Do not describe pre-emption right as agreed until the operative document says so."},{"a":["pre-public round"],"amb":["pre-IPO round"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A private financing completed in anticipation of a future initial public offering.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Funding raised before a planned IPO.","i":2706,"id":"startup.pre-ipo-round","lv":"working","ph":"pre ipo round pre public round pre ipo round pre public round pre ipo round funding raised before a planned ipo a private financing completed in anticipation of a future initial public offering a pre ipo round does not guarantee the listing will happen you will see pre ipo round in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here pre ipo round means a private financing completed in anticipation of a future initial public offering startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages mezzanine round startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Pre-IPO round","t":"Pre-IPO round","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/pre-ipo-round/","ui":"A pre-IPO round does not guarantee the listing will happen."},{"a":["before launch"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A company or product state before public availability or market release.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The product is not publicly available yet.","i":2707,"id":"startup.pre-launch","lv":"core","ph":"pre launch before launch before launch pre launch pre launch the product is not publicly available yet a company or product state before public availability or market release the pre launch deck needs evidence beyond the waitlist you will see pre launch in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here pre launch means a company or product state before public availability or market release startups venture and fundraising startup formation venture capital and fundraising startup stages and company states startup investor finance corporate fundraising financing due diligence governance finance commerce format genre model organisation party status decision global context dependent","sn":"Pre-launch","t":"Pre-launch","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/pre-launch/","ui":"The pre-launch deck needs evidence beyond the waitlist."},{"a":["pre-money valuation cap"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A valuation cap used in a pre-money convertible framework.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An older cap whose final ownership depends on later instruments.","i":2708,"id":"startup.pre-money-cap","lv":"working","ph":"pre money cap pre money valuation cap pre money cap pre money valuation cap pre money cap an older cap whose final ownership depends on later instruments a valuation cap used in a pre money convertible framework the pre money cap does not fix the investors percentage you will see pre money cap in fundraising decks data rooms term sheets and investor conversations when the discussion reaches valuation and conversion mechanics in valuation and conversion mechanics a loose definition can change rights obligations approval disclosure or enforceability here pre money cap means a valuation cap used in a pre money convertible framework startups venture and fundraising startup formation venture capital and fundraising valuation and conversion mechanics startup investor finance corporate fundraising financing due diligence governance finance commerce format genre model organisation party global context dependent","sn":"Pre-money cap","t":"Pre-money cap","tp":"Valuation & conversion mechanics","tpid":"startup-venture-fundraising.valuation-conversion","u":"terms/pre-money-cap/","ui":"The pre-money cap does not fix the investor's percentage."},{"a":["pre-money cap table"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The agreed capitalisation basis immediately before a financing.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Who owns what just before the new investment.","i":2709,"id":"startup.pre-money-capitalisation","lv":"working","ph":"pre money capitalisation pre money cap table pre money cap table pre money capitalisation pre money capitalisation who owns what just before the new investment the agreed capitalisation basis immediately before a financing the pre money capitalisation includes the expanded option pool you will see pre money capitalisation in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here pre money capitalisation means the agreed capitalisation basis immediately before a financing startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"Pre-money capitalisation","t":"Pre-money capitalisation","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/pre-money-capitalisation/","ui":"The pre-money capitalisation includes the expanded option pool."},{"a":[],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An earlier SAFE structure in which ownership impact can vary with other pre-priced financing instruments before the equity round.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An older SAFE whose eventual ownership can be harder to predict.","i":2710,"id":"startup.pre-money-safe","lv":"working","ph":"pre money safe pre money safe pre money safe an older safe whose eventual ownership can be harder to predict an earlier safe structure in which ownership impact can vary with other pre priced financing instruments before the equity round the pre money safe stack creates more dilution uncertainty you will see pre money safe in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding instruments and exemptions in funding instruments and exemptions a loose definition can change rights obligations approval disclosure or enforceability here pre money safe means an earlier safe structure in which ownership impact can vary with other pre priced financing instruments before the equity round startups venture and fundraising startup formation venture capital and fundraising funding instruments and exemptions startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party risk ethics access global context dependent","sn":"Pre-money SAFE","t":"Pre-money SAFE","tp":"Funding instruments & exemptions","tpid":"startup-venture-fundraising.funding-instruments","u":"terms/pre-money-safe/","ui":"The pre-money SAFE stack creates more dilution uncertainty."},{"a":["pre-money value","pre-money"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Company equity value immediately before a financing.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","investor","finance","corporate","business"],"e":"Company equity value immediately before a financing.","i":2711,"id":"bizfinance.pre-money-valuation","lv":"core","ph":"pre money valuation pre money value pre money pre money pre money valuation pre money value pre money valuation company equity value immediately before a financing company equity value immediately before a financing the range matters more than a false point estimate for pre money valuation you will see pre money valuation in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here pre money valuation means company equity value immediately before a financing finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value post money valuation valuation cap startup investor finance corporate business fundraising financing due diligence governance accounting planning forecasting valuation reporting finance commerce workflow process organisation party global context dependent startup","sn":"Pre-money valuation","t":"Pre-money valuation","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/pre-money-valuation/","ui":"The range matters more than a false point estimate for pre-money valuation."},{"a":["pre-product startup"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A startup stage before a usable product or service exists.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The company has not built a usable product yet.","i":2712,"id":"startup.pre-product","lv":"core","ph":"pre product pre product startup pre product pre product startup pre product the company has not built a usable product yet a startup stage before a usable product or service exists the pre product round is funding technical validation you will see pre product in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here pre product means a startup stage before a usable product or service exists startups venture and fundraising startup formation venture capital and fundraising startup stages and company states startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party status decision global context dependent","sn":"Pre-product","t":"Pre-product","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/pre-product/","ui":"The pre-product round is funding technical validation."},{"a":["preread","pre-read document"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Material circulated in advance so meeting time can focus on discussion and decisions.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","investor","sales","finance"],"e":"Material circulated in advance so meeting time can focus on discussion and decisions.","i":2713,"id":"reporting.pre-read","lv":"core","ph":"pre read preread pre read document pre read pre read document preread pre read material circulated in advance so meeting time can focus on discussion and decisions material circulated in advance so meeting time can focus on discussion and decisions attach the latest pre read to the decision pack before the meeting you will see pre read in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here pre read means material circulated in advance so meeting time can focus on discussion and decisions corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers startup business corporate investor sales finance planning pitching submission decision reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party status decision global context dependent","sn":"Pre-read","t":"Pre-read","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/pre-read/","ui":"Attach the latest pre-read to the decision pack before the meeting."},{"a":["pre-revenue startup"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A company state before it has recognised meaningful customer revenue.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The company is not earning customer revenue yet.","i":2714,"id":"startup.pre-revenue","lv":"core","ph":"pre revenue pre revenue startup pre revenue pre revenue startup pre revenue the company is not earning customer revenue yet a company state before it has recognised meaningful customer revenue pre revenue does not mean there is no evidence of demand you will see pre revenue in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here pre revenue means a company state before it has recognised meaningful customer revenue startups venture and fundraising startup formation venture capital and fundraising startup stages and company states startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party status decision global context dependent","sn":"Pre-revenue","t":"Pre-revenue","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/pre-revenue/","ui":"Pre-revenue does not mean there is no evidence of demand."},{"a":["preseed"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A very early financing used to test a problem, build an initial product or assemble a founding team.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The first small startup round before substantial product proof.","i":2715,"id":"startup.pre-seed-round","lv":"core","ph":"pre seed round preseed pre seed round preseed pre seed round the first small startup round before substantial product proof a very early financing used to test a problem build an initial product or assemble a founding team the pre seed round funds twelve months of discovery and prototype work you will see pre seed round in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here pre seed round means a very early financing used to test a problem build an initial product or assemble a founding team startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent startup","sn":"Pre-seed round","t":"Pre-seed round","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/pre-seed-round/","ui":"The pre-seed round funds twelve months of discovery and prototype work."},{"a":["socialise in advance","prewire"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"To speak with important stakeholders before a formal meeting to surface concerns and build understanding.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"Talk to key people before the official decision meeting.","i":2716,"id":"bizpitch.pre-wire","lv":"working","ph":"pre wire socialise in advance prewire pre wire prewire socialise in advance pre wire talk to key people before the official decision meeting to speak with important stakeholders before a formal meeting to surface concerns and build understanding pre wire the finance lead before asking the committee to approve the plan you will see pre wire in business pitches proposals executive summaries and decision decks when the discussion reaches business presentation delivery it helps a reader interpret business presentation delivery without confusing the measure decision role or evidence being discussed here pre wire means to speak with important stakeholders before a formal meeting to surface concerns and build understanding business pitching and presentation materials business pitches decks and decision materials business presentation delivery startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Pre-wire","t":"Pre-wire","tp":"Business presentation delivery","tpid":"business-pitching-artifacts.presentation-delivery","u":"terms/pre-wire/","ui":"Pre-wire the finance lead before asking the committee to approve the plan."},{"a":["pre-onboarding"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Activities completed after offer acceptance but before the start date.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Activities completed after offer acceptance but before the start date.","i":2717,"id":"people.preboarding","lv":"working","ph":"preboarding pre onboarding pre onboarding preboarding preboarding activities completed after offer acceptance but before the start date activities completed after offer acceptance but before the start date the announcement should not get ahead of the agreed process for preboarding you will see preboarding in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here preboarding means activities completed after offer acceptance but before the start date people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Preboarding","t":"Preboarding","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/preboarding/","ui":"The announcement should not get ahead of the agreed process for preboarding."},{"a":["transaction comps"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Valuation using pricing and multiples from selected past transactions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Valuation using pricing and multiples from selected past transactions.","i":2718,"id":"bizfinance.precedent-transactions-analysis","lv":"working","ph":"precedent transactions analysis transaction comps precedent transactions analysis transaction comps precedent transactions analysis valuation using pricing and multiples from selected past transactions valuation using pricing and multiples from selected past transactions how sensitive is precedent transactions analysis to the discount rate and terminal assumptions you will see precedent transactions analysis in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here precedent transactions analysis means valuation using pricing and multiples from selected past transactions finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process global context dependent","sn":"Precedent-transactions analysis","t":"Precedent-transactions analysis","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/precedent-transactions-analysis/","ui":"How sensitive is precedent-transactions analysis to the discount rate and terminal assumptions?"},{"a":["precedent deals"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A valuation model using multiples from selected prior acquisitions or financings.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A valuation model using multiples from selected prior acquisitions or financings.","i":2719,"id":"bizfinance.precedent-transactions-model","lv":"working","ph":"precedent transactions model precedent deals precedent deals precedent transactions model precedent transactions model a valuation model using multiples from selected prior acquisitions or financings a valuation model using multiples from selected prior acquisitions or financings run a downside case for precedent transactions model before the review you will see precedent transactions model in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here precedent transactions model means a valuation model using multiples from selected prior acquisitions or financings finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce equipment technology format genre model global context dependent","sn":"Precedent-transactions model","t":"Precedent-transactions model","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/precedent-transactions-model/","ui":"Run a downside case for precedent-transactions model before the review."},{"a":["brand preference"],"amb":["Brand preference","preference"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Relative stated favourability among brands or options.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Relative stated favourability among brands or options.","i":2720,"id":"marketing.preference","lv":"core","ph":"preference brand preference brand preference preference preference relative stated favourability among brands or options relative stated favourability among brands or options define preference in the research plan before fieldwork begins you will see preference in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here preference means relative stated favourability among brands or options marketing brand and growth brand marketing media and growth research awareness and brand tracking brand preference startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Preference","t":"Preference","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/preference/","ui":"Define preference in the research plan before fieldwork begins."},{"a":["communication preferences"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"An interface allowing people to manage communication topics, channels or frequency.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"An interface allowing people to manage communication topics, channels or frequency.","i":2721,"id":"marketing.preference-centre","lv":"core","ph":"preference centre communication preferences communication preferences preference centre preference centre an interface allowing people to manage communication topics channels or frequency an interface allowing people to manage communication topics channels or frequency the draft mentions preference centre but the scope and jurisdiction are still unclear you will see preference centre in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here preference centre means an interface allowing people to manage communication topics channels or frequency marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Preference centre","t":"Preference centre","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/preference-centre/","ui":"The draft mentions preference centre, but the scope and jurisdiction are still unclear."},{"a":["liquidation multiple"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The multiple of original investment used to calculate a liquidation preference.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"How many times the investment is paid before common.","i":2722,"id":"startup.preference-multiple","lv":"working","ph":"preference multiple liquidation multiple liquidation multiple preference multiple preference multiple how many times the investment is paid before common the multiple of original investment used to calculate a liquidation preference a two times preference materially changes the exit waterfall you will see preference multiple in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet economics in term sheet economics a loose definition can change rights obligations approval disclosure or enforceability here preference multiple means the multiple of original investment used to calculate a liquidation preference startups venture and fundraising startup formation venture capital and fundraising term sheet economics startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce organisation party global context dependent","sn":"Preference multiple","t":"Preference multiple","tp":"Term-sheet economics","tpid":"startup-venture-fundraising.term-sheet-economics","u":"terms/preference-multiple/","ui":"A two-times preference materially changes the exit waterfall."},{"a":["preferred proponent"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The supplier selected for final negotiation before formal award.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The supplier selected for final negotiation before formal award.","i":2723,"id":"operations.preferred-bidder","lv":"core","ph":"preferred bidder preferred proponent preferred bidder preferred proponent preferred bidder the supplier selected for final negotiation before formal award the supplier selected for final negotiation before formal award document the approval for preferred bidder before the award is announced you will see preferred bidder in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here preferred bidder means the supplier selected for final negotiation before formal award operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process status decision global context dependent","sn":"Preferred bidder","t":"Preferred bidder","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/preferred-bidder/","ui":"Document the approval for preferred bidder before the award is announced."},{"a":["preference shares","preferred stock"],"amb":["Preferred shares","preferred stock"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A share class with specified preferences over common or ordinary shares.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A share class with specified preferences over common or ordinary shares.","i":2724,"id":"governance.preferred-shares","lv":"core","ph":"preferred shares preference shares preferred stock preference shares preferred shares preferred stock preferred shares a share class with specified preferences over common or ordinary shares a share class with specified preferences over common or ordinary shares can we state who receives the right created by preferred shares and when it applies you will see preferred shares in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here preferred shares means a share class with specified preferences over common or ordinary shares corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting preferred stock startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Preferred shares","t":"Preferred shares","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/preferred-shares/","ui":"Can we state who receives the right created by preferred shares, and when it applies?"},{"a":["preferred shares"],"amb":["Preferred shares","preferred stock"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An equity security with rights or preferences senior or different to common stock, often issued to venture investors.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investor shares with special economic or control rights.","i":2725,"id":"startup.preferred-stock","lv":"core","ph":"preferred stock preferred shares preferred shares preferred stock preferred stock investor shares with special economic or control rights an equity security with rights or preferences senior or different to common stock often issued to venture investors the series a preferred stock has a liquidation preference you will see preferred stock in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding instruments and exemptions in funding instruments and exemptions a loose definition can change rights obligations approval disclosure or enforceability here preferred stock means an equity security with rights or preferences senior or different to common stock often issued to venture investors startups venture and fundraising startup formation venture capital and fundraising funding instruments and exemptions preferred shares startup investor finance corporate fundraising financing due diligence governance role person finance commerce right contract law equipment technology organisation party global context dependent","sn":"Preferred stock","t":"Preferred stock","tp":"Funding instruments & exemptions","tpid":"startup-venture-fundraising.funding-instruments","u":"terms/preferred-stock/","ui":"The Series A preferred stock has a liquidation preference."},{"a":["prepayment"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Payment made before the related benefit or service is consumed.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Payment made before the related benefit or service is consumed.","i":2726,"id":"bizfinance.prepaid-expense","lv":"core","ph":"prepaid expense prepayment prepaid expense prepayment prepaid expense payment made before the related benefit or service is consumed payment made before the related benefit or service is consumed the headline changes once we calculate prepaid expense consistently you will see prepaid expense in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here prepaid expense means payment made before the related benefit or service is consumed finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Prepaid expense","t":"Prepaid expense","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/prepaid-expense/","ui":"The headline changes once we calculate prepaid expense consistently."},{"a":["opening remarks"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Scripted management comments delivered before questions on an earnings call.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Scripted management comments delivered before questions on an earnings call.","i":2727,"id":"reporting.prepared-remarks","lv":"core","ph":"prepared remarks opening remarks opening remarks prepared remarks prepared remarks scripted management comments delivered before questions on an earnings call scripted management comments delivered before questions on an earnings call define prepared remarks before comparing it across periods you will see prepared remarks in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here prepared remarks means scripted management comments delivered before questions on an earnings call corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce workflow process global context dependent","sn":"Prepared remarks","t":"Prepared remarks","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/prepared-remarks/","ui":"Define prepared remarks before comparing it across periods."},{"a":["PQQ"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A questionnaire used to screen suppliers before invitation to a later stage.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A questionnaire used to screen suppliers before invitation to a later stage.","i":2728,"id":"operations.prequalification-questionnaire","lv":"working","ph":"prequalification questionnaire pqq pqq prequalification questionnaire prequalification questionnaire a questionnaire used to screen suppliers before invitation to a later stage a questionnaire used to screen suppliers before invitation to a later stage attach the latest prequalification questionnaire to the decision pack before the meeting you will see prequalification questionnaire in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here prequalification questionnaire means a questionnaire used to screen suppliers before invitation to a later stage operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification role person workflow process status decision global context dependent","sn":"Prequalification questionnaire","t":"Prequalification questionnaire","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/prequalification-questionnaire/","ui":"Attach the latest prequalification questionnaire to the decision pack before the meeting."},{"a":["pre-ticked box"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A choice enabled by default before the user actively selects it.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A choice enabled by default before the user actively selects it.","i":2729,"id":"marketing.preselected-option","lv":"core","ph":"preselected option pre ticked box pre ticked box preselected option preselected option a choice enabled by default before the user actively selects it a choice enabled by default before the user actively selects it counsel wants preselected option clarified before anyone signs you will see preselected option in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here preselected option means a choice enabled by default before the user actively selects it marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting role person format genre model risk ethics access global context dependent","sn":"Preselected option","t":"Preselected option","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/preselected-option/","ui":"Counsel wants preselected option clarified before anyone signs."},{"a":["reporting currency"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The currency in which financial statements are presented.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The currency in which financial statements are presented.","i":2730,"id":"bizfinance.presentation-currency","lv":"working","ph":"presentation currency reporting currency presentation currency reporting currency presentation currency the currency in which financial statements are presented the currency in which financial statements are presented attach the latest presentation currency to the decision pack before the meeting you will see presentation currency in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here presentation currency means the currency in which financial statements are presented finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Presentation currency","t":"Presentation currency","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/presentation-currency/","ui":"Attach the latest presentation currency to the decision pack before the meeting."},{"a":["speaker handoff"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"The planned transition from one speaker to another during a presentation.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The moment one presenter passes to the next.","i":2731,"id":"bizpitch.presenter-handover","lv":"working","ph":"presenter handover speaker handoff presenter handover speaker handoff presenter handover the moment one presenter passes to the next the planned transition from one speaker to another during a presentation script the presenter handover so it feels deliberate you will see presenter handover in business pitches proposals executive summaries and decision decks when the discussion reaches business presentation delivery it helps a reader interpret business presentation delivery without confusing the measure decision role or evidence being discussed here presenter handover means the planned transition from one speaker to another during a presentation business pitching and presentation materials business pitches decks and decision materials business presentation delivery startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Presenter handover","t":"Presenter handover","tp":"Business presentation delivery","tpid":"business-pitching-artifacts.presentation-delivery","u":"terms/presenter-handover/","ui":"Script the presenter handover so it feels deliberate."},{"a":["news release"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A written announcement distributed to media and stakeholders.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A written announcement distributed to media and stakeholders.","i":2732,"id":"reporting.press-release","lv":"core","ph":"press release news release news release press release press release a written announcement distributed to media and stakeholders a written announcement distributed to media and stakeholders can we state who receives the right created by press release and when it applies you will see press release in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here press release means a written announcement distributed to media and stakeholders corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Press release","t":"Press release","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/press-release/","ui":"Can we state who receives the right created by press release, and when it applies?"},{"a":["PA"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Action intended to prevent a potential problem before it occurs.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Action intended to prevent a potential problem before it occurs.","i":2733,"id":"operations.preventive-action","lv":"core","ph":"preventive action pa pa preventive action preventive action action intended to prevent a potential problem before it occurs action intended to prevent a potential problem before it occurs the operating model needs to show how preventive action works in practice you will see preventive action in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here preventive action means action intended to prevent a potential problem before it occurs operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Preventive action","t":"Preventive action","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/preventive-action/","ui":"The operating model needs to show how preventive action works in practice."},{"a":["preventative control"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A control designed to stop an error or event before it occurs.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A control designed to stop an error or event before it occurs.","i":2734,"id":"governance.preventive-control","lv":"core","ph":"preventive control preventative control preventative control preventive control preventive control a control designed to stop an error or event before it occurs a control designed to stop an error or event before it occurs the control is not complete until we can evidence how preventive control is monitored you will see preventive control in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here preventive control means a control designed to stop an error or event before it occurs corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law risk ethics access global context dependent","sn":"Preventive control","t":"Preventive control","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/preventive-control/","ui":"The control is not complete until we can evidence how preventive control is monitored."},{"a":["UN PRI"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The Principles for Responsible Investment, a network and framework for institutional investors.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The Principles for Responsible Investment, a network and framework for institutional investors.","i":2735,"id":"sustainability.pri","lv":"core","ph":"pri un pri pri un pri pri the principles for responsible investment a network and framework for institutional investors the principles for responsible investment a network and framework for institutional investors state the boundary and evidence behind pri before publishing the claim you will see pri in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here pri means the principles for responsible investment a network and framework for institutional investors sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance role person format genre model risk ethics access global context dependent","sn":"PRI","t":"PRI","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/pri/","ui":"State the boundary and evidence behind PRI before publishing the claim."},{"a":["reference pricing"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A claim comparing current price with a reference, prior or competitor price, requiring a valid basis.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A claim comparing current price with a reference, prior or competitor price, requiring a valid basis.","i":2736,"id":"marketing.price-comparison","lv":"core","ph":"price comparison reference pricing price comparison reference pricing price comparison a claim comparing current price with a reference prior or competitor price requiring a valid basis a claim comparing current price with a reference prior or competitor price requiring a valid basis can we state who receives the right created by price comparison and when it applies you will see price comparison in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here price comparison means a claim comparing current price with a reference prior or competitor price requiring a valid basis marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Price comparison","t":"Price comparison","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/price-comparison/","ui":"Can we state who receives the right created by price comparison, and when it applies?"},{"a":["pricing band"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"An approved range within which sales teams may price without additional escalation.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"An approved range within which sales teams may price without additional escalation.","i":2737,"id":"revenue.price-corridor","lv":"working","ph":"price corridor pricing band price corridor pricing band price corridor an approved range within which sales teams may price without additional escalation an approved range within which sales teams may price without additional escalation the proposal must state how price corridor changes the customers bill you will see price corridor in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here price corridor means an approved range within which sales teams may price without additional escalation revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce organisation party global context dependent","sn":"Price corridor","t":"Price corridor","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/price-corridor/","ui":"The proposal must state how price corridor changes the customer’s bill."},{"a":["price adjustment"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A contractual mechanism permitting price increases under stated conditions.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A contractual mechanism permitting price increases under stated conditions.","i":2738,"id":"revenue.price-escalation","lv":"core","ph":"price escalation price adjustment price adjustment price escalation price escalation a contractual mechanism permitting price increases under stated conditions a contractual mechanism permitting price increases under stated conditions the draft mentions price escalation but the scope and jurisdiction are still unclear you will see price escalation in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here price escalation means a contractual mechanism permitting price increases under stated conditions revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Price escalation","t":"Price escalation","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/price-escalation/","ui":"The draft mentions price escalation, but the scope and jurisdiction are still unclear."},{"a":["price coordination"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Competitor coordination on prices or related commercial terms.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Competitor coordination on prices or related commercial terms.","i":2739,"id":"governance.price-fixing","lv":"core","ph":"price fixing price coordination price coordination price fixing price fixing competitor coordination on prices or related commercial terms competitor coordination on prices or related commercial terms can we state who receives the right created by price fixing and when it applies you will see price fixing in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here price fixing means competitor coordination on prices or related commercial terms corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Price fixing","t":"Price fixing","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/price-fixing/","ui":"Can we state who receives the right created by price fixing, and when it applies?"},{"a":["discount floor"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The lowest approved price or margin boundary for a transaction.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The lowest approved price or margin boundary for a transaction.","i":2740,"id":"revenue.price-floor","lv":"working","ph":"price floor discount floor discount floor price floor price floor the lowest approved price or margin boundary for a transaction the lowest approved price or margin boundary for a transaction can we model price floor across the main usage scenarios you will see price floor in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here price floor means the lowest approved price or margin boundary for a transaction revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Price floor","t":"Price floor","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/price-floor/","ui":"Can we model price floor across the main usage scenarios?"},{"a":["value metric"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The unit or measure by which a customer is charged, such as users, transactions or data volume.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The unit or measure by which a customer is charged, such as users, transactions or data volume.","i":2741,"id":"revenue.price-metric","lv":"core","ph":"price metric value metric price metric value metric price metric the unit or measure by which a customer is charged such as users transactions or data volume the unit or measure by which a customer is charged such as users transactions or data volume the number is useful only if everyone calculates price metric the same way you will see price metric in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here price metric means the unit or measure by which a customer is charged such as users transactions or data volume revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce equipment technology global context dependent","sn":"Price metric","t":"Price metric","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/price-metric/","ui":"The number is useful only if everyone calculates price metric the same way."},{"a":["share price"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The amount paid for each share in an equity financing or transaction.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The cost of one share.","i":2742,"id":"startup.price-per-share","lv":"core","ph":"price per share share price price per share share price price per share the cost of one share the amount paid for each share in an equity financing or transaction price per share follows from valuation and the agreed capitalisation you will see price per share in fundraising decks data rooms term sheets and investor conversations when the discussion reaches valuation and conversion mechanics in valuation and conversion mechanics a loose definition can change rights obligations approval disclosure or enforceability here price per share means the amount paid for each share in an equity financing or transaction startups venture and fundraising startup formation venture capital and fundraising valuation and conversion mechanics startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Price per share","t":"Price per share","tp":"Valuation & conversion mechanics","tpid":"startup-venture-fundraising.valuation-conversion","u":"terms/price-per-share/","ui":"Price per share follows from valuation and the agreed capitalisation."},{"a":["price level"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A specific price at which an offer is presented.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A specific price at which an offer is presented.","i":2743,"id":"revenue.price-point","lv":"core","ph":"price point price level price level price point price point a specific price at which an offer is presented a specific price at which an offer is presented the pricing slide needs to separate price point from the commercial assumptions around it you will see price point in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here price point means a specific price at which an offer is presented revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Price point","t":"Price point","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/price-point/","ui":"The pricing slide needs to separate price point from the commercial assumptions around it."},{"a":["realised pricing"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The degree to which actual transaction prices retain intended price levels.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The degree to which actual transaction prices retain intended price levels.","i":2744,"id":"revenue.price-realisation","lv":"working","ph":"price realisation realised pricing price realisation realised pricing price realisation the degree to which actual transaction prices retain intended price levels the degree to which actual transaction prices retain intended price levels the proposal must state how price realisation changes the customers bill you will see price realisation in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here price realisation means the degree to which actual transaction prices retain intended price levels revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Price realisation","t":"Price realisation","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/price-realisation/","ui":"The proposal must state how price realisation changes the customer’s bill."},{"a":["price elasticity sensitivity","pricing sensitivity"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The degree to which demand or purchase behaviour changes with price.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","investor","marketing","product","sales","finance"],"e":"The degree to which demand or purchase behaviour changes with price.","i":2745,"id":"revenue.price-sensitivity","lv":"core","ph":"price sensitivity price elasticity sensitivity pricing sensitivity price elasticity sensitivity price sensitivity pricing sensitivity price sensitivity the degree to which demand or purchase behaviour changes with price the degree to which demand or purchase behaviour changes with price the pricing slide needs to separate price sensitivity from the commercial assumptions around it you will see price sensitivity in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here price sensitivity means the degree to which demand or purchase behaviour changes with price revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate investor marketing product sales finance strategy market research planning pitching go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Price sensitivity","t":"Price sensitivity","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/price-sensitivity/","ui":"The pricing slide needs to separate price sensitivity from the commercial assumptions around it."},{"a":["target price"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"An analyst's estimated future share price over a stated horizon.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"An analyst's estimated future share price over a stated horizon.","i":2746,"id":"reporting.price-target","lv":"core","ph":"price target target price price target target price price target an analysts estimated future share price over a stated horizon an analysts estimated future share price over a stated horizon can we explain the movement in price target without hiding the underlying driver you will see price target in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here price target means an analysts estimated future share price over a stated horizon corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce global context dependent","sn":"Price target","t":"Price target","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/price-target/","ui":"Can we explain the movement in price target without hiding the underlying driver?"},{"a":["P/B"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Equity value divided by book equity.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Equity value divided by book equity.","i":2747,"id":"bizfinance.price-to-book-ratio","lv":"working","ph":"price to book ratio p b p b price to book ratio price to book ratio equity value divided by book equity equity value divided by book equity how are we defining price to book ratio in this deck you will see price to book ratio in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here price to book ratio means equity value divided by book equity finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process global context dependent","sn":"Price-to-book ratio","t":"Price-to-book ratio","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/price-to-book-ratio/","ui":"How are we defining price-to-book ratio in this deck?"},{"a":["P/E"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Equity value per share divided by earnings per share.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Equity value per share divided by earnings per share.","i":2748,"id":"bizfinance.price-to-earnings-ratio","lv":"core","ph":"price to earnings ratio p e p e price to earnings ratio price to earnings ratio equity value per share divided by earnings per share equity value per share divided by earnings per share keep price to earnings ratio on the dashboard but show the definition and reporting period beside it you will see price to earnings ratio in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here price to earnings ratio means equity value per share divided by earnings per share finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process global context dependent","sn":"Price-to-earnings ratio","t":"Price-to-earnings ratio","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/price-to-earnings-ratio/","ui":"Keep price-to-earnings ratio on the dashboard, but show the definition and reporting period beside it."},{"a":["P/S"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Equity value divided by revenue under a stated basis.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Equity value divided by revenue under a stated basis.","i":2749,"id":"bizfinance.price-to-sales-ratio","lv":"working","ph":"price to sales ratio p s p s price to sales ratio price to sales ratio equity value divided by revenue under a stated basis equity value divided by revenue under a stated basis compare price to sales ratio with the same cohort and period before drawing a conclusion you will see price to sales ratio in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here price to sales ratio means equity value divided by revenue under a stated basis finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process global context dependent","sn":"Price-to-sales ratio","t":"Price-to-sales ratio","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/price-to-sales-ratio/","ui":"Compare price-to-sales ratio with the same cohort and period before drawing a conclusion."},{"a":["pocket price waterfall"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"An analysis tracing list price through discounts, rebates and leakage to realised price.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"An analysis tracing list price through discounts, rebates and leakage to realised price.","i":2750,"id":"revenue.price-waterfall","lv":"specialist","ph":"price waterfall pocket price waterfall pocket price waterfall price waterfall price waterfall an analysis tracing list price through discounts rebates and leakage to realised price an analysis tracing list price through discounts rebates and leakage to realised price the pricing slide needs to separate price waterfall from the commercial assumptions around it you will see price waterfall in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here price waterfall means an analysis tracing list price through discounts rebates and leakage to realised price revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Price waterfall","t":"Price waterfall","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/price-waterfall/","ui":"The pricing slide needs to separate price waterfall from the commercial assumptions around it."},{"a":["priced equity round"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An equity financing in which the price per share and company valuation are set at closing.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investors buy shares at an agreed company valuation.","i":2751,"id":"startup.priced-round","lv":"core","ph":"priced round priced equity round priced equity round priced round priced round investors buy shares at an agreed company valuation an equity financing in which the price per share and company valuation are set at closing the company is moving from safes to a priced round you will see priced round in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here priced round means an equity financing in which the price per share and company valuation are set at closing startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent startup","sn":"Priced round","t":"Priced round","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/priced-round/","ui":"The company is moving from SAFEs to a priced round."},{"a":["pricing page"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide explaining price, packaging, discount logic or commercial structure.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that shows what the offer costs.","i":2752,"id":"bizpitch.pricing-slide","lv":"core","ph":"pricing slide pricing page pricing page pricing slide pricing slide the slide that shows what the offer costs a slide explaining price packaging discount logic or commercial structure the pricing slide should make the unit and billing period explicit you will see pricing slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here pricing slide means a slide explaining price packaging discount logic or commercial structure business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Pricing slide","t":"Pricing slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/pricing-slide/","ui":"The pricing slide should make the unit and billing period explicit."},{"a":["price strategy"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The principles and choices governing how an organisation sets and changes prices.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The principles and choices governing how an organisation sets and changes prices.","i":2753,"id":"revenue.pricing-strategy","lv":"core","ph":"pricing strategy price strategy price strategy pricing strategy pricing strategy the principles and choices governing how an organisation sets and changes prices the principles and choices governing how an organisation sets and changes prices the pricing slide needs to separate pricing strategy from the commercial assumptions around it you will see pricing strategy in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here pricing strategy means the principles and choices governing how an organisation sets and changes prices revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce format genre model organisation party global context dependent business foundation business","sn":"Pricing strategy","t":"Pricing strategy","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/pricing-strategy/","ui":"The pricing slide needs to separate pricing strategy from the commercial assumptions around it."},{"a":["plan tier"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A packaged level of features, service or usage offered at a particular price.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A packaged level of features, service or usage offered at a particular price.","i":2754,"id":"revenue.pricing-tier","lv":"core","ph":"pricing tier plan tier plan tier pricing tier pricing tier a packaged level of features service or usage offered at a particular price a packaged level of features service or usage offered at a particular price the proposal must state how pricing tier changes the customers bill you will see pricing tier in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here pricing tier means a packaged level of features service or usage offered at a particular price revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Pricing tier","t":"Pricing tier","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/pricing-tier/","ui":"The proposal must state how pricing tier changes the customer’s bill."},{"a":["supplier-specific data"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Data collected directly from specific operations or value-chain partners.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Data collected directly from specific operations or value-chain partners.","i":2755,"id":"sustainability.primary-data","lv":"core","ph":"primary data supplier specific data primary data supplier specific data primary data data collected directly from specific operations or value chain partners data collected directly from specific operations or value chain partners how are we defining primary data in this deck you will see primary data in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here primary data means data collected directly from specific operations or value chain partners sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification role person equipment technology risk ethics access global context dependent","sn":"Primary data","t":"Primary data","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/primary-data/","ui":"How are we defining primary data in this deck?"},{"a":["primary outcome"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The main outcome selected in advance to judge an experiment.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The most important number used to decide the test.","i":2756,"id":"product.primary-metric","lv":"core","ph":"primary metric primary outcome primary metric primary outcome primary metric the most important number used to decide the test the main outcome selected in advance to judge an experiment name one primary metric before launch you will see primary metric in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here primary metric means the main outcome selected in advance to judge an experiment product technology and innovation product management technology and innovation experiments testing and rollout startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology global context dependent","sn":"Primary metric","t":"Primary metric","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/primary-metric/","ui":"Name one primary metric before launch."},{"a":["first-hand research"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Original information collected directly for the current question.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Original information collected directly for the current question.","i":2757,"id":"marketing.primary-research","lv":"core","ph":"primary research first hand research first hand research primary research primary research original information collected directly for the current question original information collected directly for the current question which sample and method support the conclusion about primary research you will see primary research in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here primary research means original information collected directly for the current question marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Primary research","t":"Primary research","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/primary-research/","ui":"Which sample and method support the conclusion about primary research?"},{"a":["primary audience"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A user group for whom a reporting framework is principally designed, such as investors.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A user group for whom a reporting framework is principally designed, such as investors.","i":2758,"id":"sustainability.primary-user","lv":"working","ph":"primary user primary audience primary audience primary user primary user a user group for whom a reporting framework is principally designed such as investors a user group for whom a reporting framework is principally designed such as investors can we circulate primary user with the assumptions and open questions marked you will see primary user in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here primary user means a user group for whom a reporting framework is principally designed such as investors sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact role person format genre model risk ethics access global context dependent","sn":"Primary user","t":"Primary user","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/primary-user/","ui":"Can we circulate primary user with the assumptions and open questions marked?"},{"a":["face amount"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The amount borrowed or outstanding before interest and fees.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The amount borrowed or outstanding before interest and fees.","i":2759,"id":"bizfinance.principal","lv":"core","ph":"principal face amount face amount principal principal the amount borrowed or outstanding before interest and fees the amount borrowed or outstanding before interest and fees state the period currency and accounting basis for principal you will see principal in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here principal means the amount borrowed or outstanding before interest and fees finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Principal","t":"Principal","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/principal/","ui":"State the period, currency and accounting basis for principal."},{"a":["headquarters for legal purposes"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The main location from which an organisation's business is directed or conducted.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The main location from which an organisation's business is directed or conducted.","i":2760,"id":"governance.principal-place-of-business","lv":"working","ph":"principal place of business headquarters for legal purposes headquarters for legal purposes principal place of business principal place of business the main location from which an organisations business is directed or conducted the main location from which an organisations business is directed or conducted the draft mentions principal place of business but the scope and jurisdiction are still unclear you will see principal place of business in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here principal place of business means the main location from which an organisations business is directed or conducted corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Principal place of business","t":"Principal place of business","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/principal-place-of-business/","ui":"The draft mentions principal place of business, but the scope and jurisdiction are still unclear."},{"a":["print ads"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Advertising in printed publications or physical materials.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Advertising in printed publications or physical materials.","i":2761,"id":"marketing.print-advertising","lv":"core","ph":"print advertising print ads print ads print advertising print advertising advertising in printed publications or physical materials advertising in printed publications or physical materials the report should separate the effect of print advertising from correlation you will see print advertising in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here print advertising means advertising in printed publications or physical materials marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Print advertising","t":"Print advertising","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/print-advertising/","ui":"The report should separate the effect of print advertising from correlation."},{"a":["prior-year error"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An omission or misstatement in previously issued financial information under applicable criteria.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An omission or misstatement in previously issued financial information under applicable criteria.","i":2762,"id":"bizfinance.prior-period-error","lv":"working","ph":"prior period error prior year error prior period error prior year error prior period error an omission or misstatement in previously issued financial information under applicable criteria an omission or misstatement in previously issued financial information under applicable criteria the team needs one controlled copy of prior period error with an owner and date you will see prior period error in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here prior period error means an omission or misstatement in previously issued financial information under applicable criteria finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Prior-period error","t":"Prior-period error","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/prior-period-error/","ui":"The team needs one controlled copy of prior-period error, with an owner and date."},{"a":["data protection by default"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Configuring systems so the most privacy-protective relevant settings apply by default.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Configuring systems so the most privacy-protective relevant settings apply by default.","i":2763,"id":"governance.privacy-by-default","lv":"core","ph":"privacy by default data protection by default data protection by default privacy by default privacy by default configuring systems so the most privacy protective relevant settings apply by default configuring systems so the most privacy protective relevant settings apply by default do not describe privacy by default as agreed until the operative document says so you will see privacy by default in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here privacy by default means configuring systems so the most privacy protective relevant settings apply by default corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law equipment technology risk ethics access global context dependent","sn":"Privacy by default","t":"Privacy by default","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/privacy-by-default/","ui":"Do not describe privacy by default as agreed until the operative document says so."},{"a":["data protection by design"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Building privacy considerations into systems and processes from the outset.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Building privacy considerations into systems and processes from the outset.","i":2764,"id":"governance.privacy-by-design","lv":"core","ph":"privacy by design data protection by design data protection by design privacy by design privacy by design building privacy considerations into systems and processes from the outset building privacy considerations into systems and processes from the outset compare privacy by design with the same cohort and period before drawing a conclusion you will see privacy by design in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here privacy by design means building privacy considerations into systems and processes from the outset corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law equipment technology workflow process risk ethics access global context dependent","sn":"Privacy by design","t":"Privacy by design","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/privacy-by-design/","ui":"Compare privacy by design with the same cohort and period before drawing a conclusion."},{"a":["data privacy notice"],"amb":["Privacy notice"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Information given to individuals about personal-data collection, use, sharing and rights.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Information given to individuals about personal-data collection, use, sharing and rights.","i":2765,"id":"governance.privacy-notice","lv":"core","ph":"privacy notice data privacy notice data privacy notice privacy notice privacy notice information given to individuals about personal data collection use sharing and rights information given to individuals about personal data collection use sharing and rights the draft mentions privacy notice but the scope and jurisdiction are still unclear you will see privacy notice in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here privacy notice means information given to individuals about personal data collection use sharing and rights corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance privacy policy startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law equipment technology risk ethics access global context dependent","sn":"Privacy notice","t":"Privacy notice","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/privacy-notice/","ui":"The draft mentions privacy notice, but the scope and jurisdiction are still unclear."},{"a":["privacy notice","privacy statement"],"amb":["Privacy notice"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A public statement explaining how an organisation handles personal information.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A public statement explaining how an organisation handles personal information.","i":2766,"id":"governance.privacy-policy","lv":"core","ph":"privacy policy privacy notice privacy statement privacy notice privacy policy privacy statement privacy policy a public statement explaining how an organisation handles personal information a public statement explaining how an organisation handles personal information which version of privacy policy should the board treat as current you will see privacy policy in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here privacy policy means a public statement explaining how an organisation handles personal information corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents privacy notice startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law organisation party risk ethics access global context dependent","sn":"Privacy policy","t":"Privacy policy","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/privacy-policy/","ui":"Which version of privacy policy should the board treat as current?"},{"a":["closed beta"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A beta made available to a selected group of invited users.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A test version for chosen users only.","i":2767,"id":"product.private-beta","lv":"core","ph":"private beta closed beta closed beta private beta private beta a test version for chosen users only a beta made available to a selected group of invited users the private beta has fifty invited teams you will see private beta in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here private beta means a beta made available to a selected group of invited users product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations role person equipment technology status decision global context dependent","sn":"Private beta","t":"Private beta","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/private-beta/","ui":"The private beta has fifty invited teams."},{"a":["private-cloud environment"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Cloud-style infrastructure dedicated to one organisation or controlled group.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Cloud infrastructure reserved for one organisation.","i":2768,"id":"product.private-cloud","lv":"working","ph":"private cloud private cloud environment private cloud private cloud environment private cloud cloud infrastructure reserved for one organisation cloud style infrastructure dedicated to one organisation or controlled group the private cloud has higher operating cost you will see private cloud in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here private cloud means cloud style infrastructure dedicated to one organisation or controlled group product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations equipment technology organisation party global context dependent","sn":"Private cloud","t":"Private cloud","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/private-cloud/","ui":"The private cloud has higher operating cost."},{"a":["privately held company"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A company whose shares are not admitted to public trading, with legal details varying by jurisdiction.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A company whose shares are not admitted to public trading, with legal details varying by jurisdiction.","i":2769,"id":"governance.private-company","lv":"core","ph":"private company privately held company private company privately held company private company a company whose shares are not admitted to public trading with legal details varying by jurisdiction a company whose shares are not admitted to public trading with legal details varying by jurisdiction can we state who receives the right created by private company and when it applies you will see private company in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here private company means a company whose shares are not admitted to public trading with legal details varying by jurisdiction corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Private company","t":"Private company","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/private-company/","ui":"Can we state who receives the right created by private company, and when it applies?"},{"a":["PE"],"amb":["PE"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Investment in private companies, often involving control, leverage, operational change or mature cash flows.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investment funds buying substantial stakes in private companies.","i":2770,"id":"startup.private-equity","lv":"core","ph":"private equity pe pe private equity private equity investment funds buying substantial stakes in private companies investment in private companies often involving control leverage operational change or mature cash flows private equity is not the same as early stage venture capital you will see private equity in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here private equity means investment in private companies often involving control leverage operational change or mature cash flows startups venture and fundraising startup formation venture capital and fundraising investor and fund types permanent establishment startup investor finance corporate fundraising financing due diligence governance metric standard specification role person finance commerce organisation party global context dependent","sn":"Private equity","t":"Private equity","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/private-equity/","ui":"Private equity is not the same as early-stage venture capital."},{"a":["own brand","store brand"],"amb":["Private label","store brand"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A product made for and sold under a retailer's or distributor's own brand.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A product made for and sold under a retailer's or distributor's own brand.","i":2771,"id":"marketing.private-label","lv":"core","ph":"private label own brand store brand own brand private label store brand private label a product made for and sold under a retailers or distributors own brand a product made for and sold under a retailers or distributors own brand the brand brief needs a concrete definition of private label you will see private label in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here private label means a product made for and sold under a retailers or distributors own brand marketing brand and growth brand marketing media and growth brand architecture and portfolio private label product white label startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Private label","t":"Private label","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/private-label/","ui":"The brand brief needs a concrete definition of private label."},{"a":["store brand"],"amb":["store brand"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A product manufactured for and sold under a retailer or distributor's own brand.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A retailer sells a product under its own brand.","i":2772,"id":"strategy.private-label-product","lv":"working","ph":"private label product store brand private label product store brand private label product a retailer sells a product under its own brand a product manufactured for and sold under a retailer or distributors own brand private label growth increases retailer bargaining power you will see private label product in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here private label product means a product manufactured for and sold under a retailer or distributors own brand strategy markets and business models strategy market analysis and business models competition differentiation and moats private label startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Private-label product","t":"Private-label product","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/private-label-product/","ui":"Private-label growth increases retailer bargaining power."},{"a":["as-if financials"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Financial information adjusted to illustrate a transaction, scenario or alternative basis.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Financial information adjusted to illustrate a transaction, scenario or alternative basis.","i":2773,"id":"bizfinance.pro-forma","lv":"core","ph":"pro forma as if financials as if financials pro forma pro forma financial information adjusted to illustrate a transaction scenario or alternative basis financial information adjusted to illustrate a transaction scenario or alternative basis keep pro forma on the dashboard but show the definition and reporting period beside it you will see pro forma in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here pro forma means financial information adjusted to illustrate a transaction scenario or alternative basis finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce global context dependent","sn":"Pro forma","t":"Pro forma","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/pro-forma/","ui":"Keep pro forma on the dashboard, but show the definition and reporting period beside it."},{"a":["pro rata"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An investor's participation sufficient to maintain its ownership percentage in a new financing.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An investor invests enough to avoid dilution of its percentage.","i":2774,"id":"startup.pro-rata-participation","lv":"core","ph":"pro rata participation pro rata pro rata pro rata participation pro rata participation an investor invests enough to avoid dilution of its percentage an investors participation sufficient to maintain its ownership percentage in a new financing the investor will exercise pro rata participation you will see pro rata participation in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here pro rata participation means an investors participation sufficient to maintain its ownership percentage in a new financing startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance metric standard specification role person finance commerce workflow process organisation party global context dependent","sn":"Pro rata participation","t":"Pro rata participation","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/pro-rata-participation/","ui":"The investor will exercise pro rata participation."},{"a":["pre-emptive right","participation right"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A contractual right to participate in future financings to maintain ownership, subject to conditions.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An investor can buy enough in the next round to avoid dilution.","i":2775,"id":"startup.pro-rata-right","lv":"core","ph":"pro rata right pre emptive right participation right participation right pre emptive right pro rata right pro rata right an investor can buy enough in the next round to avoid dilution a contractual right to participate in future financings to maintain ownership subject to conditions the pro rata right is limited to major investors you will see pro rata right in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet control and investor rights in term sheet control and investor rights a loose definition can change rights obligations approval disclosure or enforceability here pro rata right means a contractual right to participate in future financings to maintain ownership subject to conditions startups venture and fundraising startup formation venture capital and fundraising term sheet control and investor rights pre emption right startup investor finance corporate fundraising financing due diligence governance document artifact role person finance commerce right contract law organisation party global context dependent startup","sn":"Pro rata right","t":"Pro rata right","tp":"Term-sheet control & investor rights","tpid":"startup-venture-fundraising.term-sheet-control","u":"terms/pro-rata-right/","ui":"The pro rata right is limited to major investors."},{"a":["probabilistic identity"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Identity estimation based on statistical likelihood rather than a direct shared identifier.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Identity estimation based on statistical likelihood rather than a direct shared identifier.","i":2776,"id":"marketing.probabilistic-matching","lv":"working","ph":"probabilistic matching probabilistic identity probabilistic identity probabilistic matching probabilistic matching identity estimation based on statistical likelihood rather than a direct shared identifier identity estimation based on statistical likelihood rather than a direct shared identifier keep probabilistic matching on the dashboard but show the definition and reporting period beside it you will see probabilistic matching in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here probabilistic matching means identity estimation based on statistical likelihood rather than a direct shared identifier marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model organisation party global context dependent","sn":"Probabilistic matching","t":"Probabilistic matching","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/probabilistic-matching/","ui":"Keep probabilistic matching on the dashboard, but show the definition and reporting period beside it."},{"a":["random sample"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A sample in which each eligible unit has a known non-zero selection probability.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A sample in which each eligible unit has a known non-zero selection probability.","i":2777,"id":"marketing.probability-sample","lv":"specialist","ph":"probability sample random sample probability sample random sample probability sample a sample in which each eligible unit has a known non zero selection probability a sample in which each eligible unit has a known non zero selection probability the finding on probability sample is directional not universal you will see probability sample in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here probability sample means a sample in which each eligible unit has a known non zero selection probability marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Probability sample","t":"Probability sample","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/probability-sample/","ui":"The finding on probability sample is directional, not universal."},{"a":["probationary period"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"An initial employment period with specified review or termination rules, varying by law.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"An initial employment period with specified review or termination rules, varying by law.","i":2778,"id":"people.probation-period","lv":"core","ph":"probation period probationary period probation period probationary period probation period an initial employment period with specified review or termination rules varying by law an initial employment period with specified review or termination rules varying by law the people plan needs to explain how probation period affects roles and decisions you will see probation period in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here probation period means an initial employment period with specified review or termination rules varying by law people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact right contract law workflow process organisation party global context dependent","sn":"Probation period","t":"Probation period","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/probation-period/","ui":"The people plan needs to explain how probation period affects roles and decisions."},{"a":["lean problem"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"In Lean Canvas, the small set of important customer problems the venture intends to solve.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The key customer problems the startup is addressing.","i":2779,"id":"strategy.problem","lv":"core","ph":"problem lean problem lean problem problem problem the key customer problems the startup is addressing in lean canvas the small set of important customer problems the venture intends to solve the problem box should not contain broad social trends you will see problem in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here problem means in lean canvas the small set of important customer problems the venture intends to solve strategy markets and business models strategy market analysis and business models business model canvas and lean canvas startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification role person equipment technology format genre model global context dependent","sn":"Problem","t":"Problem","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/problem/","ui":"The problem box should not contain broad social trends."},{"a":["problem assumption"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A testable belief about a customer's important problem, context or behaviour.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A guess about the customer problem that can be tested.","i":2780,"id":"product.problem-hypothesis","lv":"core","ph":"problem hypothesis problem assumption problem assumption problem hypothesis problem hypothesis a guess about the customer problem that can be tested a testable belief about a customers important problem context or behaviour the problem hypothesis failed in small businesses you will see problem hypothesis in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here problem hypothesis means a testable belief about a customers important problem context or behaviour product technology and innovation product management technology and innovation product discovery and research startup business corporate product technology product discovery product development testing launch operations role person equipment technology global context dependent","sn":"Problem hypothesis","t":"Problem hypothesis","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/problem-hypothesis/","ui":"The problem hypothesis failed in small businesses."},{"a":["discovery interview"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A customer conversation focused on current behaviour, problems and alternatives rather than pitching a solution.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"An interview about the customer's real problem.","i":2781,"id":"strategy.problem-interview","lv":"core","ph":"problem interview discovery interview discovery interview problem interview problem interview an interview about the customers real problem a customer conversation focused on current behaviour problems and alternatives rather than pitching a solution in the problem interview ask about the last time it happened you will see problem interview in strategy decks market analyses business plans and planning workshops when the discussion reaches needs jobs and value propositions it helps a reader interpret needs jobs and value propositions without confusing the measure decision role or evidence being discussed here problem interview means a customer conversation focused on current behaviour problems and alternatives rather than pitching a solution strategy markets and business models strategy market analysis and business models needs jobs and value propositions startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Problem interview","t":"Problem interview","tp":"Needs, jobs & value propositions","tpid":"strategy-market-models.customer-needs","u":"terms/problem-interview/","ui":"In the problem interview, ask about the last time it happened."},{"a":["problem page"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide defining the important customer, market or organisational problem the proposal addresses.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that explains what is wrong or unmet.","i":2782,"id":"bizpitch.problem-slide","lv":"core","ph":"problem slide problem page problem page problem slide problem slide the slide that explains what is wrong or unmet a slide defining the important customer market or organisational problem the proposal addresses the problem slide needs evidence that the pain is real and costly you will see problem slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here problem slide means a slide defining the important customer market or organisational problem the proposal addresses business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact role person format genre model organisation party global context dependent","sn":"Problem slide","t":"Problem slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/problem-slide/","ui":"The problem slide needs evidence that the pain is real and costly."},{"a":[],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Evidence that a defined customer problem is important and the proposed solution meaningfully addresses it.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The solution appears to solve a real important problem.","i":2783,"id":"strategy.problem-solution-fit","lv":"core","ph":"problem solution fit problem solution fit problem solution fit the solution appears to solve a real important problem evidence that a defined customer problem is important and the proposed solution meaningfully addresses it problem solution fit comes before scaling acquisition you will see problem solution fit in strategy decks market analyses business plans and planning workshops when the discussion reaches needs jobs and value propositions it helps a reader interpret needs jobs and value propositions without confusing the measure decision role or evidence being discussed here problem solution fit means evidence that a defined customer problem is important and the proposed solution meaningfully addresses it strategy markets and business models strategy market analysis and business models needs jobs and value propositions startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent startup","sn":"Problem-solution fit","t":"Problem-solution fit","tp":"Needs, jobs & value propositions","tpid":"strategy-market-models.customer-needs","u":"terms/problem-solution-fit/","ui":"Problem-solution fit comes before scaling acquisition."},{"a":["problem definition"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A concise description of the problem, affected group, context and evidence without prematurely prescribing the solution.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A clear explanation of who has what problem and why it matters.","i":2784,"id":"strategy.problem-statement","lv":"core","ph":"problem statement problem definition problem definition problem statement problem statement a clear explanation of who has what problem and why it matters a concise description of the problem affected group context and evidence without prematurely prescribing the solution rewrite the problem statement without naming our product you will see problem statement in strategy decks market analyses business plans and planning workshops when the discussion reaches needs jobs and value propositions it helps a reader interpret needs jobs and value propositions without confusing the measure decision role or evidence being discussed here problem statement means a concise description of the problem affected group context and evidence without prematurely prescribing the solution strategy markets and business models strategy market analysis and business models needs jobs and value propositions startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification role person equipment technology format genre model global context dependent startup","sn":"Problem statement","t":"Problem statement","tp":"Needs, jobs & value propositions","tpid":"strategy-market-models.customer-needs","u":"terms/problem-statement/","ui":"Rewrite the problem statement without naming our product."},{"a":["operating procedure"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A prescribed sequence for carrying out a task.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","investor","finance","people","operations","procurement","sales"],"e":"A prescribed sequence for carrying out a task.","i":2785,"id":"operations.procedure","lv":"core","ph":"procedure operating procedure operating procedure procedure procedure a prescribed sequence for carrying out a task a prescribed sequence for carrying out a task the operating model needs to show how procedure works in practice you will see procedure in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems a loose definition can change rights obligations approval disclosure or enforceability here procedure means a prescribed sequence for carrying out a task operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems policy startup business corporate investor finance people operations procurement sales governance contracting compliance risk management reporting operations procurement quality control delivery metric standard specification equipment technology workflow process global context dependent","sn":"Procedure","t":"Procedure","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/procedure/","ui":"The operating model needs to show how procedure works in practice."},{"a":["capability"],"amb":["Capability"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The ability of a stable process to produce output within specification.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The ability of a stable process to produce output within specification.","i":2786,"id":"operations.process-capability","lv":"working","ph":"process capability capability capability process capability process capability the ability of a stable process to produce output within specification the ability of a stable process to produce output within specification the team needs one controlled copy of process capability with an owner and date you will see process capability in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here process capability means the ability of a stable process to produce output within specification operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause capability business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Process capability","t":"Process capability","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/process-capability/","ui":"The team needs one controlled copy of process capability, with an owner and date."},{"a":["industrial-process emissions"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Emissions arising from industrial or chemical processes rather than fuel combustion.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Emissions arising from industrial or chemical processes rather than fuel combustion.","i":2787,"id":"sustainability.process-emissions","lv":"working","ph":"process emissions industrial process emissions industrial process emissions process emissions process emissions emissions arising from industrial or chemical processes rather than fuel combustion emissions arising from industrial or chemical processes rather than fuel combustion the sustainability report needs the method exclusions and assurance status for process emissions you will see process emissions in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here process emissions means emissions arising from industrial or chemical processes rather than fuel combustion sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Process emissions","t":"Process emissions","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/process-emissions/","ui":"The sustainability report needs the method, exclusions and assurance status for process emissions."},{"a":["bid process letter"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A document setting out transaction steps, deadlines, submission requirements and bidder instructions.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A letter explaining how a financing or sale process will run.","i":2788,"id":"startup.process-letter","lv":"specialist","ph":"process letter bid process letter bid process letter process letter process letter a letter explaining how a financing or sale process will run a document setting out transaction steps deadlines submission requirements and bidder instructions follow the process letter exactly you will see process letter in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here process letter means a document setting out transaction steps deadlines submission requirements and bidder instructions startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce workflow process organisation party global context dependent","sn":"Process letter","t":"Process letter","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/process-letter/","ui":"Follow the process letter exactly."},{"a":["process lead"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The person responsible for day-to-day coordination of a process.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The person responsible for day-to-day coordination of a process.","i":2789,"id":"operations.process-manager","lv":"working","ph":"process manager process lead process lead process manager process manager the person responsible for day to day coordination of a process the person responsible for day to day coordination of a process show where process manager happens in the operating model and who receives the handoff you will see process manager in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here process manager means the person responsible for day to day coordination of a process operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person equipment technology workflow process global context dependent","sn":"Process manager","t":"Process manager","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/process-manager/","ui":"Show where process manager happens in the operating model and who receives the handoff."},{"a":["process flow"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A visual representation of process steps, decisions and handoffs.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A visual representation of process steps, decisions and handoffs.","i":2790,"id":"operations.process-map","lv":"core","ph":"process map process flow process flow process map process map a visual representation of process steps decisions and handoffs a visual representation of process steps decisions and handoffs the process map needs an exception path for process map you will see process map in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here process map means a visual representation of process steps decisions and handoffs operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process status decision global context dependent","sn":"Process map","t":"Process map","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/process-map/","ui":"The process map needs an exception path for process map."},{"a":["process accountable"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The person accountable for end-to-end process performance.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["business","corporate","operations","procurement","sales","startup","people"],"e":"The person accountable for end-to-end process performance.","i":2791,"id":"people.process-owner","lv":"core","ph":"process owner process accountable process accountable process owner process owner the person accountable for end to end process performance the person accountable for end to end process performance can we make process owner accountable for one clear decision you will see process owner in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here process owner means the person accountable for end to end process performance people organisation and change organisation design people systems and change roles responsibility and decision rights business corporate operations procurement sales startup people operations procurement quality control risk management delivery people planning employment performance management change management role person workflow process organisation party global context dependent","sn":"Process owner","t":"Process owner","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/process-owner/","ui":"Can we make process owner accountable for one clear decision?"},{"a":["data processing"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Any operation performed on personal data, such as collecting, using, storing or deleting it.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Any operation performed on personal data, such as collecting, using, storing or deleting it.","i":2792,"id":"governance.processing","lv":"core","ph":"processing data processing data processing processing processing any operation performed on personal data such as collecting using storing or deleting it any operation performed on personal data such as collecting using storing or deleting it the number is useful only if everyone calculates processing the same way you will see processing in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here processing means any operation performed on personal data such as collecting using storing or deleting it corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification role person right contract law equipment technology workflow process risk ethics access global context dependent","sn":"Processing","t":"Processing","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/processing/","ui":"The number is useful only if everyone calculates processing the same way."},{"a":["work time"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Time spent actually transforming or handling an item.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Time spent actually transforming or handling an item.","i":2793,"id":"operations.processing-time","lv":"core","ph":"processing time work time processing time work time processing time time spent actually transforming or handling an item time spent actually transforming or handling an item how are we defining processing time in this deck you will see processing time in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here processing time means time spent actually transforming or handling an item operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Processing time","t":"Processing time","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/processing-time/","ui":"How are we defining processing time in this deck?"},{"a":["purchasing"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The controlled process of sourcing, selecting, contracting and managing suppliers.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","sales","finance","product","operations","procurement"],"e":"The controlled process of sourcing, selecting, contracting and managing suppliers.","i":2794,"id":"operations.procurement","lv":"core","ph":"procurement purchasing procurement purchasing procurement the controlled process of sourcing selecting contracting and managing suppliers the controlled process of sourcing selecting contracting and managing suppliers show where procurement happens in the operating model and who receives the handoff you will see procurement in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here procurement means the controlled process of sourcing selecting contracting and managing suppliers operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents startup business corporate sales finance product operations procurement go to market sales contracting customer success renewal operations procurement quality control risk management delivery document artifact metric standard specification role person right contract law workflow process global context dependent corporate","sn":"Procurement","t":"Procurement","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/procurement/","ui":"Show where procurement happens in the operating model and who receives the handoff."},{"a":["procurement lead"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The person managing the buyer's formal sourcing or purchasing process.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The person managing the buyer's formal sourcing or purchasing process.","i":2795,"id":"revenue.procurement-owner","lv":"working","ph":"procurement owner procurement lead procurement lead procurement owner procurement owner the person managing the buyers formal sourcing or purchasing process the person managing the buyers formal sourcing or purchasing process who can verify procurement owner on the buyers side you will see procurement owner in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here procurement owner means the person managing the buyers formal sourcing or purchasing process revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce workflow process global context dependent","sn":"Procurement owner","t":"Procurement owner","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/procurement-owner/","ui":"Who can verify procurement owner on the buyer’s side?"},{"a":["tender pack"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The collection of documents issued to potential suppliers.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The collection of documents issued to potential suppliers.","i":2796,"id":"operations.procurement-pack","lv":"working","ph":"procurement pack tender pack procurement pack tender pack procurement pack the collection of documents issued to potential suppliers the collection of documents issued to potential suppliers which version of procurement pack should the board treat as current you will see procurement pack in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here procurement pack means the collection of documents issued to potential suppliers operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification role person workflow process global context dependent","sn":"Procurement pack","t":"Procurement pack","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/procurement-pack/","ui":"Which version of procurement pack should the board treat as current?"},{"a":["tender presentation","supplier pitch"],"amb":["tender presentation"],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation made as part of a formal or informal supplier-selection process.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A supplier presents why it should win a contract.","i":2797,"id":"bizpitch.procurement-pitch","lv":"working","ph":"procurement pitch tender presentation supplier pitch procurement pitch supplier pitch tender presentation procurement pitch a supplier presents why it should win a contract a presentation made as part of a formal or informal supplier selection process the procurement pitch should mirror the evaluation criteria you will see procurement pitch in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here procurement pitch means a presentation made as part of a formal or informal supplier selection process business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations tender presentation startup business corporate investor sales planning pitching submission decision role person workflow process global context dependent","sn":"Procurement pitch","t":"Procurement pitch","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/procurement-pitch/","ui":"The procurement pitch should mirror the evaluation criteria."},{"a":["bid protest"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A formal challenge to a procurement process or award.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A formal challenge to a procurement process or award.","i":2798,"id":"operations.procurement-protest","lv":"working","ph":"procurement protest bid protest bid protest procurement protest procurement protest a formal challenge to a procurement process or award a formal challenge to a procurement process or award document the approval for procurement protest before the award is announced you will see procurement protest in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here procurement protest means a formal challenge to a procurement process or award operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process status decision global context dependent","sn":"Procurement protest","t":"Procurement protest","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/procurement-protest/","ui":"Document the approval for procurement protest before the award is announced."},{"a":["sourcing review"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The buyer's formal purchasing, vendor and commercial evaluation.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The buyer's formal purchasing, vendor and commercial evaluation.","i":2799,"id":"revenue.procurement-review","lv":"core","ph":"procurement review sourcing review procurement review sourcing review procurement review the buyers formal purchasing vendor and commercial evaluation the buyers formal purchasing vendor and commercial evaluation sales needs one agreed definition of procurement review before the forecast review you will see procurement review in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here procurement review means the buyers formal purchasing vendor and commercial evaluation revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce workflow process global context dependent","sn":"Procurement review","t":"Procurement review","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/procurement-review/","ui":"Sales needs one agreed definition of procurement review before the forecast review."},{"a":["tender schedule"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The planned dates for solicitation, evaluation, award and contract start.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The planned dates for solicitation, evaluation, award and contract start.","i":2800,"id":"operations.procurement-timetable","lv":"core","ph":"procurement timetable tender schedule procurement timetable tender schedule procurement timetable the planned dates for solicitation evaluation award and contract start the planned dates for solicitation evaluation award and contract start can we state who receives the right created by procurement timetable and when it applies you will see procurement timetable in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here procurement timetable means the planned dates for solicitation evaluation award and contract start operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification right contract law workflow process status decision global context dependent","sn":"Procurement timetable","t":"Procurement timetable","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/procurement-timetable/","ui":"Can we state who receives the right created by procurement timetable, and when it applies?"},{"a":["offering"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A good, service or system created to solve customer or user needs and deliver repeatable value.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Something built to create value for users or customers.","i":2801,"id":"product.product","lv":"core","ph":"product offering offering product product something built to create value for users or customers a good service or system created to solve customer or user needs and deliver repeatable value the product is the complete workflow not only the interface you will see product in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product vision strategy and roadmaps it helps a reader interpret product vision strategy and roadmaps without confusing the measure decision role or evidence being discussed here product means a good service or system created to solve customer or user needs and deliver repeatable value product technology and innovation product management technology and innovation product vision strategy and roadmaps startup business corporate product technology product discovery product development testing launch operations metric standard specification role person equipment technology format genre model global context dependent","sn":"Product","t":"Product","tp":"Product vision, strategy & roadmaps","tpid":"product-technology-innovation.product-strategy","u":"terms/product/","ui":"The product is the complete workflow, not only the interface."},{"a":["offer component"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The specific offering used to address customer jobs, pains and gains.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"What the company actually provides.","i":2802,"id":"strategy.product-and-service","lv":"core","ph":"product and service offer component offer component product and service product and service what the company actually provides the specific offering used to address customer jobs pains and gains the product and service list is broader than the target job you will see product and service in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here product and service means the specific offering used to address customer jobs pains and gains strategy markets and business models strategy market analysis and business models business model canvas and lean canvas startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification role person equipment technology format genre model global context dependent","sn":"Product and service","t":"Product and service","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/product-and-service/","ui":"The product and service list is broader than the target job."},{"a":["backlog"],"amb":["Backlog"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The emergent, ordered list of work needed to improve the product.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The prioritised list of product work.","i":2803,"id":"product.product-backlog","lv":"core","ph":"product backlog backlog backlog product backlog product backlog the prioritised list of product work the emergent ordered list of work needed to improve the product the product backlog includes research and technical work you will see product backlog in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here product backlog means the emergent ordered list of work needed to improve the product product technology and innovation product management technology and innovation agile and scrum delivery backlog backlog startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Product Backlog","t":"Product Backlog","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/product-backlog/","ui":"The Product Backlog includes research and technical work."},{"a":["offering brand"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A brand associated with a specific product or product family.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A brand associated with a specific product or product family.","i":2804,"id":"marketing.product-brand","lv":"core","ph":"product brand offering brand offering brand product brand product brand a brand associated with a specific product or product family a brand associated with a specific product or product family the work feels inconsistent because the team is using product brand in three different ways you will see product brand in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here product brand means a brand associated with a specific product or product family marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Product brand","t":"Product brand","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/product-brand/","ui":"The work feels inconsistent because the team is using product brand in three different ways."},{"a":["performance claim"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A claim about a product's attributes, performance or benefits.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A claim about a product's attributes, performance or benefits.","i":2805,"id":"marketing.product-claim","lv":"core","ph":"product claim performance claim performance claim product claim product claim a claim about a products attributes performance or benefits a claim about a products attributes performance or benefits can we make product claim specific enough that another team could use it correctly you will see product claim in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here product claim means a claim about a products attributes performance or benefits marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Product claim","t":"Product claim","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/product-claim/","ui":"Can we make product claim specific enough that another team could use it correctly?"},{"a":["product committee"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A cross-functional group reviewing major product priorities, trade-offs or investments.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A group that helps decide large product choices.","i":2806,"id":"product.product-council","lv":"working","ph":"product council product committee product committee product council product council a group that helps decide large product choices a cross functional group reviewing major product priorities trade offs or investments the product council should not become a feature approval queue you will see product council in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product vision strategy and roadmaps it helps a reader interpret product vision strategy and roadmaps without confusing the measure decision role or evidence being discussed here product council means a cross functional group reviewing major product priorities trade offs or investments product technology and innovation product management technology and innovation product vision strategy and roadmaps startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology workflow process format genre model global context dependent","sn":"Product council","t":"Product council","tp":"Product vision, strategy & roadmaps","tpid":"product-technology-innovation.product-strategy","u":"terms/product-council/","ui":"The product council should not become a feature-approval queue."},{"a":["new product development"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Growth by creating new or improved products for existing markets.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Build new products for customers already served.","i":2807,"id":"strategy.product-development","lv":"core","ph":"product development new product development new product development product development product development build new products for customers already served growth by creating new or improved products for existing markets product development is the least risky growth path here you will see product development in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here product development means growth by creating new or improved products for existing markets strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Product development","t":"Product development","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/product-development/","ui":"Product development is the least risky growth path here."},{"a":["discovery"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Work used to reduce uncertainty about customer needs, solution value, usability, feasibility and viability before or during delivery.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Learn what problem and solution are worth building.","i":2808,"id":"product.product-discovery","lv":"core","ph":"product discovery discovery discovery product discovery product discovery learn what problem and solution are worth building work used to reduce uncertainty about customer needs solution value usability feasibility and viability before or during delivery product discovery should continue after launch you will see product discovery in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here product discovery means work used to reduce uncertainty about customer needs solution value usability feasibility and viability before or during delivery product technology and innovation product management technology and innovation product discovery and research startup business corporate product technology product discovery product development testing launch operations role person equipment technology global context dependent","sn":"Product discovery","t":"Product discovery","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/product-discovery/","ui":"Product discovery should continue after launch."},{"a":["product DD"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Review of product quality, roadmap, usage, customer value and product-management capability.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Check whether the product works, matters and can develop.","i":2809,"id":"startup.product-due-diligence","lv":"working","ph":"product due diligence product dd product dd product due diligence product due diligence check whether the product works matters and can develop review of product quality roadmap usage customer value and product management capability product due diligence focused on retention by use case you will see product due diligence in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here product due diligence means review of product quality roadmap usage customer value and product management capability startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology workflow process organisation party global context dependent","sn":"Product due diligence","t":"Product due diligence","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/product-due-diligence/","ui":"Product due diligence focused on retention by use case."},{"a":["PEF"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A method for assessing environmental impacts of a product across its life cycle.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A method for assessing environmental impacts of a product across its life cycle.","i":2810,"id":"sustainability.product-environmental-footprint","lv":"working","ph":"product environmental footprint pef pef product environmental footprint product environmental footprint a method for assessing environmental impacts of a product across its life cycle a method for assessing environmental impacts of a product across its life cycle show where product environmental footprint happens in the operating model and who receives the handoff you will see product environmental footprint in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here product environmental footprint means a method for assessing environmental impacts of a product across its life cycle sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Product environmental footprint","t":"Product environmental footprint","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/product-environmental-footprint/","ui":"Show where product environmental footprint happens in the operating model and who receives the handoff."},{"a":["product range"],"amb":["Product family"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A set of products connected by purpose, technology, audience or branding.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A set of products connected by purpose, technology, audience or branding.","i":2811,"id":"marketing.product-family","lv":"core","ph":"product family product range product family product range product family a set of products connected by purpose technology audience or branding a set of products connected by purpose technology audience or branding the brand brief needs a concrete definition of product family you will see product family in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here product family means a set of products connected by purpose technology audience or branding marketing brand and growth brand marketing media and growth brand architecture and portfolio product line startup business corporate marketing sales market research marketing growth reporting equipment technology format genre model global context dependent","sn":"Product family","t":"Product family","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/product-family/","ui":"The brand brief needs a concrete definition of product family."},{"a":["product objective"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A future state of the product that serves as a long-term objective for the Scrum Team.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The longer-term product result the team is pursuing.","i":2812,"id":"product.product-goal","lv":"working","ph":"product goal product objective product goal product objective product goal the longer term product result the team is pursuing a future state of the product that serves as a long term objective for the scrum team the product goal guides backlog choices across sprints you will see product goal in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here product goal means a future state of the product that serves as a long term objective for the scrum team product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology product discovery product development testing launch operations equipment technology organisation party global context dependent","sn":"Product Goal","t":"Product Goal","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/product-goal/","ui":"The Product Goal guides backlog choices across Sprints."},{"a":["product metric"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A key measure used to judge product performance against objectives.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"An important number showing how the product is doing.","i":2813,"id":"product.product-kpi","lv":"core","ph":"product kpi product metric product kpi product metric product kpi an important number showing how the product is doing a key measure used to judge product performance against objectives every product kpi needs a definition and owner you will see product kpi in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product vision strategy and roadmaps it helps a reader interpret product vision strategy and roadmaps without confusing the measure decision role or evidence being discussed here product kpi means a key measure used to judge product performance against objectives product technology and innovation product management technology and innovation product vision strategy and roadmaps startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology format genre model global context dependent","sn":"Product KPI","t":"Product KPI","tp":"Product vision, strategy & roadmaps","tpid":"product-technology-innovation.product-strategy","u":"terms/product-kpi/","ui":"Every product KPI needs a definition and owner."},{"a":["product acquisition"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"New users or customers generated substantially through product interaction, sharing or free access.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"New users or customers generated substantially through product interaction, sharing or free access.","i":2814,"id":"marketing.product-led-acquisition","lv":"working","ph":"product led acquisition product acquisition product acquisition product led acquisition product led acquisition new users or customers generated substantially through product interaction sharing or free access new users or customers generated substantially through product interaction sharing or free access the growth review needs to show the trade off behind product led acquisition you will see product led acquisition in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here product led acquisition means new users or customers generated substantially through product interaction sharing or free access marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model global context dependent","sn":"Product-led acquisition","t":"Product-led acquisition","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/product-led-acquisition/","ui":"The growth review needs to show the trade-off behind product-led acquisition."},{"a":["PLG"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A growth model in which product use drives acquisition, conversion, retention or expansion.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","product","technology","sales","finance"],"e":"A growth model in which product use drives acquisition, conversion, retention or expansion.","i":2815,"id":"revenue.product-led-growth","lv":"core","ph":"product led growth plg plg product led growth product led growth a growth model in which product use drives acquisition conversion retention or expansion a growth model in which product use drives acquisition conversion retention or expansion which segment owns the first proof point for product led growth you will see product led growth in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here product led growth means a growth model in which product use drives acquisition conversion retention or expansion revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate product technology sales finance product discovery product development testing launch operations go to market sales contracting customer success renewal finance commerce equipment technology format genre model global context dependent","sn":"Product-led growth","t":"Product-led growth","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/product-led-growth/","ui":"Which segment owns the first proof point for product-led growth?"},{"a":["PLS"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A model in which product usage signals help sales teams identify and convert promising accounts.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Sales uses product behaviour to find and grow good accounts.","i":2816,"id":"product.product-led-sales","lv":"working","ph":"product led sales pls pls product led sales product led sales sales uses product behaviour to find and grow good accounts a model in which product usage signals help sales teams identify and convert promising accounts product led sales focuses reps on activated teams you will see product led sales in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product vision strategy and roadmaps it helps a reader interpret product vision strategy and roadmaps without confusing the measure decision role or evidence being discussed here product led sales means a model in which product usage signals help sales teams identify and convert promising accounts product technology and innovation product management technology and innovation product vision strategy and roadmaps startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Product-led sales","t":"Product-led sales","tp":"Product vision, strategy & roadmaps","tpid":"product-technology-innovation.product-strategy","u":"terms/product-led-sales/","ui":"Product-led sales focuses reps on activated teams."},{"a":["life extension"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Increasing the useful life of a product through durability, repair or upgrade.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Increasing the useful life of a product through durability, repair or upgrade.","i":2817,"id":"sustainability.product-life-extension","lv":"core","ph":"product life extension life extension life extension product life extension product life extension increasing the useful life of a product through durability repair or upgrade increasing the useful life of a product through durability repair or upgrade the sustainability report needs the method exclusions and assurance status for product life extension you will see product life extension in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here product life extension means increasing the useful life of a product through durability repair or upgrade sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Product life extension","t":"Product life extension","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/product-life-extension/","ui":"The sustainability report needs the method, exclusions and assurance status for product life extension."},{"a":["product life cycle"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The stages a product moves through from discovery and launch to growth, maturity and retirement.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The stages of a product's life.","i":2818,"id":"product.product-lifecycle","lv":"core","ph":"product lifecycle product life cycle product life cycle product lifecycle product lifecycle the stages of a products life the stages a product moves through from discovery and launch to growth maturity and retirement the product lifecycle affects investment and messaging you will see product lifecycle in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product vision strategy and roadmaps it helps a reader interpret product vision strategy and roadmaps without confusing the measure decision role or evidence being discussed here product lifecycle means the stages a product moves through from discovery and launch to growth maturity and retirement product technology and innovation product management technology and innovation product vision strategy and roadmaps startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology workflow process format genre model status decision global context dependent","sn":"Product lifecycle","t":"Product lifecycle","tp":"Product vision, strategy & roadmaps","tpid":"product-technology-innovation.product-strategy","u":"terms/product-lifecycle/","ui":"The product lifecycle affects investment and messaging."},{"a":["product family"],"amb":["Product family"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A related group of products marketed or managed together.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology","marketing","sales"],"e":"A group of connected products.","i":2819,"id":"product.product-line","lv":"core","ph":"product line product family product family product line product line a group of connected products a related group of products marketed or managed together the enterprise product line has a separate roadmap you will see product line in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product vision strategy and roadmaps in product vision strategy and roadmaps a loose definition can change rights obligations approval disclosure or enforceability here product line means a related group of products marketed or managed together product technology and innovation product management technology and innovation product vision strategy and roadmaps product family startup business corporate product technology marketing sales product discovery product development testing launch operations market research marketing growth reporting metric standard specification equipment technology format genre model global context dependent","sn":"Product line","t":"Product line","tp":"Product vision, strategy & roadmaps","tpid":"product-technology-innovation.product-strategy","u":"terms/product-line/","ui":"The enterprise product line has a separate roadmap."},{"a":["product function"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The discipline of guiding product choices across customer value, business goals and delivery constraints.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Work that decides what product problems to solve and why.","i":2820,"id":"product.product-management","lv":"core","ph":"product management product function product function product management product management work that decides what product problems to solve and why the discipline of guiding product choices across customer value business goals and delivery constraints product management owns decisions not every task you will see product management in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product vision strategy and roadmaps it helps a reader interpret product vision strategy and roadmaps without confusing the measure decision role or evidence being discussed here product management means the discipline of guiding product choices across customer value business goals and delivery constraints product technology and innovation product management technology and innovation product vision strategy and roadmaps startup business corporate product technology product discovery product development testing launch operations metric standard specification role person equipment technology workflow process format genre model global context dependent","sn":"Product management","t":"Product management","tp":"Product vision, strategy & roadmaps","tpid":"product-technology-innovation.product-strategy","u":"terms/product-management/","ui":"Product management owns decisions, not every task."},{"a":["PM"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A role responsible for product direction, priorities and coordination, with authority varying by organisation.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The person guiding what the product team should solve.","i":2821,"id":"product.product-manager","lv":"core","ph":"product manager pm pm product manager product manager the person guiding what the product team should solve a role responsible for product direction priorities and coordination with authority varying by organisation the product manager is testing the pricing workflow with users you will see product manager in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product vision strategy and roadmaps it helps a reader interpret product vision strategy and roadmaps without confusing the measure decision role or evidence being discussed here product manager means a role responsible for product direction priorities and coordination with authority varying by organisation product technology and innovation product management technology and innovation product vision strategy and roadmaps startup business corporate product technology product discovery product development testing launch operations metric standard specification role person equipment technology format genre model organisation party global context dependent","sn":"Product manager","t":"Product manager","tp":"Product vision, strategy & roadmaps","tpid":"product-technology-innovation.product-strategy","u":"terms/product-manager/","ui":"The product manager is testing the pricing workflow with users."},{"a":["relevant product market"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A market defined around a set of substitutable products or services.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A group of products customers might reasonably choose between.","i":2822,"id":"strategy.product-market","lv":"working","ph":"product market relevant product market product market relevant product market product market a group of products customers might reasonably choose between a market defined around a set of substitutable products or services the product market definition affects the competition analysis you will see product market in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here product market means a market defined around a set of substitutable products or services strategy markets and business models strategy market analysis and business models markets industries and categories startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Product market","t":"Product market","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/product-market/","ui":"The product market definition affects the competition analysis."},{"a":["PMF"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A condition in which a product creates strong recurring value for a sufficiently large market, reflected in demand and retention.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","investor","marketing","product","technology"],"e":"A real market wants the product and keeps using it.","i":2823,"id":"product.product-market-fit","lv":"core","ph":"product market fit pmf pmf product market fit product market fit a real market wants the product and keeps using it a condition in which a product creates strong recurring value for a sufficiently large market reflected in demand and retention the company has early demand but not yet product market fit you will see product market fit in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product vision strategy and roadmaps it helps a reader interpret product vision strategy and roadmaps without confusing the measure decision role or evidence being discussed here product market fit means a condition in which a product creates strong recurring value for a sufficiently large market reflected in demand and retention product technology and innovation product management technology and innovation product vision strategy and roadmaps startup business corporate investor marketing product technology strategy market research planning pitching product discovery product development testing launch operations metric standard specification equipment technology format genre model global context dependent startup","sn":"Product-market fit","t":"Product-market fit","tp":"Product vision, strategy & roadmaps","tpid":"product-technology-innovation.product-strategy","u":"terms/product-market-fit/","ui":"The company has early demand but not yet product-market fit."},{"a":["product ops"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The systems, data and practices that help product teams work consistently and learn at scale.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The support system that helps product teams operate well.","i":2824,"id":"product.product-operations","lv":"working","ph":"product operations product ops product operations product ops product operations the support system that helps product teams operate well the systems data and practices that help product teams work consistently and learn at scale product operations standardised research repositories and launch reviews you will see product operations in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product vision strategy and roadmaps it helps a reader interpret product vision strategy and roadmaps without confusing the measure decision role or evidence being discussed here product operations means the systems data and practices that help product teams work consistently and learn at scale product technology and innovation product management technology and innovation product vision strategy and roadmaps startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Product operations","t":"Product operations","tp":"Product vision, strategy & roadmaps","tpid":"product-technology-innovation.product-strategy","u":"terms/product-operations/","ui":"Product operations standardised research repositories and launch reviews."},{"a":["product-led structure"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A structure grouping teams around products or product lines.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A structure grouping teams around products or product lines.","i":2825,"id":"people.product-organisation","lv":"core","ph":"product organisation product led structure product led structure product organisation product organisation a structure grouping teams around products or product lines a structure grouping teams around products or product lines the people plan needs to explain how product organisation affects roles and decisions you will see product organisation in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here product organisation means a structure grouping teams around products or product lines people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Product organisation","t":"Product organisation","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/product-organisation/","ui":"The people plan needs to explain how product organisation affects roles and decisions."},{"a":["PO"],"amb":["PO"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The person accountable for maximising product value and ordering product-backlog work in Scrum.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","product","technology","people","operations"],"e":"The person accountable for maximising product value and ordering product-backlog work in Scrum.","i":2826,"id":"people.product-owner","lv":"core","ph":"product owner po po product owner product owner the person accountable for maximising product value and ordering product backlog work in scrum the person accountable for maximising product value and ordering product backlog work in scrum bring product owner into the next review before the decision gets made around them you will see product owner in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here product owner means the person accountable for maximising product value and ordering product backlog work in scrum people organisation and change organisation design people systems and change roles responsibility and decision rights purchase order startup business corporate product technology people operations product discovery product development testing launch operations people planning employment performance management change management role person organisation party global context dependent","sn":"Product owner","t":"Product owner","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/product-owner/","ui":"Bring product owner into the next review before the decision gets made around them."},{"a":["product suite"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The set of products or product lines managed by an organisation.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"All the products a company manages.","i":2827,"id":"product.product-portfolio","lv":"core","ph":"product portfolio product suite product portfolio product suite product portfolio all the products a company manages the set of products or product lines managed by an organisation the product portfolio has overlapping offers and unclear ownership you will see product portfolio in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product vision strategy and roadmaps it helps a reader interpret product vision strategy and roadmaps without confusing the measure decision role or evidence being discussed here product portfolio means the set of products or product lines managed by an organisation product technology and innovation product management technology and innovation product vision strategy and roadmaps startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Product portfolio","t":"Product portfolio","tp":"Product vision, strategy & roadmaps","tpid":"product-technology-innovation.product-strategy","u":"terms/product-portfolio/","ui":"The product portfolio has overlapping offers and unclear ownership."},{"a":["design principle"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A reusable rule that guides product decisions and resolves recurring trade-offs.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A rule that helps teams make consistent product choices.","i":2828,"id":"product.product-principle","lv":"core","ph":"product principle design principle design principle product principle product principle a rule that helps teams make consistent product choices a reusable rule that guides product decisions and resolves recurring trade offs clarity before configuration is a product principle you will see product principle in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product vision strategy and roadmaps it helps a reader interpret product vision strategy and roadmaps without confusing the measure decision role or evidence being discussed here product principle means a reusable rule that guides product decisions and resolves recurring trade offs product technology and innovation product management technology and innovation product vision strategy and roadmaps startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology format genre model status decision global context dependent","sn":"Product principle","t":"Product principle","tp":"Product vision, strategy & roadmaps","tpid":"product-technology-innovation.product-strategy","u":"terms/product-principle/","ui":"“Clarity before configuration” is a product principle."},{"a":["PQL"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A user or account whose product behaviour indicates sales or conversion potential.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A user or account whose product behaviour indicates sales or conversion potential.","i":2829,"id":"revenue.product-qualified-lead","lv":"working","ph":"product qualified lead pql pql product qualified lead product qualified lead a user or account whose product behaviour indicates sales or conversion potential a user or account whose product behaviour indicates sales or conversion potential who can verify product qualified lead on the buyers side you will see product qualified lead in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here product qualified lead means a user or account whose product behaviour indicates sales or conversion potential revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce format genre model global context dependent","sn":"Product-qualified lead","t":"Product-qualified lead","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/product-qualified-lead/","ui":"Who can verify product-qualified lead on the buyer’s side?"},{"a":["requirement"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A need or condition the product must satisfy.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Something the product must achieve.","i":2830,"id":"product.product-requirement","lv":"core","ph":"product requirement requirement product requirement requirement product requirement something the product must achieve a need or condition the product must satisfy link each product requirement to evidence and acceptance criteria you will see product requirement in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here product requirement means a need or condition the product must satisfy product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Product requirement","t":"Product requirement","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/product-requirement/","ui":"Link each product requirement to evidence and acceptance criteria."},{"a":["PRD"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A document describing product purpose, users, requirements, constraints, success measures and open questions.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A document explaining what the product should achieve and why.","i":2831,"id":"product.product-requirements-document","lv":"core","ph":"product requirements document prd prd product requirements document product requirements document a document explaining what the product should achieve and why a document describing product purpose users requirements constraints success measures and open questions the product requirements document should state outcomes and non goals you will see product requirements document in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here product requirements document means a document describing product purpose users requirements constraints success measures and open questions product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations document artifact metric standard specification role person equipment technology global context dependent","sn":"Product requirements document","t":"Product requirements document","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/product-requirements-document/","ui":"The product requirements document should state outcomes and non-goals."},{"a":["retire product"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The planned withdrawal of a product from sale, use or support.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Stop offering and supporting a product.","i":2832,"id":"product.product-retirement","lv":"working","ph":"product retirement retire product product retirement retire product product retirement stop offering and supporting a product the planned withdrawal of a product from sale use or support product retirement requires customer communication and data handling you will see product retirement in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here product retirement means the planned withdrawal of a product from sale use or support product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations document artifact equipment technology status decision global context dependent","sn":"Product retirement","t":"Product retirement","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/product-retirement/","ui":"Product retirement requires customer communication and data handling."},{"a":["roadmap"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A directional plan showing intended product outcomes, themes or releases over time.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A plan showing where the product is heading.","i":2833,"id":"product.product-roadmap","lv":"core","ph":"product roadmap roadmap product roadmap roadmap product roadmap a plan showing where the product is heading a directional plan showing intended product outcomes themes or releases over time the product roadmap should communicate outcomes rather than false date certainty you will see product roadmap in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product vision strategy and roadmaps it helps a reader interpret product vision strategy and roadmaps without confusing the measure decision role or evidence being discussed here product roadmap means a directional plan showing intended product outcomes themes or releases over time product technology and innovation product management technology and innovation product vision strategy and roadmaps backlog startup business corporate product technology product discovery product development testing launch operations document artifact metric standard specification equipment technology format genre model global context dependent business foundation","sn":"Product roadmap","t":"Product roadmap","tp":"Product vision, strategy & roadmaps","tpid":"product-technology-innovation.product-strategy","u":"terms/product-roadmap/","ui":"The product roadmap should communicate outcomes rather than false date certainty."},{"a":["product page"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide showing what the product is, how it works and what value it creates.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that shows the product.","i":2834,"id":"bizpitch.product-slide","lv":"core","ph":"product slide product page product page product slide product slide the slide that shows the product a slide showing what the product is how it works and what value it creates the product slide should make the workflow understandable in seconds you will see product slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here product slide means a slide showing what the product is how it works and what value it creates business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Product slide","t":"Product slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/product-slide/","ui":"The product slide should make the workflow understandable in seconds."},{"a":["product spec"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A detailed description of a product's intended characteristics and requirements.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A detailed description of the product.","i":2835,"id":"product.product-specification","lv":"working","ph":"product specification product spec product spec product specification product specification a detailed description of the product a detailed description of a products intended characteristics and requirements the product specification includes performance limits you will see product specification in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here product specification means a detailed description of a products intended characteristics and requirements product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Product specification","t":"Product specification","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/product-specification/","ui":"The product specification includes performance limits."},{"a":["product plan"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The choices about customers, problems, value, differentiation and capabilities that guide product investment.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A set of choices about what product to build, for whom and why.","i":2836,"id":"product.product-strategy","lv":"core","ph":"product strategy product plan product plan product strategy product strategy a set of choices about what product to build for whom and why the choices about customers problems value differentiation and capabilities that guide product investment the product strategy excludes low value custom requests you will see product strategy in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product vision strategy and roadmaps it helps a reader interpret product vision strategy and roadmaps without confusing the measure decision role or evidence being discussed here product strategy means the choices about customers problems value differentiation and capabilities that guide product investment product technology and innovation product management technology and innovation product vision strategy and roadmaps startup business corporate product technology product discovery product development testing launch operations metric standard specification role person equipment technology format genre model global context dependent","sn":"Product strategy","t":"Product strategy","tp":"Product vision, strategy & roadmaps","tpid":"product-technology-innovation.product-strategy","u":"terms/product-strategy/","ui":"The product strategy excludes low-value custom requests."},{"a":["usage"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Observable use of a product, feature or service under a defined measure.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Observable use of a product, feature or service under a defined measure.","i":2837,"id":"revenue.product-usage","lv":"core","ph":"product usage usage product usage usage product usage observable use of a product feature or service under a defined measure observable use of a product feature or service under a defined measure who owns the recovery plan if product usage moves in the wrong direction you will see product usage in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here product usage means observable use of a product feature or service under a defined measure revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce global context dependent","sn":"Product usage","t":"Product usage","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/product-usage/","ui":"Who owns the recovery plan if product usage moves in the wrong direction?"},{"a":["product future"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A durable description of the future value and change a product aims to create.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The future the product is trying to make possible.","i":2838,"id":"product.product-vision","lv":"core","ph":"product vision product future product future product vision product vision the future the product is trying to make possible a durable description of the future value and change a product aims to create the product vision should guide choices beyond the next release you will see product vision in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product vision strategy and roadmaps it helps a reader interpret product vision strategy and roadmaps without confusing the measure decision role or evidence being discussed here product vision means a durable description of the future value and change a product aims to create product technology and innovation product management technology and innovation product vision strategy and roadmaps startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology format genre model global context dependent","sn":"Product vision","t":"Product vision","tp":"Product vision, strategy & roadmaps","tpid":"product-technology-innovation.product-strategy","u":"terms/product-vision/","ui":"The product vision should guide choices beyond the next release."},{"a":["productized service"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A service packaged with a standard scope, process, price or outcome to improve repeatability.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A service made more standard and repeatable like a product.","i":2839,"id":"strategy.productised-service","lv":"working","ph":"productised service productized service productised service productized service productised service a service made more standard and repeatable like a product a service packaged with a standard scope process price or outcome to improve repeatability the productised service needs strict boundaries around custom work you will see productised service in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here productised service means a service packaged with a standard scope process price or outcome to improve repeatability strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology workflow process format genre model global context dependent","sn":"Productised service","t":"Productised service","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/productised-service/","ui":"The productised service needs strict boundaries around custom work."},{"a":["professional skepticism"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A questioning mind and critical assessment of audit evidence.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A questioning mind and critical assessment of audit evidence.","i":2840,"id":"governance.professional-scepticism","lv":"core","ph":"professional scepticism professional skepticism professional scepticism professional skepticism professional scepticism a questioning mind and critical assessment of audit evidence a questioning mind and critical assessment of audit evidence do not describe professional scepticism as assured beyond the scope of the engagement you will see professional scepticism in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here professional scepticism means a questioning mind and critical assessment of audit evidence corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law workflow process global context dependent","sn":"Professional scepticism","t":"Professional scepticism","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/professional-scepticism/","ui":"Do not describe professional scepticism as assured beyond the scope of the engagement."},{"a":["PS"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Paid implementation, consulting, training or other expert services surrounding a product.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Paid implementation, consulting, training or other expert services surrounding a product.","i":2841,"id":"revenue.professional-services","lv":"core","ph":"professional services ps professional services ps professional services paid implementation consulting training or other expert services surrounding a product paid implementation consulting training or other expert services surrounding a product can we state who receives the right created by professional services and when it applies you will see professional services in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here professional services means paid implementation consulting training or other expert services surrounding a product revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Professional services","t":"Professional services","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/professional-services/","ui":"Can we state who receives the right created by professional services, and when it applies?"},{"a":["services model"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model earning fees for expert labour, projects or managed delivery.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Customers pay for skilled work.","i":2842,"id":"strategy.professional-services-model","lv":"core","ph":"professional services model services model professional services model services model professional services model customers pay for skilled work a model earning fees for expert labour projects or managed delivery the professional services model scales differently from software you will see professional services model in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here professional services model means a model earning fees for expert labour projects or managed delivery strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Professional-services model","t":"Professional-services model","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/professional-services-model/","ui":"The professional-services model scales differently from software."},{"a":["user profiling"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Automated processing used to evaluate or predict aspects of a person.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Automated processing used to evaluate or predict aspects of a person.","i":2843,"id":"governance.profiling","lv":"core","ph":"profiling user profiling profiling user profiling profiling automated processing used to evaluate or predict aspects of a person automated processing used to evaluate or predict aspects of a person which version of profiling should the board treat as current you will see profiling in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here profiling means automated processing used to evaluate or predict aspects of a person corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law equipment technology workflow process risk ethics access global context dependent","sn":"Profiling","t":"Profiling","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/profiling/","ui":"Which version of profiling should the board treat as current?"},{"a":["PBT","pre-tax income"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Profit after operating and financing items but before income tax.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Profit after operating and financing items but before income tax.","i":2844,"id":"bizfinance.profit-before-tax","lv":"core","ph":"profit before tax pbt pre tax income pbt pre tax income profit before tax profit before tax profit after operating and financing items but before income tax profit after operating and financing items but before income tax the number is useful only if everyone calculates profit before tax the same way you will see profit before tax in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here profit before tax means profit after operating and financing items but before income tax finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Profit before tax","t":"Profit before tax","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/profit-before-tax/","ui":"The number is useful only if everyone calculates profit before tax the same way."},{"a":["profit center"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A unit accountable for both revenue and cost, allowing profit measurement.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A unit accountable for both revenue and cost, allowing profit measurement.","i":2845,"id":"bizfinance.profit-centre","lv":"core","ph":"profit centre profit center profit center profit centre profit centre a unit accountable for both revenue and cost allowing profit measurement a unit accountable for both revenue and cost allowing profit measurement attach the latest profit centre to the decision pack before the meeting you will see profit centre in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here profit centre means a unit accountable for both revenue and cost allowing profit measurement finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce workflow process global context dependent","sn":"Profit centre","t":"Profit centre","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/profit-centre/","ui":"Attach the latest profit centre to the decision pack before the meeting."},{"a":["earnings per employee"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Profit divided by employees under a stated definition.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor","people","operations"],"e":"Profit divided by employees under a stated definition.","i":2846,"id":"bizfinance.profit-per-employee","lv":"working","ph":"profit per employee earnings per employee earnings per employee profit per employee profit per employee profit divided by employees under a stated definition profit divided by employees under a stated definition the number is useful only if everyone calculates profit per employee the same way you will see profit per employee in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here profit per employee means profit divided by employees under a stated definition finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor people operations accounting planning forecasting valuation reporting financing people planning employment performance management change management metric standard specification role person finance commerce global context dependent","sn":"Profit per employee","t":"Profit per employee","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/profit-per-employee/","ui":"The number is useful only if everyone calculates profit per employee the same way."},{"a":["programmatic"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Automated buying and selling of digital advertising inventory using software and data.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Automated buying and selling of digital advertising inventory using software and data.","i":2847,"id":"marketing.programmatic-advertising","lv":"core","ph":"programmatic advertising programmatic programmatic programmatic advertising programmatic advertising automated buying and selling of digital advertising inventory using software and data automated buying and selling of digital advertising inventory using software and data the report should separate the effect of programmatic advertising from correlation you will see programmatic advertising in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here programmatic advertising means automated buying and selling of digital advertising inventory using software and data marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting equipment technology format genre model global context dependent","sn":"Programmatic advertising","t":"Programmatic advertising","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/programmatic-advertising/","ui":"The report should separate the effect of programmatic advertising from correlation."},{"a":["program"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A coordinated group of related projects and activities managed to achieve broader outcomes.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Several connected projects managed together.","i":2848,"id":"strategy.programme","lv":"working","ph":"programme program program programme programme several connected projects managed together a coordinated group of related projects and activities managed to achieve broader outcomes the programme should be governed around outcomes not just workstreams you will see programme in strategy decks market analyses business plans and planning workshops when the discussion reaches purpose goals and strategic direction it helps a reader interpret purpose goals and strategic direction without confusing the measure decision role or evidence being discussed here programme means a coordinated group of related projects and activities managed to achieve broader outcomes strategy markets and business models strategy market analysis and business models purpose goals and strategic direction startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Programme","t":"Programme","tp":"Purpose, goals & strategic direction","tpid":"strategy-market-models.purpose-goals","u":"terms/programme/","ui":"The programme should be governed around outcomes, not just workstreams."},{"a":["program board"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A body overseeing a programme's direction, risk and benefits.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A body overseeing a programme's direction, risk and benefits.","i":2849,"id":"people.programme-board","lv":"working","ph":"programme board program board program board programme board programme board a body overseeing a programmes direction risk and benefits a body overseeing a programmes direction risk and benefits the announcement should not get ahead of the agreed process for programme board you will see programme board in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here programme board means a body overseeing a programmes direction risk and benefits people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person organisation party risk ethics access global context dependent","sn":"Programme board","t":"Programme board","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/programme-board/","ui":"The announcement should not get ahead of the agreed process for programme board."},{"a":["project work"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A temporary effort organised to create a defined output or change.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A time-limited piece of work with a clear result.","i":2850,"id":"strategy.project","lv":"core","ph":"project project work project project work project a time limited piece of work with a clear result a temporary effort organised to create a defined output or change the project has a deadline but no agreed success measure you will see project in strategy decks market analyses business plans and planning workshops when the discussion reaches purpose goals and strategic direction it helps a reader interpret purpose goals and strategic direction without confusing the measure decision role or evidence being discussed here project means a temporary effort organised to create a defined output or change strategy markets and business models strategy market analysis and business models purpose goals and strategic direction startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Project","t":"Project","tp":"Purpose, goals & strategic direction","tpid":"strategy-market-models.purpose-goals","u":"terms/project/","ui":"The project has a deadline but no agreed success measure."},{"a":["project fees"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model earning fees for defined pieces of work with a start, end and scope.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Customers pay for a specific project.","i":2851,"id":"strategy.project-based-model","lv":"core","ph":"project based model project fees project based model project fees project based model customers pay for a specific project a model earning fees for defined pieces of work with a start end and scope the project based model is exposed to utilisation and scope creep you will see project based model in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here project based model means a model earning fees for defined pieces of work with a start end and scope strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Project-based model","t":"Project-based model","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/project-based-model/","ui":"The project-based model is exposed to utilisation and scope creep."},{"a":["project model"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A model assessing cash flows, debt service and returns of a ring-fenced project.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A model assessing cash flows, debt service and returns of a ring-fenced project.","i":2852,"id":"bizfinance.project-finance-model","lv":"specialist","ph":"project finance model project model project finance model project model project finance model a model assessing cash flows debt service and returns of a ring fenced project a model assessing cash flows debt service and returns of a ring fenced project run a downside case for project finance model before the review you will see project finance model in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here project finance model means a model assessing cash flows debt service and returns of a ring fenced project finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Project-finance model","t":"Project-finance model","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/project-finance-model/","ui":"Run a downside case for project-finance model before the review."},{"a":["equal-or-greater prominence"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The relative visibility given to a measure or statement compared with required information.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The relative visibility given to a measure or statement compared with required information.","i":2853,"id":"reporting.prominence","lv":"working","ph":"prominence equal or greater prominence equal or greater prominence prominence prominence the relative visibility given to a measure or statement compared with required information the relative visibility given to a measure or statement compared with required information which version of prominence should the board treat as current you will see prominence in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here prominence means the relative visibility given to a measure or statement compared with required information corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Prominence","t":"Prominence","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/prominence/","ui":"Which version of prominence should the board treat as current?"},{"a":["advancement"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Movement to a role or level with greater scope, status or reward.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Movement to a role or level with greater scope, status or reward.","i":2854,"id":"people.promotion","lv":"core","ph":"promotion advancement advancement promotion promotion movement to a role or level with greater scope status or reward movement to a role or level with greater scope status or reward who owns promotion and who has the authority to approve it you will see promotion in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here promotion means movement to a role or level with greater scope status or reward people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management role person organisation party status decision global context dependent","sn":"Promotion","t":"Promotion","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/promotion/","ui":"Who owns promotion, and who has the authority to approve it?"},{"a":["advancement rate"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Promotions as a proportion of the eligible or total workforce.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Promotions as a proportion of the eligible or total workforce.","i":2855,"id":"people.promotion-rate","lv":"working","ph":"promotion rate advancement rate advancement rate promotion rate promotion rate promotions as a proportion of the eligible or total workforce promotions as a proportion of the eligible or total workforce the number is useful only if everyone calculates promotion rate the same way you will see promotion rate in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here promotion rate means promotions as a proportion of the eligible or total workforce people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Promotion rate","t":"Promotion rate","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/promotion-rate/","ui":"The number is useful only if everyone calculates promotion rate the same way."},{"a":["promo price"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A temporary price offered for a campaign, introduction or limited condition.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A temporary price offered for a campaign, introduction or limited condition.","i":2856,"id":"revenue.promotional-price","lv":"core","ph":"promotional price promo price promo price promotional price promotional price a temporary price offered for a campaign introduction or limited condition a temporary price offered for a campaign introduction or limited condition lets test whether promotional price still works for the smallest and largest customers you will see promotional price in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here promotional price means a temporary price offered for a campaign introduction or limited condition revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Promotional price","t":"Promotional price","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/promotional-price/","ui":"Let’s test whether promotional price still works for the smallest and largest customers."},{"a":["AI prompt"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Instructions or context provided to a generative model to influence its output.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The input telling a generative AI what to do.","i":2857,"id":"product.prompt","lv":"core","ph":"prompt ai prompt ai prompt prompt prompt the input telling a generative ai what to do instructions or context provided to a generative model to influence its output the prompt includes approved product facts you will see prompt in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here prompt means instructions or context provided to a generative model to influence its output product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model global context dependent","sn":"Prompt","t":"Prompt","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/prompt/","ui":"The prompt includes approved product facts."},{"a":["POC"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A limited test intended to show that a proposed solution or technical approach can work.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A limited test intended to show that a proposed solution or technical approach can work.","i":2858,"id":"revenue.proof-of-concept","lv":"core","ph":"proof of concept poc poc proof of concept proof of concept a limited test intended to show that a proposed solution or technical approach can work a limited test intended to show that a proposed solution or technical approach can work the account plan should show how proof of concept affects the next step you will see proof of concept in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here proof of concept means a limited test intended to show that a proposed solution or technical approach can work revenue sales and go to market go to market sales pricing and customer success sales process and qualification pilot prototype startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce workflow process global context dependent startup","sn":"Proof of concept","t":"Proof of concept","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/proof-of-concept/","ui":"The account plan should show how proof of concept affects the next step."},{"a":["POV"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A limited evaluation intended to demonstrate measurable value for a specific customer.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","product","technology","sales","finance"],"e":"A limited evaluation intended to demonstrate measurable value for a specific customer.","i":2859,"id":"revenue.proof-of-value","lv":"core","ph":"proof of value pov pov proof of value proof of value a limited evaluation intended to demonstrate measurable value for a specific customer a limited evaluation intended to demonstrate measurable value for a specific customer the number is useful only if everyone calculates proof of value the same way you will see proof of value in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here proof of value means a limited evaluation intended to demonstrate measurable value for a specific customer revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate product technology sales finance product discovery product development testing launch operations go to market sales contracting customer success renewal metric standard specification role person finance commerce workflow process global context dependent","sn":"Proof of value","t":"Proof of value","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/proof-of-value/","ui":"The number is useful only if everyone calculates proof of value the same way."},{"a":["evidence point","reason to believe"],"amb":["reason to believe"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Evidence used to make a claim more credible.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","investor","sales","marketing"],"e":"Evidence used to make a claim more credible.","i":2860,"id":"marketing.proof-point","lv":"core","ph":"proof point evidence point reason to believe evidence point proof point reason to believe proof point evidence used to make a claim more credible evidence used to make a claim more credible the brief needs to say which audience should remember proof point you will see proof point in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here proof point means evidence used to make a claim more credible marketing brand and growth brand marketing media and growth messaging proposition and voice reason to believe startup business corporate investor sales marketing planning pitching submission decision market research marketing growth reporting format genre model global context dependent","sn":"Proof point","t":"Proof point","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/proof-point/","ui":"The brief needs to say which audience should remember proof point."},{"a":["property company"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A company established mainly to own property assets.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A company established mainly to own property assets.","i":2861,"id":"governance.propco","lv":"specialist","ph":"propco property company propco property company propco a company established mainly to own property assets a company established mainly to own property assets do not describe propco as agreed until the operative document says so you will see propco in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here propco means a company established mainly to own property assets corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"PropCo","t":"PropCo","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/propco/","ui":"Do not describe propCo as agreed until the operative document says so."},{"a":["PP&E","fixed assets"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Tangible long-term assets used in operations.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Tangible long-term assets used in operations.","i":2862,"id":"bizfinance.property-plant-and-equipment","lv":"core","ph":"property plant and equipment pp and e fixed assets fixed assets pp and e property plant and equipment property plant and equipment tangible long term assets used in operations tangible long term assets used in operations the number is useful only if everyone calculates property plant and equipment the same way you will see property plant and equipment in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here property plant and equipment means tangible long term assets used in operations finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce global context dependent","sn":"Property, plant and equipment","t":"Property, plant and equipment","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/property-plant-and-equipment/","ui":"The number is useful only if everyone calculates property, plant and equipment the same way."},{"a":["business proposal","sales proposal","supplier proposal"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A response explaining the supplier's approach, solution, value and terms.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","investor","sales","finance","product","operations","procurement"],"e":"A response explaining the supplier's approach, solution, value and terms.","i":2863,"id":"operations.proposal","lv":"core","ph":"proposal business proposal sales proposal supplier proposal business proposal proposal sales proposal supplier proposal proposal a response explaining the suppliers approach solution value and terms a response explaining the suppliers approach solution value and terms attach the latest proposal to the decision pack before the meeting you will see proposal in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here proposal means a response explaining the suppliers approach solution value and terms operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents startup business corporate investor sales finance product operations procurement planning pitching submission decision go to market sales contracting customer success renewal operations procurement quality control risk management delivery document artifact metric standard specification role person workflow process global context dependent business","sn":"Proposal","t":"Proposal","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/proposal/","ui":"Attach the latest proposal to the decision pack before the meeting."},{"a":["pitch proposal deck"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation-format proposal setting out an approach, scope, team, timing, cost and reasons to choose it.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A slide proposal for doing a piece of work.","i":2864,"id":"bizpitch.proposal-deck","lv":"core","ph":"proposal deck pitch proposal deck pitch proposal deck proposal deck proposal deck a slide proposal for doing a piece of work a presentation format proposal setting out an approach scope team timing cost and reasons to choose it the proposal deck should map every promise to scope and price you will see proposal deck in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here proposal deck means a presentation format proposal setting out an approach scope team timing cost and reasons to choose it business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact organisation party global context dependent","sn":"Proposal deck","t":"Proposal deck","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/proposal-deck/","ui":"The proposal deck should map every promise to scope and price."},{"a":["proposal sent"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A stage in which a formal solution, price or commercial proposal has been submitted.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A stage in which a formal solution, price or commercial proposal has been submitted.","i":2865,"id":"revenue.proposal-stage","lv":"core","ph":"proposal stage proposal sent proposal sent proposal stage proposal stage a stage in which a formal solution price or commercial proposal has been submitted a stage in which a formal solution price or commercial proposal has been submitted the account plan should show how proposal stage affects the next step you will see proposal stage in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here proposal stage means a stage in which a formal solution price or commercial proposal has been submitted revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce format genre model status decision global context dependent","sn":"Proposal stage","t":"Proposal stage","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/proposal-stage/","ui":"The account plan should show how proposal stage affects the next step."},{"a":["prospective customer"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A potential customer considered reasonably relevant for further sales attention.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A potential customer considered reasonably relevant for further sales attention.","i":2866,"id":"revenue.prospect","lv":"core","ph":"prospect prospective customer prospect prospective customer prospect a potential customer considered reasonably relevant for further sales attention a potential customer considered reasonably relevant for further sales attention sales needs one agreed definition of prospect before the forecast review you will see prospect in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here prospect means a potential customer considered reasonably relevant for further sales attention revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles lead opportunity startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent business","sn":"Prospect","t":"Prospect","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/prospect/","ui":"Sales needs one agreed definition of prospect before the forecast review."},{"a":["sales prospecting"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Systematic identification and outreach to potential customers.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Systematic identification and outreach to potential customers.","i":2867,"id":"revenue.prospecting","lv":"core","ph":"prospecting sales prospecting prospecting sales prospecting prospecting systematic identification and outreach to potential customers systematic identification and outreach to potential customers who can verify prospecting on the buyers side you will see prospecting in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here prospecting means systematic identification and outreach to potential customers revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce equipment technology workflow process global context dependent","sn":"Prospecting","t":"Prospecting","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/prospecting/","ui":"Who can verify prospecting on the buyer’s side?"},{"a":["offering prospectus"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A disclosure document describing a securities offering, issuer and risks.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A disclosure document describing a securities offering, issuer and risks.","i":2868,"id":"reporting.prospectus","lv":"core","ph":"prospectus offering prospectus offering prospectus prospectus prospectus a disclosure document describing a securities offering issuer and risks a disclosure document describing a securities offering issuer and risks can we circulate prospectus with the assumptions and open questions marked you will see prospectus in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here prospectus means a disclosure document describing a securities offering issuer and risks corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce risk ethics access global context dependent","sn":"Prospectus","t":"Prospectus","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/prospectus/","ui":"Can we circulate prospectus with the assumptions and open questions marked?"},{"a":["producer-consumer"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A person who both consumes and produces value, content or goods within a system.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A user who is also a creator or producer.","i":2869,"id":"strategy.prosumer","lv":"specialist","ph":"prosumer producer consumer producer consumer prosumer prosumer a user who is also a creator or producer a person who both consumes and produces value content or goods within a system the platforms prosumers need different tools from passive viewers you will see prosumer in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here prosumer means a person who both consumes and produces value content or goods within a system strategy markets and business models strategy market analysis and business models customers users and segmentation startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Prosumer","t":"Prosumer","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/prosumer/","ui":"The platform's prosumers need different tools from passive viewers."},{"a":["investor veto"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A charter or contractual term requiring class or investor approval for specified actions.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A charter or contractual term requiring class or investor approval for specified actions.","i":2870,"id":"governance.protective-provision","lv":"working","ph":"protective provision investor veto investor veto protective provision protective provision a charter or contractual term requiring class or investor approval for specified actions a charter or contractual term requiring class or investor approval for specified actions the draft mentions protective provision but the scope and jurisdiction are still unclear you will see protective provision in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here protective provision means a charter or contractual term requiring class or investor approval for specified actions corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law status decision global context dependent","sn":"Protective provision","t":"Protective provision","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/protective-provision/","ui":"The draft mentions protective provision, but the scope and jurisdiction are still unclear."},{"a":["veto rights"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Consent rights allowing preferred holders to block specified major corporate actions.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investors can stop certain major decisions without their approval.","i":2871,"id":"startup.protective-provisions","lv":"core","ph":"protective provisions veto rights protective provisions veto rights protective provisions investors can stop certain major decisions without their approval consent rights allowing preferred holders to block specified major corporate actions the protective provisions cover new senior securities and a sale you will see protective provisions in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet control and investor rights in term sheet control and investor rights a loose definition can change rights obligations approval disclosure or enforceability here protective provisions means consent rights allowing preferred holders to block specified major corporate actions startups venture and fundraising startup formation venture capital and fundraising term sheet control and investor rights startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce right contract law organisation party global context dependent","sn":"Protective provisions","t":"Protective provisions","tp":"Term-sheet control & investor rights","tpid":"startup-venture-fundraising.term-sheet-control","u":"terms/protective-provisions/","ui":"The protective provisions cover new senior securities and a sale."},{"a":["product prototype"],"amb":["prototype"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An early representation built to explore, communicate or test assumptions.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A rough version used to learn.","i":2872,"id":"product.prototype","lv":"core","ph":"prototype product prototype product prototype prototype prototype a rough version used to learn an early representation built to explore communicate or test assumptions the prototype should be only as real as the question requires you will see prototype in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here prototype means an early representation built to explore communicate or test assumptions product technology and innovation product management technology and innovation prototype mvp pilot and release stages proof of concept design prototype startup business corporate product technology product discovery product development testing launch operations equipment technology status decision global context dependent startup","sn":"Prototype","t":"Prototype","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/prototype/","ui":"The prototype should be only as real as the question requires."},{"a":["prototyping test"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A study in which users interact with a prototype so the team can evaluate assumptions and behaviour.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Let users try an early model of the product.","i":2873,"id":"product.prototype-test","lv":"core","ph":"prototype test prototyping test prototype test prototyping test prototype test let users try an early model of the product a study in which users interact with a prototype so the team can evaluate assumptions and behaviour the prototype test showed the navigation model was wrong you will see prototype test in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here prototype test means a study in which users interact with a prototype so the team can evaluate assumptions and behaviour product technology and innovation product management technology and innovation product discovery and research startup business corporate product technology product discovery product development testing launch operations role person equipment technology organisation party global context dependent","sn":"Prototype test","t":"Prototype test","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/prototype-test/","ui":"The prototype test showed the navigation model was wrong."},{"a":["source provenance"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Evidence of an item's origin and history.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Evidence of an item's origin and history.","i":2874,"id":"operations.provenance","lv":"core","ph":"provenance source provenance provenance source provenance provenance evidence of an items origin and history evidence of an items origin and history what breaks upstream or downstream if provenance changes you will see provenance in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here provenance means evidence of an items origin and history operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Provenance","t":"Provenance","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/provenance/","ui":"What breaks upstream or downstream if provenance changes?"},{"a":["accounting provision"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A liability of uncertain timing or amount recognised under applicable criteria.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A liability of uncertain timing or amount recognised under applicable criteria.","i":2875,"id":"bizfinance.provision","lv":"working","ph":"provision accounting provision accounting provision provision provision a liability of uncertain timing or amount recognised under applicable criteria a liability of uncertain timing or amount recognised under applicable criteria can we state who receives the right created by provision and when it applies you will see provision in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here provision means a liability of uncertain timing or amount recognised under applicable criteria finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce right contract law global context dependent","sn":"Provision","t":"Provision","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/provision/","ui":"Can we state who receives the right created by provision, and when it applies?"},{"a":["provisions"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Recognising an allowance or liability for expected losses or obligations under applicable rules.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Recognising an allowance or liability for expected losses or obligations under applicable rules.","i":2876,"id":"bizfinance.provisioning","lv":"working","ph":"provisioning provisions provisioning provisions provisioning recognising an allowance or liability for expected losses or obligations under applicable rules recognising an allowance or liability for expected losses or obligations under applicable rules the draft mentions provisioning but the scope and jurisdiction are still unclear you will see provisioning in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here provisioning means recognising an allowance or liability for expected losses or obligations under applicable rules finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce right contract law global context dependent","sn":"Provisioning","t":"Provisioning","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/provisioning/","ui":"The draft mentions provisioning, but the scope and jurisdiction are still unclear."},{"a":["proxy authority"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Authority given to another person to attend or vote on someone's behalf, subject to applicable rules.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Authority given to another person to attend or vote on someone's behalf, subject to applicable rules.","i":2877,"id":"governance.proxy","lv":"core","ph":"proxy proxy authority proxy proxy authority proxy authority given to another person to attend or vote on someones behalf subject to applicable rules authority given to another person to attend or vote on someones behalf subject to applicable rules put proxy on the agenda while the board can still influence the decision you will see proxy in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here proxy means authority given to another person to attend or vote on someones behalf subject to applicable rules corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law global context dependent","sn":"Proxy","t":"Proxy","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/proxy/","ui":"Put proxy on the agenda while the board can still influence the decision."},{"a":["proxy advisor"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A firm providing voting research and recommendations to investors.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A firm providing voting research and recommendations to investors.","i":2878,"id":"reporting.proxy-adviser","lv":"working","ph":"proxy adviser proxy advisor proxy adviser proxy advisor proxy adviser a firm providing voting research and recommendations to investors a firm providing voting research and recommendations to investors investor relations will rehearse the explanation of proxy adviser before the results call you will see proxy adviser in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here proxy adviser means a firm providing voting research and recommendations to investors corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce organisation party global context dependent","sn":"Proxy adviser","t":"Proxy adviser","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/proxy-adviser/","ui":"Investor relations will rehearse the explanation of proxy adviser before the results call."},{"a":["proxy fight"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A campaign to win shareholder votes for competing board or corporate proposals.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A campaign to win shareholder votes for competing board or corporate proposals.","i":2879,"id":"governance.proxy-contest","lv":"working","ph":"proxy contest proxy fight proxy contest proxy fight proxy contest a campaign to win shareholder votes for competing board or corporate proposals a campaign to win shareholder votes for competing board or corporate proposals compare proxy contest with the same cohort and period before drawing a conclusion you will see proxy contest in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here proxy contest means a campaign to win shareholder votes for competing board or corporate proposals corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law organisation party global context dependent","sn":"Proxy contest","t":"Proxy contest","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/proxy-contest/","ui":"Compare proxy contest with the same cohort and period before drawing a conclusion."},{"a":["secondary estimate"],"amb":["Proxy data"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Substitute data used when specific data is unavailable.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Substitute data used when specific data is unavailable.","i":2880,"id":"sustainability.proxy-data","lv":"core","ph":"proxy data secondary estimate proxy data secondary estimate proxy data substitute data used when specific data is unavailable substitute data used when specific data is unavailable the control owner needs to resolve the exception around proxy data you will see proxy data in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here proxy data means substitute data used when specific data is unavailable sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance secondary data corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology risk ethics access global context dependent","sn":"Proxy data","t":"Proxy data","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/proxy-data/","ui":"The control owner needs to resolve the exception around proxy data."},{"a":["proxy materials"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A disclosure document provided before a shareholder vote.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","investor","finance","people"],"e":"A disclosure document provided before a shareholder vote.","i":2881,"id":"reporting.proxy-statement","lv":"core","ph":"proxy statement proxy materials proxy materials proxy statement proxy statement a disclosure document provided before a shareholder vote a disclosure document provided before a shareholder vote the team needs one controlled copy of proxy statement with an owner and date you will see proxy statement in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here proxy statement means a disclosure document provided before a shareholder vote corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings startup business corporate investor finance people governance contracting compliance risk management reporting investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Proxy statement","t":"Proxy statement","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/proxy-statement/","ui":"The team needs one controlled copy of proxy statement, with an owner and date."},{"a":["vote by proxy"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Voting through an authorised representative or instruction rather than in person.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Voting through an authorised representative or instruction rather than in person.","i":2882,"id":"governance.proxy-voting","lv":"core","ph":"proxy voting vote by proxy proxy voting vote by proxy proxy voting voting through an authorised representative or instruction rather than in person voting through an authorised representative or instruction rather than in person the draft mentions proxy voting but the scope and jurisdiction are still unclear you will see proxy voting in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here proxy voting means voting through an authorised representative or instruction rather than in person corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law global context dependent","sn":"Proxy voting","t":"Proxy voting","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/proxy-voting/","ui":"The draft mentions proxy voting, but the scope and jurisdiction are still unclear."},{"a":["conservatism"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Cautious judgement under uncertainty without deliberate bias, as understood in the applicable framework.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Cautious judgement under uncertainty without deliberate bias, as understood in the applicable framework.","i":2883,"id":"bizfinance.prudence","lv":"working","ph":"prudence conservatism conservatism prudence prudence cautious judgement under uncertainty without deliberate bias as understood in the applicable framework cautious judgement under uncertainty without deliberate bias as understood in the applicable framework the number is useful only if everyone calculates prudence the same way you will see prudence in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here prudence means cautious judgement under uncertainty without deliberate bias as understood in the applicable framework finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce format genre model global context dependent","sn":"Prudence","t":"Prudence","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/prudence/","ui":"The number is useful only if everyone calculates prudence the same way."},{"a":["pseudonymization"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Processing that separates identifying information so data cannot be attributed without additional information.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Processing that separates identifying information so data cannot be attributed without additional information.","i":2884,"id":"governance.pseudonymisation","lv":"working","ph":"pseudonymisation pseudonymization pseudonymisation pseudonymization pseudonymisation processing that separates identifying information so data cannot be attributed without additional information processing that separates identifying information so data cannot be attributed without additional information can we state who receives the right created by pseudonymisation and when it applies you will see pseudonymisation in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here pseudonymisation means processing that separates identifying information so data cannot be attributed without additional information corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law equipment technology workflow process risk ethics access global context dependent","sn":"Pseudonymisation","t":"Pseudonymisation","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/pseudonymisation/","ui":"Can we state who receives the right created by pseudonymisation, and when it applies?"},{"a":["psychographics"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Grouping consumers by attitudes, values, interests or lifestyles.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Group people by what they care about and how they see themselves.","i":2885,"id":"strategy.psychographic-segmentation","lv":"working","ph":"psychographic segmentation psychographics psychographic segmentation psychographics psychographic segmentation group people by what they care about and how they see themselves grouping consumers by attitudes values interests or lifestyles psychographic segmentation needs careful evidence and should avoid caricature you will see psychographic segmentation in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here psychographic segmentation means grouping consumers by attitudes values interests or lifestyles strategy markets and business models strategy market analysis and business models customers users and segmentation startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Psychographic segmentation","t":"Psychographic segmentation","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/psychographic-segmentation/","ui":"Psychographic segmentation needs careful evidence and should avoid caricature."},{"a":["team psychological safety"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A shared belief that interpersonal risk-taking is safe within a team.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A shared belief that interpersonal risk-taking is safe within a team.","i":2886,"id":"people.psychological-safety","lv":"core","ph":"psychological safety team psychological safety psychological safety team psychological safety psychological safety a shared belief that interpersonal risk taking is safe within a team a shared belief that interpersonal risk taking is safe within a team the change plan needs to show how people will be supported through psychological safety you will see psychological safety in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here psychological safety means a shared belief that interpersonal risk taking is safe within a team people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management role person organisation party risk ethics access global context dependent","sn":"Psychological safety","t":"Psychological safety","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/psychological-safety/","ui":"The change plan needs to show how people will be supported through psychological safety."},{"a":["market announcement"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Information formally released to the market or public.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Information formally released to the market or public.","i":2887,"id":"reporting.public-announcement","lv":"core","ph":"public announcement market announcement market announcement public announcement public announcement information formally released to the market or public information formally released to the market or public the draft mentions public announcement but the scope and jurisdiction are still unclear you will see public announcement in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here public announcement means information formally released to the market or public corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce format genre model global context dependent","sn":"Public announcement","t":"Public announcement","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/public-announcement/","ui":"The draft mentions public announcement, but the scope and jurisdiction are still unclear."},{"a":["open beta"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A beta available broadly while the product remains under active testing and may change.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A public test version that is not fully finished.","i":2888,"id":"product.public-beta","lv":"core","ph":"public beta open beta open beta public beta public beta a public test version that is not fully finished a beta available broadly while the product remains under active testing and may change the public beta needs clear support expectations you will see public beta in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here public beta means a beta available broadly while the product remains under active testing and may change product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations equipment technology status decision global context dependent","sn":"Public beta","t":"Public beta","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/public-beta/","ui":"The public beta needs clear support expectations."},{"a":["public-cloud platform"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Cloud infrastructure shared across customers and operated by a third-party provider with logical isolation.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A provider runs shared cloud infrastructure for many customers.","i":2889,"id":"product.public-cloud","lv":"core","ph":"public cloud public cloud platform public cloud public cloud platform public cloud a provider runs shared cloud infrastructure for many customers cloud infrastructure shared across customers and operated by a third party provider with logical isolation the public cloud offers elasticity but requires governance you will see public cloud in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here public cloud means cloud infrastructure shared across customers and operated by a third party provider with logical isolation product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations metric standard specification role person equipment technology global context dependent","sn":"Public cloud","t":"Public cloud","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/public-cloud/","ui":"The public cloud offers elasticity but requires governance."},{"a":["public corporation"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A company subject to public-market or public-reporting rules, depending on jurisdiction.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A company subject to public-market or public-reporting rules, depending on jurisdiction.","i":2890,"id":"governance.public-company","lv":"core","ph":"public company public corporation public company public corporation public company a company subject to public market or public reporting rules depending on jurisdiction a company subject to public market or public reporting rules depending on jurisdiction do not describe public company as agreed until the operative document says so you will see public company in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here public company means a company subject to public market or public reporting rules depending on jurisdiction corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law format genre model organisation party global context dependent","sn":"Public company","t":"Public company","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/public-company/","ui":"Do not describe public company as agreed until the operative document says so."},{"a":["talent release"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Permission covering specified commercial use of a person's identity or performance.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Permission covering specified commercial use of a person's identity or performance.","i":2891,"id":"marketing.publicity-release","lv":"core","ph":"publicity release talent release publicity release talent release publicity release permission covering specified commercial use of a persons identity or performance permission covering specified commercial use of a persons identity or performance counsel wants publicity release clarified before anyone signs you will see publicity release in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here publicity release means permission covering specified commercial use of a persons identity or performance marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting role person format genre model organisation party risk ethics access global context dependent","sn":"Publicity release","t":"Publicity release","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/publicity-release/","ui":"Counsel wants publicity release clarified before anyone signs."},{"a":["media publisher"],"amb":["publisher"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"An organisation that produces or distributes content and may sell audience access.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"An organisation that produces or distributes content and may sell audience access.","i":2892,"id":"marketing.publisher","lv":"core","ph":"publisher media publisher media publisher publisher publisher an organisation that produces or distributes content and may sell audience access an organisation that produces or distributes content and may sell audience access define publisher before we compare campaign performance you will see publisher in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here publisher means an organisation that produces or distributes content and may sell audience access marketing brand and growth brand marketing media and growth channels media and distribution media owner startup business corporate marketing sales market research marketing growth reporting format genre model organisation party global context dependent","sn":"Publisher","t":"Publisher","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/publisher/","ui":"Define publisher before we compare campaign performance."},{"a":["advertising puff"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Broad promotional exaggeration generally understood as opinion rather than measurable fact, with legal treatment varying.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Broad promotional exaggeration generally understood as opinion rather than measurable fact, with legal treatment varying.","i":2893,"id":"marketing.puffery","lv":"working","ph":"puffery advertising puff advertising puff puffery puffery broad promotional exaggeration generally understood as opinion rather than measurable fact with legal treatment varying broad promotional exaggeration generally understood as opinion rather than measurable fact with legal treatment varying counsel wants puffery clarified before anyone signs you will see puffery in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here puffery means broad promotional exaggeration generally understood as opinion rather than measurable fact with legal treatment varying marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting metric standard specification right contract law format genre model global context dependent","sn":"Puffery","t":"Puffery","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/puffery/","ui":"Counsel wants puffery clarified before anyone signs."},{"a":["pulled-forward deal"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A deal closing earlier than previously forecast.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A deal closing earlier than previously forecast.","i":2894,"id":"revenue.pull-in","lv":"working","ph":"pull in pulled forward deal pull in pulled forward deal pull in a deal closing earlier than previously forecast a deal closing earlier than previously forecast compare pull in with the same cohort and period before drawing a conclusion you will see pull in in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here pull in means a deal closing earlier than previously forecast revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Pull-in","t":"Pull-in","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/pull-in/","ui":"Compare pull-in with the same cohort and period before drawing a conclusion."},{"a":["PR","merge request"],"amb":["PR"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A request to review and merge code changes, commonly used in distributed version-control platforms.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A proposal to add code changes after review.","i":2895,"id":"product.pull-request","lv":"core","ph":"pull request pr merge request merge request pr pull request pull request a proposal to add code changes after review a request to review and merge code changes commonly used in distributed version control platforms the pull request includes tests and migration notes you will see pull request in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here pull request means a request to review and merge code changes commonly used in distributed version control platforms product technology and innovation product management technology and innovation software delivery and architecture purchase requisition startup business corporate product technology product discovery product development testing launch operations equipment technology workflow process global context dependent","sn":"Pull request","t":"Pull request","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/pull-request/","ui":"The pull request includes tests and migration notes."},{"a":["employee pulse"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A short, frequent employee survey.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A short, frequent employee survey.","i":2896,"id":"people.pulse-survey","lv":"core","ph":"pulse survey employee pulse employee pulse pulse survey pulse survey a short frequent employee survey a short frequent employee survey the number is useful only if everyone calculates pulse survey the same way you will see pulse survey in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here pulse survey means a short frequent employee survey people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification role person organisation party global context dependent","sn":"Pulse survey","t":"Pulse survey","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/pulse-survey/","ui":"The number is useful only if everyone calculates pulse survey the same way."},{"a":["order frequency"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The average number of purchases per customer during a period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The average number of purchases per customer during a period.","i":2897,"id":"revenue.purchase-frequency","lv":"working","ph":"purchase frequency order frequency order frequency purchase frequency purchase frequency the average number of purchases per customer during a period the average number of purchases per customer during a period how are we defining purchase frequency in this deck you will see purchase frequency in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here purchase frequency means the average number of purchases per customer during a period revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Purchase frequency","t":"Purchase frequency","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/purchase-frequency/","ui":"How are we defining purchase frequency in this deck?"},{"a":["buying intent"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A stated likelihood or intention to buy, which is not the same as actual behaviour.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A stated likelihood or intention to buy, which is not the same as actual behaviour.","i":2898,"id":"marketing.purchase-intent","lv":"core","ph":"purchase intent buying intent buying intent purchase intent purchase intent a stated likelihood or intention to buy which is not the same as actual behaviour a stated likelihood or intention to buy which is not the same as actual behaviour the finding on purchase intent is directional not universal you will see purchase intent in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here purchase intent means a stated likelihood or intention to buy which is not the same as actual behaviour marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Purchase intent","t":"Purchase intent","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/purchase-intent/","ui":"The finding on purchase intent is directional, not universal."},{"a":["PO"],"amb":["PO"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A buyer-issued document authorising purchase of specified goods or services.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A buyer-issued document authorising purchase of specified goods or services.","i":2899,"id":"revenue.purchase-order","lv":"core","ph":"purchase order po po purchase order purchase order a buyer issued document authorising purchase of specified goods or services a buyer issued document authorising purchase of specified goods or services which version of purchase order should the board treat as current you will see purchase order in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here purchase order means a buyer issued document authorising purchase of specified goods or services revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure invoice product owner startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact role person finance commerce right contract law global context dependent business","sn":"Purchase order","t":"Purchase order","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/purchase-order/","ui":"Which version of purchase order should the board treat as current?"},{"a":["PR","purchase request"],"amb":["PR","Purchase requisition"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An internal request seeking approval to buy goods or services.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An internal request seeking approval to buy goods or services.","i":2900,"id":"governance.purchase-requisition","lv":"core","ph":"purchase requisition pr purchase request pr purchase request purchase requisition purchase requisition an internal request seeking approval to buy goods or services an internal request seeking approval to buy goods or services attach the latest purchase requisition to the decision pack before the meeting you will see purchase requisition in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here purchase requisition means an internal request seeking approval to buy goods or services corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents pull request requisition startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law status decision global context dependent","sn":"Purchase requisition","t":"Purchase requisition","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/purchase-requisition/","ui":"Attach the latest purchase requisition to the decision pack before the meeting."},{"a":["Scope 3 Category 1"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A Scope 3 category covering emissions from goods and services acquired by the reporting company.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A Scope 3 category covering emissions from goods and services acquired by the reporting company.","i":2901,"id":"sustainability.purchased-goods-and-services","lv":"working","ph":"purchased goods and services scope 3 category 1 purchased goods and services scope 3 category 1 purchased goods and services a scope 3 category covering emissions from goods and services acquired by the reporting company a scope 3 category covering emissions from goods and services acquired by the reporting company which version of purchased goods and services should the board treat as current you will see purchased goods and services in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here purchased goods and services means a scope 3 category covering emissions from goods and services acquired by the reporting company sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact organisation party risk ethics access global context dependent","sn":"Purchased goods and services","t":"Purchased goods and services","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/purchased-goods-and-services/","ui":"Which version of purchased goods and services should the board treat as current?"},{"a":["organisational purpose"],"amb":["purpose"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The fundamental reason an organisation says it exists beyond a specific product, target or period.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Why the organisation exists.","i":2902,"id":"strategy.purpose","lv":"core","ph":"purpose organisational purpose organisational purpose purpose purpose why the organisation exists the fundamental reason an organisation says it exists beyond a specific product target or period the purpose should guide choices not decorate the first slide you will see purpose in strategy decks market analyses business plans and planning workshops when the discussion reaches purpose goals and strategic direction it helps a reader interpret purpose goals and strategic direction without confusing the measure decision role or evidence being discussed here purpose means the fundamental reason an organisation says it exists beyond a specific product target or period strategy markets and business models strategy market analysis and business models purpose goals and strategic direction brand purpose startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Purpose","t":"Purpose","tp":"Purpose, goals & strategic direction","tpid":"strategy-market-models.purpose-goals","u":"terms/purpose/","ui":"The purpose should guide choices, not decorate the first slide."},{"a":["purpose-driven company"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A company explicitly organised around a stated purpose beyond financial return.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A company explicitly organised around a stated purpose beyond financial return.","i":2903,"id":"sustainability.purpose-led-company","lv":"working","ph":"purpose led company purpose driven company purpose driven company purpose led company purpose led company a company explicitly organised around a stated purpose beyond financial return a company explicitly organised around a stated purpose beyond financial return the sustainability report needs the method exclusions and assurance status for purpose led company you will see purpose led company in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here purpose led company means a company explicitly organised around a stated purpose beyond financial return sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance organisation party risk ethics access global context dependent","sn":"Purpose-led company","t":"Purpose-led company","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/purpose-led-company/","ui":"The sustainability report needs the method, exclusions and assurance status for purpose-led company."},{"a":["limited purpose","use limitation"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Using personal data only for specified legitimate purposes unless a valid basis supports more.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales","investor","finance","people"],"e":"Using personal data only for specified legitimate purposes unless a valid basis supports more.","i":2904,"id":"marketing.purpose-limitation","lv":"core","ph":"purpose limitation limited purpose use limitation limited purpose purpose limitation use limitation purpose limitation using personal data only for specified legitimate purposes unless a valid basis supports more using personal data only for specified legitimate purposes unless a valid basis supports more can we state who receives the right created by purpose limitation and when it applies you will see purpose limitation in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here purpose limitation means using personal data only for specified legitimate purposes unless a valid basis supports more marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales investor finance people market research marketing growth reporting governance contracting compliance risk management role person equipment technology format genre model risk ethics access global context dependent","sn":"Purpose limitation","t":"Purpose limitation","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/purpose-limitation/","ui":"Can we state who receives the right created by purpose limitation, and when it applies?"},{"a":["values washing","mission washing"],"amb":["Purpose washing"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Claiming a social purpose without credible alignment in decisions or operations.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["startup","business","corporate","marketing","sales","investor","sustainability","finance","operations"],"e":"Claiming a social purpose without credible alignment in decisions or operations.","i":2905,"id":"sustainability.purpose-washing","lv":"core","ph":"purpose washing values washing mission washing mission washing purpose washing values washing purpose washing claiming a social purpose without credible alignment in decisions or operations claiming a social purpose without credible alignment in decisions or operations the number is useful only if everyone calculates purpose washing the same way you will see purpose washing in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here purpose washing means claiming a social purpose without credible alignment in decisions or operations sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance social washing startup business corporate marketing sales investor sustainability finance operations market research marketing growth reporting strategy risk management sustainability reporting disclosure assurance metric standard specification risk ethics access status decision global context dependent","sn":"Purpose washing","t":"Purpose washing","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/purpose-washing/","ui":"The number is useful only if everyone calculates purpose washing the same way."},{"a":["push"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A message sent by an app or browser to a user's device.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A message sent by an app or browser to a user's device.","i":2906,"id":"marketing.push-notification","lv":"core","ph":"push notification push push push notification push notification a message sent by an app or browser to a users device a message sent by an app or browser to a users device can we trace push notification back to a decision the team can act on you will see push notification in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here push notification means a message sent by an app or browser to a users device marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent","sn":"Push notification","t":"Push notification","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/push-notification/","ui":"Can we trace push notification back to a decision the team can act on?"},{"a":["diligence Q&A"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A controlled record of diligence questions and approved answers.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A list of deal questions and official answers.","i":2907,"id":"startup.q-a-log","lv":"working","ph":"q and a log diligence q and a diligence q and a q and a log q and a log a list of deal questions and official answers a controlled record of diligence questions and approved answers use the q and a log to prevent inconsistent responses you will see q and a log in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here q and a log means a controlled record of diligence questions and approved answers startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"Q&A log","t":"Q&A log","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/q-a-log/","ui":"Use the Q&A log to prevent inconsistent responses."},{"a":["two-by-two","2x2 matrix"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A two-axis chart placing items into four regions based on two selected variables.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A chart that groups things using two dimensions.","i":2908,"id":"bizpitch.quadrant-chart","lv":"core","ph":"quadrant chart two by two 2 x 2 matrix 2 x 2 matrix quadrant chart two by two quadrant chart a chart that groups things using two dimensions a two axis chart placing items into four regions based on two selected variables name the axes precisely on the quadrant chart you will see quadrant chart in business pitches proposals executive summaries and decision decks when the discussion reaches business charts and exhibits it helps a reader interpret business charts and exhibits without confusing the measure decision role or evidence being discussed here quadrant chart means a two axis chart placing items into four regions based on two selected variables business pitching and presentation materials business pitches decks and decision materials business charts and exhibits startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Quadrant chart","t":"Quadrant chart","tp":"Business charts & exhibits","tpid":"business-pitching-artifacts.business-charts","u":"terms/quadrant-chart/","ui":"Name the axes precisely on the quadrant chart."},{"a":["deal qualification"],"amb":["Qualification"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Evaluating whether an opportunity is real, relevant and worth pursuing.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Evaluating whether an opportunity is real, relevant and worth pursuing.","i":2909,"id":"revenue.qualification.revenue-sales-gtm-sales-process","lv":"core","ph":"qualification deal qualification deal qualification qualification qualification evaluating whether an opportunity is real relevant and worth pursuing evaluating whether an opportunity is real relevant and worth pursuing who can verify qualification on the buyers side you will see qualification in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here qualification means evaluating whether an opportunity is real relevant and worth pursuing revenue sales and go to market go to market sales pricing and customer success sales process and qualification qualification startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce workflow process status decision global context dependent","sn":"Qualification","t":"Qualification","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/qualification--revenue-qualification-revenue-sales-gtm-sales-process/","ui":"Who can verify qualification on the buyer’s side?"},{"a":["claim qualifier"],"amb":["Qualification"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Clear wording limiting a claim so readers understand its true scope.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Clear wording limiting a claim so readers understand its true scope.","i":2910,"id":"sustainability.qualification.sustainability-impact-esg-greenwashing-assurance","lv":"core","ph":"qualification claim qualifier claim qualifier qualification qualification clear wording limiting a claim so readers understand its true scope clear wording limiting a claim so readers understand its true scope the assurance team asked for the evidence supporting qualification you will see qualification in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here qualification means clear wording limiting a claim so readers understand its true scope sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance qualification corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access status decision global context dependent business","sn":"Qualification","t":"Qualification","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/qualification--sustainability-qualification-sustainability-impact-esg-greenwashing-assurance/","ui":"The assurance team asked for the evidence supporting qualification."},{"a":["qualified equity financing"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A financing meeting defined conditions that triggers conversion or other rights under an instrument.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A future round large enough to trigger conversion.","i":2911,"id":"startup.qualified-financing","lv":"working","ph":"qualified financing qualified equity financing qualified equity financing qualified financing qualified financing a future round large enough to trigger conversion a financing meeting defined conditions that triggers conversion or other rights under an instrument the note converts automatically at a qualified financing you will see qualified financing in fundraising decks data rooms term sheets and investor conversations when the discussion reaches valuation and conversion mechanics in valuation and conversion mechanics a loose definition can change rights obligations approval disclosure or enforceability here qualified financing means a financing meeting defined conditions that triggers conversion or other rights under an instrument startups venture and fundraising startup formation venture capital and fundraising valuation and conversion mechanics startup investor finance corporate fundraising financing due diligence governance finance commerce right contract law organisation party global context dependent","sn":"Qualified financing","t":"Qualified financing","tp":"Valuation & conversion mechanics","tpid":"startup-venture-fundraising.valuation-conversion","u":"terms/qualified-financing/","ui":"The note converts automatically at a qualified financing."},{"a":["QIB"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A large institutional investor meeting US securities-law criteria for certain restricted offerings.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A large institution eligible for particular private securities markets.","i":2912,"id":"startup.qualified-institutional-buyer","lv":"specialist","ph":"qualified institutional buyer qib qib qualified institutional buyer qualified institutional buyer a large institution eligible for particular private securities markets a large institutional investor meeting us securities law criteria for certain restricted offerings the notes are offered to qualified institutional buyers you will see qualified institutional buyer in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here qualified institutional buyer means a large institutional investor meeting us securities law criteria for certain restricted offerings startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance role person finance commerce right contract law organisation party global context dependent","sn":"Qualified institutional buyer","t":"Qualified institutional buyer","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/qualified-institutional-buyer/","ui":"The notes are offered to qualified institutional buyers."},{"a":["qualified audit report"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An audit opinion modified for a material but not pervasive issue.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An audit opinion modified for a material but not pervasive issue.","i":2913,"id":"governance.qualified-opinion","lv":"working","ph":"qualified opinion qualified audit report qualified audit report qualified opinion qualified opinion an audit opinion modified for a material but not pervasive issue an audit opinion modified for a material but not pervasive issue the assurance team asked for the evidence supporting qualified opinion you will see qualified opinion in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here qualified opinion means an audit opinion modified for a material but not pervasive issue corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Qualified opinion","t":"Qualified opinion","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/qualified-opinion/","ui":"The assurance team asked for the evidence supporting qualified opinion."},{"a":["qualified deal"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"An opportunity meeting the company's minimum evidence for pursuit and forecasting.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"An opportunity meeting the company's minimum evidence for pursuit and forecasting.","i":2914,"id":"revenue.qualified-opportunity","lv":"core","ph":"qualified opportunity qualified deal qualified deal qualified opportunity qualified opportunity an opportunity meeting the companys minimum evidence for pursuit and forecasting an opportunity meeting the companys minimum evidence for pursuit and forecasting who can verify qualified opportunity on the buyers side you will see qualified opportunity in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here qualified opportunity means an opportunity meeting the companys minimum evidence for pursuit and forecasting revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce format genre model organisation party global context dependent","sn":"Qualified opportunity","t":"Qualified opportunity","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/qualified-opportunity/","ui":"Who can verify qualified opportunity on the buyer’s side?"},{"a":["QP"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A person or entity meeting higher investment thresholds under US law for certain private funds.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A highly qualified investor under specific US rules.","i":2915,"id":"startup.qualified-purchaser","lv":"specialist","ph":"qualified purchaser qp qp qualified purchaser qualified purchaser a highly qualified investor under specific us rules a person or entity meeting higher investment thresholds under us law for certain private funds the fund accepts only qualified purchasers you will see qualified purchaser in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here qualified purchaser means a person or entity meeting higher investment thresholds under us law for certain private funds startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance role person finance commerce right contract law organisation party global context dependent","sn":"Qualified purchaser","t":"Qualified purchaser","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/qualified-purchaser/","ui":"The fund accepts only qualified purchasers."},{"a":["qual research"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Research focused on meanings, motivations and experience using non-numeric evidence.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Research focused on meanings, motivations and experience using non-numeric evidence.","i":2916,"id":"marketing.qualitative-research","lv":"core","ph":"qualitative research qual research qual research qualitative research qualitative research research focused on meanings motivations and experience using non numeric evidence research focused on meanings motivations and experience using non numeric evidence the finding on qualitative research is directional not universal you will see qualitative research in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here qualitative research means research focused on meanings motivations and experience using non numeric evidence marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Qualitative research","t":"Qualitative research","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/qualitative-research/","ui":"The finding on qualitative research is directional, not universal."},{"a":["product quality"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The degree to which output meets stated and implied requirements.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The degree to which output meets stated and implied requirements.","i":2917,"id":"operations.quality","lv":"core","ph":"quality product quality product quality quality quality the degree to which output meets stated and implied requirements the degree to which output meets stated and implied requirements do not close quality until the evidence has been checked you will see quality in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here quality means the degree to which output meets stated and implied requirements operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Quality","t":"Quality","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/quality/","ui":"Do not close quality until the evidence has been checked."},{"a":["QA"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Planned activities intended to provide confidence that quality requirements will be met.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Planned activities intended to provide confidence that quality requirements will be met.","i":2918,"id":"operations.quality-assurance","lv":"core","ph":"quality assurance qa qa quality assurance quality assurance planned activities intended to provide confidence that quality requirements will be met planned activities intended to provide confidence that quality requirements will be met do not close quality assurance until the evidence has been checked you will see quality assurance in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here quality assurance means planned activities intended to provide confidence that quality requirements will be met operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action quality control business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent business","sn":"Quality assurance","t":"Quality assurance","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/quality-assurance/","ui":"Do not close quality assurance until the evidence has been checked."},{"a":["QMS audit"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A systematic examination of quality processes and records.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A systematic examination of quality processes and records.","i":2919,"id":"operations.quality-audit","lv":"core","ph":"quality audit qms audit qms audit quality audit quality audit a systematic examination of quality processes and records a systematic examination of quality processes and records which requirement does quality audit fail or satisfy you will see quality audit in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here quality audit means a systematic examination of quality processes and records operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Quality audit","t":"Quality audit","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/quality-audit/","ui":"Which requirement does quality audit fail or satisfy?"},{"a":["QC"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Inspection and testing used to verify output against requirements.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Inspection and testing used to verify output against requirements.","i":2920,"id":"operations.quality-control","lv":"core","ph":"quality control qc qc quality control quality control inspection and testing used to verify output against requirements inspection and testing used to verify output against requirements the quality report should record quality control and the corrective action you will see quality control in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here quality control means inspection and testing used to verify output against requirements operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action quality assurance business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent business","sn":"Quality control","t":"Quality control","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/quality-control/","ui":"The quality report should record quality control and the corrective action."},{"a":["QMS"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The policies, processes and records used to manage quality.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The policies, processes and records used to manage quality.","i":2921,"id":"operations.quality-management-system","lv":"core","ph":"quality management system qms qms quality management system quality management system the policies processes and records used to manage quality the policies processes and records used to manage quality which requirement does quality management system fail or satisfy you will see quality management system in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here quality management system means the policies processes and records used to manage quality operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Quality-management system","t":"Quality-management system","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/quality-management-system/","ui":"Which requirement does quality-management system fail or satisfy?"},{"a":["QMS manual"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A high-level document describing a quality-management system.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A high-level document describing a quality-management system.","i":2922,"id":"operations.quality-manual","lv":"working","ph":"quality manual qms manual qms manual quality manual quality manual a high level document describing a quality management system a high level document describing a quality management system can we circulate quality manual with the assumptions and open questions marked you will see quality manual in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here quality manual means a high level document describing a quality management system operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification equipment technology workflow process global context dependent","sn":"Quality manual","t":"Quality manual","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/quality-manual/","ui":"Can we circulate quality manual with the assumptions and open questions marked?"},{"a":["quality target"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A measurable quality result the organisation intends to achieve.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A measurable quality result the organisation intends to achieve.","i":2923,"id":"operations.quality-objective","lv":"core","ph":"quality objective quality target quality objective quality target quality objective a measurable quality result the organisation intends to achieve a measurable quality result the organisation intends to achieve which requirement does quality objective fail or satisfy you will see quality objective in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here quality objective means a measurable quality result the organisation intends to achieve operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process organisation party global context dependent","sn":"Quality objective","t":"Quality objective","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/quality-objective/","ui":"Which requirement does quality objective fail or satisfy?"},{"a":["QoE"],"amb":["quality of earnings"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Analysis of how sustainable, recurring and cash-convertible reported earnings are.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Check whether reported profit is real and repeatable.","i":2924,"id":"startup.quality-of-earnings","lv":"working","ph":"quality of earnings qoe qoe quality of earnings quality of earnings check whether reported profit is real and repeatable analysis of how sustainable recurring and cash convertible reported earnings are the quality of earnings review removed one time revenue you will see quality of earnings in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here quality of earnings means analysis of how sustainable recurring and cash convertible reported earnings are startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms earnings quality startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce equipment technology organisation party global context dependent","sn":"Quality of earnings","t":"Quality of earnings","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/quality-of-earnings/","ui":"The quality-of-earnings review removed one-time revenue."},{"a":["QoH"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A composite assessment of new-hire performance, retention or fit under a defined method.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A composite assessment of new-hire performance, retention or fit under a defined method.","i":2925,"id":"people.quality-of-hire","lv":"working","ph":"quality of hire qoh qoh quality of hire quality of hire a composite assessment of new hire performance retention or fit under a defined method a composite assessment of new hire performance retention or fit under a defined method compare quality of hire with the same cohort and period before drawing a conclusion you will see quality of hire in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here quality of hire means a composite assessment of new hire performance retention or fit under a defined method people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification workflow process organisation party global context dependent","sn":"Quality of hire","t":"Quality of hire","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/quality-of-hire/","ui":"Compare quality of hire with the same cohort and period before drawing a conclusion."},{"a":["project quality plan"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A document describing quality controls, responsibilities and evidence for a project or product.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A document that explains quality controls, responsibilities and evidence for a project or product.","i":2926,"id":"operations.quality-plan","lv":"core","ph":"quality plan project quality plan project quality plan quality plan quality plan a document that explains quality controls responsibilities and evidence for a project or product a document describing quality controls responsibilities and evidence for a project or product attach the latest quality plan to the decision pack before the meeting you will see quality plan in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here quality plan means a document describing quality controls responsibilities and evidence for a project or product operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Quality plan","t":"Quality plan","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/quality-plan/","ui":"Attach the latest quality plan to the decision pack before the meeting."},{"a":["quality commitment"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A formal statement of an organisation's quality intentions and direction.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A formal statement of an organisation's quality intentions and direction.","i":2927,"id":"operations.quality-policy","lv":"core","ph":"quality policy quality commitment quality commitment quality policy quality policy a formal statement of an organisations quality intentions and direction a formal statement of an organisations quality intentions and direction which version of quality policy should the board treat as current you will see quality policy in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here quality policy means a formal statement of an organisations quality intentions and direction operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process organisation party global context dependent","sn":"Quality policy","t":"Quality policy","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/quality-policy/","ui":"Which version of quality policy should the board treat as current?"},{"a":["quant research"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Research focused on numerical measurement and statistical analysis.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Research focused on numerical measurement and statistical analysis.","i":2928,"id":"marketing.quantitative-research","lv":"core","ph":"quantitative research quant research quant research quantitative research quantitative research research focused on numerical measurement and statistical analysis research focused on numerical measurement and statistical analysis the finding on quantitative research is directional not universal you will see quantitative research in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here quantitative research means research focused on numerical measurement and statistical analysis marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Quantitative research","t":"Quantitative research","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/quantitative-research/","ui":"The finding on quantitative research is directional, not universal."},{"a":["fiscal quarter","Q1","Q2","Q3","Q4"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A three-month reporting period.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","finance","investor"],"e":"A three-month reporting period.","i":2929,"id":"reporting.quarter","lv":"core","ph":"quarter fiscal quarter q 1 q 2 q 3 q 4 fiscal quarter q 1 q 2 q 3 q 4 quarter quarter a three month reporting period a three month reporting period attach the latest quarter to the decision pack before the meeting you will see quarter in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here quarter means a three month reporting period corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings startup business corporate finance investor accounting planning forecasting valuation reporting financing governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Quarter","t":"Quarter","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/quarter/","ui":"Attach the latest quarter to the decision pack before the meeting."},{"a":["QoQ growth"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Change compared with the immediately preceding quarter.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","investor","marketing","product","sales","finance"],"e":"Change compared with the immediately preceding quarter.","i":2930,"id":"revenue.quarter-over-quarter-growth","lv":"core","ph":"quarter over quarter growth qoq growth qoq growth quarter over quarter growth quarter over quarter growth change compared with the immediately preceding quarter change compared with the immediately preceding quarter how are we defining quarter over quarter growth in this deck you will see quarter over quarter growth in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here quarter over quarter growth means change compared with the immediately preceding quarter revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics startup business corporate investor marketing product sales finance strategy market research planning pitching go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Quarter-over-quarter growth","t":"Quarter-over-quarter growth","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/quarter-over-quarter-growth/","ui":"How are we defining quarter-over-quarter growth in this deck?"},{"a":["QBR"],"amb":["QBR","Quarterly business review"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A recurring review of performance, priorities, risks and actions.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A recurring review of performance, priorities, risks and actions.","i":2931,"id":"people.quarterly-business-review.internal-performance-review","lv":"core","ph":"quarterly business review qbr qbr quarterly business review quarterly business review a recurring review of performance priorities risks and actions a recurring review of performance priorities risks and actions compare quarterly business review with the same cohort and period before drawing a conclusion you will see quarterly business review in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here quarterly business review means a recurring review of performance priorities risks and actions people organisation and change organisation design people systems and change okrs kpis and performance goals quarterly business review quarterly business review startup business corporate people operations people planning employment performance management change management workflow process organisation party risk ethics access global context dependent","sn":"Quarterly business review","t":"Quarterly business review","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/quarterly-business-review--people-quarterly-business-review-internal-performance-review/","ui":"Compare quarterly business review with the same cohort and period before drawing a conclusion."},{"a":["QBR"],"amb":["QBR","Quarterly business review"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A structured periodic review, often quarterly, between supplier and customer.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A structured periodic review, often quarterly, between supplier and customer.","i":2932,"id":"revenue.quarterly-business-review.customer-qbr","lv":"core","ph":"quarterly business review qbr qbr quarterly business review quarterly business review a structured periodic review often quarterly between supplier and customer a structured periodic review often quarterly between supplier and customer who owns the recovery plan if quarterly business review moves in the wrong direction you will see quarterly business review in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here quarterly business review means a structured periodic review often quarterly between supplier and customer revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success quarterly business review quarterly business review startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce workflow process global context dependent","sn":"Quarterly business review","t":"Quarterly business review","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/quarterly-business-review--revenue-quarterly-business-review-customer-qbr/","ui":"Who owns the recovery plan if quarterly business review moves in the wrong direction?"},{"a":["quarter report"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A report covering a three-month financial period.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A report covering a three-month financial period.","i":2933,"id":"reporting.quarterly-report","lv":"core","ph":"quarterly report quarter report quarter report quarterly report quarterly report a report covering a three month financial period a report covering a three month financial period the team needs one controlled copy of quarterly report with an owner and date you will see quarterly report in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here quarterly report means a report covering a three month financial period corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Quarterly report","t":"Quarterly report","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/quarterly-report/","ui":"The team needs one controlled copy of quarterly report, with an owner and date."},{"a":["Q&A"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The portion of a call or meeting where participants ask management questions.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The portion of a call or meeting where participants ask management questions.","i":2934,"id":"reporting.question-and-answer-session","lv":"core","ph":"question and answer session q and a q and a question and answer session question and answer session the portion of a call or meeting where participants ask management questions the portion of a call or meeting where participants ask management questions the filing needs the basis and boundary for question and answer session you will see question and answer session in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here question and answer session means the portion of a call or meeting where participants ask management questions corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce workflow process global context dependent","sn":"Question-and-answer session","t":"Question-and-answer session","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/question-and-answer-session/","ui":"The filing needs the basis and boundary for question-and-answer session."},{"a":["problem child"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"In the BCG matrix, a low-share business in a high-growth market requiring a strategic choice.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A weak-position business in a fast-growing market.","i":2935,"id":"strategy.question-mark","lv":"specialist","ph":"question mark problem child problem child question mark question mark a weak position business in a fast growing market in the bcg matrix a low share business in a high growth market requiring a strategic choice the question mark needs a clear path to share or exit you will see question mark in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here question mark means in the bcg matrix a low share business in a high growth market requiring a strategic choice strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Question mark","t":"Question mark","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/question-mark/","ui":"The question mark needs a clear path to share or exit."},{"a":["survey wording"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The exact language used in a research question, which can affect responses.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The exact language used in a research question, which can affect responses.","i":2936,"id":"marketing.question-wording","lv":"core","ph":"question wording survey wording question wording survey wording question wording the exact language used in a research question which can affect responses the exact language used in a research question which can affect responses which sample and method support the conclusion about question wording you will see question wording in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here question wording means the exact language used in a research question which can affect responses marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Question wording","t":"Question wording","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/question-wording/","ui":"Which sample and method support the conclusion about question wording?"},{"a":["work queue"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Work items waiting to be processed.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Work items waiting to be processed.","i":2937,"id":"operations.queue","lv":"core","ph":"queue work queue queue work queue queue work items waiting to be processed work items waiting to be processed the operating model needs to show how queue works in practice you will see queue in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here queue means work items waiting to be processed operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Queue","t":"Queue","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/queue/","ui":"The operating model needs to show how queue works in practice."},{"a":["waiting time"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Time work spends waiting before processing.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Time work spends waiting before processing.","i":2938,"id":"operations.queue-time","lv":"core","ph":"queue time waiting time queue time waiting time queue time time work spends waiting before processing time work spends waiting before processing compare queue time with the same cohort and period before drawing a conclusion you will see queue time in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here queue time means time work spends waiting before processing operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Queue time","t":"Queue time","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/queue-time/","ui":"Compare queue time with the same cohort and period before drawing a conclusion."},{"a":["acid-test ratio"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Highly liquid current assets divided by current liabilities under a stated definition.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Highly liquid current assets divided by current liabilities under a stated definition.","i":2939,"id":"bizfinance.quick-ratio","lv":"working","ph":"quick ratio acid test ratio acid test ratio quick ratio quick ratio highly liquid current assets divided by current liabilities under a stated definition highly liquid current assets divided by current liabilities under a stated definition compare quick ratio with the same cohort and period before drawing a conclusion you will see quick ratio in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here quick ratio means highly liquid current assets divided by current liabilities under a stated definition finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Quick ratio","t":"Quick ratio","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/quick-ratio/","ui":"Compare quick ratio with the same cohort and period before drawing a conclusion."},{"a":["blackout period for communications","communication blackout"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A period of restricted external communication under law, transaction rules or company policy.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A period of restricted external communication under law, transaction rules or company policy.","i":2940,"id":"reporting.quiet-period","lv":"core","ph":"quiet period blackout period for communications communication blackout blackout period for communications communication blackout quiet period quiet period a period of restricted external communication under law transaction rules or company policy a period of restricted external communication under law transaction rules or company policy counsel wants quiet period clarified before anyone signs you will see quiet period in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here quiet period means a period of restricted external communication under law transaction rules or company policy corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce right contract law organisation party global context dependent","sn":"Quiet period","t":"Quiet period","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/quiet-period/","ui":"Counsel wants quiet period clarified before anyone signs."},{"a":["resignation rate"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Quits as a percentage of employment under a stated labour-market or company method.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Quits as a percentage of employment under a stated labour-market or company method.","i":2941,"id":"people.quit-rate","lv":"working","ph":"quit rate resignation rate quit rate resignation rate quit rate quits as a percentage of employment under a stated labour market or company method quits as a percentage of employment under a stated labour market or company method the number is useful only if everyone calculates quit rate the same way you will see quit rate in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here quit rate means quits as a percentage of employment under a stated labour market or company method people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification workflow process format genre model organisation party global context dependent","sn":"Quit rate","t":"Quit rate","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/quit-rate/","ui":"The number is useful only if everyone calculates quit rate the same way."},{"a":["minimum attendance"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The minimum participation required for a meeting or vote to be valid.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The minimum participation required for a meeting or vote to be valid.","i":2942,"id":"governance.quorum","lv":"core","ph":"quorum minimum attendance minimum attendance quorum quorum the minimum participation required for a meeting or vote to be valid the minimum participation required for a meeting or vote to be valid which committee has oversight of quorum you will see quorum in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here quorum means the minimum participation required for a meeting or vote to be valid corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent corporate","sn":"Quorum","t":"Quorum","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/quorum/","ui":"Which committee has oversight of quorum?"},{"a":["sales target"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A target assigned to a salesperson, team or territory for a period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A target assigned to a salesperson, team or territory for a period.","i":2943,"id":"revenue.quota","lv":"core","ph":"quota sales target quota sales target quota a target assigned to a salesperson team or territory for a period a target assigned to a salesperson team or territory for a period compare quota with the same cohort and period before drawing a conclusion you will see quota in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here quota means a target assigned to a salesperson team or territory for a period revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce organisation party global context dependent","sn":"Quota","t":"Quota","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/quota/","ui":"Compare quota with the same cohort and period before drawing a conclusion."},{"a":["attainment"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Actual credited performance divided by assigned quota.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Actual credited performance divided by assigned quota.","i":2944,"id":"revenue.quota-attainment","lv":"core","ph":"quota attainment attainment attainment quota attainment quota attainment actual credited performance divided by assigned quota actual credited performance divided by assigned quota how are we defining quota attainment in this deck you will see quota attainment in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here quota attainment means actual credited performance divided by assigned quota revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Quota attainment","t":"Quota attainment","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/quota-attainment/","ui":"How are we defining quota attainment in this deck?"},{"a":["selling capacity"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The aggregate target-carrying capacity implied by staffed sales roles and quotas.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The aggregate target-carrying capacity implied by staffed sales roles and quotas.","i":2945,"id":"revenue.quota-capacity","lv":"working","ph":"quota capacity selling capacity quota capacity selling capacity quota capacity the aggregate target carrying capacity implied by staffed sales roles and quotas the aggregate target carrying capacity implied by staffed sales roles and quotas keep quota capacity on the dashboard but show the definition and reporting period beside it you will see quota capacity in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here quota capacity means the aggregate target carrying capacity implied by staffed sales roles and quotas revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Quota capacity","t":"Quota capacity","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/quota-capacity/","ui":"Keep quota capacity on the dashboard, but show the definition and reporting period beside it."},{"a":["quota sampling"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A sample filled to predetermined counts for selected characteristics.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A sample filled to predetermined counts for selected characteristics.","i":2946,"id":"marketing.quota-sample","lv":"working","ph":"quota sample quota sampling quota sample quota sampling quota sample a sample filled to predetermined counts for selected characteristics a sample filled to predetermined counts for selected characteristics define quota sample in the research plan before fieldwork begins you will see quota sample in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here quota sample means a sample filled to predetermined counts for selected characteristics marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Quota sample","t":"Quota sample","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/quota-sample/","ui":"Define quota sample in the research plan before fieldwork begins."},{"a":["quote"],"amb":["Quotation","quote"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A price offer for defined goods or services.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","investor","finance","people","operations","procurement","sales"],"e":"A price offer for defined goods or services.","i":2947,"id":"operations.quotation","lv":"core","ph":"quotation quote quotation quote quotation a price offer for defined goods or services a price offer for defined goods or services can we circulate quotation with the assumptions and open questions marked you will see quotation in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here quotation means a price offer for defined goods or services operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents quote startup business corporate investor finance people operations procurement sales governance contracting compliance risk management reporting operations procurement quality control delivery document artifact metric standard specification workflow process global context dependent","sn":"Quotation","t":"Quotation","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/quotation/","ui":"Can we circulate quotation with the assumptions and open questions marked?"},{"a":["quotation"],"amb":["Quotation","quote"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A statement of price and specified commercial details, usually narrower than a full proposal.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A statement of price and specified commercial details, usually narrower than a full proposal.","i":2948,"id":"revenue.quote","lv":"core","ph":"quote quotation quotation quote quote a statement of price and specified commercial details usually narrower than a full proposal a statement of price and specified commercial details usually narrower than a full proposal which version of quote should the board treat as current you will see quote in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here quote means a statement of price and specified commercial details usually narrower than a full proposal revenue sales and go to market go to market sales pricing and customer success sales process and qualification quotation startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce workflow process global context dependent","sn":"Quote","t":"Quote","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/quote/","ui":"Which version of quote should the board treat as current?"},{"a":["RACI matrix"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A responsibility matrix identifying who is responsible, accountable, consulted and informed.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A responsibility matrix identifying who is responsible, accountable, consulted and informed.","i":2949,"id":"people.raci","lv":"core","ph":"raci raci matrix raci raci matrix raci a responsibility matrix identifying who is responsible accountable consulted and informed a responsibility matrix identifying who is responsible accountable consulted and informed can we test the claim about raci against employee data and lived experience you will see raci in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here raci means a responsibility matrix identifying who is responsible accountable consulted and informed people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person format genre model organisation party global context dependent","sn":"RACI","t":"RACI","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/raci/","ui":"Can we test the claim about RACI against employee data and lived experience?"},{"a":["pride washing"],"amb":["rainbow washing"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Using LGBTQ+ imagery or messaging without meaningful support or practice.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Using LGBTQ+ imagery or messaging without meaningful support or practice.","i":2950,"id":"sustainability.rainbow-washing","lv":"working","ph":"rainbow washing pride washing pride washing rainbow washing rainbow washing using lgbtq imagery or messaging without meaningful support or practice using lgbtq imagery or messaging without meaningful support or practice the control owner needs to resolve the exception around rainbow washing you will see rainbow washing in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here rainbow washing means using lgbtq imagery or messaging without meaningful support or practice sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance pinkwashing corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Rainbow washing","t":"Rainbow washing","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/rainbow-washing/","ui":"The control owner needs to resolve the exception around rainbow washing."},{"a":["guidance upgrade"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Increase a previously communicated forecast.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Increase a previously communicated forecast.","i":2951,"id":"reporting.raise-guidance","lv":"core","ph":"raise guidance guidance upgrade guidance upgrade raise guidance raise guidance increase a previously communicated forecast increase a previously communicated forecast can we reconcile raise guidance to the reported numbers you will see raise guidance in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here raise guidance means increase a previously communicated forecast corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Raise guidance","t":"Raise guidance","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/raise-guidance/","ui":"Can we reconcile raise guidance to the reported numbers?"},{"a":["sales ramp"],"amb":["Ramp time"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Time required for a new salesperson to reach expected productivity.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Time required for a new salesperson to reach expected productivity.","i":2952,"id":"revenue.ramp-time","lv":"core","ph":"ramp time sales ramp ramp time sales ramp ramp time time required for a new salesperson to reach expected productivity time required for a new salesperson to reach expected productivity compare ramp time with the same cohort and period before drawing a conclusion you will see ramp time in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here ramp time means time required for a new salesperson to reach expected productivity revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity time to productivity startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Ramp time","t":"Ramp time","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/ramp-time/","ui":"Compare ramp time with the same cohort and period before drawing a conclusion."},{"a":["random assignment"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Assignment by chance to reduce systematic differences between experiment groups.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Use chance to decide who receives each version.","i":2953,"id":"product.randomisation","lv":"working","ph":"randomisation random assignment random assignment randomisation randomisation use chance to decide who receives each version assignment by chance to reduce systematic differences between experiment groups account level randomisation prevents team contamination you will see randomisation in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here randomisation means assignment by chance to reduce systematic differences between experiment groups product technology and innovation product management technology and innovation experiments testing and rollout startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Randomisation","t":"Randomisation","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/randomisation/","ui":"Account-level randomisation prevents team contamination."},{"a":["RAPID decision model"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A decision-rights framework covering recommend, agree, perform, input and decide.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A decision-rights framework covering recommend, agree, perform, input and decide.","i":2954,"id":"people.rapid","lv":"working","ph":"rapid rapid decision model rapid rapid decision model rapid a decision rights framework covering recommend agree perform input and decide a decision rights framework covering recommend agree perform input and decide the people plan needs to explain how rapid affects roles and decisions you will see rapid in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here rapid means a decision rights framework covering recommend agree perform input and decide people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person right contract law equipment technology format genre model organisation party status decision global context dependent","sn":"RAPID","t":"RAPID","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/rapid/","ui":"The people plan needs to explain how RAPID affects roles and decisions."},{"a":["RASCI matrix"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A responsibility matrix adding a support role to responsible, accountable, consulted and informed.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A responsibility matrix adding a support role to responsible, accountable, consulted and informed.","i":2955,"id":"people.rasci","lv":"working","ph":"rasci rasci matrix rasci rasci matrix rasci a responsibility matrix adding a support role to responsible accountable consulted and informed a responsibility matrix adding a support role to responsible accountable consulted and informed can we test the claim about rasci against employee data and lived experience you will see rasci in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here rasci means a responsibility matrix adding a support role to responsible accountable consulted and informed people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person format genre model organisation party global context dependent","sn":"RASCI","t":"RASCI","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/rasci/","ui":"Can we test the claim about RASCI against employee data and lived experience?"},{"a":["request limit"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A restriction on how many requests or actions are allowed during a period.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A cap on how often a system can be used.","i":2956,"id":"product.rate-limit","lv":"core","ph":"rate limit request limit rate limit request limit rate limit a cap on how often a system can be used a restriction on how many requests or actions are allowed during a period the integration needs backoff handling for the rate limit you will see rate limit in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here rate limit means a restriction on how many requests or actions are allowed during a period product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology global context dependent","sn":"Rate limit","t":"Rate limit","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/rate-limit/","ui":"The integration needs backoff handling for the rate limit."},{"a":["after-the-fact approval"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Formal approval of an act already taken, where legally effective and permitted.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Formal approval of an act already taken, where legally effective and permitted.","i":2957,"id":"governance.ratification","lv":"working","ph":"ratification after the fact approval after the fact approval ratification ratification formal approval of an act already taken where legally effective and permitted formal approval of an act already taken where legally effective and permitted put ratification on the agenda while the board can still influence the decision you will see ratification in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here ratification means formal approval of an act already taken where legally effective and permitted corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law status decision global context dependent","sn":"Ratification","t":"Ratification","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/ratification/","ui":"Put ratification on the agenda while the board can still influence the decision."},{"a":["stock rating"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"An analyst's recommendation category, such as buy, hold or sell, under that firm's system.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"An analyst's recommendation category, such as buy, hold or sell, under that firm's system.","i":2958,"id":"reporting.rating","lv":"core","ph":"rating stock rating rating stock rating rating an analysts recommendation category such as buy hold or sell under that firms system an analysts recommendation category such as buy hold or sell under that firms system the market will compare rating with last quarter so keep the definition stable you will see rating in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here rating means an analysts recommendation category such as buy hold or sell under that firms system corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce equipment technology organisation party global context dependent","sn":"Rating","t":"Rating","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/rating/","ui":"The market will compare rating with last quarter, so keep the definition stable."},{"a":["performance scale"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The set of categories used to evaluate performance.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The set of categories used to evaluate performance.","i":2959,"id":"people.rating-scale","lv":"working","ph":"rating scale performance scale performance scale rating scale rating scale the set of categories used to evaluate performance the set of categories used to evaluate performance who is accountable for rating scale and who is affected by it you will see rating scale in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here rating scale means the set of categories used to evaluate performance people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Rating scale","t":"Rating scale","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/rating-scale/","ui":"Who is accountable for rating scale, and who is affected by it?"},{"a":["raw stock"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Inputs held for use in production.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Inputs held for use in production.","i":2960,"id":"operations.raw-materials","lv":"core","ph":"raw materials raw stock raw materials raw stock raw materials inputs held for use in production inputs held for use in production how are we defining raw materials in this deck you will see raw materials in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here raw materials means inputs held for use in production operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Raw materials","t":"Raw materials","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/raw-materials/","ui":"How are we defining raw materials in this deck?"},{"a":["razor blade model"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model selling a durable base product cheaply while earning recurring margin from complementary consumables.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Sell the main device cheaply and earn from repeat supplies.","i":2961,"id":"strategy.razor-and-blades-model","lv":"working","ph":"razor and blades model razor blade model razor and blades model razor blade model razor and blades model sell the main device cheaply and earn from repeat supplies a model selling a durable base product cheaply while earning recurring margin from complementary consumables the razor and blades model fails if customers can avoid the consumables you will see razor and blades model in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here razor and blades model means a model selling a durable base product cheaply while earning recurring margin from complementary consumables strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Razor-and-blades model","t":"Razor-and-blades model","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/razor-and-blades-model/","ui":"The razor-and-blades model fails if customers can avoid the consumables."},{"a":["unique reach","unique audience"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The number or proportion of distinct people or devices exposed under a stated method.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The number or proportion of distinct people or devices exposed under a stated method.","i":2962,"id":"marketing.reach","lv":"core","ph":"reach unique reach unique audience reach unique audience unique reach reach the number or proportion of distinct people or devices exposed under a stated method the number or proportion of distinct people or devices exposed under a stated method which audience channel and period does reach cover you will see reach in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here reach means the number or proportion of distinct people or devices exposed under a stated method marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting workflow process format genre model global context dependent","sn":"Reach","t":"Reach","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/reach/","ui":"Which audience, channel and period does reach cover?"},{"a":["win-back"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Return of a previously inactive or churned customer to active use or purchase.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Return of a previously inactive or churned customer to active use or purchase.","i":2963,"id":"revenue.reactivation","lv":"core","ph":"reactivation win back reactivation win back reactivation return of a previously inactive or churned customer to active use or purchase return of a previously inactive or churned customer to active use or purchase the number is useful only if everyone calculates reactivation the same way you will see reactivation in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here reactivation means return of a previously inactive or churned customer to active use or purchase revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Reactivation","t":"Reactivation","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/reactivation/","ui":"The number is useful only if everyone calculates reactivation the same way."},{"a":["room reading"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"Informal instruction to observe audience attention, resistance and cues and adjust delivery accordingly.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"Notice how people are reacting and adapt.","i":2964,"id":"bizpitch.read-the-room","lv":"core","ph":"read the room room reading read the room room reading read the room notice how people are reacting and adapt informal instruction to observe audience attention resistance and cues and adjust delivery accordingly read the room before adding another five minutes of detail you will see read the room in business pitches proposals executive summaries and decision decks when the discussion reaches business presentation delivery it helps a reader interpret business presentation delivery without confusing the measure decision role or evidence being discussed here read the room means informal instruction to observe audience attention resistance and cues and adjust delivery accordingly business pitching and presentation materials business pitches decks and decision materials business presentation delivery startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Read the room","t":"Read the room","tp":"Business presentation delivery","tpid":"business-pitching-artifacts.presentation-delivery","u":"terms/read-the-room/","ui":"Read the room before adding another five minutes of detail."},{"a":["change readiness"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Evaluation of whether an organisation or group is prepared for change.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Evaluation of whether an organisation or group is prepared for change.","i":2965,"id":"people.readiness-assessment","lv":"core","ph":"readiness assessment change readiness change readiness readiness assessment readiness assessment evaluation of whether an organisation or group is prepared for change evaluation of whether an organisation or group is prepared for change what behaviour should be different after readiness assessment you will see readiness assessment in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here readiness assessment means evaluation of whether an organisation or group is prepared for change people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management workflow process organisation party global context dependent","sn":"Readiness assessment","t":"Readiness assessment","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/readiness-assessment/","ui":"What behaviour should be different after readiness assessment?"},{"a":["findings readout"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A concise presentation or summary of findings, progress or decisions to a wider group.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A meeting where results or decisions are explained.","i":2966,"id":"bizpitch.readout","lv":"core","ph":"readout findings readout findings readout readout readout a meeting where results or decisions are explained a concise presentation or summary of findings progress or decisions to a wider group schedule the readout after the steering group has approved the recommendation you will see readout in business pitches proposals executive summaries and decision decks when the discussion reaches business presentation delivery it helps a reader interpret business presentation delivery without confusing the measure decision role or evidence being discussed here readout means a concise presentation or summary of findings progress or decisions to a wider group business pitching and presentation materials business pitches decks and decision materials business presentation delivery startup business corporate investor sales planning pitching submission decision status decision global context dependent","sn":"Readout","t":"Readout","tp":"Business presentation delivery","tpid":"business-pitching-artifacts.presentation-delivery","u":"terms/readout/","ui":"Schedule the readout after the steering group has approved the recommendation."},{"a":["maintain guidance"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Confirm that previously communicated guidance remains unchanged.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Confirm that previously communicated guidance remains unchanged.","i":2967,"id":"reporting.reaffirm-guidance","lv":"core","ph":"reaffirm guidance maintain guidance maintain guidance reaffirm guidance reaffirm guidance confirm that previously communicated guidance remains unchanged confirm that previously communicated guidance remains unchanged can we reconcile reaffirm guidance to the reported numbers you will see reaffirm guidance in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here reaffirm guidance means confirm that previously communicated guidance remains unchanged corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Reaffirm guidance","t":"Reaffirm guidance","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/reaffirm-guidance/","ui":"Can we reconcile reaffirm guidance to the reported numbers?"},{"a":["RTB"],"amb":["RTB"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Automated auctioning of individual ad opportunities in near real time.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Automated auctioning of individual ad opportunities in near real time.","i":2968,"id":"marketing.real-time-bidding","lv":"working","ph":"real time bidding rtb real time bidding rtb real time bidding automated auctioning of individual ad opportunities in near real time automated auctioning of individual ad opportunities in near real time can we trace real time bidding back to a decision the team can act on you will see real time bidding in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here real time bidding means automated auctioning of individual ad opportunities in near real time marketing brand and growth brand marketing media and growth channels media and distribution reason to believe reasons to believe startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Real-time bidding","t":"Real-time bidding","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/real-time-bidding/","ui":"Can we trace real-time bidding back to a decision the team can act on?"},{"a":["RTB"],"amb":["reason to believe","RTB"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Evidence or logic explaining why a brand or offer can credibly make its promise.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Evidence or logic explaining why a brand or offer can credibly make its promise.","i":2969,"id":"marketing.reason-to-believe","lv":"core","ph":"reason to believe rtb reason to believe rtb reason to believe evidence or logic explaining why a brand or offer can credibly make its promise evidence or logic explaining why a brand or offer can credibly make its promise what evidence makes reason to believe believable you will see reason to believe in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here reason to believe means evidence or logic explaining why a brand or offer can credibly make its promise marketing brand and growth brand marketing media and growth messaging proposition and voice proof point real time bidding reasons to believe startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Reason to believe","t":"Reason to believe","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/reason-to-believe/","ui":"What evidence makes reason to believe believable?"},{"a":["high assurance","high-level ESG assurance"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A high but not absolute level of assurance supported by sufficient evidence.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people","sustainability","operations"],"e":"A high but not absolute level of assurance supported by sufficient evidence.","i":2970,"id":"governance.reasonable-assurance","lv":"core","ph":"reasonable assurance high assurance high level esg assurance high assurance high level esg assurance reasonable assurance reasonable assurance a high but not absolute level of assurance supported by sufficient evidence a high but not absolute level of assurance supported by sufficient evidence the assurance team asked for the evidence supporting reasonable assurance you will see reasonable assurance in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here reasonable assurance means a high but not absolute level of assurance supported by sufficient evidence corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence limited assurance startup business corporate investor finance people sustainability operations governance contracting compliance risk management reporting strategy sustainability reporting disclosure assurance right contract law global context dependent","sn":"Reasonable assurance","t":"Reasonable assurance","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/reasonable-assurance/","ui":"The assurance team asked for the evidence supporting reasonable assurance."},{"a":["reasonable efforts"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contractual effort standard whose meaning depends on governing law and context.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A contractual effort standard whose meaning depends on governing law and context.","i":2971,"id":"governance.reasonable-endeavours","lv":"core","ph":"reasonable endeavours reasonable efforts reasonable efforts reasonable endeavours reasonable endeavours a contractual effort standard whose meaning depends on governing law and context a contractual effort standard whose meaning depends on governing law and context do not describe reasonable endeavours as agreed until the operative document says so you will see reasonable endeavours in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here reasonable endeavours means a contractual effort standard whose meaning depends on governing law and context corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Reasonable endeavours","t":"Reasonable endeavours","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/reasonable-endeavours/","ui":"Do not describe reasonable endeavours as agreed until the operative document says so."},{"a":["RTBs","RTB"],"amb":["RTB"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Evidence supporting a value proposition or marketing claim.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Proof that makes the promise credible.","i":2972,"id":"strategy.reasons-to-believe","lv":"core","ph":"reasons to believe rtbs rtb reasons to believe rtb rtbs reasons to believe proof that makes the promise credible evidence supporting a value proposition or marketing claim add a customer result as a reason to believe you will see reasons to believe in strategy decks market analyses business plans and planning workshops when the discussion reaches needs jobs and value propositions it helps a reader interpret needs jobs and value propositions without confusing the measure decision role or evidence being discussed here reasons to believe means evidence supporting a value proposition or marketing claim strategy markets and business models strategy market analysis and business models needs jobs and value propositions real time bidding reason to believe startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Reasons to believe","t":"Reasons to believe","tp":"Needs, jobs & value propositions","tpid":"strategy-market-models.customer-needs","u":"terms/reasons-to-believe/","ui":"Add a customer result as a reason to believe."},{"a":["retroactive discount"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A payment or credit returned after purchase when specified conditions are met.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A payment or credit returned after purchase when specified conditions are met.","i":2973,"id":"revenue.rebate","lv":"working","ph":"rebate retroactive discount rebate retroactive discount rebate a payment or credit returned after purchase when specified conditions are met a payment or credit returned after purchase when specified conditions are met lets test whether rebate still works for the smallest and largest customers you will see rebate in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here rebate means a payment or credit returned after purchase when specified conditions are met revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Rebate","t":"Rebate","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/rebate/","ui":"Let’s test whether rebate still works for the smallest and largest customers."},{"a":["brand refresh"],"amb":["Brand refresh"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A significant change to brand strategy, identity, name or expression.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A significant change to brand strategy, identity, name or expression.","i":2974,"id":"marketing.rebrand","lv":"core","ph":"rebrand brand refresh brand refresh rebrand rebrand a significant change to brand strategy identity name or expression a significant change to brand strategy identity name or expression can we show how rebrand changes the audiences experience not just the language you will see rebrand in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here rebrand means a significant change to brand strategy identity name or expression marketing brand and growth brand marketing media and growth brand foundations and identity brand refresh startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model organisation party global context dependent","sn":"Rebrand","t":"Rebrand","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/rebrand/","ui":"Can we show how rebrand changes the audience’s experience, not just the language?"},{"a":["response to objection"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A response intended to answer a counterargument or criticism.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A reasoned answer to an opposing argument.","i":2975,"id":"bizpitch.rebuttal","lv":"working","ph":"rebuttal response to objection rebuttal response to objection rebuttal a reasoned answer to an opposing argument a response intended to answer a counterargument or criticism the rebuttal needs evidence not confidence you will see rebuttal in business pitches proposals executive summaries and decision decks when the discussion reaches decision narrative and persuasion it helps a reader interpret decision narrative and persuasion without confusing the measure decision role or evidence being discussed here rebuttal means a response intended to answer a counterargument or criticism business pitching and presentation materials business pitches decks and decision materials decision narrative and persuasion startup business corporate investor sales planning pitching submission decision status decision global context dependent","sn":"Rebuttal","t":"Rebuttal","tp":"Decision narrative & persuasion","tpid":"business-pitching-artifacts.decision-story","u":"terms/rebuttal/","ui":"The rebuttal needs evidence, not confidence."},{"a":["calculation check"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Checking mathematical accuracy.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Checking mathematical accuracy.","i":2976,"id":"governance.recalculation","lv":"working","ph":"recalculation calculation check calculation check recalculation recalculation checking mathematical accuracy checking mathematical accuracy the assurance team asked for the evidence supporting recalculation you will see recalculation in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here recalculation means checking mathematical accuracy corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Recalculation","t":"Recalculation","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/recalculation/","ui":"The assurance team asked for the evidence supporting recalculation."},{"a":["product recall"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Removal, correction or notification concerning products already distributed.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Removal, correction or notification concerning products already distributed.","i":2977,"id":"operations.recall.operations-procurement-supply-chain-quality-management","lv":"core","ph":"recall product recall product recall recall recall removal correction or notification concerning products already distributed removal correction or notification concerning products already distributed can we distinguish prevention from inspection in the way we handle recall you will see recall in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here recall means removal correction or notification concerning products already distributed operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Recall","t":"Recall","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/recall/","ui":"Can we distinguish prevention from inspection in the way we handle recall?"},{"a":["recapitalization","recap"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A significant change to a company's mix of debt, equity or ownership rights.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Change the company's financial and ownership structure.","i":2978,"id":"startup.recapitalisation","lv":"working","ph":"recapitalisation recapitalization recap recap recapitalisation recapitalization recapitalisation change the companys financial and ownership structure a significant change to a companys mix of debt equity or ownership rights the recapitalisation simplifies the preference stack you will see recapitalisation in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here recapitalisation means a significant change to a companys mix of debt equity or ownership rights startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance role person finance commerce right contract law equipment technology organisation party global context dependent","sn":"Recapitalisation","t":"Recapitalisation","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/recapitalisation/","ui":"The recapitalisation simplifies the preference stack."},{"a":["recasted financials"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Historical financial information adjusted to reflect a changed presentation, structure or accounting basis.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Historical financial information adjusted to reflect a changed presentation, structure or accounting basis.","i":2979,"id":"reporting.recast-financials","lv":"working","ph":"recast financials recasted financials recast financials recasted financials recast financials historical financial information adjusted to reflect a changed presentation structure or accounting basis historical financial information adjusted to reflect a changed presentation structure or accounting basis the team needs one controlled copy of recast financials with an owner and date you will see recast financials in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here recast financials means historical financial information adjusted to reflect a changed presentation structure or accounting basis corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Recast financials","t":"Recast financials","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/recast-financials/","ui":"The team needs one controlled copy of recast financials, with an owner and date."},{"a":["AR turnover"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Credit sales or revenue divided by average receivables under a stated method.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Credit sales or revenue divided by average receivables under a stated method.","i":2980,"id":"bizfinance.receivables-turnover","lv":"working","ph":"receivables turnover ar turnover ar turnover receivables turnover receivables turnover credit sales or revenue divided by average receivables under a stated method credit sales or revenue divided by average receivables under a stated method the number is useful only if everyone calculates receivables turnover the same way you will see receivables turnover in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here receivables turnover means credit sales or revenue divided by average receivables under a stated method finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process global context dependent","sn":"Receivables turnover","t":"Receivables turnover","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/receivables-turnover/","ui":"The number is useful only if everyone calculates receivables turnover the same way."},{"a":["whereas clauses","background"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Introductory statements giving background and purpose before operative terms.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Introductory statements giving background and purpose before operative terms.","i":2981,"id":"governance.recitals","lv":"working","ph":"recitals whereas clauses background background recitals whereas clauses recitals introductory statements giving background and purpose before operative terms introductory statements giving background and purpose before operative terms which version of recitals should the board treat as current you will see recitals in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here recitals means introductory statements giving background and purpose before operative terms corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Recitals","t":"Recitals","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/recitals/","ui":"Which version of recitals should the board treat as current?"},{"a":["reported revenue"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Revenue recorded in the financial statements under applicable accounting rules.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Revenue recorded in the financial statements under applicable accounting rules.","i":2982,"id":"revenue.recognised-revenue","lv":"core","ph":"recognised revenue reported revenue recognised revenue reported revenue recognised revenue revenue recorded in the financial statements under applicable accounting rules revenue recorded in the financial statements under applicable accounting rules which version of recognised revenue should the board treat as current you will see recognised revenue in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here recognised revenue means revenue recorded in the financial statements under applicable accounting rules revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics startup business corporate sales finance product go to market sales contracting customer success renewal document artifact metric standard specification finance commerce global context dependent","sn":"Recognised revenue","t":"Recognised revenue","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/recognised-revenue/","ui":"Which version of recognised revenue should the board treat as current?"},{"a":["accounting recognition"],"amb":["Recognition"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Including an item in the financial statements when relevant criteria are met.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Including an item in the financial statements when relevant criteria are met.","i":2983,"id":"bizfinance.recognition.finance-accounting-valuation-accounting-policy","lv":"working","ph":"recognition accounting recognition accounting recognition recognition recognition including an item in the financial statements when relevant criteria are met including an item in the financial statements when relevant criteria are met which version of recognition should the board treat as current you will see recognition in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here recognition means including an item in the financial statements when relevant criteria are met finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments recognition startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Recognition","t":"Recognition","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/recognition--bizfinance-recognition-finance-accounting-valuation-accounting-policy/","ui":"Which version of recognition should the board treat as current?"},{"a":["employee recognition"],"amb":["Recognition"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Non-pay acknowledgement of contribution or achievement.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Non-pay acknowledgement of contribution or achievement.","i":2984,"id":"people.recognition.people-organisation-change-performance-rewards","lv":"core","ph":"recognition employee recognition employee recognition recognition recognition non pay acknowledgement of contribution or achievement non pay acknowledgement of contribution or achievement the people plan needs to explain how recognition affects roles and decisions you will see recognition in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here recognition means non pay acknowledgement of contribution or achievement people organisation and change organisation design people systems and change performance pay and rewards recognition startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Recognition","t":"Recognition","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/recognition--people-recognition-people-organisation-change-performance-rewards/","ui":"The people plan needs to explain how recognition affects roles and decisions."},{"a":["recommended option","management recommendation"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Management's proposed course of action.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","investor","sales","finance"],"e":"Management's proposed course of action.","i":2985,"id":"reporting.recommendation","lv":"core","ph":"recommendation recommended option management recommendation management recommendation recommendation recommended option recommendation managements proposed course of action managements proposed course of action the team needs one controlled copy of recommendation with an owner and date you will see recommendation in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here recommendation means managements proposed course of action corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers startup business corporate investor sales finance planning pitching submission decision reporting governance investor relations disclosure document artifact metric standard specification finance commerce workflow process organisation party global context dependent","sn":"Recommendation","t":"Recommendation","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/recommendation/","ui":"The team needs one controlled copy of recommendation, with an owner and date."},{"a":["account reconciliation"],"amb":["Reconciliation"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Comparison of records or balances to identify and resolve differences.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Comparison of records or balances to identify and resolve differences.","i":2986,"id":"bizfinance.reconciliation.accounting-records","lv":"core","ph":"reconciliation account reconciliation account reconciliation reconciliation reconciliation comparison of records or balances to identify and resolve differences comparison of records or balances to identify and resolve differences can you walk me through how reconciliation works in the model you will see reconciliation in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here reconciliation means comparison of records or balances to identify and resolve differences finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records reconciliation startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Reconciliation","t":"Reconciliation","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/reconciliation--bizfinance-reconciliation-accounting-records/","ui":"Can you walk me through how reconciliation works in the model?"},{"a":["non-GAAP reconciliation"],"amb":["Reconciliation"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A bridge from an adjusted measure to the closest reported measure.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","finance","investor"],"e":"A bridge from an adjusted measure to the closest reported measure.","i":2987,"id":"reporting.reconciliation.non-gaap","lv":"core","ph":"reconciliation non gaap reconciliation non gaap reconciliation reconciliation reconciliation a bridge from an adjusted measure to the closest reported measure a bridge from an adjusted measure to the closest reported measure which version of reconciliation should the board treat as current you will see reconciliation in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here reconciliation means a bridge from an adjusted measure to the closest reported measure corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct reconciliation startup business corporate finance investor accounting planning forecasting valuation reporting financing governance investor relations disclosure document artifact metric standard specification finance commerce status decision global context dependent","sn":"Reconciliation","t":"Reconciliation","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/reconciliation--reporting-reconciliation-non-gaap/","ui":"Which version of reconciliation should the board treat as current?"},{"a":["books-closed date"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The date used to determine which holders are entitled to vote, receive a distribution or exercise another right.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The date used to determine which holders are entitled to vote, receive a distribution or exercise another right.","i":2988,"id":"governance.record-date","lv":"core","ph":"record date books closed date books closed date record date record date the date used to determine which holders are entitled to vote receive a distribution or exercise another right the date used to determine which holders are entitled to vote receive a distribution or exercise another right counsel wants record date clarified before anyone signs you will see record date in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here record date means the date used to determine which holders are entitled to vote receive a distribution or exercise another right corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Record date","t":"Record date","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/record-date/","ui":"Counsel wants record date clarified before anyone signs."},{"a":["registered holder"],"amb":["registered holder"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The person or entity listed in the company's official securities register.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The owner named in the company's records.","i":2989,"id":"startup.record-holder","lv":"working","ph":"record holder registered holder record holder registered holder record holder the owner named in the companys records the person or entity listed in the companys official securities register the record holder may be a nominee you will see record holder in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here record holder means the person or entity listed in the companys official securities register startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution registered holder startup investor finance corporate fundraising financing due diligence governance document artifact role person finance commerce organisation party global context dependent","sn":"Record holder","t":"Record holder","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/record-holder/","ui":"The record holder may be a nominee."},{"a":["RoPA"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A formal inventory of personal-data processing required in some regimes.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A formal inventory of personal-data processing required in some regimes.","i":2990,"id":"governance.record-of-processing-activities","lv":"working","ph":"record of processing activities ropa record of processing activities ropa record of processing activities a formal inventory of personal data processing required in some regimes a formal inventory of personal data processing required in some regimes counsel wants record of processing activities clarified before anyone signs you will see record of processing activities in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here record of processing activities means a formal inventory of personal data processing required in some regimes corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law equipment technology workflow process risk ethics access global context dependent","sn":"Record of processing activities","t":"Record of processing activities","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/record-of-processing-activities/","ui":"Counsel wants record of processing activities clarified before anyone signs."},{"a":["records requirement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An obligation to create, retain or produce specified records.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An obligation to create, retain or produce specified records.","i":2991,"id":"governance.recordkeeping-requirement","lv":"core","ph":"recordkeeping requirement records requirement recordkeeping requirement records requirement recordkeeping requirement an obligation to create retain or produce specified records an obligation to create retain or produce specified records do not describe recordkeeping requirement as agreed until the operative document says so you will see recordkeeping requirement in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here recordkeeping requirement means an obligation to create retain or produce specified records corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Recordkeeping requirement","t":"Recordkeeping requirement","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/recordkeeping-requirement/","ui":"Do not describe recordkeeping requirement as agreed until the operative document says so."},{"a":["recordkeeping clause"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A term requiring records to be kept for a specified period.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A term requiring records to be kept for a specified period.","i":2992,"id":"governance.records-retention-clause","lv":"working","ph":"records retention clause recordkeeping clause recordkeeping clause records retention clause records retention clause a term requiring records to be kept for a specified period a term requiring records to be kept for a specified period the draft mentions records retention clause but the scope and jurisdiction are still unclear you will see records retention clause in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here records retention clause means a term requiring records to be kept for a specified period corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Records-retention clause","t":"Records-retention clause","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/records-retention-clause/","ui":"The draft mentions records-retention clause, but the scope and jurisdiction are still unclear."},{"a":["RPO"],"amb":["RPO"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The maximum acceptable amount of data loss measured in time.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","product","technology","operations","procurement","sales"],"e":"The maximum acceptable amount of data loss measured in time.","i":2993,"id":"operations.recovery-point-objective","lv":"core","ph":"recovery point objective rpo recovery point objective rpo recovery point objective the maximum acceptable amount of data loss measured in time the maximum acceptable amount of data loss measured in time the team needs one controlled copy of recovery point objective with an owner and date you will see recovery point objective in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here recovery point objective means the maximum acceptable amount of data loss measured in time operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience remaining performance obligations startup business corporate product technology operations procurement sales product discovery product development testing launch operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Recovery point objective","t":"Recovery point objective","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/recovery-point-objective/","ui":"The team needs one controlled copy of recovery point objective, with an owner and date."},{"a":["RTO"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The target time for restoring a process or system after disruption.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","product","technology","operations","procurement","sales"],"e":"The target time for restoring a process or system after disruption.","i":2994,"id":"operations.recovery-time-objective","lv":"core","ph":"recovery time objective rto recovery time objective rto recovery time objective the target time for restoring a process or system after disruption the target time for restoring a process or system after disruption the control is not complete until we can evidence how recovery time objective is monitored you will see recovery time objective in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here recovery time objective means the target time for restoring a process or system after disruption operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience startup business corporate product technology operations procurement sales product discovery product development testing launch operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Recovery time objective","t":"Recovery time objective","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/recovery-time-objective/","ui":"The control is not complete until we can evidence how recovery time objective is monitored."},{"a":["talent acquisition partner"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A person responsible for attracting and moving candidates through hiring.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A person responsible for attracting and moving candidates through hiring.","i":2995,"id":"people.recruiter","lv":"core","ph":"recruiter talent acquisition partner recruiter talent acquisition partner recruiter a person responsible for attracting and moving candidates through hiring a person responsible for attracting and moving candidates through hiring the people plan needs to explain how recruiter affects roles and decisions you will see recruiter in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here recruiter means a person responsible for attracting and moving candidates through hiring people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact role person workflow process organisation party global context dependent","sn":"Recruiter","t":"Recruiter","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/recruiter/","ui":"The people plan needs to explain how recruiter affects roles and decisions."},{"a":["hiring funnel"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The stages through which applicants move from sourcing to hire.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The stages through which applicants move from sourcing to hire.","i":2996,"id":"people.recruitment-funnel","lv":"core","ph":"recruitment funnel hiring funnel hiring funnel recruitment funnel recruitment funnel the stages through which applicants move from sourcing to hire the stages through which applicants move from sourcing to hire the announcement should not get ahead of the agreed process for recruitment funnel you will see recruitment funnel in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here recruitment funnel means the stages through which applicants move from sourcing to hire people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact workflow process format genre model organisation party status decision global context dependent","sn":"Recruitment funnel","t":"Recruitment funnel","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/recruitment-funnel/","ui":"The announcement should not get ahead of the agreed process for recruitment funnel."},{"a":["screener"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A questionnaire used to identify suitable research participants.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Questions used to choose the right participants.","i":2997,"id":"product.recruitment-screener","lv":"working","ph":"recruitment screener screener recruitment screener screener recruitment screener questions used to choose the right participants a questionnaire used to identify suitable research participants the recruitment screener excludes employees of direct competitors you will see recruitment screener in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here recruitment screener means a questionnaire used to identify suitable research participants product technology and innovation product management technology and innovation product discovery and research startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Recruitment screener","t":"Recruitment screener","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/recruitment-screener/","ui":"The recruitment screener excludes employees of direct competitors."},{"a":["repeat revenue"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Revenue expected to repeat under ongoing contracts, subscriptions or repeat behaviour.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Revenue expected to repeat under ongoing contracts, subscriptions or repeat behaviour.","i":2998,"id":"revenue.recurring-revenue","lv":"core","ph":"recurring revenue repeat revenue recurring revenue repeat revenue recurring revenue revenue expected to repeat under ongoing contracts subscriptions or repeat behaviour revenue expected to repeat under ongoing contracts subscriptions or repeat behaviour how are we defining recurring revenue in this deck you will see recurring revenue in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here recurring revenue means revenue expected to repeat under ongoing contracts subscriptions or repeat behaviour revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics startup business corporate sales finance product go to market sales contracting customer success renewal document artifact metric standard specification finance commerce right contract law global context dependent","sn":"Recurring revenue","t":"Recurring revenue","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/recurring-revenue/","ui":"How are we defining recurring revenue in this deck?"},{"a":["abstention due to conflict"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A person's withdrawal from discussion or voting because of a conflict or other disqualifying issue.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A person's withdrawal from discussion or voting because of a conflict or other disqualifying issue.","i":2999,"id":"governance.recusal","lv":"core","ph":"recusal abstention due to conflict abstention due to conflict recusal recusal a persons withdrawal from discussion or voting because of a conflict or other disqualifying issue a persons withdrawal from discussion or voting because of a conflict or other disqualifying issue put recusal on the agenda while the board can still influence the decision you will see recusal in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here recusal means a persons withdrawal from discussion or voting because of a conflict or other disqualifying issue corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Recusal","t":"Recusal","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/recusal/","ui":"Put recusal on the agenda while the board can still influence the decision."},{"a":["recyclable design"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The practical ability of a product or material to be recycled under defined conditions.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The practical ability of a product or material to be recycled under defined conditions.","i":3000,"id":"sustainability.recyclability","lv":"core","ph":"recyclability recyclable design recyclability recyclable design recyclability the practical ability of a product or material to be recycled under defined conditions the practical ability of a product or material to be recycled under defined conditions state the boundary and evidence behind recyclability before publishing the claim you will see recyclability in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here recyclability means the practical ability of a product or material to be recycled under defined conditions sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Recyclability","t":"Recyclability","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/recyclability/","ui":"State the boundary and evidence behind recyclability before publishing the claim."},{"a":["recycling claim"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A claim that a product or packaging can be recycled under stated real-world conditions.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A claim that a product or packaging can be recycled under stated real-world conditions.","i":3001,"id":"sustainability.recyclable-claim","lv":"core","ph":"recyclable claim recycling claim recyclable claim recycling claim recyclable claim a claim that a product or packaging can be recycled under stated real world conditions a claim that a product or packaging can be recycled under stated real world conditions do not describe recyclable claim as assured beyond the scope of the engagement you will see recyclable claim in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here recyclable claim means a claim that a product or packaging can be recycled under stated real world conditions sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Recyclable claim","t":"Recyclable claim","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/recyclable-claim/","ui":"Do not describe recyclable claim as assured beyond the scope of the engagement."},{"a":["recycled-material share"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The proportion of material sourced from recovered waste.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The proportion of material sourced from recovered waste.","i":3002,"id":"sustainability.recycled-content","lv":"core","ph":"recycled content recycled material share recycled content recycled material share recycled content the proportion of material sourced from recovered waste the proportion of material sourced from recovered waste the sustainability report needs the method exclusions and assurance status for recycled content you will see recycled content in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here recycled content means the proportion of material sourced from recovered waste sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Recycled content","t":"Recycled content","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/recycled-content/","ui":"The sustainability report needs the method, exclusions and assurance status for recycled content."},{"a":["recycled opportunity"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A lead returned to nurture or later follow-up because it is not ready now.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A lead returned to nurture or later follow-up because it is not ready now.","i":3003,"id":"revenue.recycled-lead","lv":"working","ph":"recycled lead recycled opportunity recycled lead recycled opportunity recycled lead a lead returned to nurture or later follow up because it is not ready now a lead returned to nurture or later follow up because it is not ready now the account plan should show how recycled lead affects the next step you will see recycled lead in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here recycled lead means a lead returned to nurture or later follow up because it is not ready now revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce workflow process format genre model global context dependent","sn":"Recycled lead","t":"Recycled lead","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/recycled-lead/","ui":"The account plan should show how recycled lead affects the next step."},{"a":["at-risk account"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"An account judged at high risk or needing urgent intervention.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"An account judged at high risk or needing urgent intervention.","i":3004,"id":"revenue.red-account","lv":"core","ph":"red account at risk account at risk account red account red account an account judged at high risk or needing urgent intervention an account judged at high risk or needing urgent intervention the account review should connect red account to the customers intended outcome you will see red account in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here red account means an account judged at high risk or needing urgent intervention revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce risk ethics access global context dependent","sn":"Red account","t":"Red account","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/red-account/","ui":"The account review should connect red account to the customer’s intended outcome."},{"a":["RAG status"],"amb":["RAG status"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A simple traffic-light classification of performance or risk.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A simple traffic-light classification of performance or risk.","i":3005,"id":"people.red-amber-green-status","lv":"core","ph":"red amber green status rag status rag status red amber green status red amber green status a simple traffic light classification of performance or risk a simple traffic light classification of performance or risk how are we defining red amber green status in this deck you will see red amber green status in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here red amber green status means a simple traffic light classification of performance or risk people organisation and change organisation design people systems and change okrs kpis and performance goals traffic light status startup business corporate people operations people planning employment performance management change management organisation party risk ethics access status decision global context dependent","sn":"Red-amber-green status","t":"Red-amber-green status","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/red-amber-green-status/","ui":"How are we defining red-amber-green status in this deck?"},{"a":["red-flag DD report"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A concise diligence report highlighting material issues requiring decision or further work.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A short report of the biggest deal risks.","i":3006,"id":"startup.red-flag-report","lv":"working","ph":"red flag report red flag dd report red flag dd report red flag report red flag report a short report of the biggest deal risks a concise diligence report highlighting material issues requiring decision or further work the red flag report identifies change of control consents you will see red flag report in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here red flag report means a concise diligence report highlighting material issues requiring decision or further work startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce equipment technology organisation party status decision global context dependent","sn":"Red flag report","t":"Red flag report","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/red-flag-report/","ui":"The red flag report identifies change-of-control consents."},{"a":[],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"An adversarial review of a proposal from the evaluator's or competitor's perspective.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A tough review that tries to find why the proposal could lose.","i":3007,"id":"bizpitch.red-team-review","lv":"working","ph":"red team review red team review red team review a tough review that tries to find why the proposal could lose an adversarial review of a proposal from the evaluators or competitors perspective run the red team review before design locks the document you will see red team review in business pitches proposals executive summaries and decision decks when the discussion reaches proposals bids and tender materials it helps a reader interpret proposals bids and tender materials without confusing the measure decision role or evidence being discussed here red team review means an adversarial review of a proposal from the evaluators or competitors perspective business pitching and presentation materials business pitches decks and decision materials proposals bids and tender materials startup business corporate investor sales planning pitching submission decision workflow process organisation party global context dependent","sn":"Red team review","t":"Red team review","tp":"Proposals, bids & tender materials","tpid":"business-pitching-artifacts.proposal-materials","u":"terms/red-team-review/","ui":"Run the red team review before design locks the document."},{"a":["redemption"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A right allowing investors to require the company to repurchase shares under stated conditions and timing.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investors may force the company to buy back their shares later.","i":3008,"id":"startup.redemption-right","lv":"working","ph":"redemption right redemption redemption redemption right redemption right investors may force the company to buy back their shares later a right allowing investors to require the company to repurchase shares under stated conditions and timing redemption rights can create a future cash obligation you will see redemption right in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet economics in term sheet economics a loose definition can change rights obligations approval disclosure or enforceability here redemption right means a right allowing investors to require the company to repurchase shares under stated conditions and timing startups venture and fundraising startup formation venture capital and fundraising term sheet economics startup investor finance corporate fundraising financing due diligence governance role person finance commerce right contract law organisation party global context dependent","sn":"Redemption right","t":"Redemption right","tp":"Term-sheet economics","tpid":"startup-venture-fundraising.term-sheet-economics","u":"terms/redemption-right/","ui":"Redemption rights can create a future cash obligation."},{"a":["reassignment"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Moving an employee to another role instead of exit or redundancy.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Moving an employee to another role instead of exit or redundancy.","i":3009,"id":"people.redeployment","lv":"core","ph":"redeployment reassignment reassignment redeployment redeployment moving an employee to another role instead of exit or redundancy moving an employee to another role instead of exit or redundancy who is accountable for redeployment and who is affected by it you will see redeployment in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here redeployment means moving an employee to another role instead of exit or redundancy people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact role person workflow process organisation party global context dependent","sn":"Redeployment","t":"Redeployment","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/redeployment/","ui":"Who is accountable for redeployment, and who is affected by it?"},{"a":["contract redline"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A document version showing proposed edits to contract language.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A document version showing proposed edits to contract language.","i":3010,"id":"revenue.redline","lv":"core","ph":"redline contract redline contract redline redline redline a document version showing proposed edits to contract language a document version showing proposed edits to contract language do not describe redline as agreed until the operative document says so you will see redline in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here redline means a document version showing proposed edits to contract language revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law workflow process global context dependent","sn":"Redline","t":"Redline","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/redline/","ui":"Do not describe redline as agreed until the operative document says so."},{"a":["RIF"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Employer-led elimination of positions for business reasons.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Employer-led elimination of positions for business reasons.","i":3011,"id":"people.reduction-in-force","lv":"core","ph":"reduction in force rif reduction in force rif reduction in force employer led elimination of positions for business reasons employer led elimination of positions for business reasons the people plan needs to explain how reduction in force affects roles and decisions you will see reduction in force in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here reduction in force means employer led elimination of positions for business reasons people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Reduction in force","t":"Reduction in force","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/reduction-in-force/","ui":"The people plan needs to explain how reduction in force affects roles and decisions."},{"a":["redundant system","resilient duplication"],"amb":["Redundancy"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Duplicate capacity, components or routes used to reduce single-point failure.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","product","technology","operations","procurement","sales"],"e":"Duplicate capacity, components or routes used to reduce single-point failure.","i":3012,"id":"operations.redundancy.technical-redundancy","lv":"core","ph":"redundancy redundant system resilient duplication redundancy redundant system resilient duplication redundancy duplicate capacity components or routes used to reduce single point failure duplicate capacity components or routes used to reduce single point failure the control is not complete until we can evidence how redundancy is monitored you will see redundancy in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here redundancy means duplicate capacity components or routes used to reduce single point failure operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience redundancy startup business corporate product technology operations procurement sales product discovery product development testing launch operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Redundancy","t":"Redundancy","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/redundancy--operations-redundancy-technical-redundancy/","ui":"The control is not complete until we can evidence how redundancy is monitored."},{"a":["role redundancy"],"amb":["Redundancy"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Elimination of a role because the work or need has changed, under applicable law.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Elimination of a role because the work or need has changed, under applicable law.","i":3013,"id":"people.redundancy.employment-redundancy","lv":"core","ph":"redundancy role redundancy redundancy role redundancy redundancy elimination of a role because the work or need has changed under applicable law elimination of a role because the work or need has changed under applicable law bring redundancy into the next review before the decision gets made around them you will see redundancy in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here redundancy means elimination of a role because the work or need has changed under applicable law people organisation and change organisation design people systems and change headcount hiring and workforce planning redundancy startup business corporate people operations people planning employment performance management change management document artifact role person right contract law workflow process organisation party global context dependent","sn":"Redundancy","t":"Redundancy","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/redundancy--people-redundancy-employment-redundancy/","ui":"Bring redundancy into the next review before the decision gets made around them."},{"a":["code refactor"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Changing internal code structure without intentionally changing external behaviour.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Improve how code is organised without changing what users see.","i":3014,"id":"product.refactoring","lv":"core","ph":"refactoring code refactor code refactor refactoring refactoring improve how code is organised without changing what users see changing internal code structure without intentionally changing external behaviour refactoring reduced release risk you will see refactoring in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here refactoring means changing internal code structure without intentionally changing external behaviour product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Refactoring","t":"Refactoring","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/refactoring/","ui":"Refactoring reduced release risk."},{"a":["architecture blueprint"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A reusable model showing recommended components and relationships for a type of system.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A standard example of how a system can be structured.","i":3015,"id":"product.reference-architecture","lv":"working","ph":"reference architecture architecture blueprint architecture blueprint reference architecture reference architecture a standard example of how a system can be structured a reusable model showing recommended components and relationships for a type of system the reference architecture guides partner implementations you will see reference architecture in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here reference architecture means a reusable model showing recommended components and relationships for a type of system product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model global context dependent","sn":"Reference architecture","t":"Reference architecture","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/reference-architecture/","ui":"The reference architecture guides partner implementations."},{"a":["customer reference"],"amb":["Customer reference"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A conversation in which a prospective buyer speaks with an existing customer about experience and results.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A conversation in which a prospective buyer speaks with an existing customer about experience and results.","i":3016,"id":"revenue.reference-call","lv":"core","ph":"reference call customer reference customer reference reference call reference call a conversation in which a prospective buyer speaks with an existing customer about experience and results a conversation in which a prospective buyer speaks with an existing customer about experience and results sales needs one agreed definition of reference call before the forecast review you will see reference call in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here reference call means a conversation in which a prospective buyer speaks with an existing customer about experience and results revenue sales and go to market go to market sales pricing and customer success sales process and qualification customer reference startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce workflow process global context dependent","sn":"Reference call","t":"Reference call","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/reference-call/","ui":"Sales needs one agreed definition of reference call before the forecast review."},{"a":["employment reference"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Contact with referees to verify experience or suitability.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Contact with referees to verify experience or suitability.","i":3017,"id":"people.reference-check","lv":"core","ph":"reference check employment reference employment reference reference check reference check contact with referees to verify experience or suitability contact with referees to verify experience or suitability the people plan needs to explain how reference check affects roles and decisions you will see reference check in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here reference check means contact with referees to verify experience or suitability people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Reference check","t":"Reference check","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/reference-check/","ui":"The people plan needs to explain how reference check affects roles and decisions."},{"a":["base rate"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A benchmark used to reset or calculate floating interest.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A benchmark used to reset or calculate floating interest.","i":3018,"id":"bizfinance.reference-rate","lv":"core","ph":"reference rate base rate base rate reference rate reference rate a benchmark used to reset or calculate floating interest a benchmark used to reset or calculate floating interest the number is useful only if everyone calculates reference rate the same way you will see reference rate in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here reference rate means a benchmark used to reset or calculate floating interest finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Reference rate","t":"Reference rate","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/reference-rate/","ui":"The number is useful only if everyone calculates reference rate the same way."},{"a":["customer advocate"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A customer willing and suitable to provide a reference, case study or endorsement.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A customer willing and suitable to provide a reference, case study or endorsement.","i":3019,"id":"revenue.referenceable-customer","lv":"working","ph":"referenceable customer customer advocate customer advocate referenceable customer referenceable customer a customer willing and suitable to provide a reference case study or endorsement a customer willing and suitable to provide a reference case study or endorsement which version of referenceable customer should the board treat as current you will see referenceable customer in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here referenceable customer means a customer willing and suitable to provide a reference case study or endorsement revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Referenceable customer","t":"Referenceable customer","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/referenceable-customer/","ui":"Which version of referenceable customer should the board treat as current?"},{"a":["referred acquisition"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Acquisition driven by an existing user, customer or partner introducing another.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Acquisition driven by an existing user, customer or partner introducing another.","i":3020,"id":"marketing.referral","lv":"core","ph":"referral referred acquisition referral referred acquisition referral acquisition driven by an existing user customer or partner introducing another acquisition driven by an existing user customer or partner introducing another can we separate sustainable movement in referral from a one off campaign effect you will see referral in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here referral means acquisition driven by an existing user customer or partner introducing another marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent","sn":"Referral","t":"Referral","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/referral/","ui":"Can we separate sustainable movement in referral from a one-off campaign effect?"},{"a":["referral partner agreement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contract governing introductions and referral compensation.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A contract governing introductions and referral compensation.","i":3021,"id":"governance.referral-agreement","lv":"core","ph":"referral agreement referral partner agreement referral agreement referral partner agreement referral agreement a contract governing introductions and referral compensation a contract governing introductions and referral compensation counsel wants referral agreement clarified before anyone signs you will see referral agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here referral agreement means a contract governing introductions and referral compensation corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Referral agreement","t":"Referral agreement","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/referral-agreement/","ui":"Counsel wants referral agreement clarified before anyone signs."},{"a":["refer-a-friend"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Encouraging existing customers or partners to introduce new customers.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Encouraging existing customers or partners to introduce new customers.","i":3022,"id":"marketing.referral-marketing","lv":"core","ph":"referral marketing refer a friend refer a friend referral marketing referral marketing encouraging existing customers or partners to introduce new customers encouraging existing customers or partners to introduce new customers which audience channel and period does referral marketing cover you will see referral marketing in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here referral marketing means encouraging existing customers or partners to introduce new customers marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model global context dependent","sn":"Referral marketing","t":"Referral marketing","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/referral-marketing/","ui":"Which audience, channel and period does referral marketing cover?"},{"a":["referral source"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A party that introduces potential customers in return for a fee, reciprocal value or strategic benefit.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A party that introduces potential customers in return for a fee, reciprocal value or strategic benefit.","i":3023,"id":"revenue.referral-partner","lv":"core","ph":"referral partner referral source referral partner referral source referral partner a party that introduces potential customers in return for a fee reciprocal value or strategic benefit a party that introduces potential customers in return for a fee reciprocal value or strategic benefit the go to market plan needs to explain how referral partner turns into repeatable demand you will see referral partner in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here referral partner means a party that introduces potential customers in return for a fee reciprocal value or strategic benefit revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce equipment technology format genre model global context dependent","sn":"Referral partner","t":"Referral partner","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/referral-partner/","ui":"The go-to-market plan needs to explain how referral partner turns into repeatable demand."},{"a":["referral metric","refer rate"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The proportion of eligible customers or users who make a referral.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","investor","finance","corporate","business","marketing","sales"],"e":"The proportion of eligible customers or users who make a referral.","i":3024,"id":"marketing.referral-rate","lv":"working","ph":"referral rate referral metric refer rate refer rate referral metric referral rate referral rate the proportion of eligible customers or users who make a referral the proportion of eligible customers or users who make a referral the number is useful only if everyone calculates referral rate the same way you will see referral rate in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here referral rate means the proportion of eligible customers or users who make a referral marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup investor finance corporate business marketing sales fundraising financing due diligence governance market research marketing growth reporting metric standard specification role person format genre model global context dependent","sn":"Referral rate","t":"Referral rate","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/referral-rate/","ui":"The number is useful only if everyone calculates referral rate the same way."},{"a":["refi"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Replacing or restructuring existing financing with new financing.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Replacing or restructuring existing financing with new financing.","i":3025,"id":"bizfinance.refinancing","lv":"core","ph":"refinancing refi refi refinancing refinancing replacing or restructuring existing financing with new financing replacing or restructuring existing financing with new financing state the period currency and accounting basis for refinancing you will see refinancing in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here refinancing means replacing or restructuring existing financing with new financing finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Refinancing","t":"Refinancing","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/refinancing/","ui":"State the period, currency and accounting basis for refinancing."},{"a":["forecast update"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A revised forecast produced after conditions or evidence change.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A revised forecast produced after conditions or evidence change.","i":3026,"id":"bizfinance.reforecast","lv":"core","ph":"reforecast forecast update forecast update reforecast reforecast a revised forecast produced after conditions or evidence change a revised forecast produced after conditions or evidence change the headline changes once we calculate reforecast consistently you will see reforecast in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here reforecast means a revised forecast produced after conditions or evidence change finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Reforecast","t":"Reforecast","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/reforecast/","ui":"The headline changes once we calculate reforecast consistently."},{"a":["regenerative approach"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Practice intended to restore ecological or social systems rather than only reduce harm.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Practice intended to restore ecological or social systems rather than only reduce harm.","i":3027,"id":"sustainability.regenerative-practice","lv":"core","ph":"regenerative practice regenerative approach regenerative approach regenerative practice regenerative practice practice intended to restore ecological or social systems rather than only reduce harm practice intended to restore ecological or social systems rather than only reduce harm can we separate the target for regenerative practice from measured performance you will see regenerative practice in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here regenerative practice means practice intended to restore ecological or social systems rather than only reduce harm sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology risk ethics access global context dependent","sn":"Regenerative practice","t":"Regenerative practice","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/regenerative-practice/","ui":"Can we separate the target for regenerative practice from measured performance?"},{"a":["holder of record"],"amb":["registered holder"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The person or entity entered on the official securities register.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The person or entity entered on the official securities register.","i":3028,"id":"governance.registered-holder","lv":"working","ph":"registered holder holder of record holder of record registered holder registered holder the person or entity entered on the official securities register the person or entity entered on the official securities register the team needs one controlled copy of registered holder with an owner and date you will see registered holder in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here registered holder means the person or entity entered on the official securities register corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting record holder startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law organisation party global context dependent","sn":"Registered holder","t":"Registered holder","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/registered-holder/","ui":"The team needs one controlled copy of registered holder, with an owner and date."},{"a":["statutory office"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The official legal address of a company for notices and public records.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The official legal address of a company for notices and public records.","i":3029,"id":"governance.registered-office","lv":"core","ph":"registered office statutory office registered office statutory office registered office the official legal address of a company for notices and public records the official legal address of a company for notices and public records the draft mentions registered office but the scope and jurisdiction are still unclear you will see registered office in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here registered office means the official legal address of a company for notices and public records corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law organisation party global context dependent","sn":"Registered office","t":"Registered office","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/registered-office/","ui":"The draft mentions registered office, but the scope and jurisdiction are still unclear."},{"a":["regulatory registration"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Formal entry in a regulator's or authority's register, often required before activity.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Formal entry in a regulator's or authority's register, often required before activity.","i":3030,"id":"governance.registration","lv":"core","ph":"registration regulatory registration registration regulatory registration registration formal entry in a regulators or authoritys register often required before activity formal entry in a regulators or authoritys register often required before activity compare registration with the same cohort and period before drawing a conclusion you will see registration in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here registration means formal entry in a regulators or authoritys register often required before activity corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting document artifact metric standard specification right contract law global context dependent","sn":"Registration","t":"Registration","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/registration/","ui":"Compare registration with the same cohort and period before drawing a conclusion."},{"a":["demand registration rights","piggyback rights"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Rights requiring or permitting the company to register securities for public resale under US law.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investors may require help making shares publicly tradable.","i":3031,"id":"startup.registration-rights","lv":"specialist","ph":"registration rights demand registration rights piggyback rights demand registration rights piggyback rights registration rights registration rights investors may require help making shares publicly tradable rights requiring or permitting the company to register securities for public resale under us law registration rights become relevant around an ipo you will see registration rights in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet control and investor rights in term sheet control and investor rights a loose definition can change rights obligations approval disclosure or enforceability here registration rights means rights requiring or permitting the company to register securities for public resale under us law startups venture and fundraising startup formation venture capital and fundraising term sheet control and investor rights startup investor finance corporate fundraising financing due diligence governance document artifact metric standard specification finance commerce right contract law organisation party global context dependent","sn":"Registration rights","t":"Registration rights","tp":"Term-sheet control & investor rights","tpid":"startup-venture-fundraising.term-sheet-control","u":"terms/registration-rights/","ui":"Registration rights become relevant around an IPO."},{"a":["securities registration"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A filing providing required information for a public securities offering or registration.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A filing providing required information for a public securities offering or registration.","i":3032,"id":"reporting.registration-statement","lv":"working","ph":"registration statement securities registration registration statement securities registration registration statement a filing providing required information for a public securities offering or registration a filing providing required information for a public securities offering or registration the number is useful only if everyone calculates registration statement the same way you will see registration statement in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here registration statement means a filing providing required information for a public securities offering or registration corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Registration statement","t":"Registration statement","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/registration-statement/","ui":"The number is useful only if everyone calculates registration statement the same way."},{"a":["regretted turnover"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Departure of employees the organisation wished to retain.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Departure of employees the organisation wished to retain.","i":3033,"id":"people.regrettable-attrition","lv":"working","ph":"regrettable attrition regretted turnover regrettable attrition regretted turnover regrettable attrition departure of employees the organisation wished to retain departure of employees the organisation wished to retain can we circulate regrettable attrition with the assumptions and open questions marked you will see regrettable attrition in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here regrettable attrition means departure of employees the organisation wished to retain people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification role person organisation party global context dependent","sn":"Regrettable attrition","t":"Regrettable attrition","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/regrettable-attrition/","ui":"Can we circulate regrettable attrition with the assumptions and open questions marked?"},{"a":["Reg A","mini-IPO"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A US exempt public offering conducted under Regulation A and qualified by the SEC.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A US route for a smaller public securities offering.","i":3034,"id":"startup.regulation-a-offering","lv":"specialist","ph":"regulation a offering reg a mini ipo mini ipo reg a regulation a offering regulation a offering a us route for a smaller public securities offering a us exempt public offering conducted under regulation a and qualified by the sec a regulation a offering requires formal offering materials you will see regulation a offering in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here regulation a offering means a us exempt public offering conducted under regulation a and qualified by the sec startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Regulation A offering","t":"Regulation A offering","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/regulation-a-offering/","ui":"A Regulation A offering requires formal offering materials."},{"a":["Reg CF offering","Regulation CF"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A US securities offering conducted under Regulation Crowdfunding through a registered intermediary.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A US legal route for raising investment from a crowd.","i":3035,"id":"startup.regulation-crowdfunding-offering","lv":"specialist","ph":"regulation crowdfunding offering reg cf offering regulation cf reg cf offering regulation cf regulation crowdfunding offering regulation crowdfunding offering a us legal route for raising investment from a crowd a us securities offering conducted under regulation crowdfunding through a registered intermediary the regulation crowdfunding offering has statutory limits and disclosure duties you will see regulation crowdfunding offering in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here regulation crowdfunding offering means a us securities offering conducted under regulation crowdfunding through a registered intermediary startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce organisation party global context dependent","sn":"Regulation Crowdfunding offering","t":"Regulation Crowdfunding offering","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/regulation-crowdfunding-offering/","ui":"The Regulation Crowdfunding offering has statutory limits and disclosure duties."},{"a":["Reg D"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A US private offering relying on an exemption under Regulation D.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A common US legal route for private fundraising.","i":3036,"id":"startup.regulation-d-offering","lv":"specialist","ph":"regulation d offering reg d reg d regulation d offering regulation d offering a common us legal route for private fundraising a us private offering relying on an exemption under regulation d the company must choose and comply with the relevant regulation d exemption you will see regulation d offering in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here regulation d offering means a us private offering relying on an exemption under regulation d startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Regulation D offering","t":"Regulation D offering","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/regulation-d-offering/","ui":"The company must choose and comply with the relevant Regulation D exemption."},{"a":["Reg FD"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A United States rule addressing selective disclosure by public companies.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A United States rule addressing selective disclosure by public companies.","i":3037,"id":"reporting.regulation-fd","lv":"working","ph":"regulation fd reg fd reg fd regulation fd regulation fd a united states rule addressing selective disclosure by public companies a united states rule addressing selective disclosure by public companies counsel wants regulation fd clarified before anyone signs you will see regulation fd in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here regulation fd means a united states rule addressing selective disclosure by public companies corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Regulation FD","t":"Regulation FD","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/regulation-fd/","ui":"Counsel wants regulation FD clarified before anyone signs."},{"a":["regulatory authority"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A public authority supervising compliance within a defined field.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A public authority supervising compliance within a defined field.","i":3038,"id":"governance.regulator","lv":"core","ph":"regulator regulatory authority regulator regulatory authority regulator a public authority supervising compliance within a defined field a public authority supervising compliance within a defined field do not describe regulator as agreed until the operative document says so you will see regulator in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here regulator means a public authority supervising compliance within a defined field corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Regulator","t":"Regulator","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/regulator/","ui":"Do not describe regulator as agreed until the operative document says so."},{"a":["exchange announcement"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A disclosure issued through an approved market or regulatory channel.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A disclosure issued through an approved market or regulatory channel.","i":3039,"id":"reporting.regulatory-announcement","lv":"core","ph":"regulatory announcement exchange announcement exchange announcement regulatory announcement regulatory announcement a disclosure issued through an approved market or regulatory channel a disclosure issued through an approved market or regulatory channel can we state who receives the right created by regulatory announcement and when it applies you will see regulatory announcement in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here regulatory announcement means a disclosure issued through an approved market or regulatory channel corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce format genre model global context dependent","sn":"Regulatory announcement","t":"Regulatory announcement","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/regulatory-announcement/","ui":"Can we state who receives the right created by regulatory announcement, and when it applies?"},{"a":["enforcement action"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Action by authorities against misleading claims or reporting breaches.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Action by authorities against misleading claims or reporting breaches.","i":3040,"id":"sustainability.regulatory-enforcement","lv":"core","ph":"regulatory enforcement enforcement action enforcement action regulatory enforcement regulatory enforcement action by authorities against misleading claims or reporting breaches action by authorities against misleading claims or reporting breaches the team needs one controlled copy of regulatory enforcement with an owner and date you will see regulatory enforcement in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here regulatory enforcement means action by authorities against misleading claims or reporting breaches sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact risk ethics access global context dependent","sn":"Regulatory enforcement","t":"Regulatory enforcement","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/regulatory-enforcement/","ui":"The team needs one controlled copy of regulatory enforcement, with an owner and date."},{"a":["licence moat"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Advantage created by licences, approvals, compliance capabilities or regulatory complexity.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Rules make it hard for new competitors to enter.","i":3041,"id":"strategy.regulatory-moat","lv":"working","ph":"regulatory moat licence moat licence moat regulatory moat regulatory moat rules make it hard for new competitors to enter advantage created by licences approvals compliance capabilities or regulatory complexity the regulatory moat can disappear if the rules change you will see regulatory moat in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here regulatory moat means advantage created by licences approvals compliance capabilities or regulatory complexity strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification right contract law equipment technology format genre model status decision global context dependent","sn":"Regulatory moat","t":"Regulatory moat","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/regulatory-moat/","ui":"The regulatory moat can disappear if the rules change."},{"a":["RNS"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A platform or channel for disseminating market announcements in some jurisdictions.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A platform or channel for disseminating market announcements in some jurisdictions.","i":3042,"id":"reporting.regulatory-news-service","lv":"working","ph":"regulatory news service rns regulatory news service rns regulatory news service a platform or channel for disseminating market announcements in some jurisdictions a platform or channel for disseminating market announcements in some jurisdictions can we state who receives the right created by regulatory news service and when it applies you will see regulatory news service in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here regulatory news service means a platform or channel for disseminating market announcements in some jurisdictions corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce format genre model global context dependent","sn":"Regulatory news service","t":"Regulatory news service","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/regulatory-news-service/","ui":"Can we state who receives the right created by regulatory news service, and when it applies?"},{"a":["statutory reporting"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Required submission of information to a regulator.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Required submission of information to a regulator.","i":3043,"id":"governance.regulatory-reporting","lv":"core","ph":"regulatory reporting statutory reporting regulatory reporting statutory reporting regulatory reporting required submission of information to a regulator required submission of information to a regulator the team needs one controlled copy of regulatory reporting with an owner and date you will see regulatory reporting in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here regulatory reporting means required submission of information to a regulator corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Regulatory reporting","t":"Regulatory reporting","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/regulatory-reporting/","ui":"The team needs one controlled copy of regulatory reporting, with an owner and date."},{"a":["compliance risk"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Risk arising from regulatory change, breach or enforcement.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Risk arising from regulatory change, breach or enforcement.","i":3044,"id":"governance.regulatory-risk","lv":"core","ph":"regulatory risk compliance risk compliance risk regulatory risk regulatory risk risk arising from regulatory change breach or enforcement risk arising from regulatory change breach or enforcement the control is not complete until we can evidence how regulatory risk is monitored you will see regulatory risk in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here regulatory risk means risk arising from regulatory change breach or enforcement corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law risk ethics access global context dependent","sn":"Regulatory risk","t":"Regulatory risk","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/regulatory-risk/","ui":"The control is not complete until we can evidence how regulatory risk is monitored."},{"a":["change reinforcement"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Actions that sustain desired behaviour after initial implementation.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Actions that sustain desired behaviour after initial implementation.","i":3045,"id":"people.reinforcement","lv":"core","ph":"reinforcement change reinforcement change reinforcement reinforcement reinforcement actions that sustain desired behaviour after initial implementation actions that sustain desired behaviour after initial implementation what behaviour should be different after reinforcement you will see reinforcement in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here reinforcement means actions that sustain desired behaviour after initial implementation people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Reinforcement","t":"Reinforcement","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/reinforcement/","ui":"What behaviour should be different after reinforcement?"},{"a":["RPT"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A transaction involving a person or entity related under the applicable governance or reporting definition.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","finance","investor","people"],"e":"A transaction involving a person or entity related under the applicable governance or reporting definition.","i":3046,"id":"governance.related-party-transaction","lv":"core","ph":"related party transaction rpt related party transaction rpt related party transaction a transaction involving a person or entity related under the applicable governance or reporting definition a transaction involving a person or entity related under the applicable governance or reporting definition can we circulate related party transaction with the assumptions and open questions marked you will see related party transaction in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here related party transaction means a transaction involving a person or entity related under the applicable governance or reporting definition corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate finance investor people accounting planning forecasting valuation reporting financing governance contracting compliance risk management document artifact role person right contract law organisation party global context dependent","sn":"Related-party transaction","t":"Related-party transaction","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/related-party-transaction/","ui":"Can we circulate related-party transaction with the assumptions and open questions marked?"},{"a":["SQL database"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A database organising data into related tables with defined structures.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Data stored in connected tables.","i":3047,"id":"product.relational-database","lv":"core","ph":"relational database sql database relational database sql database relational database data stored in connected tables a database organising data into related tables with defined structures the relational database enforces account relationships you will see relational database in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here relational database means a database organising data into related tables with defined structures product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Relational database","t":"Relational database","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/relational-database/","ui":"The relational database enforces account relationships."},{"a":["software release"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A version of a product made available to users or an environment.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A product version that is made available.","i":3048,"id":"product.release.product-technology-innovation-software-delivery","lv":"core","ph":"release software release release software release release a product version that is made available a version of a product made available to users or an environment the release includes the new billing workflow you will see release in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here release means a version of a product made available to users or an environment product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations role person equipment technology global context dependent","sn":"Release","t":"Release","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/release/","ui":"The release includes the new billing workflow."},{"a":["RC"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A product build believed ready for release unless final testing finds significant problems.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A nearly final version awaiting last checks.","i":3049,"id":"product.release-candidate","lv":"working","ph":"release candidate rc rc release candidate release candidate a nearly final version awaiting last checks a product build believed ready for release unless final testing finds significant problems the release candidate passed regression testing you will see release candidate in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here release candidate means a product build believed ready for release unless final testing finds significant problems product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations equipment technology status decision global context dependent","sn":"Release candidate","t":"Release candidate","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/release-candidate/","ui":"The release candidate passed regression testing."},{"a":["release cadence"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A regular schedule bundling changes into coordinated releases.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Changes leave on a repeated release schedule.","i":3050,"id":"product.release-train","lv":"working","ph":"release train release cadence release cadence release train release train changes leave on a repeated release schedule a regular schedule bundling changes into coordinated releases the monthly release train creates predictable planning you will see release train in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here release train means a regular schedule bundling changes into coordinated releases product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations document artifact equipment technology global context dependent","sn":"Release train","t":"Release train","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/release-train/","ui":"The monthly release train creates predictable planning."},{"a":["antitrust market"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The product and geographic boundaries used for a specific competitive or regulatory analysis.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The market boundary used to judge competition.","i":3051,"id":"strategy.relevant-market","lv":"specialist","ph":"relevant market antitrust market antitrust market relevant market relevant market the market boundary used to judge competition the product and geographic boundaries used for a specific competitive or regulatory analysis counsel will review the relevant market definition you will see relevant market in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here relevant market means the product and geographic boundaries used for a specific competitive or regulatory analysis strategy markets and business models strategy market analysis and business models markets industries and categories startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Relevant market","t":"Relevant market","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/relevant-market/","ui":"Counsel will review the relevant market definition."},{"a":["system reliability"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The ability of a system to perform as intended consistently over time.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The system keeps working correctly.","i":3052,"id":"product.reliability","lv":"core","ph":"reliability system reliability reliability system reliability reliability the system keeps working correctly the ability of a system to perform as intended consistently over time reliability is now the product teams top goal you will see reliability in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here reliability means the ability of a system to perform as intended consistently over time product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations document artifact right contract law equipment technology global context dependent","sn":"Reliability","t":"Reliability","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/reliability/","ui":"Reliability is now the product team's top goal."},{"a":["RPO"],"amb":["RPO"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Contracted revenue expected to be recognised in future for unsatisfied or partly unsatisfied obligations, under applicable reporting rules.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Contracted revenue expected to be recognised in future for unsatisfied or partly unsatisfied obligations, under applicable reporting rules.","i":3053,"id":"revenue.remaining-performance-obligations","lv":"working","ph":"remaining performance obligations rpo remaining performance obligations rpo remaining performance obligations contracted revenue expected to be recognised in future for unsatisfied or partly unsatisfied obligations under applicable reporting rules contracted revenue expected to be recognised in future for unsatisfied or partly unsatisfied obligations under applicable reporting rules can we state who receives the right created by remaining performance obligations and when it applies you will see remaining performance obligations in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here remaining performance obligations means contracted revenue expected to be recognised in future for unsatisfied or partly unsatisfied obligations under applicable reporting rules revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics recovery point objective startup business corporate sales finance product go to market sales contracting customer success renewal document artifact metric standard specification finance commerce right contract law global context dependent","sn":"Remaining performance obligations","t":"Remaining performance obligations","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/remaining-performance-obligations/","ui":"Can we state who receives the right created by remaining performance obligations, and when it applies?"},{"a":["remanufacture"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Restoring used products or components to a defined performance condition.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Restoring used products or components to a defined performance condition.","i":3054,"id":"sustainability.remanufacturing","lv":"working","ph":"remanufacturing remanufacture remanufacture remanufacturing remanufacturing restoring used products or components to a defined performance condition restoring used products or components to a defined performance condition can we separate the target for remanufacturing from measured performance you will see remanufacturing in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here remanufacturing means restoring used products or components to a defined performance condition sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Remanufacturing","t":"Remanufacturing","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/remanufacturing/","ui":"Can we separate the target for remanufacturing from measured performance?"},{"a":["corrective remediation"],"amb":["Remediation"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Action to correct a breach, harm or control weakness and reduce recurrence.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Action to correct a breach, harm or control weakness and reduce recurrence.","i":3055,"id":"governance.remediation","lv":"core","ph":"remediation corrective remediation corrective remediation remediation remediation action to correct a breach harm or control weakness and reduce recurrence action to correct a breach harm or control weakness and reduce recurrence counsel wants remediation clarified before anyone signs you will see remediation in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here remediation means action to correct a breach harm or control weakness and reduce recurrence corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance remedy startup business corporate investor finance people governance contracting compliance risk management reporting right contract law risk ethics access global context dependent","sn":"Remediation","t":"Remediation","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/remediation/","ui":"Counsel wants remediation clarified before anyone signs."},{"a":["corrective-action plan"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A documented plan to correct an issue and prevent recurrence.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A documented plan to correct an issue and prevent recurrence.","i":3056,"id":"governance.remediation-plan","lv":"core","ph":"remediation plan corrective action plan corrective action plan remediation plan remediation plan a documented plan to correct an issue and prevent recurrence a documented plan to correct an issue and prevent recurrence the team needs one controlled copy of remediation plan with an owner and date you will see remediation plan in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here remediation plan means a documented plan to correct an issue and prevent recurrence corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law risk ethics access global context dependent","sn":"Remediation plan","t":"Remediation plan","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/remediation-plan/","ui":"The team needs one controlled copy of remediation plan, with an owner and date."},{"a":["closure validation"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Follow-up testing to confirm that corrective action was implemented and works.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Follow-up testing to confirm that corrective action was implemented and works.","i":3057,"id":"governance.remediation-validation","lv":"working","ph":"remediation validation closure validation closure validation remediation validation remediation validation follow up testing to confirm that corrective action was implemented and works follow up testing to confirm that corrective action was implemented and works the control owner needs to resolve the exception around remediation validation you will see remediation validation in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here remediation validation means follow up testing to confirm that corrective action was implemented and works corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Remediation validation","t":"Remediation validation","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/remediation-validation/","ui":"The control owner needs to resolve the exception around remediation validation."},{"a":["remediation"],"amb":["Remediation"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Action to restore affected people as far as possible after harm.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Action to restore affected people as far as possible after harm.","i":3058,"id":"sustainability.remedy","lv":"core","ph":"remedy remediation remediation remedy remedy action to restore affected people as far as possible after harm action to restore affected people as far as possible after harm state the boundary and evidence behind remedy before publishing the claim you will see remedy in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here remedy means action to restore affected people as far as possible after harm sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition remediation corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Remedy","t":"Remedy","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/remedy/","ui":"State the boundary and evidence behind remedy before publishing the claim."},{"a":["carbon-removal credit"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A credit based on removing greenhouse gases from the atmosphere.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A credit based on removing greenhouse gases from the atmosphere.","i":3059,"id":"sustainability.removal-credit","lv":"working","ph":"removal credit carbon removal credit carbon removal credit removal credit removal credit a credit based on removing greenhouse gases from the atmosphere a credit based on removing greenhouse gases from the atmosphere which standard and reporting period govern removal credit you will see removal credit in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here removal credit means a credit based on removing greenhouse gases from the atmosphere sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Removal credit","t":"Removal credit","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/removal-credit/","ui":"Which standard and reporting period govern removal credit?"},{"a":["compensation committee","pay committee"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A board committee overseeing executive pay and reward policies.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A board committee overseeing executive pay and reward policies.","i":3060,"id":"governance.remuneration-committee","lv":"core","ph":"remuneration committee compensation committee pay committee compensation committee pay committee remuneration committee remuneration committee a board committee overseeing executive pay and reward policies a board committee overseeing executive pay and reward policies how are we defining remuneration committee in this deck you will see remuneration committee in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here remuneration committee means a board committee overseeing executive pay and reward policies corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law organisation party global context dependent","sn":"Remuneration committee","t":"Remuneration committee","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/remuneration-committee/","ui":"How are we defining remuneration committee in this deck?"},{"a":["compensation report"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A report describing director or executive pay and policies.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A report describing director or executive pay and policies.","i":3061,"id":"reporting.remuneration-report","lv":"working","ph":"remuneration report compensation report compensation report remuneration report remuneration report a report describing director or executive pay and policies a report describing director or executive pay and policies compare remuneration report with the same cohort and period before drawing a conclusion you will see remuneration report in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here remuneration report means a report describing director or executive pay and policies corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce global context dependent","sn":"Remuneration report","t":"Remuneration report","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/remuneration-report/","ui":"Compare remuneration report with the same cohort and period before drawing a conclusion."},{"a":["REC"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A tradable instrument representing specified attributes of renewable electricity generation.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A tradable instrument representing specified attributes of renewable electricity generation.","i":3062,"id":"sustainability.renewable-energy-certificate","lv":"working","ph":"renewable energy certificate rec rec renewable energy certificate renewable energy certificate a tradable instrument representing specified attributes of renewable electricity generation a tradable instrument representing specified attributes of renewable electricity generation keep renewable energy certificate on the dashboard but show the definition and reporting period beside it you will see renewable energy certificate in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here renewable energy certificate means a tradable instrument representing specified attributes of renewable electricity generation sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification risk ethics access global context dependent","sn":"Renewable-energy certificate","t":"Renewable-energy certificate","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/renewable-energy-certificate/","ui":"Keep renewable-energy certificate on the dashboard, but show the definition and reporting period beside it."},{"a":["contract renewal"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Continuation of an agreement for a further term.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"Continuation of an agreement for a further term.","i":3063,"id":"governance.renewal","lv":"core","ph":"renewal contract renewal contract renewal renewal renewal continuation of an agreement for a further term continuation of an agreement for a further term do not describe renewal as agreed until the operative document says so you will see renewal in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here renewal means continuation of an agreement for a further term corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact right contract law global context dependent","sn":"Renewal","t":"Renewal","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/renewal/","ui":"Do not describe renewal as agreed until the operative document says so."},{"a":["renewal process"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A documented process for preparing, negotiating and closing renewals.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A documented process for preparing, negotiating and closing renewals.","i":3064,"id":"revenue.renewal-playbook","lv":"working","ph":"renewal playbook renewal process renewal playbook renewal process renewal playbook a documented process for preparing negotiating and closing renewals a documented process for preparing negotiating and closing renewals the team needs one controlled copy of renewal playbook with an owner and date you will see renewal playbook in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here renewal playbook means a documented process for preparing negotiating and closing renewals revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal document artifact role person finance commerce workflow process global context dependent","sn":"Renewal playbook","t":"Renewal playbook","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/renewal-playbook/","ui":"The team needs one controlled copy of renewal playbook, with an owner and date."},{"a":["renewal percentage"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The proportion of eligible customers, contracts or revenue renewed.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The proportion of eligible customers, contracts or revenue renewed.","i":3065,"id":"revenue.renewal-rate","lv":"core","ph":"renewal rate renewal percentage renewal percentage renewal rate renewal rate the proportion of eligible customers contracts or revenue renewed the proportion of eligible customers contracts or revenue renewed keep renewal rate on the dashboard but show the definition and reporting period beside it you will see renewal rate in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here renewal rate means the proportion of eligible customers contracts or revenue renewed revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal document artifact metric standard specification role person finance commerce right contract law global context dependent","sn":"Renewal rate","t":"Renewal rate","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/renewal-rate/","ui":"Keep renewal rate on the dashboard, but show the definition and reporting period beside it."},{"a":["extension term"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"An additional contract period after the initial or prior term.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"An additional contract period after the initial or prior term.","i":3066,"id":"revenue.renewal-term","lv":"core","ph":"renewal term extension term extension term renewal term renewal term an additional contract period after the initial or prior term an additional contract period after the initial or prior term can we state who receives the right created by renewal term and when it applies you will see renewal term in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here renewal term means an additional contract period after the initial or prior term revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Renewal term","t":"Renewal term","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/renewal-term/","ui":"Can we state who receives the right created by renewal term, and when it applies?"},{"a":["ROP"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The inventory position that triggers replenishment.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The inventory position that triggers replenishment.","i":3067,"id":"operations.reorder-point","lv":"core","ph":"reorder point rop reorder point rop reorder point the inventory position that triggers replenishment the inventory position that triggers replenishment how are we defining reorder point in this deck you will see reorder point in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here reorder point means the inventory position that triggers replenishment operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Reorder point","t":"Reorder point","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/reorder-point/","ui":"How are we defining reorder point in this deck?"},{"a":["replenishment quantity"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The amount ordered when replenishment is triggered.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The amount ordered when replenishment is triggered.","i":3068,"id":"operations.reorder-quantity","lv":"core","ph":"reorder quantity replenishment quantity reorder quantity replenishment quantity reorder quantity the amount ordered when replenishment is triggered the amount ordered when replenishment is triggered compare reorder quantity with the same cohort and period before drawing a conclusion you will see reorder quantity in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here reorder quantity means the amount ordered when replenishment is triggered operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Reorder quantity","t":"Reorder quantity","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/reorder-quantity/","ui":"Compare reorder quantity with the same cohort and period before drawing a conclusion."},{"a":["org reorganisation"],"amb":["Reorganisation"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A change to reporting lines, teams or business units.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A change to reporting lines, teams or business units.","i":3069,"id":"people.reorganisation","lv":"core","ph":"reorganisation org reorganisation org reorganisation reorganisation reorganisation a change to reporting lines teams or business units a change to reporting lines teams or business units the team needs one controlled copy of reorganisation with an owner and date you will see reorganisation in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here reorganisation means a change to reporting lines teams or business units people organisation and change organisation design people systems and change organisation design and structures restructuring startup business corporate people operations people planning employment performance management change management document artifact organisation party global context dependent","sn":"Reorganisation","t":"Reorganisation","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/reorganisation/","ui":"The team needs one controlled copy of reorganisation, with an owner and date."},{"a":["right-to-repair readiness"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The ease with which a product can be repaired.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The ease with which a product can be repaired.","i":3070,"id":"sustainability.repairability","lv":"core","ph":"repairability right to repair readiness repairability right to repair readiness repairability the ease with which a product can be repaired the ease with which a product can be repaired can we separate the target for repairability from measured performance you will see repairability in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here repairability means the ease with which a product can be repaired sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Repairability","t":"Repairability","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/repairability/","ui":"Can we separate the target for repairability from measured performance?"},{"a":["serial founder"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A person who has previously founded one or more companies.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A founder who has started companies before.","i":3071,"id":"startup.repeat-founder","lv":"working","ph":"repeat founder serial founder repeat founder serial founder repeat founder a founder who has started companies before a person who has previously founded one or more companies the repeat founder has operating lessons but faces a different market you will see repeat founder in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here repeat founder means a person who has previously founded one or more companies startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Repeat founder","t":"Repeat founder","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/repeat-founder/","ui":"The repeat founder has operating lessons but faces a different market."},{"a":["repeat rate"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The proportion of customers who purchase more than once within a defined period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The proportion of customers who purchase more than once within a defined period.","i":3072,"id":"revenue.repeat-purchase-rate","lv":"working","ph":"repeat purchase rate repeat rate repeat purchase rate repeat rate repeat purchase rate the proportion of customers who purchase more than once within a defined period the proportion of customers who purchase more than once within a defined period keep repeat purchase rate on the dashboard but show the definition and reporting period beside it you will see repeat purchase rate in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here repeat purchase rate means the proportion of customers who purchase more than once within a defined period revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce global context dependent","sn":"Repeat purchase rate","t":"Repeat purchase rate","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/repeat-purchase-rate/","ui":"Keep repeat purchase rate on the dashboard, but show the definition and reporting period beside it."},{"a":["re-performance"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Independently performing a control or procedure to verify its result.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Independently performing a control or procedure to verify its result.","i":3073,"id":"governance.reperformance","lv":"working","ph":"reperformance re performance re performance reperformance reperformance independently performing a control or procedure to verify its result independently performing a control or procedure to verify its result the process map needs an exception path for reperformance you will see reperformance in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here reperformance means independently performing a control or procedure to verify its result corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law workflow process global context dependent","sn":"Reperformance","t":"Reperformance","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/reperformance/","ui":"The process map needs an exception path for reperformance."},{"a":["replacement value"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Estimated cost of replacing an asset or capability with an equivalent.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Estimated cost of replacing an asset or capability with an equivalent.","i":3074,"id":"bizfinance.replacement-cost","lv":"working","ph":"replacement cost replacement value replacement cost replacement value replacement cost estimated cost of replacing an asset or capability with an equivalent estimated cost of replacing an asset or capability with an equivalent the valuation memo needs to state the assumptions behind replacement cost you will see replacement cost in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here replacement cost means estimated cost of replacing an asset or capability with an equivalent finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce workflow process global context dependent","sn":"Replacement cost","t":"Replacement cost","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/replacement-cost/","ui":"The valuation memo needs to state the assumptions behind replacement cost."},{"a":["headline growth"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Growth based on financial statements without specified analytical adjustments.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Growth based on financial statements without specified analytical adjustments.","i":3075,"id":"reporting.reported-growth","lv":"core","ph":"reported growth headline growth headline growth reported growth reported growth growth based on financial statements without specified analytical adjustments growth based on financial statements without specified analytical adjustments can we circulate reported growth with the assumptions and open questions marked you will see reported growth in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here reported growth means growth based on financial statements without specified analytical adjustments corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Reported growth","t":"Reported growth","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/reported-growth/","ui":"Can we circulate reported growth with the assumptions and open questions marked?"},{"a":["sustainability boundary"],"amb":["reporting boundary"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The entities, operations and value chain included in a sustainability report.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The entities, operations and value chain included in a sustainability report.","i":3076,"id":"sustainability.reporting-boundary","lv":"core","ph":"reporting boundary sustainability boundary reporting boundary sustainability boundary reporting boundary the entities operations and value chain included in a sustainability report the entities operations and value chain included in a sustainability report keep reporting boundary on the dashboard but show the definition and reporting period beside it you will see reporting boundary in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here reporting boundary means the entities operations and value chain included in a sustainability report sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks organisational boundary corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact metric standard specification format genre model risk ethics access global context dependent","sn":"Reporting boundary","t":"Reporting boundary","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/reporting-boundary/","ui":"Keep reporting boundary on the dashboard, but show the definition and reporting period beside it."},{"a":["disclosing entity"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The organisation or group covered by disclosures.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The organisation or group covered by disclosures.","i":3077,"id":"sustainability.reporting-entity","lv":"core","ph":"reporting entity disclosing entity disclosing entity reporting entity reporting entity the organisation or group covered by disclosures the organisation or group covered by disclosures the team needs one controlled copy of reporting entity with an owner and date you will see reporting entity in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here reporting entity means the organisation or group covered by disclosures sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact format genre model organisation party risk ethics access global context dependent","sn":"Reporting entity","t":"Reporting entity","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/reporting-entity/","ui":"The team needs one controlled copy of reporting entity, with an owner and date."},{"a":["accounting period"],"amb":["Accounting period","reporting period"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The time span covered by a report.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The time span covered by a report.","i":3078,"id":"reporting.reporting-period","lv":"core","ph":"reporting period accounting period accounting period reporting period reporting period the time span covered by a report the time span covered by a report which version of reporting period should the board treat as current you will see reporting period in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here reporting period means the time span covered by a report corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings accounting period corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Reporting period","t":"Reporting period","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/reporting-period/","ui":"Which version of reporting period should the board treat as current?"},{"a":["repo"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A controlled storage location for code, configuration or related history.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A shared place where code and changes are stored.","i":3079,"id":"product.repository","lv":"core","ph":"repository repo repo repository repository a shared place where code and changes are stored a controlled storage location for code configuration or related history the repository requires reviewed pull requests you will see repository in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here repository means a controlled storage location for code configuration or related history product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology global context dependent","sn":"Repository","t":"Repository","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/repository/","ui":"The repository requires reviewed pull requests."},{"a":["contractual representation"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A statement of fact made to induce or support an agreement, with consequences depending on law and drafting.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A statement of fact made to induce or support an agreement, with consequences depending on law and drafting.","i":3080,"id":"governance.representation","lv":"core","ph":"representation contractual representation contractual representation representation representation a statement of fact made to induce or support an agreement with consequences depending on law and drafting a statement of fact made to induce or support an agreement with consequences depending on law and drafting do not describe representation as agreed until the operative document says so you will see representation in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here representation means a statement of fact made to induce or support an agreement with consequences depending on law and drafting corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact right contract law global context dependent","sn":"Representation","t":"Representation","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/representation/","ui":"Do not describe representation as agreed until the operative document says so."},{"a":["diversity gap"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Difference between actual and reference representation for a group.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Difference between actual and reference representation for a group.","i":3081,"id":"people.representation-gap","lv":"working","ph":"representation gap diversity gap diversity gap representation gap representation gap difference between actual and reference representation for a group difference between actual and reference representation for a group keep representation gap on the dashboard but show the definition and reporting period beside it you will see representation gap in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here representation gap means difference between actual and reference representation for a group people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Representation gap","t":"Representation gap","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/representation-gap/","ui":"Keep representation gap on the dashboard, but show the definition and reporting period beside it."},{"a":["RWI","W&I insurance"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Insurance covering specified losses from breaches of transaction representations and warranties.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Insurance against some broken deal promises.","i":3082,"id":"startup.representations-and-warranties-insurance","lv":"specialist","ph":"representations and warranties insurance rwi w and i insurance representations and warranties insurance rwi w and i insurance representations and warranties insurance insurance against some broken deal promises insurance covering specified losses from breaches of transaction representations and warranties the buyer is evaluating representations and warranties insurance you will see representations and warranties insurance in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here representations and warranties insurance means insurance covering specified losses from breaches of transaction representations and warranties startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"Representations and warranties insurance","t":"Representations and warranties insurance","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/representations-and-warranties-insurance/","ui":"The buyer is evaluating representations and warranties insurance."},{"a":["representative research"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A sample designed to reflect relevant characteristics of the target population.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A sample designed to reflect relevant characteristics of the target population.","i":3083,"id":"marketing.representative-sample","lv":"core","ph":"representative sample representative research representative research representative sample representative sample a sample designed to reflect relevant characteristics of the target population a sample designed to reflect relevant characteristics of the target population define representative sample in the research plan before fieldwork begins you will see representative sample in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here representative sample means a sample designed to reflect relevant characteristics of the target population marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Representative sample","t":"Representative sample","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/representative-sample/","ui":"Define representative sample in the research plan before fieldwork begins."},{"a":["reputational risk","climate reputational risk"],"amb":["Reputation risk","reputational risk"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Risk that climate performance or claims damage stakeholder trust.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["startup","business","corporate","marketing","sales","investor","sustainability","finance","operations"],"e":"Risk that climate performance or claims damage stakeholder trust.","i":3084,"id":"sustainability.reputation-risk","lv":"core","ph":"reputation risk reputational risk climate reputational risk climate reputational risk reputation risk reputational risk reputation risk risk that climate performance or claims damage stakeholder trust risk that climate performance or claims damage stakeholder trust the control is not complete until we can evidence how reputation risk is monitored you will see reputation risk in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here reputation risk means risk that climate performance or claims damage stakeholder trust sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience reputational risk startup business corporate marketing sales investor sustainability finance operations market research marketing growth reporting strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Reputation risk","t":"Reputation risk","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/reputation-risk/","ui":"The control is not complete until we can evidence how reputation risk is monitored."},{"a":["reputation risk"],"amb":["Reputation risk","reputational risk"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Risk that stakeholder perceptions reduce trust, access or value.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Risk that stakeholder perceptions reduce trust, access or value.","i":3085,"id":"governance.reputational-risk","lv":"core","ph":"reputational risk reputation risk reputation risk reputational risk reputational risk risk that stakeholder perceptions reduce trust access or value risk that stakeholder perceptions reduce trust access or value can we separate the likelihood of reputational risk from its potential impact you will see reputational risk in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here reputational risk means risk that stakeholder perceptions reduce trust access or value corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls reputation risk startup business corporate investor finance people governance contracting compliance risk management reporting right contract law risk ethics access global context dependent","sn":"Reputational risk","t":"Reputational risk","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/reputational-risk/","ui":"Can we separate the likelihood of reputational risk from its potential impact?"},{"a":["RFI"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A document seeking market, capability or solution information without necessarily requesting a final price.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A document seeking market, capability or solution information without necessarily requesting a final price.","i":3086,"id":"operations.request-for-information","lv":"core","ph":"request for information rfi request for information rfi request for information a document seeking market capability or solution information without necessarily requesting a final price a document seeking market capability or solution information without necessarily requesting a final price which version of request for information should the board treat as current you will see request for information in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here request for information means a document seeking market capability or solution information without necessarily requesting a final price operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents request for proposal business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process format genre model global context dependent business","sn":"Request for information","t":"Request for information","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/request-for-information/","ui":"Which version of request for information should the board treat as current?"},{"a":["RFP"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A formal invitation asking suppliers to propose how they would meet requirements.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A formal invitation asking suppliers to propose how they would meet requirements.","i":3087,"id":"operations.request-for-proposal","lv":"core","ph":"request for proposal rfp request for proposal rfp request for proposal a formal invitation asking suppliers to propose how they would meet requirements a formal invitation asking suppliers to propose how they would meet requirements attach the latest request for proposal to the decision pack before the meeting you will see request for proposal in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here request for proposal means a formal invitation asking suppliers to propose how they would meet requirements operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents request for information request for quotation business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification role person workflow process global context dependent business","sn":"Request for proposal","t":"Request for proposal","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/request-for-proposal/","ui":"Attach the latest request for proposal to the decision pack before the meeting."},{"a":["RFP response"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A supplier's formal response to a buyer's request for proposed solutions and terms.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A supplier's formal response to a buyer's request for proposed solutions and terms.","i":3088,"id":"revenue.request-for-proposal-response","lv":"core","ph":"request for proposal response rfp response request for proposal response rfp response request for proposal response a suppliers formal response to a buyers request for proposed solutions and terms a suppliers formal response to a buyers request for proposed solutions and terms the account plan should show how request for proposal response affects the next step you will see request for proposal response in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here request for proposal response means a suppliers formal response to a buyers request for proposed solutions and terms revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce workflow process global context dependent","sn":"Request for proposal response","t":"Request for proposal response","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/request-for-proposal-response/","ui":"The account plan should show how request for proposal response affects the next step."},{"a":["RFQ"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A request for prices and commercial terms for a sufficiently defined requirement.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A request for prices and commercial terms for a sufficiently defined requirement.","i":3089,"id":"operations.request-for-quotation","lv":"core","ph":"request for quotation rfq request for quotation rfq request for quotation a request for prices and commercial terms for a sufficiently defined requirement a request for prices and commercial terms for a sufficiently defined requirement the team needs one controlled copy of request for quotation with an owner and date you will see request for quotation in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here request for quotation means a request for prices and commercial terms for a sufficiently defined requirement operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents request for proposal business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent business","sn":"Request for quotation","t":"Request for quotation","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/request-for-quotation/","ui":"The team needs one controlled copy of request for quotation, with an owner and date."},{"a":["diligence request list"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A list of documents or answers requested during diligence or transaction preparation.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A checklist of information someone needs to review a deal.","i":3090,"id":"bizpitch.request-list","lv":"working","ph":"request list diligence request list diligence request list request list request list a checklist of information someone needs to review a deal a list of documents or answers requested during diligence or transaction preparation assign an owner and status to every item on the request list you will see request list in business pitches proposals executive summaries and decision decks when the discussion reaches supporting documents and leave behinds it helps a reader interpret supporting documents and leave behinds without confusing the measure decision role or evidence being discussed here request list means a list of documents or answers requested during diligence or transaction preparation business pitching and presentation materials business pitches decks and decision materials supporting documents and leave behinds startup business corporate investor sales planning pitching submission decision document artifact metric standard specification global context dependent","sn":"Request list","t":"Request list","tp":"Supporting documents & leave-behinds","tpid":"business-pitching-artifacts.supporting-documents","u":"terms/request-list/","ui":"Assign an owner and status to every item on the request list."},{"a":["purchase requisition"],"amb":["Purchase requisition","Requisition"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"An internal request for goods, services or purchasing action.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"An internal request for goods, services or purchasing action.","i":3091,"id":"operations.requisition.operations-procurement-supply-chain-procurement-documents","lv":"core","ph":"requisition purchase requisition purchase requisition requisition requisition an internal request for goods services or purchasing action an internal request for goods services or purchasing action attach the latest requisition to the decision pack before the meeting you will see requisition in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here requisition means an internal request for goods services or purchasing action operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents requisition purchase requisition business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Requisition","t":"Requisition","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/requisition--operations-requisition-operations-procurement-supply-chain-procurement-documents/","ui":"Attach the latest requisition to the decision pack before the meeting."},{"a":["job requisition"],"amb":["Requisition"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"An approved request to recruit for a role.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"An approved request to recruit for a role.","i":3092,"id":"people.requisition.people-organisation-change-workforce-planning","lv":"core","ph":"requisition job requisition job requisition requisition requisition an approved request to recruit for a role an approved request to recruit for a role who is accountable for requisition and who is affected by it you will see requisition in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here requisition means an approved request to recruit for a role people organisation and change organisation design people systems and change headcount hiring and workforce planning requisition startup business corporate people operations people planning employment performance management change management document artifact role person workflow process organisation party global context dependent","sn":"Requisition","t":"Requisition","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/requisition--people-requisition-people-organisation-change-workforce-planning/","ui":"Who is accountable for requisition, and who is affected by it?"},{"a":["emergency financing"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Capital provided to a distressed company to prevent insolvency or preserve value, often on protective terms.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Urgent funding to keep a struggling company alive.","i":3093,"id":"startup.rescue-financing","lv":"specialist","ph":"rescue financing emergency financing emergency financing rescue financing rescue financing urgent funding to keep a struggling company alive capital provided to a distressed company to prevent insolvency or preserve value often on protective terms rescue financing can heavily dilute existing holders you will see rescue financing in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here rescue financing means capital provided to a distressed company to prevent insolvency or preserve value often on protective terms startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"Rescue financing","t":"Rescue financing","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/rescue-financing/","ui":"Rescue financing can heavily dilute existing holders."},{"a":["R&D expense"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Costs recognised for research and development activity under applicable accounting rules.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Costs recognised for research and development activity under applicable accounting rules.","i":3094,"id":"bizfinance.research-and-development-expense","lv":"core","ph":"research and development expense r and d expense r and d expense research and development expense research and development expense costs recognised for research and development activity under applicable accounting rules costs recognised for research and development activity under applicable accounting rules the number is useful only if everyone calculates research and development expense the same way you will see research and development expense in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here research and development expense means costs recognised for research and development activity under applicable accounting rules finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Research and development expense","t":"Research and development expense","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/research-and-development-expense/","ui":"The number is useful only if everyone calculates research and development expense the same way."},{"a":["participant"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A person who takes part in a study and whose rights, consent and privacy must be protected.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A person contributing to product research.","i":3095,"id":"product.research-participant","lv":"core","ph":"research participant participant participant research participant research participant a person contributing to product research a person who takes part in a study and whose rights consent and privacy must be protected compensate the research participant fairly for their time you will see research participant in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here research participant means a person who takes part in a study and whose rights consent and privacy must be protected product technology and innovation product management technology and innovation product discovery and research startup business corporate product technology product discovery product development testing launch operations role person right contract law equipment technology risk ethics access global context dependent","sn":"Research participant","t":"Research participant","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/research-participant/","ui":"Compensate the research participant fairly for their time."},{"a":["UX research plan"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A document defining research questions, participants, methods, ethics, timing and analysis.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A plan for how customer research will be done.","i":3096,"id":"product.research-plan","lv":"core","ph":"research plan ux research plan research plan ux research plan research plan a plan for how customer research will be done a document defining research questions participants methods ethics timing and analysis the research plan includes recruitment and consent you will see research plan in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here research plan means a document defining research questions participants methods ethics timing and analysis product technology and innovation product management technology and innovation product discovery and research startup business corporate product technology product discovery product development testing launch operations document artifact equipment technology workflow process risk ethics access global context dependent","sn":"Research plan","t":"Research plan","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/research-plan/","ui":"The research plan includes recruitment and consent."},{"a":["study question"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A focused question a study is designed to answer.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The exact thing the research needs to learn.","i":3097,"id":"product.research-question","lv":"core","ph":"research question study question research question study question research question the exact thing the research needs to learn a focused question a study is designed to answer the research question should not assume the proposed solution you will see research question in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here research question means a focused question a study is designed to answer product technology and innovation product management technology and innovation product discovery and research startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Research question","t":"Research question","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/research-question/","ui":"The research question should not assume the proposed solution."},{"a":["insight repository"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A system for storing, organising and retrieving customer research and evidence.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A shared library of research findings.","i":3098,"id":"product.research-repository","lv":"working","ph":"research repository insight repository insight repository research repository research repository a shared library of research findings a system for storing organising and retrieving customer research and evidence tag the interview in the research repository by segment and use case you will see research repository in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here research repository means a system for storing organising and retrieving customer research and evidence product technology and innovation product management technology and innovation product discovery and research startup business corporate product technology product discovery product development testing launch operations role person equipment technology global context dependent","sn":"Research repository","t":"Research repository","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/research-repository/","ui":"Tag the interview in the research repository by segment and use case."},{"a":["value-added reseller","VAR"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A partner that buys or is authorised to sell another company's product or service to customers.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A partner that buys or is authorised to sell another company's product or service to customers.","i":3099,"id":"revenue.reseller","lv":"core","ph":"reseller value added reseller var reseller value added reseller var reseller a partner that buys or is authorised to sell another companys product or service to customers a partner that buys or is authorised to sell another companys product or service to customers which segment owns the first proof point for reseller you will see reseller in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here reseller means a partner that buys or is authorised to sell another companys product or service to customers revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce equipment technology format genre model organisation party global context dependent","sn":"Reseller","t":"Reseller","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/reseller/","ui":"Which segment owns the first proof point for reseller?"},{"a":["resale agreement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contract authorising a party to resell products or services.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A contract authorising a party to resell products or services.","i":3100,"id":"governance.reseller-agreement","lv":"core","ph":"reseller agreement resale agreement resale agreement reseller agreement reseller agreement a contract authorising a party to resell products or services a contract authorising a party to resell products or services do not describe reseller agreement as agreed until the operative document says so you will see reseller agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here reseller agreement means a contract authorising a party to resell products or services corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Reseller agreement","t":"Reseller agreement","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/reseller-agreement/","ui":"Do not describe reseller agreement as agreed until the operative document says so."},{"a":["reserves"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Fund capital held back for future investments in existing portfolio companies.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Money saved for later rounds in current investments.","i":3101,"id":"startup.reserve-capital","lv":"working","ph":"reserve capital reserves reserve capital reserves reserve capital money saved for later rounds in current investments fund capital held back for future investments in existing portfolio companies reserve capital limits how many new companies the fund can back you will see reserve capital in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here reserve capital means fund capital held back for future investments in existing portfolio companies startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology workflow process organisation party global context dependent","sn":"Reserve capital","t":"Reserve capital","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/reserve-capital/","ui":"Reserve capital limits how many new companies the fund can back."},{"a":["consent matter"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A decision that cannot be taken without specified board, investor or shareholder approval.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A decision that cannot be taken without specified board, investor or shareholder approval.","i":3102,"id":"governance.reserved-matter","lv":"core","ph":"reserved matter consent matter consent matter reserved matter reserved matter a decision that cannot be taken without specified board investor or shareholder approval a decision that cannot be taken without specified board investor or shareholder approval the board paper must state who owns and approves reserved matter you will see reserved matter in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here reserved matter means a decision that cannot be taken without specified board investor or shareholder approval corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party status decision global context dependent","sn":"Reserved matter","t":"Reserved matter","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/reserved-matter/","ui":"The board paper must state who owns and approves reserved matter."},{"a":["consent matters"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Significant actions requiring specified board, shareholder or investor approval.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Important decisions that need special approval.","i":3103,"id":"startup.reserved-matters","lv":"core","ph":"reserved matters consent matters consent matters reserved matters reserved matters important decisions that need special approval significant actions requiring specified board shareholder or investor approval the reserved matters list should not block ordinary operations you will see reserved matters in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet control and investor rights in term sheet control and investor rights a loose definition can change rights obligations approval disclosure or enforceability here reserved matters means significant actions requiring specified board shareholder or investor approval startups venture and fundraising startup formation venture capital and fundraising term sheet control and investor rights startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party status decision global context dependent","sn":"Reserved matters","t":"Reserved matters","tp":"Term-sheet control & investor rights","tpid":"startup-venture-fundraising.term-sheet-control","u":"terms/reserved-matters/","ui":"The reserved matters list should not block ordinary operations."},{"a":["share reserve"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Shares set aside for a stated purpose, such as an employee option plan, but not necessarily issued.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Shares kept available for future grants or transactions.","i":3104,"id":"startup.reserved-shares","lv":"working","ph":"reserved shares share reserve reserved shares share reserve reserved shares shares kept available for future grants or transactions shares set aside for a stated purpose such as an employee option plan but not necessarily issued the cap table includes reserved shares for the option pool you will see reserved shares in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here reserved shares means shares set aside for a stated purpose such as an employee option plan but not necessarily issued startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution startup investor finance corporate fundraising financing due diligence governance document artifact role person finance commerce organisation party global context dependent","sn":"Reserved shares","t":"Reserved shares","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/reserved-shares/","ui":"The cap table includes reserved shares for the option pool."},{"a":["onshoring","backshoring"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Bringing activity back to the organisation's home country.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Bringing activity back to the organisation's home country.","i":3105,"id":"operations.reshoring","lv":"core","ph":"reshoring onshoring backshoring backshoring onshoring reshoring reshoring bringing activity back to the organisations home country bringing activity back to the organisations home country what breaks upstream or downstream if reshoring changes you will see reshoring in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here reshoring means bringing activity back to the organisations home country operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process organisation party global context dependent","sn":"Reshoring","t":"Reshoring","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/reshoring/","ui":"What breaks upstream or downstream if reshoring changes?"},{"a":["remaining emissions"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Emissions remaining after feasible reductions under the stated pathway.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Emissions remaining after feasible reductions under the stated pathway.","i":3106,"id":"sustainability.residual-emissions","lv":"core","ph":"residual emissions remaining emissions remaining emissions residual emissions residual emissions emissions remaining after feasible reductions under the stated pathway emissions remaining after feasible reductions under the stated pathway can we separate the target for residual emissions from measured performance you will see residual emissions in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here residual emissions means emissions remaining after feasible reductions under the stated pathway sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Residual emissions","t":"Residual emissions","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/residual-emissions/","ui":"Can we separate the target for residual emissions from measured performance?"},{"a":["net risk"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Risk remaining after controls and mitigation are considered.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Risk remaining after controls and mitigation are considered.","i":3107,"id":"governance.residual-risk","lv":"core","ph":"residual risk net risk net risk residual risk residual risk risk remaining after controls and mitigation are considered risk remaining after controls and mitigation are considered can we separate the likelihood of residual risk from its potential impact you will see residual risk in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here residual risk means risk remaining after controls and mitigation are considered corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law risk ethics access global context dependent","sn":"Residual risk","t":"Residual risk","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/residual-risk/","ui":"Can we separate the likelihood of residual risk from its potential impact?"},{"a":["system resilience"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The ability to withstand, adapt to and recover from disruption.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The system can keep going or recover when things fail.","i":3108,"id":"product.resilience","lv":"core","ph":"resilience system resilience resilience system resilience resilience the system can keep going or recover when things fail the ability to withstand adapt to and recover from disruption resilience requires tested recovery paths you will see resilience in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here resilience means the ability to withstand adapt to and recover from disruption product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations right contract law equipment technology global context dependent","sn":"Resilience","t":"Resilience","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/resilience/","ui":"Resilience requires tested recovery paths."},{"a":["climate-resilience reporting"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Explanation of how strategy and business model perform under climate scenarios.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Explanation of how strategy and business model perform under climate scenarios.","i":3109,"id":"sustainability.resilience-disclosure","lv":"working","ph":"resilience disclosure climate resilience reporting climate resilience reporting resilience disclosure resilience disclosure explanation of how strategy and business model perform under climate scenarios explanation of how strategy and business model perform under climate scenarios which version of resilience disclosure should the board treat as current you will see resilience disclosure in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here resilience disclosure means explanation of how strategy and business model perform under climate scenarios sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact metric standard specification equipment technology format genre model risk ethics access global context dependent","sn":"Resilience disclosure","t":"Resilience disclosure","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/resilience-disclosure/","ui":"Which version of resilience disclosure should the board treat as current?"},{"a":["climate-resilience plan"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A plan for managing physical hazards and maintaining critical functions.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A plan for managing physical hazards and maintaining critical functions.","i":3110,"id":"sustainability.resilience-plan","lv":"core","ph":"resilience plan climate resilience plan climate resilience plan resilience plan resilience plan a plan for managing physical hazards and maintaining critical functions a plan for managing physical hazards and maintaining critical functions add resilience plan to the risk register with an owner and mitigation you will see resilience plan in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here resilience plan means a plan for managing physical hazards and maintaining critical functions sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact risk ethics access global context dependent","sn":"Resilience plan","t":"Resilience plan","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/resilience-plan/","ui":"Add resilience plan to the risk register with an owner and mitigation."},{"a":["change resistance"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Behaviour or concern that slows, challenges or rejects a proposed change.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Behaviour or concern that slows, challenges or rejects a proposed change.","i":3111,"id":"people.resistance","lv":"core","ph":"resistance change resistance change resistance resistance resistance behaviour or concern that slows challenges or rejects a proposed change behaviour or concern that slows challenges or rejects a proposed change the programme is tracking activity around resistance but not adoption you will see resistance in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here resistance means behaviour or concern that slows challenges or rejects a proposed change people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Resistance","t":"Resistance","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/resistance/","ui":"The programme is tracking activity around resistance, but not adoption."},{"a":["circulating resolution"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Approval gathered by circulating a proposed resolution rather than convening a meeting.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Approval gathered by circulating a proposed resolution rather than convening a meeting.","i":3112,"id":"governance.resolution-by-circulation","lv":"working","ph":"resolution by circulation circulating resolution circulating resolution resolution by circulation resolution by circulation approval gathered by circulating a proposed resolution rather than convening a meeting approval gathered by circulating a proposed resolution rather than convening a meeting put resolution by circulation on the agenda while the board can still influence the decision you will see resolution by circulation in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here resolution by circulation means approval gathered by circulating a proposed resolution rather than convening a meeting corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law status decision global context dependent","sn":"Resolution by circulation","t":"Resolution by circulation","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/resolution-by-circulation/","ui":"Put resolution by circulation on the agenda while the board can still influence the decision."},{"a":["time to resolution"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Time from issue opening to resolution under a stated method.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Time from issue opening to resolution under a stated method.","i":3113,"id":"revenue.resolution-time","lv":"core","ph":"resolution time time to resolution resolution time time to resolution resolution time time from issue opening to resolution under a stated method time from issue opening to resolution under a stated method track resolution time before the renewal conversation starts you will see resolution time in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here resolution time means time from issue opening to resolution under a stated method revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce workflow process global context dependent","sn":"Resolution time","t":"Resolution time","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/resolution-time/","ui":"Track resolution time before the renewal conversation starts."},{"a":["strategic resource"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"An asset, relationship, right, skill or other input an organisation can deploy.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Something the organisation can use to create value.","i":3114,"id":"strategy.resource","lv":"core","ph":"resource strategic resource resource strategic resource resource something the organisation can use to create value an asset relationship right skill or other input an organisation can deploy the brand is a resource only if it changes behaviour or economics you will see resource in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here resource means an asset relationship right skill or other input an organisation can deploy strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification right contract law equipment technology format genre model organisation party global context dependent","sn":"Resource","t":"Resource","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/resource/","ui":"The brand is a resource only if it changes behaviour or economics."},{"a":["efficient resource use"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Producing value with less material, energy or water input.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Producing value with less material, energy or water input.","i":3115,"id":"sustainability.resource-efficiency","lv":"core","ph":"resource efficiency efficient resource use efficient resource use resource efficiency resource efficiency producing value with less material energy or water input producing value with less material energy or water input which standard and reporting period govern resource efficiency you will see resource efficiency in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here resource efficiency means producing value with less material energy or water input sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Resource efficiency","t":"Resource efficiency","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/resource-efficiency/","ui":"Which standard and reporting period govern resource efficiency?"},{"a":["survey bias"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Systematic distortion caused by how respondents understand or answer questions.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Systematic distortion caused by how respondents understand or answer questions.","i":3116,"id":"marketing.response-bias","lv":"core","ph":"response bias survey bias response bias survey bias response bias systematic distortion caused by how respondents understand or answer questions systematic distortion caused by how respondents understand or answer questions the finding on response bias is directional not universal you will see response bias in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here response bias means systematic distortion caused by how respondents understand or answer questions marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting equipment technology format genre model global context dependent","sn":"Response bias","t":"Response bias","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/response-bias/","ui":"The finding on response bias is directional, not universal."},{"a":["media response curve"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A model or chart showing how outcomes change as marketing input changes.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A model or chart showing how outcomes change as marketing input changes.","i":3117,"id":"marketing.response-curve","lv":"working","ph":"response curve media response curve media response curve response curve response curve a model or chart showing how outcomes change as marketing input changes a model or chart showing how outcomes change as marketing input changes can we circulate response curve with the assumptions and open questions marked you will see response curve in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here response curve means a model or chart showing how outcomes change as marketing input changes marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting equipment technology format genre model global context dependent","sn":"Response curve","t":"Response curve","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/response-curve/","ui":"Can we circulate response curve with the assumptions and open questions marked?"},{"a":["comment response"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A company's written response to regulatory comments.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A company's written response to regulatory comments.","i":3118,"id":"reporting.response-letter","lv":"working","ph":"response letter comment response comment response response letter response letter a companys written response to regulatory comments a companys written response to regulatory comments the team needs one controlled copy of response letter with an owner and date you will see response letter in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here response letter means a companys written response to regulatory comments corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Response letter","t":"Response letter","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/response-letter/","ui":"The team needs one controlled copy of response letter, with an owner and date."},{"a":["survey participation rate"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Completed survey responses divided by eligible participants.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Completed survey responses divided by eligible participants.","i":3119,"id":"people.response-rate","lv":"core","ph":"response rate survey participation rate response rate survey participation rate response rate completed survey responses divided by eligible participants completed survey responses divided by eligible participants the number is useful only if everyone calculates response rate the same way you will see response rate in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here response rate means completed survey responses divided by eligible participants people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Response rate","t":"Response rate","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/response-rate/","ui":"The number is useful only if everyone calculates response rate the same way."},{"a":["duty"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Work or outcomes a person is expected to handle.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Work or outcomes a person is expected to handle.","i":3120,"id":"people.responsibility","lv":"core","ph":"responsibility duty duty responsibility responsibility work or outcomes a person is expected to handle work or outcomes a person is expected to handle who is accountable for responsibility and who is affected by it you will see responsibility in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here responsibility means work or outcomes a person is expected to handle people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Responsibility","t":"Responsibility","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/responsibility/","ui":"Who is accountable for responsibility, and who is affected by it?"},{"a":["RBC"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Business conduct aligned with applicable laws and recognised standards for people, planet and integrity.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Business conduct aligned with applicable laws and recognised standards for people, planet and integrity.","i":3121,"id":"sustainability.responsible-business-conduct","lv":"core","ph":"responsible business conduct rbc rbc responsible business conduct responsible business conduct business conduct aligned with applicable laws and recognised standards for people planet and integrity business conduct aligned with applicable laws and recognised standards for people planet and integrity the sustainability report needs the method exclusions and assurance status for responsible business conduct you will see responsible business conduct in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here responsible business conduct means business conduct aligned with applicable laws and recognised standards for people planet and integrity sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact right contract law risk ethics access global context dependent","sn":"Responsible business conduct","t":"Responsible business conduct","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/responsible-business-conduct/","ui":"The sustainability report needs the method, exclusions and assurance status for responsible business conduct."},{"a":["responsible investing"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Incorporating ESG factors, stewardship or ethical considerations into investment.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Incorporating ESG factors, stewardship or ethical considerations into investment.","i":3122,"id":"sustainability.responsible-investment","lv":"core","ph":"responsible investment responsible investing responsible investing responsible investment responsible investment incorporating esg factors stewardship or ethical considerations into investment incorporating esg factors stewardship or ethical considerations into investment compare responsible investment with the same cohort and period before drawing a conclusion you will see responsible investment in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here responsible investment means incorporating esg factors stewardship or ethical considerations into investment sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification risk ethics access global context dependent","sn":"Responsible investment","t":"Responsible investment","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/responsible-investment/","ui":"Compare responsible investment with the same cohort and period before drawing a conclusion."},{"a":["financial restatement"],"amb":["Restatement"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Revision of previously issued financial statements because they were materially incorrect.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","finance","investor"],"e":"Revision of previously issued financial statements because they were materially incorrect.","i":3123,"id":"reporting.restatement.financial","lv":"core","ph":"restatement financial restatement financial restatement restatement restatement revision of previously issued financial statements because they were materially incorrect revision of previously issued financial statements because they were materially incorrect the team needs one controlled copy of restatement with an owner and date you will see restatement in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here restatement means revision of previously issued financial statements because they were materially incorrect corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct restatement startup business corporate finance investor accounting planning forecasting valuation reporting financing governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Restatement","t":"Restatement","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/restatement--reporting-restatement-financial/","ui":"The team needs one controlled copy of restatement, with an owner and date."},{"a":["ESG restatement"],"amb":["Restatement"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Revision of previously reported sustainability information because of error or changed method.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Revision of previously reported sustainability information because of error or changed method.","i":3124,"id":"sustainability.restatement.sustainability","lv":"working","ph":"restatement esg restatement esg restatement restatement restatement revision of previously reported sustainability information because of error or changed method revision of previously reported sustainability information because of error or changed method attach the latest restatement to the decision pack before the meeting you will see restatement in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here restatement means revision of previously reported sustainability information because of error or changed method sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance restatement corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact workflow process risk ethics access global context dependent","sn":"Restatement","t":"Restatement","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/restatement--sustainability-restatement-sustainability/","ui":"Attach the latest restatement to the decision pack before the meeting."},{"a":["ring-fenced cash"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Cash whose use is limited by contract, law or other conditions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Cash whose use is limited by contract, law or other conditions.","i":3125,"id":"bizfinance.restricted-cash","lv":"working","ph":"restricted cash ring fenced cash restricted cash ring fenced cash restricted cash cash whose use is limited by contract law or other conditions cash whose use is limited by contract law or other conditions counsel wants restricted cash clarified before anyone signs you will see restricted cash in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here restricted cash means cash whose use is limited by contract law or other conditions finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce right contract law global context dependent","sn":"Restricted cash","t":"Restricted cash","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/restricted-cash/","ui":"Counsel wants restricted cash clarified before anyone signs."},{"a":["restricted shares"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Shares issued subject to restrictions or repurchase rights that lapse over time or conditions.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Shares that can still be forfeited or repurchased until conditions are met.","i":3126,"id":"startup.restricted-stock","lv":"working","ph":"restricted stock restricted shares restricted shares restricted stock restricted stock shares that can still be forfeited or repurchased until conditions are met shares issued subject to restrictions or repurchase rights that lapse over time or conditions the founder received restricted stock subject to vesting you will see restricted stock in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here restricted stock means shares issued subject to restrictions or repurchase rights that lapse over time or conditions startups venture and fundraising startup formation venture capital and fundraising founder and employee equity startup investor finance corporate fundraising financing due diligence governance role person finance commerce right contract law organisation party global context dependent","sn":"Restricted stock","t":"Restricted stock","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/restricted-stock/","ui":"The founder received restricted stock subject to vesting."},{"a":["RSU"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A promise to deliver shares or value after vesting conditions are met.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","investor","finance","corporate","business","people","operations"],"e":"A promise to deliver shares or value after vesting conditions are met.","i":3127,"id":"people.restricted-stock-unit","lv":"core","ph":"restricted stock unit rsu restricted stock unit rsu restricted stock unit a promise to deliver shares or value after vesting conditions are met a promise to deliver shares or value after vesting conditions are met who is accountable for restricted stock unit and who is affected by it you will see restricted stock unit in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here restricted stock unit means a promise to deliver shares or value after vesting conditions are met people organisation and change organisation design people systems and change performance pay and rewards startup investor finance corporate business people operations fundraising financing due diligence governance people planning employment performance management change management organisation party global context dependent","sn":"Restricted stock unit","t":"Restricted stock unit","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/restricted-stock-unit/","ui":"Who is accountable for restricted stock unit, and who is affected by it?"},{"a":["selective tender"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A process in which only shortlisted or prequalified suppliers submit full bids.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A process in which only shortlisted or prequalified suppliers submit full bids.","i":3128,"id":"operations.restricted-tender","lv":"working","ph":"restricted tender selective tender restricted tender selective tender restricted tender a process in which only shortlisted or prequalified suppliers submit full bids a process in which only shortlisted or prequalified suppliers submit full bids the rfp must state how restricted tender will be evaluated you will see restricted tender in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here restricted tender means a process in which only shortlisted or prequalified suppliers submit full bids operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process status decision global context dependent","sn":"Restricted tender","t":"Restricted tender","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/restricted-tender/","ui":"The RFP must state how restricted tender will be evaluated."},{"a":["debt restructuring"],"amb":["Restructuring"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Changing debt, ownership or obligations to address distress or improve viability.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Changing debt, ownership or obligations to address distress or improve viability.","i":3129,"id":"bizfinance.restructuring.finance-accounting-valuation-financing-debt","lv":"core","ph":"restructuring debt restructuring debt restructuring restructuring restructuring changing debt ownership or obligations to address distress or improve viability changing debt ownership or obligations to address distress or improve viability counsel wants restructuring clarified before anyone signs you will see restructuring in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here restructuring means changing debt ownership or obligations to address distress or improve viability finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure restructuring startup business corporate finance investor accounting planning forecasting valuation reporting financing role person finance commerce global context dependent","sn":"Restructuring","t":"Restructuring","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/restructuring--bizfinance-restructuring-finance-accounting-valuation-financing-debt/","ui":"Counsel wants restructuring clarified before anyone signs."},{"a":["reorganisation","reorganization"],"amb":["Reorganisation","Restructuring"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A significant change to organisation, operations, capital or obligations.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A significant change to organisation, operations, capital or obligations.","i":3130,"id":"people.restructuring.people-organisation-change-organisation-design","lv":"core","ph":"restructuring reorganisation reorganization reorganisation reorganization restructuring restructuring a significant change to organisation operations capital or obligations a significant change to organisation operations capital or obligations do not describe restructuring as agreed until the operative document says so you will see restructuring in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here restructuring means a significant change to organisation operations capital or obligations people organisation and change organisation design people systems and change organisation design and structures restructuring reorganisation startup business corporate people operations people planning employment performance management change management metric standard specification equipment technology organisation party global context dependent","sn":"Restructuring","t":"Restructuring","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/restructuring--people-restructuring-people-organisation-change-organisation-design/","ui":"Do not describe restructuring as agreed until the operative document says so."},{"a":["turnaround proposal"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A proposal for changing debt, ownership, operations or obligations to stabilise a distressed organisation.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A plan to rescue or reorganise a struggling business.","i":3131,"id":"bizpitch.restructuring-pitch","lv":"specialist","ph":"restructuring pitch turnaround proposal restructuring pitch turnaround proposal restructuring pitch a plan to rescue or reorganise a struggling business a proposal for changing debt ownership operations or obligations to stabilise a distressed organisation the restructuring pitch should show who gives up what and why the plan can survive you will see restructuring pitch in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here restructuring pitch means a proposal for changing debt ownership operations or obligations to stabilise a distressed organisation business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations startup business corporate investor sales planning pitching submission decision metric standard specification role person organisation party global context dependent","sn":"Restructuring pitch","t":"Restructuring pitch","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/restructuring-pitch/","ui":"The restructuring pitch should show who gives up what and why the plan can survive."},{"a":["earnings announcement"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A public communication of periodic company performance.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A public communication of periodic company performance.","i":3132,"id":"reporting.results-announcement","lv":"core","ph":"results announcement earnings announcement earnings announcement results announcement results announcement a public communication of periodic company performance a public communication of periodic company performance define results announcement before comparing it across periods you will see results announcement in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here results announcement means a public communication of periodic company performance corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Results announcement","t":"Results announcement","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/results-announcement/","ui":"Define results announcement before comparing it across periods."},{"a":["reactivated users"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Previously inactive users who become active again.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Previously inactive users who become active again.","i":3133,"id":"marketing.resurrected-users","lv":"working","ph":"resurrected users reactivated users reactivated users resurrected users resurrected users previously inactive users who become active again previously inactive users who become active again what happens to resurrected users after the initial acquisition spike you will see resurrected users in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here resurrected users means previously inactive users who become active again marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent","sn":"Resurrected users","t":"Resurrected users","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/resurrected-users/","ui":"What happens to resurrected users after the initial acquisition spike?"},{"a":["reactivation rate"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The proportion of inactive users or customers who become active again.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The proportion of inactive users or customers who become active again.","i":3134,"id":"revenue.resurrection-rate","lv":"working","ph":"resurrection rate reactivation rate reactivation rate resurrection rate resurrection rate the proportion of inactive users or customers who become active again the proportion of inactive users or customers who become active again compare resurrection rate with the same cohort and period before drawing a conclusion you will see resurrection rate in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here resurrection rate means the proportion of inactive users or customers who become active again revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce global context dependent","sn":"Resurrection rate","t":"Resurrection rate","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/resurrection-rate/","ui":"Compare resurrection rate with the same cohort and period before drawing a conclusion."},{"a":["individual investor"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"An individual investing personally rather than through an institution.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"An individual investing personally rather than through an institution.","i":3135,"id":"reporting.retail-investor","lv":"core","ph":"retail investor individual investor individual investor retail investor retail investor an individual investing personally rather than through an institution an individual investing personally rather than through an institution the market will compare retail investor with last quarter so keep the definition stable you will see retail investor in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here retail investor means an individual investing personally rather than through an institution corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce global context dependent","sn":"Retail investor","t":"Retail investor","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/retail-investor/","ui":"The market will compare retail investor with last quarter, so keep the definition stable."},{"a":["commerce media"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Advertising inventory and data offered by retailers or commerce platforms.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Advertising inventory and data offered by retailers or commerce platforms.","i":3136,"id":"marketing.retail-media","lv":"working","ph":"retail media commerce media commerce media retail media retail media advertising inventory and data offered by retailers or commerce platforms advertising inventory and data offered by retailers or commerce platforms the report should separate the effect of retail media from correlation you will see retail media in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here retail media means advertising inventory and data offered by retailers or commerce platforms marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting equipment technology format genre model global context dependent","sn":"Retail media","t":"Retail media","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/retail-media/","ui":"The report should separate the effect of retail media from correlation."},{"a":["accumulated earnings"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Accumulated profit or loss retained in the business after distributions and adjustments.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Accumulated profit or loss retained in the business after distributions and adjustments.","i":3137,"id":"bizfinance.retained-earnings","lv":"core","ph":"retained earnings accumulated earnings accumulated earnings retained earnings retained earnings accumulated profit or loss retained in the business after distributions and adjustments accumulated profit or loss retained in the business after distributions and adjustments the headline changes once we calculate retained earnings consistently you will see retained earnings in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here retained earnings means accumulated profit or loss retained in the business after distributions and adjustments finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Retained earnings","t":"Retained earnings","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/retained-earnings/","ui":"The headline changes once we calculate retained earnings consistently."},{"a":["reprisal"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Adverse treatment because someone reported, resisted or participated in an investigation.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Adverse treatment because someone reported, resisted or participated in an investigation.","i":3138,"id":"governance.retaliation","lv":"core","ph":"retaliation reprisal reprisal retaliation retaliation adverse treatment because someone reported resisted or participated in an investigation adverse treatment because someone reported resisted or participated in an investigation the team needs one controlled copy of retaliation with an owner and date you will see retaliation in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here retaliation means adverse treatment because someone reported resisted or participated in an investigation corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Retaliation","t":"Retaliation","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/retaliation/","ui":"The team needs one controlled copy of retaliation, with an owner and date."},{"a":["customer retention","user retention"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Continued meaningful use or relationship over time.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","sales","finance","product","marketing"],"e":"Continued meaningful use or relationship over time.","i":3139,"id":"marketing.retention.customer-retention","lv":"core","ph":"retention customer retention user retention customer retention retention user retention retention continued meaningful use or relationship over time continued meaningful use or relationship over time compare retention with the baseline cohort before calling it growth you will see retention in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here retention means continued meaningful use or relationship over time marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate sales finance product marketing go to market sales contracting customer success renewal market research marketing growth reporting format genre model global context dependent","sn":"Retention","t":"Retention","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/retention/","ui":"Compare retention with the baseline cohort before calling it growth."},{"a":["stay bonus"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A payment intended to encourage an employee to remain through a defined period or event.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A payment intended to encourage an employee to remain through a defined period or event.","i":3140,"id":"people.retention-bonus","lv":"working","ph":"retention bonus stay bonus retention bonus stay bonus retention bonus a payment intended to encourage an employee to remain through a defined period or event a payment intended to encourage an employee to remain through a defined period or event the people plan needs to explain how retention bonus affects roles and decisions you will see retention bonus in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here retention bonus means a payment intended to encourage an employee to remain through a defined period or event people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Retention bonus","t":"Retention bonus","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/retention-bonus/","ui":"The people plan needs to explain how retention bonus affects roles and decisions."},{"a":["survival curve"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A chart showing how a cohort remains active or retained over time.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A chart showing how a cohort remains active or retained over time.","i":3141,"id":"revenue.retention-curve","lv":"working","ph":"retention curve survival curve retention curve survival curve retention curve a chart showing how a cohort remains active or retained over time a chart showing how a cohort remains active or retained over time the team needs one controlled copy of retention curve with an owner and date you will see retention curve in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here retention curve means a chart showing how a cohort remains active or retained over time revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Retention curve","t":"Retention curve","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/retention-curve/","ui":"The team needs one controlled copy of retention curve, with an owner and date."},{"a":["loyalty marketing"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Marketing intended to keep customers active, loyal or subscribed.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Marketing intended to keep customers active, loyal or subscribed.","i":3142,"id":"marketing.retention-marketing","lv":"core","ph":"retention marketing loyalty marketing loyalty marketing retention marketing retention marketing marketing intended to keep customers active loyal or subscribed marketing intended to keep customers active loyal or subscribed can we trace retention marketing back to a decision the team can act on you will see retention marketing in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here retention marketing means marketing intended to keep customers active loyal or subscribed marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model global context dependent","sn":"Retention marketing","t":"Retention marketing","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/retention-marketing/","ui":"Can we trace retention marketing back to a decision the team can act on?"},{"a":["retention horizon"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The time window over which retention is measured.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The time window over which retention is measured.","i":3143,"id":"revenue.retention-period","lv":"working","ph":"retention period retention horizon retention horizon retention period retention period the time window over which retention is measured the time window over which retention is measured how are we defining retention period in this deck you will see retention period in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here retention period means the time window over which retention is measured revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Retention period","t":"Retention period","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/retention-period/","ui":"How are we defining retention period in this deck?"},{"a":["employee retention"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The proportion of employees remaining over a defined period.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The proportion of employees remaining over a defined period.","i":3144,"id":"people.retention-rate","lv":"core","ph":"retention rate employee retention employee retention retention rate retention rate the proportion of employees remaining over a defined period the proportion of employees remaining over a defined period compare retention rate with the same cohort and period before drawing a conclusion you will see retention rate in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here retention rate means the proportion of employees remaining over a defined period people organisation and change organisation design people systems and change retention engagement and workforce metrics churn startup business corporate people operations people planning employment performance management change management metric standard specification role person organisation party global context dependent startup","sn":"Retention rate","t":"Retention rate","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/retention-rate/","ui":"Compare retention rate with the same cohort and period before drawing a conclusion."},{"a":["plowback ratio"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Earnings retained after dividends divided by earnings.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Earnings retained after dividends divided by earnings.","i":3145,"id":"bizfinance.retention-ratio","lv":"specialist","ph":"retention ratio plowback ratio plowback ratio retention ratio retention ratio earnings retained after dividends divided by earnings earnings retained after dividends divided by earnings keep retention ratio on the dashboard but show the definition and reporting period beside it you will see retention ratio in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here retention ratio means earnings retained after dividends divided by earnings finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Retention ratio","t":"Retention ratio","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/retention-ratio/","ui":"Keep retention ratio on the dashboard, but show the definition and reporting period beside it."},{"a":["withdrawn statement"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Withdrawal of a previously made statement or claim.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Withdrawal of a previously made statement or claim.","i":3146,"id":"reporting.retraction","lv":"core","ph":"retraction withdrawn statement retraction withdrawn statement retraction withdrawal of a previously made statement or claim withdrawal of a previously made statement or claim which version of retraction should the board treat as current you will see retraction in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here retraction means withdrawal of a previously made statement or claim corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Retraction","t":"Retraction","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/retraction/","ui":"Which version of retraction should the board treat as current?"},{"a":["RAG"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A method that retrieves relevant external information and provides it to a generative model before output.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Find relevant sources first, then let the model answer using them.","i":3147,"id":"product.retrieval-augmented-generation","lv":"core","ph":"retrieval augmented generation rag rag retrieval augmented generation retrieval augmented generation find relevant sources first then let the model answer using them a method that retrieves relevant external information and provides it to a generative model before output retrieval augmented generation improves grounding but does not eliminate errors you will see retrieval augmented generation in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here retrieval augmented generation means a method that retrieves relevant external information and provides it to a generative model before output product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology workflow process format genre model global context dependent","sn":"Retrieval-augmented generation","t":"Retrieval-augmented generation","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/retrieval-augmented-generation/","ui":"Retrieval-augmented generation improves grounding but does not eliminate errors."},{"a":["retro"],"amb":["retro"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A structured team reflection on what happened and how to improve.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A structured team reflection on what happened and how to improve.","i":3148,"id":"operations.retrospective","lv":"core","ph":"retrospective retro retro retrospective retrospective a structured team reflection on what happened and how to improve a structured team reflection on what happened and how to improve show where retrospective happens in the operating model and who receives the handoff you will see retrospective in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here retrospective means a structured team reflection on what happened and how to improve operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause sprint retrospective business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process organisation party global context dependent","sn":"Retrospective","t":"Retrospective","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/retrospective/","ui":"Show where retrospective happens in the operating model and who receives the handoff."},{"a":["participation cap"],"amb":["participation cap"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A limit on the return or participation available to a security holder under specified terms.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A maximum amount an investor can receive under a feature.","i":3149,"id":"startup.return-cap","lv":"working","ph":"return cap participation cap participation cap return cap return cap a maximum amount an investor can receive under a feature a limit on the return or participation available to a security holder under specified terms the return cap reduces the participating preferences effect you will see return cap in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet economics in term sheet economics a loose definition can change rights obligations approval disclosure or enforceability here return cap means a limit on the return or participation available to a security holder under specified terms startups venture and fundraising startup formation venture capital and fundraising term sheet economics capped participation startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"Return cap","t":"Return cap","tp":"Term-sheet economics","tpid":"startup-venture-fundraising.term-sheet-economics","u":"terms/return-cap/","ui":"The return cap reduces the participating preference's effect."},{"a":["multiple on invested capital"],"amb":["Multiple on invested capital"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Total value or proceeds divided by invested capital.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"How many times the original investment came back.","i":3150,"id":"startup.return-multiple","lv":"core","ph":"return multiple multiple on invested capital multiple on invested capital return multiple return multiple how many times the original investment came back total value or proceeds divided by invested capital the deal generated a three times return multiple you will see return multiple in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here return multiple means total value or proceeds divided by invested capital startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns multiple on invested capital startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce equipment technology organisation party global context dependent","sn":"Return multiple","t":"Return multiple","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/return-multiple/","ui":"The deal generated a three-times return multiple."},{"a":["ROAS"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Attributed revenue divided by advertising spend.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Attributed revenue divided by advertising spend.","i":3151,"id":"marketing.return-on-ad-spend","lv":"core","ph":"return on ad spend roas return on ad spend roas return on ad spend attributed revenue divided by advertising spend attributed revenue divided by advertising spend compare return on ad spend with the same cohort and period before drawing a conclusion you will see return on ad spend in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here return on ad spend means attributed revenue divided by advertising spend marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Return on ad spend","t":"Return on ad spend","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/return-on-ad-spend/","ui":"Compare return on ad spend with the same cohort and period before drawing a conclusion."},{"a":["ROA"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Profit divided by average or ending assets under a stated method.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Profit divided by average or ending assets under a stated method.","i":3152,"id":"bizfinance.return-on-assets","lv":"core","ph":"return on assets roa return on assets roa return on assets profit divided by average or ending assets under a stated method profit divided by average or ending assets under a stated method keep return on assets on the dashboard but show the definition and reporting period beside it you will see return on assets in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here return on assets means profit divided by average or ending assets under a stated method finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process global context dependent","sn":"Return on assets","t":"Return on assets","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/return-on-assets/","ui":"Keep return on assets on the dashboard, but show the definition and reporting period beside it."},{"a":["ROCE"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Profit measure divided by capital employed under a stated definition.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Profit measure divided by capital employed under a stated definition.","i":3153,"id":"bizfinance.return-on-capital-employed","lv":"core","ph":"return on capital employed roce return on capital employed roce return on capital employed profit measure divided by capital employed under a stated definition profit measure divided by capital employed under a stated definition how are we defining return on capital employed in this deck you will see return on capital employed in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here return on capital employed means profit measure divided by capital employed under a stated definition finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce equipment technology global context dependent","sn":"Return on capital employed","t":"Return on capital employed","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/return-on-capital-employed/","ui":"How are we defining return on capital employed in this deck?"},{"a":["ROE"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Profit attributable to equity divided by equity under a stated method.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Profit attributable to equity divided by equity under a stated method.","i":3154,"id":"bizfinance.return-on-equity","lv":"core","ph":"return on equity roe return on equity roe return on equity profit attributable to equity divided by equity under a stated method profit attributable to equity divided by equity under a stated method keep return on equity on the dashboard but show the definition and reporting period beside it you will see return on equity in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here return on equity means profit attributable to equity divided by equity under a stated method finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process global context dependent","sn":"Return on equity","t":"Return on equity","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/return-on-equity/","ui":"Keep return on equity on the dashboard, but show the definition and reporting period beside it."},{"a":["ROIC"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"After-tax operating profit divided by invested capital under a stated definition.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"After-tax operating profit divided by invested capital under a stated definition.","i":3155,"id":"bizfinance.return-on-invested-capital","lv":"core","ph":"return on invested capital roic return on invested capital roic return on invested capital after tax operating profit divided by invested capital under a stated definition after tax operating profit divided by invested capital under a stated definition keep return on invested capital on the dashboard but show the definition and reporting period beside it you will see return on invested capital in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here return on invested capital means after tax operating profit divided by invested capital under a stated definition finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce equipment technology global context dependent","sn":"Return on invested capital","t":"Return on invested capital","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/return-on-invested-capital/","ui":"Keep return on invested capital on the dashboard, but show the definition and reporting period beside it."},{"a":["ROI"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Gain or return divided by investment cost under a stated method.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Gain or return divided by investment cost under a stated method.","i":3156,"id":"bizfinance.return-on-investment","lv":"core","ph":"return on investment roi return on investment roi return on investment gain or return divided by investment cost under a stated method gain or return divided by investment cost under a stated method how are we defining return on investment in this deck you will see return on investment in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here return on investment means gain or return divided by investment cost under a stated method finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process global context dependent","sn":"Return on investment","t":"Return on investment","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/return-on-investment/","ui":"How are we defining return on investment in this deck?"},{"a":["repeat visitor"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A user recognised as having interacted previously under the system's rules.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A user recognised as having interacted previously under the system's rules.","i":3157,"id":"marketing.returning-user","lv":"core","ph":"returning user repeat visitor repeat visitor returning user returning user a user recognised as having interacted previously under the systems rules a user recognised as having interacted previously under the systems rules how are we defining returning user in this deck you will see returning user in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here returning user means a user recognised as having interacted previously under the systems rules marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification role person equipment technology format genre model global context dependent","sn":"Returning user","t":"Returning user","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/returning-user/","ui":"How are we defining returning user in this deck?"},{"a":["repeat users"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Previously observed users who return within the measurement period.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Previously observed users who return within the measurement period.","i":3158,"id":"marketing.returning-users","lv":"core","ph":"returning users repeat users repeat users returning users returning users previously observed users who return within the measurement period previously observed users who return within the measurement period can we separate sustainable movement in returning users from a one off campaign effect you will see returning users in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here returning users means previously observed users who return within the measurement period marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model global context dependent","sn":"Returning users","t":"Returning users","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/returning-users/","ui":"Can we separate sustainable movement in returning users from a one-off campaign effect?"},{"a":["re-use"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Using a product or component again without major reprocessing.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Using a product or component again without major reprocessing.","i":3159,"id":"sustainability.reuse","lv":"core","ph":"reuse re use re use reuse reuse using a product or component again without major reprocessing using a product or component again without major reprocessing state the boundary and evidence behind reuse before publishing the claim you will see reuse in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here reuse means using a product or component again without major reprocessing sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Reuse","t":"Reuse","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/reuse/","ui":"State the boundary and evidence behind reuse before publishing the claim."},{"a":["sales revenue","monetisation outcome","sales","turnover"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Commercial value recognised or generated from users or customers.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","sales","finance","product","marketing","investor"],"e":"Commercial value recognised or generated from users or customers.","i":3160,"id":"marketing.revenue","lv":"core","ph":"revenue sales revenue monetisation outcome sales turnover monetisation outcome revenue sales sales revenue turnover revenue commercial value recognised or generated from users or customers commercial value recognised or generated from users or customers compare revenue with the baseline cohort before calling it growth you will see revenue in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle in growth funnels loops and lifecycle different calculation boundaries periods or accounting treatments can change the number and the decision here revenue means commercial value recognised or generated from users or customers marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle billings bookings startup business corporate sales finance product marketing investor go to market sales contracting customer success renewal market research marketing growth reporting accounting planning forecasting valuation financing metric standard specification role person format genre model global context dependent business corporate","sn":"Revenue","t":"Revenue","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/revenue/","ui":"Compare revenue with the baseline cohort before calling it growth."},{"a":["revenue-share financing"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Financing repaid as a percentage of revenue until a defined return or cap is reached.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Repay investors from a share of future revenue.","i":3161,"id":"startup.revenue-based-financing","lv":"working","ph":"revenue based financing revenue share financing revenue based financing revenue share financing revenue based financing repay investors from a share of future revenue financing repaid as a percentage of revenue until a defined return or cap is reached revenue based financing fits predictable revenue better than long pre revenue development you will see revenue based financing in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding instruments and exemptions in funding instruments and exemptions a loose definition can change rights obligations approval disclosure or enforceability here revenue based financing means financing repaid as a percentage of revenue until a defined return or cap is reached startups venture and fundraising startup formation venture capital and fundraising funding instruments and exemptions startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce organisation party global context dependent","sn":"Revenue-based financing","t":"Revenue-based financing","tp":"Funding instruments & exemptions","tpid":"startup-venture-fundraising.funding-instruments","u":"terms/revenue-based-financing/","ui":"Revenue-based financing fits predictable revenue better than long pre-revenue development."},{"a":["dollar churn"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Recurring revenue lost through cancellations or non-renewals.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Recurring revenue lost through cancellations or non-renewals.","i":3162,"id":"revenue.revenue-churn","lv":"core","ph":"revenue churn dollar churn dollar churn revenue churn revenue churn recurring revenue lost through cancellations or non renewals recurring revenue lost through cancellations or non renewals keep revenue churn on the dashboard but show the definition and reporting period beside it you will see revenue churn in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here revenue churn means recurring revenue lost through cancellations or non renewals revenue sales and go to market go to market sales pricing and customer success retention churn and expansion logo churn startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Revenue churn","t":"Revenue churn","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/revenue-churn/","ui":"Keep revenue churn on the dashboard, but show the definition and reporting period beside it."},{"a":["customer concentration"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The share of revenue attributable to a small number of customers, products or markets.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The share of revenue attributable to a small number of customers, products or markets.","i":3163,"id":"revenue.revenue-concentration","lv":"core","ph":"revenue concentration customer concentration customer concentration revenue concentration revenue concentration the share of revenue attributable to a small number of customers products or markets the share of revenue attributable to a small number of customers products or markets the number is useful only if everyone calculates revenue concentration the same way you will see revenue concentration in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here revenue concentration means the share of revenue attributable to a small number of customers products or markets revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce format genre model global context dependent","sn":"Revenue concentration","t":"Revenue concentration","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/revenue-concentration/","ui":"The number is useful only if everyone calculates revenue concentration the same way."},{"a":["sales guidance"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Management's forecast or range for future revenue.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Management's forecast or range for future revenue.","i":3164,"id":"reporting.revenue-guidance","lv":"core","ph":"revenue guidance sales guidance revenue guidance sales guidance revenue guidance managements forecast or range for future revenue managements forecast or range for future revenue can we reconcile revenue guidance to the reported numbers you will see revenue guidance in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here revenue guidance means managements forecast or range for future revenue corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce workflow process global context dependent","sn":"Revenue guidance","t":"Revenue guidance","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/revenue-guidance/","ui":"Can we reconcile revenue guidance to the reported numbers?"},{"a":["sales model"],"amb":["Revenue model"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A model translating volume, price and other drivers into revenue.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A model translating volume, price and other drivers into revenue.","i":3165,"id":"bizfinance.revenue-model.finance-accounting-valuation-financial-models","lv":"core","ph":"revenue model sales model revenue model sales model revenue model a model translating volume price and other drivers into revenue a model translating volume price and other drivers into revenue the model needs to show exactly how revenue model is calculated you will see revenue model in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here revenue model means a model translating volume price and other drivers into revenue finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics business model revenue model startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent business foundation","sn":"Revenue model","t":"Revenue model","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/revenue-model--bizfinance-revenue-model-finance-accounting-valuation-financial-models/","ui":"The model needs to show exactly how revenue model is calculated."},{"a":["monetisation model","monetization model"],"amb":["Revenue model"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The specific ways an organisation earns income from customers, users, partners or assets.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How the organisation gets paid.","i":3166,"id":"strategy.revenue-model.strategy-market-models-business-models","lv":"core","ph":"revenue model monetisation model monetization model monetisation model monetization model revenue model revenue model how the organisation gets paid the specific ways an organisation earns income from customers users partners or assets the revenue model is subscription plus usage overage you will see revenue model in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here revenue model means the specific ways an organisation earns income from customers users partners or assets strategy markets and business models strategy market analysis and business models business and revenue models revenue model startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model organisation party global context dependent","sn":"Revenue model","t":"Revenue model","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/revenue-model--strategy-revenue-model-strategy-market-models-business-models/","ui":"The revenue model is subscription plus usage overage."},{"a":["sales multiple"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Enterprise or equity value divided by revenue under a stated basis.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Enterprise or equity value divided by revenue under a stated basis.","i":3167,"id":"bizfinance.revenue-multiple","lv":"core","ph":"revenue multiple sales multiple revenue multiple sales multiple revenue multiple enterprise or equity value divided by revenue under a stated basis enterprise or equity value divided by revenue under a stated basis the number is useful only if everyone calculates revenue multiple the same way you will see revenue multiple in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here revenue multiple means enterprise or equity value divided by revenue under a stated basis finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process global context dependent","sn":"Revenue multiple","t":"Revenue multiple","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/revenue-multiple/","ui":"The number is useful only if everyone calculates revenue multiple the same way."},{"a":["sales per employee"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Revenue divided by average or period-end employees under a stated definition.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor","people","operations"],"e":"Revenue divided by average or period-end employees under a stated definition.","i":3168,"id":"bizfinance.revenue-per-employee","lv":"core","ph":"revenue per employee sales per employee revenue per employee sales per employee revenue per employee revenue divided by average or period end employees under a stated definition revenue divided by average or period end employees under a stated definition keep revenue per employee on the dashboard but show the definition and reporting period beside it you will see revenue per employee in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here revenue per employee means revenue divided by average or period end employees under a stated definition finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor people operations accounting planning forecasting valuation reporting financing people planning employment performance management change management metric standard specification role person finance commerce global context dependent","sn":"Revenue per employee","t":"Revenue per employee","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/revenue-per-employee/","ui":"Keep revenue per employee on the dashboard, but show the definition and reporting period beside it."},{"a":["revenue per salesperson"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Revenue attributed per salesperson over a period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Revenue attributed per salesperson over a period.","i":3169,"id":"revenue.revenue-per-rep","lv":"working","ph":"revenue per rep revenue per salesperson revenue per rep revenue per salesperson revenue per rep revenue attributed per salesperson over a period revenue attributed per salesperson over a period the number is useful only if everyone calculates revenue per rep the same way you will see revenue per rep in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here revenue per rep means revenue attributed per salesperson over a period revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Revenue per rep","t":"Revenue per rep","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/revenue-per-rep/","ui":"The number is useful only if everyone calculates revenue per rep the same way."},{"a":["unit revenue"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Revenue divided by a defined unit count.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Revenue divided by a defined unit count.","i":3170,"id":"bizfinance.revenue-per-unit","lv":"core","ph":"revenue per unit unit revenue revenue per unit unit revenue revenue per unit revenue divided by a defined unit count revenue divided by a defined unit count the number is useful only if everyone calculates revenue per unit the same way you will see revenue per unit in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here revenue per unit means revenue divided by a defined unit count finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Revenue per unit","t":"Revenue per unit","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/revenue-per-unit/","ui":"The number is useful only if everyone calculates revenue per unit the same way."},{"a":["RPV"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Revenue divided by eligible visitors or sessions under a stated method.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Revenue divided by eligible visitors or sessions under a stated method.","i":3171,"id":"marketing.revenue-per-visitor","lv":"working","ph":"revenue per visitor rpv revenue per visitor rpv revenue per visitor revenue divided by eligible visitors or sessions under a stated method revenue divided by eligible visitors or sessions under a stated method keep revenue per visitor on the dashboard but show the definition and reporting period beside it you will see revenue per visitor in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here revenue per visitor means revenue divided by eligible visitors or sessions under a stated method marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification workflow process format genre model global context dependent","sn":"Revenue per visitor","t":"Revenue per visitor","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/revenue-per-visitor/","ui":"Keep revenue per visitor on the dashboard, but show the definition and reporting period beside it."},{"a":["revenue accounting"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Determining when and how much revenue to record under the applicable framework.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Determining when and how much revenue to record under the applicable framework.","i":3172,"id":"bizfinance.revenue-recognition","lv":"core","ph":"revenue recognition revenue accounting revenue accounting revenue recognition revenue recognition determining when and how much revenue to record under the applicable framework determining when and how much revenue to record under the applicable framework finance needs to reconcile revenue recognition before the numbers are released you will see revenue recognition in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here revenue recognition means determining when and how much revenue to record under the applicable framework finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce format genre model global context dependent","sn":"Revenue recognition","t":"Revenue recognition","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/revenue-recognition/","ui":"Finance needs to reconcile revenue recognition before the numbers are released."},{"a":["dollar retention"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The proportion of recurring revenue retained from an existing cohort under stated inclusions.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The proportion of recurring revenue retained from an existing cohort under stated inclusions.","i":3173,"id":"revenue.revenue-retention","lv":"core","ph":"revenue retention dollar retention dollar retention revenue retention revenue retention the proportion of recurring revenue retained from an existing cohort under stated inclusions the proportion of recurring revenue retained from an existing cohort under stated inclusions the number is useful only if everyone calculates revenue retention the same way you will see revenue retention in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here revenue retention means the proportion of recurring revenue retained from an existing cohort under stated inclusions revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Revenue retention","t":"Revenue retention","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/revenue-retention/","ui":"The number is useful only if everyone calculates revenue retention the same way."},{"a":["run-rate revenue"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"An annualised projection based on a recent revenue period; it is not the same as contracted recurring revenue.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"An annualised projection based on a recent revenue period; it is not the same as contracted recurring revenue.","i":3174,"id":"revenue.revenue-run-rate","lv":"core","ph":"revenue run rate run rate revenue revenue run rate run rate revenue revenue run rate an annualised projection based on a recent revenue period it is not the same as contracted recurring revenue an annualised projection based on a recent revenue period it is not the same as contracted recurring revenue keep revenue run rate on the dashboard but show the definition and reporting period beside it you will see revenue run rate in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here revenue run rate means an annualised projection based on a recent revenue period it is not the same as contracted recurring revenue revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics startup business corporate sales finance product go to market sales contracting customer success renewal document artifact metric standard specification finance commerce right contract law global context dependent","sn":"Revenue run rate","t":"Revenue run rate","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/revenue-run-rate/","ui":"Keep revenue run rate on the dashboard, but show the definition and reporting period beside it."},{"a":["income stream"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A distinct source of income generated from a customer segment, product or transaction.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"One way money enters the business.","i":3175,"id":"strategy.revenue-stream","lv":"core","ph":"revenue stream income stream income stream revenue stream revenue stream one way money enters the business a distinct source of income generated from a customer segment product or transaction separate recurring and one time revenue streams you will see revenue stream in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here revenue stream means a distinct source of income generated from a customer segment product or transaction strategy markets and business models strategy market analysis and business models business model canvas and lean canvas startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification role person equipment technology format genre model global context dependent business","sn":"Revenue stream","t":"Revenue stream","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/revenue-stream/","ui":"Separate recurring and one-time revenue streams."},{"a":["e-reverse auction"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"An auction in which suppliers compete by lowering price or improving terms.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"An auction in which suppliers compete by lowering price or improving terms.","i":3176,"id":"operations.reverse-auction","lv":"core","ph":"reverse auction e reverse auction e reverse auction reverse auction reverse auction an auction in which suppliers compete by lowering price or improving terms an auction in which suppliers compete by lowering price or improving terms document the approval for reverse auction before the award is announced you will see reverse auction in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here reverse auction means an auction in which suppliers compete by lowering price or improving terms operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process status decision global context dependent","sn":"Reverse auction","t":"Reverse auction","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/reverse-auction/","ui":"Document the approval for reverse auction before the award is announced."},{"a":["premium trial"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A trial that begins with premium features and later falls back to a free or lower tier.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A trial that begins with premium features and later falls back to a free or lower tier.","i":3177,"id":"revenue.reverse-trial","lv":"working","ph":"reverse trial premium trial premium trial reverse trial reverse trial a trial that begins with premium features and later falls back to a free or lower tier a trial that begins with premium features and later falls back to a free or lower tier lets test whether reverse trial still works for the smallest and largest customers you will see reverse trial in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here reverse trial means a trial that begins with premium features and later falls back to a free or lower tier revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Reverse trial","t":"Reverse trial","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/reverse-trial/","ui":"Let’s test whether reverse trial still works for the smallest and largest customers."},{"a":["founder reverse vesting"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A structure in which founders own shares initially but the company can repurchase unvested shares if service ends.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Founders hold shares, but unearned shares can be taken back if they leave.","i":3178,"id":"startup.reverse-vesting","lv":"working","ph":"reverse vesting founder reverse vesting founder reverse vesting reverse vesting reverse vesting founders hold shares but unearned shares can be taken back if they leave a structure in which founders own shares initially but the company can repurchase unvested shares if service ends reverse vesting was introduced at the seed round you will see reverse vesting in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here reverse vesting means a structure in which founders own shares initially but the company can repurchase unvested shares if service ends startups venture and fundraising startup formation venture capital and fundraising founder and employee equity startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"Reverse vesting","t":"Reverse vesting","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/reverse-vesting/","ui":"Reverse vesting was introduced at the seed round."},{"a":["financial review"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A limited-assurance engagement using primarily inquiry and analytical procedures.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A limited-assurance engagement using primarily inquiry and analytical procedures.","i":3179,"id":"governance.review-engagement","lv":"working","ph":"review engagement financial review financial review review engagement review engagement a limited assurance engagement using primarily inquiry and analytical procedures a limited assurance engagement using primarily inquiry and analytical procedures show where review engagement happens in the operating model and who receives the handoff you will see review engagement in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here review engagement means a limited assurance engagement using primarily inquiry and analytical procedures corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law workflow process global context dependent","sn":"Review engagement","t":"Review engagement","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/review-engagement/","ui":"Show where review engagement happens in the operating model and who receives the handoff."},{"a":["negative review suppression"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Hiding, removing or discouraging legitimate negative reviews in a misleading way.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Hiding, removing or discouraging legitimate negative reviews in a misleading way.","i":3180,"id":"marketing.review-suppression","lv":"working","ph":"review suppression negative review suppression negative review suppression review suppression review suppression hiding removing or discouraging legitimate negative reviews in a misleading way hiding removing or discouraging legitimate negative reviews in a misleading way counsel wants review suppression clarified before anyone signs you will see review suppression in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here review suppression means hiding removing or discouraging legitimate negative reviews in a misleading way marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting workflow process format genre model risk ethics access global context dependent","sn":"Review suppression","t":"Review suppression","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/review-suppression/","ui":"Counsel wants review suppression clarified before anyone signs."},{"a":["revolver","RCF"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A facility allowing borrowing, repayment and re-borrowing up to an agreed limit.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","investor","finance","corporate","business"],"e":"A facility allowing borrowing, repayment and re-borrowing up to an agreed limit.","i":3181,"id":"bizfinance.revolving-credit-facility","lv":"core","ph":"revolving credit facility revolver rcf rcf revolver revolving credit facility revolving credit facility a facility allowing borrowing repayment and re borrowing up to an agreed limit a facility allowing borrowing repayment and re borrowing up to an agreed limit finance will reconcile revolving credit facility before the board pack goes out you will see revolving credit facility in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here revolving credit facility means a facility allowing borrowing repayment and re borrowing up to an agreed limit finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup investor finance corporate business fundraising financing due diligence governance accounting planning forecasting valuation reporting finance commerce global context dependent","sn":"Revolving credit facility","t":"Revolving credit facility","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/revolving-credit-facility/","ui":"Finance will reconcile revolving credit facility before the board pack goes out."},{"a":["rewards-based crowdfunding"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Raising money from supporters in exchange for products, experiences or non-financial rewards.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Supporters pay early and receive a reward rather than shares.","i":3182,"id":"startup.reward-crowdfunding","lv":"core","ph":"reward crowdfunding rewards based crowdfunding reward crowdfunding rewards based crowdfunding reward crowdfunding supporters pay early and receive a reward rather than shares raising money from supporters in exchange for products experiences or non financial rewards reward crowdfunding can test demand but creates fulfilment obligations you will see reward crowdfunding in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding instruments and exemptions in funding instruments and exemptions a loose definition can change rights obligations approval disclosure or enforceability here reward crowdfunding means raising money from supporters in exchange for products experiences or non financial rewards startups venture and fundraising startup formation venture capital and fundraising funding instruments and exemptions startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Reward crowdfunding","t":"Reward crowdfunding","tp":"Funding instruments & exemptions","tpid":"startup-venture-fundraising.funding-instruments","u":"terms/reward-crowdfunding/","ui":"Reward crowdfunding can test demand but creates fulfilment obligations."},{"a":["redo work"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Additional work required to correct output that did not meet requirements.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Additional work required to correct output that did not meet requirements.","i":3183,"id":"operations.rework","lv":"core","ph":"rework redo work redo work rework rework additional work required to correct output that did not meet requirements additional work required to correct output that did not meet requirements keep rework on the dashboard but show the definition and reporting period beside it you will see rework in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here rework means additional work required to correct output that did not meet requirements operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Rework","t":"Rework","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/rework/","ui":"Keep rework on the dashboard, but show the definition and reporting period beside it."},{"a":["tender response deck"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation submitted or delivered in response to a request for proposal.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A deck answering a buyer's formal request.","i":3184,"id":"bizpitch.rfp-response-deck","lv":"working","ph":"rfp response deck tender response deck rfp response deck tender response deck rfp response deck a deck answering a buyers formal request a presentation submitted or delivered in response to a request for proposal the rfp response deck should follow the buyers scoring structure you will see rfp response deck in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here rfp response deck means a presentation submitted or delivered in response to a request for proposal business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"RFP response deck","t":"RFP response deck","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/rfp-response-deck/","ui":"The RFP response deck should follow the buyer's scoring structure."},{"a":["contractual rider"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An attached document adding specialised terms to a contract.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An attached document adding specialised terms to a contract.","i":3185,"id":"governance.rider","lv":"working","ph":"rider contractual rider contractual rider rider rider an attached document adding specialised terms to a contract an attached document adding specialised terms to a contract which version of rider should the board treat as current you will see rider in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here rider means an attached document adding specialised terms to a contract corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Rider","t":"Rider","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/rider/","ui":"Which version of rider should the board treat as current?"},{"a":["subject access right"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A person's right to obtain information about and a copy of personal data, subject to law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A person's right to obtain information about and a copy of personal data, subject to law.","i":3186,"id":"governance.right-of-access","lv":"core","ph":"right of access subject access right right of access subject access right right of access a persons right to obtain information about and a copy of personal data subject to law a persons right to obtain information about and a copy of personal data subject to law do not describe right of access as agreed until the operative document says so you will see right of access in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here right of access means a persons right to obtain information about and a copy of personal data subject to law corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law equipment technology risk ethics access global context dependent","sn":"Right of access","t":"Right of access","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/right-of-access/","ui":"Do not describe right of access as agreed until the operative document says so."},{"a":["ROFO"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A right to receive or make the first offer before an asset or interest is offered elsewhere.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","investor","finance","corporate","business","people"],"e":"A right to receive or make the first offer before an asset or interest is offered elsewhere.","i":3187,"id":"governance.right-of-first-offer","lv":"working","ph":"right of first offer rofo right of first offer rofo right of first offer a right to receive or make the first offer before an asset or interest is offered elsewhere a right to receive or make the first offer before an asset or interest is offered elsewhere can we state who receives the right created by right of first offer and when it applies you will see right of first offer in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here right of first offer means a right to receive or make the first offer before an asset or interest is offered elsewhere corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting right contract law global context dependent","sn":"Right of first offer","t":"Right of first offer","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/right-of-first-offer/","ui":"Can we state who receives the right created by right of first offer, and when it applies?"},{"a":["ROFR"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A right to match a proposed third-party transaction before it proceeds.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","investor","finance","corporate","business","people"],"e":"A right to match a proposed third-party transaction before it proceeds.","i":3188,"id":"governance.right-of-first-refusal","lv":"core","ph":"right of first refusal rofr right of first refusal rofr right of first refusal a right to match a proposed third party transaction before it proceeds a right to match a proposed third party transaction before it proceeds can we state who receives the right created by right of first refusal and when it applies you will see right of first refusal in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here right of first refusal means a right to match a proposed third party transaction before it proceeds corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting right contract law global context dependent","sn":"Right of first refusal","t":"Right of first refusal","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/right-of-first-refusal/","ui":"Can we state who receives the right created by right of first refusal, and when it applies?"},{"a":["personality right"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Legal protection over commercial use of a person's identity, varying by jurisdiction.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Legal protection over commercial use of a person's identity, varying by jurisdiction.","i":3189,"id":"marketing.right-of-publicity","lv":"working","ph":"right of publicity personality right personality right right of publicity right of publicity legal protection over commercial use of a persons identity varying by jurisdiction legal protection over commercial use of a persons identity varying by jurisdiction can we state who receives the right created by right of publicity and when it applies you will see right of publicity in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here right of publicity means legal protection over commercial use of a persons identity varying by jurisdiction marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting role person right contract law format genre model organisation party risk ethics access global context dependent","sn":"Right of publicity","t":"Right of publicity","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/right-of-publicity/","ui":"Can we state who receives the right created by right of publicity, and when it applies?"},{"a":["ROU asset"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An asset representing a lessee's right to use an underlying asset during a lease term.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An asset representing a lessee's right to use an underlying asset during a lease term.","i":3190,"id":"bizfinance.right-of-use-asset","lv":"working","ph":"right of use asset rou asset right of use asset rou asset right of use asset an asset representing a lessees right to use an underlying asset during a lease term an asset representing a lessees right to use an underlying asset during a lease term the draft mentions right of use asset but the scope and jurisdiction are still unclear you will see right of use asset in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here right of use asset means an asset representing a lessees right to use an underlying asset during a lease term finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce right contract law global context dependent","sn":"Right-of-use asset","t":"Right-of-use asset","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/right-of-use-asset/","ui":"The draft mentions right-of-use asset, but the scope and jurisdiction are still unclear."},{"a":["right to be forgotten"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A person's conditional right to deletion of personal data under applicable law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A person's conditional right to deletion of personal data under applicable law.","i":3191,"id":"governance.right-to-erasure","lv":"core","ph":"right to erasure right to be forgotten right to be forgotten right to erasure right to erasure a persons conditional right to deletion of personal data under applicable law a persons conditional right to deletion of personal data under applicable law the draft mentions right to erasure but the scope and jurisdiction are still unclear you will see right to erasure in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here right to erasure means a persons conditional right to deletion of personal data under applicable law corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law equipment technology risk ethics access global context dependent","sn":"Right to erasure","t":"Right to erasure","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/right-to-erasure/","ui":"The draft mentions right to erasure, but the scope and jurisdiction are still unclear."},{"a":["objection right"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A person's conditional right to object to specified processing.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A person's conditional right to object to specified processing.","i":3192,"id":"governance.right-to-object","lv":"working","ph":"right to object objection right objection right right to object right to object a persons conditional right to object to specified processing a persons conditional right to object to specified processing counsel wants right to object clarified before anyone signs you will see right to object in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here right to object means a persons conditional right to object to specified processing corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law equipment technology workflow process risk ethics access global context dependent","sn":"Right to object","t":"Right to object","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/right-to-object/","ui":"Counsel wants right to object clarified before anyone signs."},{"a":["data portability"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A person's conditional right to receive or transfer personal data in a usable format.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A person's conditional right to receive or transfer personal data in a usable format.","i":3193,"id":"governance.right-to-portability","lv":"working","ph":"right to portability data portability data portability right to portability right to portability a persons conditional right to receive or transfer personal data in a usable format a persons conditional right to receive or transfer personal data in a usable format do not describe right to portability as agreed until the operative document says so you will see right to portability in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here right to portability means a persons conditional right to receive or transfer personal data in a usable format corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law equipment technology risk ethics access global context dependent","sn":"Right to portability","t":"Right to portability","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/right-to-portability/","ui":"Do not describe right to portability as agreed until the operative document says so."},{"a":["correction right"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A person's right to correct inaccurate personal data under applicable law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A person's right to correct inaccurate personal data under applicable law.","i":3194,"id":"governance.right-to-rectification","lv":"working","ph":"right to rectification correction right correction right right to rectification right to rectification a persons right to correct inaccurate personal data under applicable law a persons right to correct inaccurate personal data under applicable law the draft mentions right to rectification but the scope and jurisdiction are still unclear you will see right to rectification in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here right to rectification means a persons right to correct inaccurate personal data under applicable law corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification role person right contract law equipment technology risk ethics access global context dependent","sn":"Right to rectification","t":"Right to rectification","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/right-to-rectification/","ui":"The draft mentions right to rectification, but the scope and jurisdiction are still unclear."},{"a":["processing restriction"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A person's conditional right to limit processing of personal data.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A person's conditional right to limit processing of personal data.","i":3195,"id":"governance.right-to-restriction","lv":"working","ph":"right to restriction processing restriction processing restriction right to restriction right to restriction a persons conditional right to limit processing of personal data a persons conditional right to limit processing of personal data the draft mentions right to restriction but the scope and jurisdiction are still unclear you will see right to restriction in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here right to restriction means a persons conditional right to limit processing of personal data corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law equipment technology workflow process risk ethics access global context dependent","sn":"Right to restriction","t":"Right to restriction","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/right-to-restriction/","ui":"The draft mentions right to restriction, but the scope and jurisdiction are still unclear."},{"a":["business risk"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The effect of uncertainty on objectives, expressed through possible events and consequences.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The effect of uncertainty on objectives, expressed through possible events and consequences.","i":3196,"id":"governance.risk","lv":"core","ph":"risk business risk business risk risk risk the effect of uncertainty on objectives expressed through possible events and consequences the effect of uncertainty on objectives expressed through possible events and consequences add risk to the risk register with an owner and mitigation you will see risk in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here risk means the effect of uncertainty on objectives expressed through possible events and consequences corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law risk ethics access global context dependent business foundation","sn":"Risk","t":"Risk","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/risk/","ui":"Add risk to the risk register with an owner and mitigation."},{"a":["accept risk"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Deliberately retaining a risk within authority and appetite.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Deliberately retaining a risk within authority and appetite.","i":3197,"id":"governance.risk-acceptance","lv":"core","ph":"risk acceptance accept risk accept risk risk acceptance risk acceptance deliberately retaining a risk within authority and appetite deliberately retaining a risk within authority and appetite can we separate the likelihood of risk acceptance from its potential impact you will see risk acceptance in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here risk acceptance means deliberately retaining a risk within authority and appetite corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law risk ethics access global context dependent","sn":"Risk acceptance","t":"Risk acceptance","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/risk-acceptance/","ui":"Can we separate the likelihood of risk acceptance from its potential impact?"},{"a":["appetite for risk"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The amount and type of risk an organisation is willing to pursue or retain.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The amount and type of risk an organisation is willing to pursue or retain.","i":3198,"id":"governance.risk-appetite","lv":"core","ph":"risk appetite appetite for risk appetite for risk risk appetite risk appetite the amount and type of risk an organisation is willing to pursue or retain the amount and type of risk an organisation is willing to pursue or retain add risk appetite to the risk register with an owner and mitigation you will see risk appetite in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here risk appetite means the amount and type of risk an organisation is willing to pursue or retain corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls risk tolerance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party risk ethics access global context dependent corporate","sn":"Risk appetite","t":"Risk appetite","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/risk-appetite/","ui":"Add risk appetite to the risk register with an owner and mitigation."},{"a":["appetite report"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A report comparing risk indicators with approved appetite and limits.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A report comparing risk indicators with approved appetite and limits.","i":3199,"id":"reporting.risk-appetite-dashboard","lv":"working","ph":"risk appetite dashboard appetite report appetite report risk appetite dashboard risk appetite dashboard a report comparing risk indicators with approved appetite and limits a report comparing risk indicators with approved appetite and limits can we circulate risk appetite dashboard with the assumptions and open questions marked you will see risk appetite dashboard in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here risk appetite dashboard means a report comparing risk indicators with approved appetite and limits corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party risk ethics access global context dependent","sn":"Risk appetite dashboard","t":"Risk appetite dashboard","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/risk-appetite-dashboard/","ui":"Can we circulate risk appetite dashboard with the assumptions and open questions marked?"},{"a":["risk evaluation"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A structured process for identifying and evaluating risks.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A structured process for identifying and evaluating risks.","i":3200,"id":"governance.risk-assessment","lv":"core","ph":"risk assessment risk evaluation risk assessment risk evaluation risk assessment a structured process for identifying and evaluating risks a structured process for identifying and evaluating risks the process map needs an exception path for risk assessment you will see risk assessment in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here risk assessment means a structured process for identifying and evaluating risks corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law workflow process risk ethics access global context dependent","sn":"Risk assessment","t":"Risk assessment","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/risk-assessment/","ui":"The process map needs an exception path for risk assessment."},{"a":["avoid risk"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Choosing not to undertake an activity that creates a risk.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Choosing not to undertake an activity that creates a risk.","i":3201,"id":"governance.risk-avoidance","lv":"core","ph":"risk avoidance avoid risk avoid risk risk avoidance risk avoidance choosing not to undertake an activity that creates a risk choosing not to undertake an activity that creates a risk add risk avoidance to the risk register with an owner and mitigation you will see risk avoidance in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here risk avoidance means choosing not to undertake an activity that creates a risk corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law risk ethics access global context dependent","sn":"Risk avoidance","t":"Risk avoidance","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/risk-avoidance/","ui":"Add risk avoidance to the risk register with an owner and mitigation."},{"a":["capacity for risk"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The maximum risk an organisation can absorb without threatening viability or obligations.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The maximum risk an organisation can absorb without threatening viability or obligations.","i":3202,"id":"governance.risk-capacity","lv":"working","ph":"risk capacity capacity for risk capacity for risk risk capacity risk capacity the maximum risk an organisation can absorb without threatening viability or obligations the maximum risk an organisation can absorb without threatening viability or obligations do not describe risk capacity as agreed until the operative document says so you will see risk capacity in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here risk capacity means the maximum risk an organisation can absorb without threatening viability or obligations corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party risk ethics access global context dependent","sn":"Risk capacity","t":"Risk capacity","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/risk-capacity/","ui":"Do not describe risk capacity as agreed until the operative document says so."},{"a":["board risk committee"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A board committee overseeing risk appetite, exposures and risk-management systems.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A board committee overseeing risk appetite, exposures and risk-management systems.","i":3203,"id":"governance.risk-committee","lv":"working","ph":"risk committee board risk committee board risk committee risk committee risk committee a board committee overseeing risk appetite exposures and risk management systems a board committee overseeing risk appetite exposures and risk management systems the minutes should record the decision on risk committee not reconstruct it later you will see risk committee in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here risk committee means a board committee overseeing risk appetite exposures and risk management systems corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting right contract law equipment technology workflow process organisation party risk ethics access global context dependent","sn":"Risk committee","t":"Risk committee","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/risk-committee/","ui":"The minutes should record the decision on risk committee, not reconstruct it later."},{"a":["risk-factor disclosure"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A disclosure describing material risks that could affect an issuer or investment.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A disclosure describing material risks that could affect an issuer or investment.","i":3204,"id":"reporting.risk-factor","lv":"core","ph":"risk factor risk factor disclosure risk factor risk factor disclosure risk factor a disclosure describing material risks that could affect an issuer or investment a disclosure describing material risks that could affect an issuer or investment can we circulate risk factor with the assumptions and open questions marked you will see risk factor in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here risk factor means a disclosure describing material risks that could affect an issuer or investment corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce risk ethics access global context dependent corporate","sn":"Risk factor","t":"Risk factor","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/risk-factor/","ui":"Can we circulate risk factor with the assumptions and open questions marked?"},{"a":["Rf"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Reference return on an asset treated as having minimal default risk in the chosen currency and horizon.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Reference return on an asset treated as having minimal default risk in the chosen currency and horizon.","i":3205,"id":"bizfinance.risk-free-rate","lv":"working","ph":"risk free rate rf rf risk free rate risk free rate reference return on an asset treated as having minimal default risk in the chosen currency and horizon reference return on an asset treated as having minimal default risk in the chosen currency and horizon compare risk free rate with the same cohort and period before drawing a conclusion you will see risk free rate in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here risk free rate means reference return on an asset treated as having minimal default risk in the chosen currency and horizon finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process risk ethics access global context dependent","sn":"Risk-free rate","t":"Risk-free rate","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/risk-free-rate/","ui":"Compare risk-free rate with the same cohort and period before drawing a conclusion."},{"a":["risk matrix"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A visual matrix plotting risks by likelihood and impact.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A visual matrix plotting risks by likelihood and impact.","i":3206,"id":"governance.risk-heat-map","lv":"core","ph":"risk heat map risk matrix risk heat map risk matrix risk heat map a visual matrix plotting risks by likelihood and impact a visual matrix plotting risks by likelihood and impact add risk heat map to the risk register with an owner and mitigation you will see risk heat map in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here risk heat map means a visual matrix plotting risks by likelihood and impact corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law format genre model risk ethics access global context dependent","sn":"Risk heat map","t":"Risk heat map","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/risk-heat-map/","ui":"Add risk heat map to the risk register with an owner and mitigation."},{"a":["mitigation"],"amb":["Mitigation"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Action to reduce the likelihood or impact of a risk.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Action to reduce the likelihood or impact of a risk.","i":3207,"id":"governance.risk-mitigation","lv":"core","ph":"risk mitigation mitigation mitigation risk mitigation risk mitigation action to reduce the likelihood or impact of a risk action to reduce the likelihood or impact of a risk the control is not complete until we can evidence how risk mitigation is monitored you will see risk mitigation in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here risk mitigation means action to reduce the likelihood or impact of a risk corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls mitigation startup business corporate investor finance people governance contracting compliance risk management reporting right contract law risk ethics access global context dependent","sn":"Risk mitigation","t":"Risk mitigation","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/risk-mitigation/","ui":"The control is not complete until we can evidence how risk mitigation is monitored."},{"a":["accountable risk owner"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The person accountable for managing a risk.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","investor","finance","people","operations"],"e":"The person accountable for managing a risk.","i":3208,"id":"people.risk-owner","lv":"core","ph":"risk owner accountable risk owner accountable risk owner risk owner risk owner the person accountable for managing a risk the person accountable for managing a risk bring risk owner into the next review before the decision gets made around them you will see risk owner in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights a loose definition can change rights obligations approval disclosure or enforceability here risk owner means the person accountable for managing a risk people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate investor finance people operations governance contracting compliance risk management reporting people planning employment performance management change management role person organisation party risk ethics access global context dependent","sn":"Risk owner","t":"Risk owner","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/risk-owner/","ui":"Bring risk owner into the next review before the decision gets made around them."},{"a":["enterprise risk profile"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A summary of an organisation's material risk exposures and characteristics.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A summary of an organisation's material risk exposures and characteristics.","i":3209,"id":"governance.risk-profile","lv":"core","ph":"risk profile enterprise risk profile enterprise risk profile risk profile risk profile a summary of an organisations material risk exposures and characteristics a summary of an organisations material risk exposures and characteristics the board will ask what happens if risk profile moves outside tolerance you will see risk profile in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here risk profile means a summary of an organisations material risk exposures and characteristics corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party risk ethics access global context dependent","sn":"Risk profile","t":"Risk profile","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/risk-profile/","ui":"The board will ask what happens if risk profile moves outside tolerance."},{"a":["risk score"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A score or classification combining likelihood, impact and other factors.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A score or classification combining likelihood, impact and other factors.","i":3210,"id":"governance.risk-rating","lv":"core","ph":"risk rating risk score risk rating risk score risk rating a score or classification combining likelihood impact and other factors a score or classification combining likelihood impact and other factors keep risk rating on the dashboard but show the definition and reporting period beside it you will see risk rating in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here risk rating means a score or classification combining likelihood impact and other factors corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law risk ethics access global context dependent","sn":"Risk rating","t":"Risk rating","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/risk-rating/","ui":"Keep risk rating on the dashboard, but show the definition and reporting period beside it."},{"a":["risk log"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A structured record of identified risks, owners, ratings, controls and actions.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A structured record of identified risks, owners, ratings, controls and actions.","i":3211,"id":"governance.risk-register","lv":"core","ph":"risk register risk log risk log risk register risk register a structured record of identified risks owners ratings controls and actions a structured record of identified risks owners ratings controls and actions can we circulate risk register with the assumptions and open questions marked you will see risk register in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here risk register means a structured record of identified risks owners ratings controls and actions corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law risk ethics access global context dependent","sn":"Risk register","t":"Risk register","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/risk-register/","ui":"Can we circulate risk register with the assumptions and open questions marked?"},{"a":["risk pack"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A report on material risks, indicators, controls and actions.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A report on material risks, indicators, controls and actions.","i":3212,"id":"reporting.risk-report","lv":"core","ph":"risk report risk pack risk pack risk report risk report a report on material risks indicators controls and actions a report on material risks indicators controls and actions attach the latest risk report to the decision pack before the meeting you will see risk report in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here risk report means a report on material risks indicators controls and actions corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party risk ethics access global context dependent","sn":"Risk report","t":"Risk report","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/risk-report/","ui":"Attach the latest risk report to the decision pack before the meeting."},{"a":["risks and mitigations slide"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide identifying material uncertainties and how they are monitored or mitigated.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that shows what could go wrong and what will be done.","i":3213,"id":"bizpitch.risk-slide","lv":"working","ph":"risk slide risks and mitigations slide risk slide risks and mitigations slide risk slide the slide that shows what could go wrong and what will be done a slide identifying material uncertainties and how they are monitored or mitigated a credible risk slide increases trust when it is specific you will see risk slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here risk slide means a slide identifying material uncertainties and how they are monitored or mitigated business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact risk ethics access global context dependent","sn":"Risk slide","t":"Risk slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/risk-slide/","ui":"A credible risk slide increases trust when it is specific."},{"a":["risk trigger"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A level that triggers escalation, action or review.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A level that triggers escalation, action or review.","i":3214,"id":"governance.risk-threshold","lv":"working","ph":"risk threshold risk trigger risk threshold risk trigger risk threshold a level that triggers escalation action or review a level that triggers escalation action or review the board will ask what happens if risk threshold moves outside tolerance you will see risk threshold in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here risk threshold means a level that triggers escalation action or review corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law workflow process risk ethics access global context dependent","sn":"Risk threshold","t":"Risk threshold","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/risk-threshold/","ui":"The board will ask what happens if risk threshold moves outside tolerance."},{"a":["risk limit"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The acceptable variation around a risk objective or limit.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The acceptable variation around a risk objective or limit.","i":3215,"id":"governance.risk-tolerance","lv":"core","ph":"risk tolerance risk limit risk limit risk tolerance risk tolerance the acceptable variation around a risk objective or limit the acceptable variation around a risk objective or limit can we circulate risk tolerance with the assumptions and open questions marked you will see risk tolerance in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here risk tolerance means the acceptable variation around a risk objective or limit corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls risk appetite startup business corporate investor finance people governance contracting compliance risk management reporting right contract law risk ethics access global context dependent corporate","sn":"Risk tolerance","t":"Risk tolerance","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/risk-tolerance/","ui":"Can we circulate risk tolerance with the assumptions and open questions marked?"},{"a":["transfer risk"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Shifting specified financial consequences to another party, often through insurance or contract.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Shifting specified financial consequences to another party, often through insurance or contract.","i":3216,"id":"governance.risk-transfer","lv":"core","ph":"risk transfer transfer risk risk transfer transfer risk risk transfer shifting specified financial consequences to another party often through insurance or contract shifting specified financial consequences to another party often through insurance or contract the board will ask what happens if risk transfer moves outside tolerance you will see risk transfer in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here risk transfer means shifting specified financial consequences to another party often through insurance or contract corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law risk ethics access global context dependent","sn":"Risk transfer","t":"Risk transfer","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/risk-transfer/","ui":"The board will ask what happens if risk transfer moves outside tolerance."},{"a":["mitigation plan"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A documented set of actions, owners and timing for changing a risk.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A documented set of actions, owners and timing for changing a risk.","i":3217,"id":"governance.risk-treatment-plan","lv":"core","ph":"risk treatment plan mitigation plan mitigation plan risk treatment plan risk treatment plan a documented set of actions owners and timing for changing a risk a documented set of actions owners and timing for changing a risk which version of risk treatment plan should the board treat as current you will see risk treatment plan in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here risk treatment plan means a documented set of actions owners and timing for changing a risk corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law risk ethics access global context dependent","sn":"Risk treatment plan","t":"Risk treatment plan","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/risk-treatment-plan/","ui":"Which version of risk treatment plan should the board treat as current?"},{"a":["RAT"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The important belief with the weakest evidence and greatest potential to invalidate the plan.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The guess most likely to break the idea.","i":3218,"id":"product.riskiest-assumption","lv":"core","ph":"riskiest assumption rat rat riskiest assumption riskiest assumption the guess most likely to break the idea the important belief with the weakest evidence and greatest potential to invalidate the plan the riskiest assumption is that hospitals can share the required data you will see riskiest assumption in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here riskiest assumption means the important belief with the weakest evidence and greatest potential to invalidate the plan product technology and innovation product management technology and innovation product discovery and research startup business corporate product technology product discovery product development testing launch operations document artifact equipment technology risk ethics access global context dependent","sn":"Riskiest assumption","t":"Riskiest assumption","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/riskiest-assumption/","ui":"The riskiest assumption is that hospitals can share the required data."},{"a":["hard-to-cancel flow"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A design that makes it easy to enter a service or subscription but difficult to leave.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A design that makes it easy to enter a service or subscription but difficult to leave.","i":3219,"id":"marketing.roach-motel","lv":"working","ph":"roach motel hard to cancel flow hard to cancel flow roach motel roach motel a design that makes it easy to enter a service or subscription but difficult to leave a design that makes it easy to enter a service or subscription but difficult to leave the draft mentions roach motel but the scope and jurisdiction are still unclear you will see roach motel in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here roach motel means a design that makes it easy to enter a service or subscription but difficult to leave marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Roach motel","t":"Roach motel","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/roach-motel/","ui":"The draft mentions roach motel, but the scope and jurisdiction are still unclear."},{"a":["investor roadshow"],"amb":["Investor roadshow"],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A sequence of presentations and meetings used to market a financing, transaction or company story to investors.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The company presents the same investment story to many investors.","i":3220,"id":"bizpitch.roadshow","lv":"working","ph":"roadshow investor roadshow investor roadshow roadshow roadshow the company presents the same investment story to many investors a sequence of presentations and meetings used to market a financing transaction or company story to investors the roadshow narrative must stay consistent while the questions change you will see roadshow in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here roadshow means a sequence of presentations and meetings used to market a financing transaction or company story to investors business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations investor roadshow startup business corporate investor sales planning pitching submission decision role person format genre model organisation party global context dependent","sn":"Roadshow","t":"Roadshow","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/roadshow/","ui":"The roadshow narrative must stay consistent while the questions change."},{"a":["organisational role"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A defined set of responsibilities, authority and expected contributions.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A defined set of responsibilities, authority and expected contributions.","i":3221,"id":"people.role","lv":"core","ph":"role organisational role organisational role role role a defined set of responsibilities authority and expected contributions a defined set of responsibilities authority and expected contributions can we test the claim about role against employee data and lived experience you will see role in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here role means a defined set of responsibilities authority and expected contributions people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Role","t":"Role","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/role/","ui":"Can we test the claim about role against employee data and lived experience?"},{"a":["unclear role"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Uncertainty about responsibilities, priorities or authority.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Uncertainty about responsibilities, priorities or authority.","i":3222,"id":"people.role-ambiguity","lv":"core","ph":"role ambiguity unclear role role ambiguity unclear role role ambiguity uncertainty about responsibilities priorities or authority uncertainty about responsibilities priorities or authority who is accountable for role ambiguity and who is affected by it you will see role ambiguity in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here role ambiguity means uncertainty about responsibilities priorities or authority people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Role ambiguity","t":"Role ambiguity","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/role-ambiguity/","ui":"Who is accountable for role ambiguity, and who is affected by it?"},{"a":["clarity of roles"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Shared understanding of who is responsible, accountable and authorised.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Shared understanding of who is responsible, accountable and authorised.","i":3223,"id":"people.role-clarity","lv":"core","ph":"role clarity clarity of roles clarity of roles role clarity role clarity shared understanding of who is responsible accountable and authorised shared understanding of who is responsible accountable and authorised which version of role clarity should the board treat as current you will see role clarity in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here role clarity means shared understanding of who is responsible accountable and authorised people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Role clarity","t":"Role clarity","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/role-clarity/","ui":"Which version of role clarity should the board treat as current?"},{"a":["conflicting responsibilities"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Incompatible expectations placed on a person or role.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Incompatible expectations placed on a person or role.","i":3224,"id":"people.role-conflict","lv":"working","ph":"role conflict conflicting responsibilities conflicting responsibilities role conflict role conflict incompatible expectations placed on a person or role incompatible expectations placed on a person or role the announcement should not get ahead of the agreed process for role conflict you will see role conflict in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here role conflict means incompatible expectations placed on a person or role people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Role conflict","t":"Role conflict","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/role-conflict/","ui":"The announcement should not get ahead of the agreed process for role conflict."},{"a":["duplicated accountability"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Duplication of responsibility across roles.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Duplication of responsibility across roles.","i":3225,"id":"people.role-overlap","lv":"working","ph":"role overlap duplicated accountability duplicated accountability role overlap role overlap duplication of responsibility across roles duplication of responsibility across roles the people plan needs to explain how role overlap affects roles and decisions you will see role overlap in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here role overlap means duplication of responsibility across roles people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Role overlap","t":"Role overlap","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/role-overlap/","ui":"The people plan needs to explain how role overlap affects roles and decisions."},{"a":["rollforward"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A schedule reconciling an opening balance, movements and closing balance.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A schedule reconciling an opening balance, movements and closing balance.","i":3226,"id":"bizfinance.roll-forward","lv":"core","ph":"roll forward rollforward roll forward rollforward roll forward a schedule reconciling an opening balance movements and closing balance a schedule reconciling an opening balance movements and closing balance which version of roll forward should the board treat as current you will see roll forward in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here roll forward means a schedule reconciling an opening balance movements and closing balance finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce equipment technology format genre model global context dependent","sn":"Roll-forward","t":"Roll-forward","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/roll-forward/","ui":"Which version of roll-forward should the board treat as current?"},{"a":["roll back"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Reverting a deployment or change to a previous stable state.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Undo a release that caused problems.","i":3227,"id":"product.rollback","lv":"core","ph":"rollback roll back roll back rollback rollback undo a release that caused problems reverting a deployment or change to a previous stable state the team triggered a rollback after error rates rose you will see rollback in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here rollback means reverting a deployment or change to a previous stable state product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Rollback","t":"Rollback","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/rollback/","ui":"The team triggered a rollback after error rates rose."},{"a":["rolling closing"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A fundraising structure in which investments close at multiple times rather than all at once.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investors complete the deal in stages.","i":3228,"id":"startup.rolling-close","lv":"working","ph":"rolling close rolling closing rolling close rolling closing rolling close investors complete the deal in stages a fundraising structure in which investments close at multiple times rather than all at once a rolling close gives the company cash earlier you will see rolling close in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here rolling close means a fundraising structure in which investments close at multiple times rather than all at once startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce workflow process organisation party status decision global context dependent","sn":"Rolling close","t":"Rolling close","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/rolling-close/","ui":"A rolling close gives the company cash earlier."},{"a":["continuous forecast"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A forecast continuously extended so a fixed future horizon is maintained.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A forecast continuously extended so a fixed future horizon is maintained.","i":3229,"id":"bizfinance.rolling-forecast","lv":"core","ph":"rolling forecast continuous forecast continuous forecast rolling forecast rolling forecast a forecast continuously extended so a fixed future horizon is maintained a forecast continuously extended so a fixed future horizon is maintained the headline changes once we calculate rolling forecast consistently you will see rolling forecast in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here rolling forecast means a forecast continuously extended so a fixed future horizon is maintained finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Rolling forecast","t":"Rolling forecast","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/rolling-forecast/","ui":"The headline changes once we calculate rolling forecast consistently."},{"a":["forecast roll-up"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Aggregation of forecasts from individual opportunities, sellers or teams.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Aggregation of forecasts from individual opportunities, sellers or teams.","i":3230,"id":"revenue.rollup","lv":"core","ph":"rollup forecast roll up forecast roll up rollup rollup aggregation of forecasts from individual opportunities sellers or teams aggregation of forecasts from individual opportunities sellers or teams keep rollup on the dashboard but show the definition and reporting period beside it you will see rollup in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here rollup means aggregation of forecasts from individual opportunities sellers or teams revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce organisation party global context dependent","sn":"Rollup","t":"Rollup","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/rollup/","ui":"Keep rollup on the dashboard, but show the definition and reporting period beside it."},{"a":["underlying cause"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The underlying factor that allowed a problem or event to occur.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","product","technology","investor","finance","people"],"e":"The underlying factor that allowed a problem or event to occur.","i":3231,"id":"governance.root-cause","lv":"core","ph":"root cause underlying cause root cause underlying cause root cause the underlying factor that allowed a problem or event to occur the underlying factor that allowed a problem or event to occur the control is not complete until we can evidence how root cause is monitored you will see root cause in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here root cause means the underlying factor that allowed a problem or event to occur corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate product technology investor finance people product discovery product development testing launch operations governance contracting compliance risk management reporting right contract law risk ethics access global context dependent","sn":"Root cause","t":"Root cause","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/root-cause/","ui":"The control is not complete until we can evidence how root cause is monitored."},{"a":["RCA"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Investigation of underlying causes of a performance gap.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["business","corporate","operations","procurement","sales","startup","people"],"e":"Investigation of underlying causes of a performance gap.","i":3232,"id":"people.root-cause-analysis","lv":"core","ph":"root cause analysis rca rca root cause analysis root cause analysis investigation of underlying causes of a performance gap investigation of underlying causes of a performance gap keep root cause analysis on the dashboard but show the definition and reporting period beside it you will see root cause analysis in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here root cause analysis means investigation of underlying causes of a performance gap people organisation and change organisation design people systems and change okrs kpis and performance goals business corporate operations procurement sales startup people operations procurement quality control risk management delivery people planning employment performance management change management organisation party global context dependent","sn":"Root-cause analysis","t":"Root-cause analysis","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/root-cause-analysis/","ui":"Keep root-cause analysis on the dashboard, but show the definition and reporting period beside it."},{"a":["raise size"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The total amount of capital sought or raised in a financing round.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"How much money the round contains.","i":3233,"id":"startup.round-size","lv":"core","ph":"round size raise size raise size round size round size how much money the round contains the total amount of capital sought or raised in a financing round the round size should follow from milestones and runway you will see round size in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here round size means the total amount of capital sought or raised in a financing round startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology workflow process organisation party global context dependent","sn":"Round size","t":"Round size","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/round-size/","ui":"The round size should follow from milestones and runway."},{"a":["RTM"],"amb":["RTM"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The channel and commercial path through which an offer reaches buyers.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The channel and commercial path through which an offer reaches buyers.","i":3234,"id":"revenue.route-to-market","lv":"core","ph":"route to market rtm route to market rtm route to market the channel and commercial path through which an offer reaches buyers the channel and commercial path through which an offer reaches buyers which segment owns the first proof point for route to market you will see route to market in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here route to market means the channel and commercial path through which an offer reaches buyers revenue sales and go to market go to market sales pricing and customer success go to market models and channels traceability matrix startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce equipment technology format genre model global context dependent business","sn":"Route to market","t":"Route to market","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/route-to-market/","ui":"Which segment owns the first proof point for route to market?"},{"a":["royalty-based financing"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Financing repaid through royalties linked to sales, revenue or use.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Repay capital through a share of sales.","i":3235,"id":"startup.royalty-financing","lv":"working","ph":"royalty financing royalty based financing royalty based financing royalty financing royalty financing repay capital through a share of sales financing repaid through royalties linked to sales revenue or use the royalty financing reduces near term dilution but affects gross margin you will see royalty financing in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding instruments and exemptions in funding instruments and exemptions a loose definition can change rights obligations approval disclosure or enforceability here royalty financing means financing repaid through royalties linked to sales revenue or use startups venture and fundraising startup formation venture capital and fundraising funding instruments and exemptions startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Royalty financing","t":"Royalty financing","tp":"Funding instruments & exemptions","tpid":"startup-venture-fundraising.funding-instruments","u":"terms/royalty-financing/","ui":"The royalty financing reduces near-term dilution but affects gross margin."},{"a":["Rule of Forty"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A SaaS heuristic adding revenue growth percentage and profit or cash-flow margin, with forty as a common benchmark.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Growth rate plus margin is compared with forty.","i":3236,"id":"startup.rule-of-40","lv":"working","ph":"rule of 40 rule of forty rule of 40 rule of forty rule of 40 growth rate plus margin is compared with forty a saas heuristic adding revenue growth percentage and profit or cash flow margin with forty as a common benchmark the rule of 40 depends on consistent metric definitions you will see rule of 40 in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup traction burn and capital efficiency it helps a reader interpret startup traction burn and capital efficiency without confusing the measure decision role or evidence being discussed here rule of 40 means a saas heuristic adding revenue growth percentage and profit or cash flow margin with forty as a common benchmark startups venture and fundraising startup formation venture capital and fundraising startup traction burn and capital efficiency startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce organisation party global context dependent","sn":"Rule of 40","t":"Rule of 40","tp":"Startup traction, burn & capital efficiency","tpid":"startup-venture-fundraising.startup-metrics","u":"terms/rule-of-40/","ui":"The Rule of 40 depends on consistent metric definitions."},{"a":["market-rumour response"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A company's decision whether and how to address market rumours, subject to rules.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A company's decision whether and how to address market rumours, subject to rules.","i":3237,"id":"reporting.rumour-response","lv":"specialist","ph":"rumour response market rumour response market rumour response rumour response rumour response a companys decision whether and how to address market rumours subject to rules a companys decision whether and how to address market rumours subject to rules can we state who receives the right created by rumour response and when it applies you will see rumour response in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here rumour response means a companys decision whether and how to address market rumours subject to rules corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce format genre model organisation party status decision global context dependent","sn":"Rumour response","t":"Rumour response","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/rumour-response/","ui":"Can we state who receives the right created by rumour response, and when it applies?"},{"a":["annualised run rate","annualized run rate","annualised rate"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"An annualised or forward-looking estimate based on a current pace, not a formal forecast unless stated.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","investor","marketing","product","finance"],"e":"An annualised or forward-looking estimate based on a current pace, not a formal forecast unless stated.","i":3238,"id":"reporting.run-rate","lv":"core","ph":"run rate annualised run rate annualized run rate annualised rate annualised rate annualised run rate annualized run rate run rate run rate an annualised or forward looking estimate based on a current pace not a formal forecast unless stated an annualised or forward looking estimate based on a current pace not a formal forecast unless stated compare run rate with the same cohort and period before drawing a conclusion you will see run rate in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here run rate means an annualised or forward looking estimate based on a current pace not a formal forecast unless stated corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance annual recurring revenue startup business corporate investor marketing product finance strategy market research planning pitching reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Run rate","t":"Run rate","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/run-rate/","ui":"Compare run rate with the same cohort and period before drawing a conclusion."},{"a":["annualised run-rate chart"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A chart projecting an annualised or future pace from current performance.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A chart that turns the current pace into a longer-period estimate.","i":3239,"id":"bizpitch.run-rate-chart","lv":"working","ph":"run rate chart annualised run rate chart annualised run rate chart run rate chart run rate chart a chart that turns the current pace into a longer period estimate a chart projecting an annualised or future pace from current performance label the run rate chart clearly so it is not mistaken for actual revenue you will see run rate chart in business pitches proposals executive summaries and decision decks when the discussion reaches business charts and exhibits it helps a reader interpret business charts and exhibits without confusing the measure decision role or evidence being discussed here run rate chart means a chart projecting an annualised or future pace from current performance business pitching and presentation materials business pitches decks and decision materials business charts and exhibits startup business corporate investor sales planning pitching submission decision metric standard specification global context dependent","sn":"Run-rate chart","t":"Run-rate chart","tp":"Business charts & exhibits","tpid":"business-pitching-artifacts.business-charts","u":"terms/run-rate-chart/","ui":"Label the run-rate chart clearly so it is not mistaken for actual revenue."},{"a":["run-rate plan"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A projection based mainly on recent performance annualised or extended.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A projection based mainly on recent performance annualised or extended.","i":3240,"id":"bizfinance.run-rate-forecast","lv":"core","ph":"run rate forecast run rate plan run rate forecast run rate plan run rate forecast a projection based mainly on recent performance annualised or extended a projection based mainly on recent performance annualised or extended the number is useful only if everyone calculates run rate forecast the same way you will see run rate forecast in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here run rate forecast means a projection based mainly on recent performance annualised or extended finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce workflow process global context dependent","sn":"Run-rate forecast","t":"Run-rate forecast","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/run-rate-forecast/","ui":"The number is useful only if everyone calculates run-rate forecast the same way."},{"a":["operations runbook"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A detailed operational guide for routine or incident procedures.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A detailed operational guide for routine or incident procedures.","i":3241,"id":"operations.runbook","lv":"working","ph":"runbook operations runbook operations runbook runbook runbook a detailed operational guide for routine or incident procedures a detailed operational guide for routine or incident procedures the number is useful only if everyone calculates runbook the same way you will see runbook in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here runbook means a detailed operational guide for routine or incident procedures operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Runbook","t":"Runbook","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/runbook/","ui":"The number is useful only if everyone calculates runbook the same way."},{"a":["cash runway"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Estimated time before available cash is exhausted at an assumed burn rate.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","investor","finance","corporate","business"],"e":"Estimated time before available cash is exhausted at an assumed burn rate.","i":3242,"id":"bizfinance.runway","lv":"core","ph":"runway cash runway cash runway runway runway estimated time before available cash is exhausted at an assumed burn rate estimated time before available cash is exhausted at an assumed burn rate compare runway with the same cohort and period before drawing a conclusion you will see runway in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here runway means estimated time before available cash is exhausted at an assumed burn rate finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity burn rate startup investor finance corporate business fundraising financing due diligence governance accounting planning forecasting valuation reporting metric standard specification finance commerce global context dependent","sn":"Runway","t":"Runway","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/runway/","ui":"Compare runway with the same cohort and period before drawing a conclusion."},{"a":["extend runway"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An increase in expected survival time achieved through new capital, revenue improvement or cost reduction.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Add more months before cash runs out.","i":3243,"id":"startup.runway-extension","lv":"core","ph":"runway extension extend runway extend runway runway extension runway extension add more months before cash runs out an increase in expected survival time achieved through new capital revenue improvement or cost reduction the restructuring creates a six month runway extension you will see runway extension in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup traction burn and capital efficiency it helps a reader interpret startup traction burn and capital efficiency without confusing the measure decision role or evidence being discussed here runway extension means an increase in expected survival time achieved through new capital revenue improvement or cost reduction startups venture and fundraising startup formation venture capital and fundraising startup traction burn and capital efficiency startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce equipment technology organisation party global context dependent","sn":"Runway extension","t":"Runway extension","tp":"Startup traction, burn & capital efficiency","tpid":"startup-venture-fundraising.startup-metrics","u":"terms/runway-extension/","ui":"The restructuring creates a six-month runway extension."},{"a":["residual value to paid-in"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Residual value to paid-in capital, measuring remaining portfolio value relative to contributed capital.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Unsold fund value compared with money invested.","i":3244,"id":"startup.rvpi","lv":"specialist","ph":"rvpi residual value to paid in residual value to paid in rvpi rvpi unsold fund value compared with money invested residual value to paid in capital measuring remaining portfolio value relative to contributed capital rvpi falls as investments are realised and distributed you will see rvpi in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here rvpi means residual value to paid in capital measuring remaining portfolio value relative to contributed capital startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"RVPI","t":"RVPI","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/rvpi/","ui":"RVPI falls as investments are realised and distributed."},{"a":["S corp"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A qualifying United States corporation that elects pass-through federal tax treatment, subject to eligibility rules.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A qualifying United States corporation that elects pass-through federal tax treatment, subject to eligibility rules.","i":3245,"id":"governance.s-corporation","lv":"working","ph":"s corporation s corp s corp s corporation s corporation a qualifying united states corporation that elects pass through federal tax treatment subject to eligibility rules a qualifying united states corporation that elects pass through federal tax treatment subject to eligibility rules compare s corporation with the same cohort and period before drawing a conclusion you will see s corporation in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here s corporation means a qualifying united states corporation that elects pass through federal tax treatment subject to eligibility rules corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law organisation party status decision global context dependent","sn":"S corporation","t":"S corporation","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/s-corporation/","ui":"Compare s corporation with the same cohort and period before drawing a conclusion."},{"a":["Simple Agreement for Future Equity"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A simple agreement for future equity giving the investor a contractual right to receive equity under specified future events.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An investment contract that usually turns into shares later.","i":3246,"id":"startup.safe","lv":"core","ph":"safe simple agreement for future equity safe simple agreement for future equity safe an investment contract that usually turns into shares later a simple agreement for future equity giving the investor a contractual right to receive equity under specified future events the safe uses a post money valuation cap you will see safe in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding instruments and exemptions in funding instruments and exemptions a loose definition can change rights obligations approval disclosure or enforceability here safe means a simple agreement for future equity giving the investor a contractual right to receive equity under specified future events startups venture and fundraising startup formation venture capital and fundraising funding instruments and exemptions convertible note startup investor finance corporate fundraising financing due diligence governance document artifact role person finance commerce right contract law organisation party global context dependent startup","sn":"SAFE","t":"SAFE","tp":"Funding instruments & exemptions","tpid":"startup-venture-fundraising.funding-instruments","u":"terms/safe/","ui":"The SAFE uses a post-money valuation cap."},{"a":["cautionary statement"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Caution intended to qualify forward-looking statements under applicable law.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Caution intended to qualify forward-looking statements under applicable law.","i":3247,"id":"reporting.safe-harbour-language","lv":"working","ph":"safe harbour language cautionary statement cautionary statement safe harbour language safe harbour language caution intended to qualify forward looking statements under applicable law caution intended to qualify forward looking statements under applicable law which version of safe harbour language should the board treat as current you will see safe harbour language in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here safe harbour language means caution intended to qualify forward looking statements under applicable law corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce right contract law global context dependent","sn":"Safe-harbour language","t":"Safe-harbour language","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/safe-harbour-language/","ui":"Which version of safe-harbour language should the board treat as current?"},{"a":["forward-looking disclaimer"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A caution describing forward-looking statements and associated uncertainties under applicable law.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A caution describing forward-looking statements and associated uncertainties under applicable law.","i":3248,"id":"reporting.safe-harbour-statement","lv":"working","ph":"safe harbour statement forward looking disclaimer forward looking disclaimer safe harbour statement safe harbour statement a caution describing forward looking statements and associated uncertainties under applicable law a caution describing forward looking statements and associated uncertainties under applicable law attach the latest safe harbour statement to the decision pack before the meeting you will see safe harbour statement in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here safe harbour statement means a caution describing forward looking statements and associated uncertainties under applicable law corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce right contract law global context dependent","sn":"Safe-harbour statement","t":"Safe-harbour statement","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/safe-harbour-statement/","ui":"Attach the latest safe-harbour statement to the decision pack before the meeting."},{"a":["incident frequency rate"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Workplace incidents relative to hours worked or employees under a stated formula.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Workplace incidents relative to hours worked or employees under a stated formula.","i":3249,"id":"people.safety-incident-rate","lv":"core","ph":"safety incident rate incident frequency rate incident frequency rate safety incident rate safety incident rate workplace incidents relative to hours worked or employees under a stated formula workplace incidents relative to hours worked or employees under a stated formula the number is useful only if everyone calculates safety incident rate the same way you will see safety incident rate in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here safety incident rate means workplace incidents relative to hours worked or employees under a stated formula people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification role person organisation party risk ethics access global context dependent","sn":"Safety incident rate","t":"Safety incident rate","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/safety-incident-rate/","ui":"The number is useful only if everyone calculates safety incident rate the same way."},{"a":["buffer stock"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Extra inventory held to protect against uncertainty in demand or supply.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Extra inventory held to protect against uncertainty in demand or supply.","i":3250,"id":"operations.safety-stock","lv":"core","ph":"safety stock buffer stock buffer stock safety stock safety stock extra inventory held to protect against uncertainty in demand or supply extra inventory held to protect against uncertainty in demand or supply compare safety stock with the same cohort and period before drawing a conclusion you will see safety stock in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here safety stock means extra inventory held to protect against uncertainty in demand or supply operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process risk ethics access global context dependent","sn":"Safety stock","t":"Safety stock","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/safety-stock/","ui":"Compare safety stock with the same cohort and period before drawing a conclusion."},{"a":["SAL"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A marketing lead reviewed and accepted by sales for follow-up.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A marketing lead reviewed and accepted by sales for follow-up.","i":3251,"id":"revenue.sales-accepted-lead","lv":"working","ph":"sales accepted lead sal sal sales accepted lead sales accepted lead a marketing lead reviewed and accepted by sales for follow up a marketing lead reviewed and accepted by sales for follow up who can verify sales accepted lead on the buyers side you will see sales accepted lead in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here sales accepted lead means a marketing lead reviewed and accepted by sales for follow up revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce workflow process format genre model global context dependent","sn":"Sales-accepted lead","t":"Sales-accepted lead","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/sales-accepted-lead/","ui":"Who can verify sales-accepted lead on the buyer’s side?"},{"a":["S&M expense"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Costs associated with sales, marketing and related customer acquisition activity.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Costs associated with sales, marketing and related customer acquisition activity.","i":3252,"id":"bizfinance.sales-and-marketing-expense","lv":"core","ph":"sales and marketing expense s and m expense s and m expense sales and marketing expense sales and marketing expense costs associated with sales marketing and related customer acquisition activity costs associated with sales marketing and related customer acquisition activity how are we defining sales and marketing expense in this deck you will see sales and marketing expense in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here sales and marketing expense means costs associated with sales marketing and related customer acquisition activity finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact role person finance commerce format genre model global context dependent","sn":"Sales and marketing expense","t":"Sales and marketing expense","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/sales-and-marketing-expense/","ui":"How are we defining sales and marketing expense in this deck?"},{"a":["S&OP"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A recurring process aligning demand, supply and financial plans.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A recurring process aligning demand, supply and financial plans.","i":3253,"id":"operations.sales-and-operations-planning","lv":"core","ph":"sales and operations planning s and op s and op sales and operations planning sales and operations planning a recurring process aligning demand supply and financial plans a recurring process aligning demand supply and financial plans how are we defining sales and operations planning in this deck you will see sales and operations planning in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here sales and operations planning means a recurring process aligning demand supply and financial plans operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Sales and operations planning","t":"Sales and operations planning","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/sales-and-operations-planning/","ui":"How are we defining sales and operations planning in this deck?"},{"a":["deal cycle"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The elapsed time from a defined starting point to closing or another sales outcome.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The elapsed time from a defined starting point to closing or another sales outcome.","i":3254,"id":"revenue.sales-cycle","lv":"core","ph":"sales cycle deal cycle deal cycle sales cycle sales cycle the elapsed time from a defined starting point to closing or another sales outcome the elapsed time from a defined starting point to closing or another sales outcome who can verify sales cycle on the buyers side you will see sales cycle in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here sales cycle means the elapsed time from a defined starting point to closing or another sales outcome revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce workflow process format genre model global context dependent","sn":"Sales cycle","t":"Sales cycle","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/sales-cycle/","ui":"Who can verify sales cycle on the buyer’s side?"},{"a":["sales presentation","customer deck"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation that frames a buyer's problem, proposed solution, proof, commercial value and next step.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A slide deck used to win a customer.","i":3255,"id":"bizpitch.sales-deck","lv":"core","ph":"sales deck sales presentation customer deck customer deck sales deck sales presentation sales deck a slide deck used to win a customer a presentation that frames a buyers problem proposed solution proof commercial value and next step the sales deck should use the buyers numbers wherever possible you will see sales deck in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here sales deck means a presentation that frames a buyers problem proposed solution proof commercial value and next step business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact role person global context dependent","sn":"Sales deck","t":"Sales deck","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/sales-deck/","ui":"The sales deck should use the buyer's numbers wherever possible."},{"a":["enablement"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Content, tools, training and processes designed to help salespeople perform effectively.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Content, tools, training and processes designed to help salespeople perform effectively.","i":3256,"id":"revenue.sales-enablement","lv":"core","ph":"sales enablement enablement enablement sales enablement sales enablement content tools training and processes designed to help salespeople perform effectively content tools training and processes designed to help salespeople perform effectively can we circulate sales enablement with the assumptions and open questions marked you will see sales enablement in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here sales enablement means content tools training and processes designed to help salespeople perform effectively revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce workflow process global context dependent","sn":"Sales enablement","t":"Sales enablement","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/sales-enablement/","ui":"Can we circulate sales enablement with the assumptions and open questions marked?"},{"a":["revenue forecast"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"An estimate of future sales or bookings for a defined period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"An estimate of future sales or bookings for a defined period.","i":3257,"id":"revenue.sales-forecast","lv":"core","ph":"sales forecast revenue forecast revenue forecast sales forecast sales forecast an estimate of future sales or bookings for a defined period an estimate of future sales or bookings for a defined period compare sales forecast with the same cohort and period before drawing a conclusion you will see sales forecast in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here sales forecast means an estimate of future sales or bookings for a defined period revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Sales forecast","t":"Sales forecast","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/sales-forecast/","ui":"Compare sales forecast with the same cohort and period before drawing a conclusion."},{"a":["purchase funnel"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A stage model showing how potential buyers narrow from awareness to purchase.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A stage model showing how potential buyers narrow from awareness to purchase.","i":3258,"id":"revenue.sales-funnel","lv":"core","ph":"sales funnel purchase funnel purchase funnel sales funnel sales funnel a stage model showing how potential buyers narrow from awareness to purchase a stage model showing how potential buyers narrow from awareness to purchase the account plan should show how sales funnel affects the next step you will see sales funnel in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here sales funnel means a stage model showing how potential buyers narrow from awareness to purchase revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages sales pipeline startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce equipment technology format genre model status decision global context dependent business","sn":"Sales funnel","t":"Sales funnel","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/sales-funnel/","ui":"The account plan should show how sales funnel affects the next step."},{"a":["SIP"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A plan defining sales targets, measures and variable compensation.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A plan defining sales targets, measures and variable compensation.","i":3259,"id":"people.sales-incentive-plan","lv":"core","ph":"sales incentive plan sip sales incentive plan sip sales incentive plan a plan defining sales targets measures and variable compensation a plan defining sales targets measures and variable compensation the announcement should not get ahead of the agreed process for sales incentive plan you will see sales incentive plan in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here sales incentive plan means a plan defining sales targets measures and variable compensation people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management document artifact metric standard specification organisation party global context dependent","sn":"Sales incentive plan","t":"Sales incentive plan","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/sales-incentive-plan/","ui":"The announcement should not get ahead of the agreed process for sales incentive plan."},{"a":["SLG"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A growth model in which salespeople actively identify, persuade and close customers.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A growth model in which salespeople actively identify, persuade and close customers.","i":3260,"id":"revenue.sales-led-growth","lv":"core","ph":"sales led growth slg sales led growth slg sales led growth a growth model in which salespeople actively identify persuade and close customers a growth model in which salespeople actively identify persuade and close customers can we connect sales led growth to a channel owner and measurable next step you will see sales led growth in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here sales led growth means a growth model in which salespeople actively identify persuade and close customers revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce equipment technology format genre model status decision global context dependent","sn":"Sales-led growth","t":"Sales-led growth","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/sales-led-growth/","ui":"Can we connect sales-led growth to a channel, owner and measurable next step?"},{"a":["incremental sales"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Estimated additional sales caused by a campaign or intervention.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Estimated additional sales caused by a campaign or intervention.","i":3261,"id":"marketing.sales-lift","lv":"working","ph":"sales lift incremental sales incremental sales sales lift sales lift estimated additional sales caused by a campaign or intervention estimated additional sales caused by a campaign or intervention the number is useful only if everyone calculates sales lift the same way you will see sales lift in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here sales lift means estimated additional sales caused by a campaign or intervention marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Sales lift","t":"Sales lift","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/sales-lift/","ui":"The number is useful only if everyone calculates sales lift the same way."},{"a":["commercial loop"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A loop in which customers, references or network effects improve future selling.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A loop in which customers, references or network effects improve future selling.","i":3262,"id":"marketing.sales-loop","lv":"working","ph":"sales loop commercial loop commercial loop sales loop sales loop a loop in which customers references or network effects improve future selling a loop in which customers references or network effects improve future selling the growth review needs to show the trade off behind sales loop you will see sales loop in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here sales loop means a loop in which customers references or network effects improve future selling marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent","sn":"Sales loop","t":"Sales loop","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/sales-loop/","ui":"The growth review needs to show the trade-off behind sales loop."},{"a":["deal pipeline"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The set of active sales opportunities, organised by stage and expected value.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The set of active sales opportunities, organised by stage and expected value.","i":3263,"id":"revenue.sales-pipeline","lv":"core","ph":"sales pipeline deal pipeline deal pipeline sales pipeline sales pipeline the set of active sales opportunities organised by stage and expected value the set of active sales opportunities organised by stage and expected value the account plan should show how sales pipeline affects the next step you will see sales pipeline in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here sales pipeline means the set of active sales opportunities organised by stage and expected value revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages sales funnel startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce format genre model status decision global context dependent business","sn":"Sales pipeline","t":"Sales pipeline","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/sales-pipeline/","ui":"The account plan should show how sales pipeline affects the next step."},{"a":["commercial sales pitch"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A persuasive explanation of why a buyer should choose a product, service or proposed solution.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A presentation designed to win a customer.","i":3264,"id":"bizpitch.sales-pitch","lv":"core","ph":"sales pitch commercial sales pitch commercial sales pitch sales pitch sales pitch a presentation designed to win a customer a persuasive explanation of why a buyer should choose a product service or proposed solution tailor the sales pitch to the buyers actual problem not the feature list you will see sales pitch in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here sales pitch means a persuasive explanation of why a buyer should choose a product service or proposed solution business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations startup business corporate investor sales planning pitching submission decision document artifact role person global context dependent","sn":"Sales pitch","t":"Sales pitch","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/sales-pitch/","ui":"Tailor the sales pitch to the buyer's actual problem, not the feature list."},{"a":["commercial playbook"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A documented guide to target buyers, messaging, process, tools and expected sales behaviours.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A guide explaining how the sales team should sell.","i":3265,"id":"bizpitch.sales-playbook","lv":"working","ph":"sales playbook commercial playbook commercial playbook sales playbook sales playbook a guide explaining how the sales team should sell a documented guide to target buyers messaging process tools and expected sales behaviours the sales playbook should reflect the real buying process you will see sales playbook in business pitches proposals executive summaries and decision decks when the discussion reaches supporting documents and leave behinds it helps a reader interpret supporting documents and leave behinds without confusing the measure decision role or evidence being discussed here sales playbook means a documented guide to target buyers messaging process tools and expected sales behaviours business pitching and presentation materials business pitches decks and decision materials supporting documents and leave behinds startup business corporate investor sales planning pitching submission decision document artifact role person workflow process global context dependent","sn":"Sales playbook","t":"Sales playbook","tp":"Supporting documents & leave-behinds","tpid":"business-pitching-artifacts.supporting-documents","u":"terms/sales-playbook/","ui":"The sales playbook should reflect the real buying process."},{"a":["seller productivity"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Output achieved relative to sales resources, time or cost.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Output achieved relative to sales resources, time or cost.","i":3266,"id":"revenue.sales-productivity","lv":"core","ph":"sales productivity seller productivity sales productivity seller productivity sales productivity output achieved relative to sales resources time or cost output achieved relative to sales resources time or cost how are we defining sales productivity in this deck you will see sales productivity in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here sales productivity means output achieved relative to sales resources time or cost revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Sales productivity","t":"Sales productivity","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/sales-productivity/","ui":"How are we defining sales productivity in this deck?"},{"a":["SQL"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A lead judged by sales to meet defined qualification criteria.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A lead judged by sales to meet defined qualification criteria.","i":3267,"id":"revenue.sales-qualified-lead","lv":"core","ph":"sales qualified lead sql sales qualified lead sql sales qualified lead a lead judged by sales to meet defined qualification criteria a lead judged by sales to meet defined qualification criteria the account plan should show how sales qualified lead affects the next step you will see sales qualified lead in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here sales qualified lead means a lead judged by sales to meet defined qualification criteria revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages marketing qualified lead startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce format genre model status decision global context dependent","sn":"Sales-qualified lead","t":"Sales-qualified lead","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/sales-qualified-lead/","ui":"The account plan should show how sales-qualified lead affects the next step."},{"a":["pipeline velocity"],"amb":["Pipeline velocity","sales velocity"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A measure of how quickly qualified opportunity value converts into revenue or bookings.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A number showing how quickly qualified opportunity value converts into revenue or bookings.","i":3268,"id":"revenue.sales-velocity","lv":"working","ph":"sales velocity pipeline velocity pipeline velocity sales velocity sales velocity a number showing how quickly qualified opportunity value converts into revenue or bookings a measure of how quickly qualified opportunity value converts into revenue or bookings keep sales velocity on the dashboard but show the definition and reporting period beside it you will see sales velocity in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here sales velocity means a measure of how quickly qualified opportunity value converts into revenue or bookings revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity pipeline velocity startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Sales velocity","t":"Sales velocity","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/sales-velocity/","ui":"Keep sales velocity on the dashboard, but show the definition and reporting period beside it."},{"a":["human-rights salience"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The relative severity and likelihood of a human-rights impact, often used to prioritise action.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The relative severity and likelihood of a human-rights impact, often used to prioritise action.","i":3269,"id":"sustainability.salience","lv":"working","ph":"salience human rights salience human rights salience salience salience the relative severity and likelihood of a human rights impact often used to prioritise action the relative severity and likelihood of a human rights impact often used to prioritise action can we separate the target for salience from measured performance you will see salience in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here salience means the relative severity and likelihood of a human rights impact often used to prioritise action sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance right contract law risk ethics access global context dependent","sn":"Salience","t":"Salience","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/salience/","ui":"Can we separate the target for salience from measured performance?"},{"a":["salient issue"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A human-rights issue with the most severe potential negative impacts linked to the business.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A human-rights issue with the most severe potential negative impacts linked to the business.","i":3270,"id":"sustainability.salient-human-rights-issue","lv":"core","ph":"salient human rights issue salient issue salient human rights issue salient issue salient human rights issue a human rights issue with the most severe potential negative impacts linked to the business a human rights issue with the most severe potential negative impacts linked to the business the sustainability report needs the method exclusions and assurance status for salient human rights issue you will see salient human rights issue in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here salient human rights issue means a human rights issue with the most severe potential negative impacts linked to the business sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance right contract law risk ethics access global context dependent","sn":"Salient human-rights issue","t":"Salient human-rights issue","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/salient-human-rights-issue/","ui":"The sustainability report needs the method, exclusions and assurance status for salient human-rights issue."},{"a":["comparable-store sales"],"amb":["same-store sales"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Sales growth from locations operating in both comparison periods under specified eligibility rules.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Sales growth from locations operating in both comparison periods under specified eligibility rules.","i":3271,"id":"revenue.same-store-sales","lv":"working","ph":"same store sales comparable store sales comparable store sales same store sales same store sales sales growth from locations operating in both comparison periods under specified eligibility rules sales growth from locations operating in both comparison periods under specified eligibility rules how are we defining same store sales in this deck you will see same store sales in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here same store sales means sales growth from locations operating in both comparison periods under specified eligibility rules revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics comparable sales startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Same-store sales","t":"Same-store sales","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/same-store-sales/","ui":"How are we defining same-store sales in this deck?"},{"a":["research sample"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The subset of a population from which data is collected.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The subset of a population from which data is collected.","i":3272,"id":"marketing.sample","lv":"core","ph":"sample research sample research sample sample sample the subset of a population from which data is collected the subset of a population from which data is collected define sample in the research plan before fieldwork begins you will see sample in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here sample means the subset of a population from which data is collected marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting equipment technology format genre model global context dependent","sn":"Sample","t":"Sample","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/sample/","ui":"Define sample in the research plan before fieldwork begins."},{"a":["n"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The number of observations or participants included.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","product","technology","marketing","sales"],"e":"The number of observations or participants included.","i":3273,"id":"marketing.sample-size","lv":"core","ph":"sample size n n sample size sample size the number of observations or participants included the number of observations or participants included can we show the uncertainty around sample size instead of presenting one clean number you will see sample size in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here sample size means the number of observations or participants included marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate product technology marketing sales product discovery product development testing launch operations market research marketing growth reporting format genre model global context dependent","sn":"Sample size","t":"Sample size","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/sample-size/","ui":"Can we show the uncertainty around sample size instead of presenting one clean number?"},{"a":["selection bias"],"amb":["Sampling bias","selection bias"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Systematic distortion caused by how participants or observations are selected.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Systematic distortion caused by how participants or observations are selected.","i":3274,"id":"marketing.sampling-bias","lv":"core","ph":"sampling bias selection bias sampling bias selection bias sampling bias systematic distortion caused by how participants or observations are selected systematic distortion caused by how participants or observations are selected define sampling bias in the research plan before fieldwork begins you will see sampling bias in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here sampling bias means systematic distortion caused by how participants or observations are selected marketing brand and growth brand marketing media and growth research awareness and brand tracking selection bias startup business corporate marketing sales market research marketing growth reporting equipment technology format genre model global context dependent","sn":"Sampling bias","t":"Sampling bias","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/sampling-bias/","ui":"Define sampling bias in the research plan before fieldwork begins."},{"a":["sample universe"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The available list or system from which a sample is drawn.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The available list or system from which a sample is drawn.","i":3275,"id":"marketing.sampling-frame","lv":"working","ph":"sampling frame sample universe sample universe sampling frame sampling frame the available list or system from which a sample is drawn the available list or system from which a sample is drawn can we show the uncertainty around sampling frame instead of presenting one clean number you will see sampling frame in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here sampling frame means the available list or system from which a sample is drawn marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting equipment technology format genre model global context dependent","sn":"Sampling frame","t":"Sampling frame","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/sampling-frame/","ui":"Can we show the uncertainty around sampling frame instead of presenting one clean number?"},{"a":["quality sample plan"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A rule for selecting units to inspect or test.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A rule for selecting units to inspect or test.","i":3276,"id":"operations.sampling-plan","lv":"working","ph":"sampling plan quality sample plan quality sample plan sampling plan sampling plan a rule for selecting units to inspect or test a rule for selecting units to inspect or test can we distinguish prevention from inspection in the way we handle sampling plan you will see sampling plan in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here sampling plan means a rule for selecting units to inspect or test operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Sampling plan","t":"Sampling plan","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/sampling-plan/","ui":"Can we distinguish prevention from inspection in the way we handle sampling plan?"},{"a":["sanctions check"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Checking people, entities and transactions against applicable sanctions restrictions.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Checking people, entities and transactions against applicable sanctions restrictions.","i":3277,"id":"governance.sanctions-screening","lv":"core","ph":"sanctions screening sanctions check sanctions check sanctions screening sanctions screening checking people entities and transactions against applicable sanctions restrictions checking people entities and transactions against applicable sanctions restrictions can we state who receives the right created by sanctions screening and when it applies you will see sanctions screening in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here sanctions screening means checking people entities and transactions against applicable sanctions restrictions corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Sanctions screening","t":"Sanctions screening","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/sanctions-screening/","ui":"Can we state who receives the right created by sanctions screening, and when it applies?"},{"a":["forecast sandbagging"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Deliberately understating likely performance to reduce expectations or create an easier beat.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Deliberately understating likely performance to reduce expectations or create an easier beat.","i":3278,"id":"revenue.sandbagging","lv":"working","ph":"sandbagging forecast sandbagging forecast sandbagging sandbagging sandbagging deliberately understating likely performance to reduce expectations or create an easier beat deliberately understating likely performance to reduce expectations or create an easier beat how are we defining sandbagging in this deck you will see sandbagging in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here sandbagging means deliberately understating likely performance to reduce expectations or create an easier beat revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Sandbagging","t":"Sandbagging","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/sandbagging/","ui":"How are we defining sandbagging in this deck?"},{"a":["SASB sector"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"An industry classification used to identify relevant SASB disclosure topics and metrics.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"An industry classification used to identify relevant SASB disclosure topics and metrics.","i":3279,"id":"sustainability.sasb-industry","lv":"working","ph":"sasb industry sasb sector sasb industry sasb sector sasb industry an industry classification used to identify relevant sasb disclosure topics and metrics an industry classification used to identify relevant sasb disclosure topics and metrics the number is useful only if everyone calculates sasb industry the same way you will see sasb industry in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here sasb industry means an industry classification used to identify relevant sasb disclosure topics and metrics sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification format genre model risk ethics access global context dependent","sn":"SASB industry","t":"SASB industry","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/sasb-industry/","ui":"The number is useful only if everyone calculates sASB industry the same way."},{"a":["Sustainability Accounting Standards Board Standards"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Industry-based sustainability disclosure standards maintained under the IFRS Foundation.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Industry-based sustainability disclosure standards maintained under the IFRS Foundation.","i":3280,"id":"sustainability.sasb-standards","lv":"core","ph":"sasb standards sustainability accounting standards board standards sasb standards sustainability accounting standards board standards sasb standards industry based sustainability disclosure standards maintained under the ifrs foundation industry based sustainability disclosure standards maintained under the ifrs foundation can we separate the target for sasb standards from measured performance you will see sasb standards in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here sasb standards means industry based sustainability disclosure standards maintained under the ifrs foundation sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance format genre model risk ethics access global context dependent","sn":"SASB Standards","t":"SASB Standards","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/sasb-standards/","ui":"Can we separate the target for sASB Standards from measured performance?"},{"a":["media saturation"],"amb":["Saturation"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A point at which additional media or spend produces substantially lower incremental effect.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A point at which additional media or spend produces substantially lower incremental effect.","i":3281,"id":"marketing.saturation.marketing-brand-growth-attribution-incrementality","lv":"working","ph":"saturation media saturation media saturation saturation saturation a point at which additional media or spend produces substantially lower incremental effect a point at which additional media or spend produces substantially lower incremental effect compare saturation with the same cohort and period before drawing a conclusion you will see saturation in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here saturation means a point at which additional media or spend produces substantially lower incremental effect marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness saturation startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Saturation","t":"Saturation","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/saturation--marketing-saturation-marketing-brand-growth-attribution-incrementality/","ui":"Compare saturation with the same cohort and period before drawing a conclusion."},{"a":["thematic saturation"],"amb":["Saturation"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"In qualitative research, the point at which additional data yields little new relevant information for the study question.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"More interviews are no longer adding important new themes.","i":3282,"id":"product.saturation.product-technology-innovation-product-discovery","lv":"working","ph":"saturation thematic saturation saturation thematic saturation saturation more interviews are no longer adding important new themes in qualitative research the point at which additional data yields little new relevant information for the study question saturation is a judgment not a magic sample size you will see saturation in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here saturation means in qualitative research the point at which additional data yields little new relevant information for the study question product technology and innovation product management technology and innovation product discovery and research saturation startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology global context dependent","sn":"Saturation","t":"Saturation","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/saturation--product-saturation-product-technology-innovation-product-discovery/","ui":"Saturation is a judgment, not a magic sample size."},{"a":["cancellation save rate"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The proportion of attempted cancellations prevented through retention activity.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The proportion of attempted cancellations prevented through retention activity.","i":3283,"id":"revenue.save-rate","lv":"working","ph":"save rate cancellation save rate cancellation save rate save rate save rate the proportion of attempted cancellations prevented through retention activity the proportion of attempted cancellations prevented through retention activity keep save rate on the dashboard but show the definition and reporting period beside it you will see save rate in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here save rate means the proportion of attempted cancellations prevented through retention activity revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Save rate","t":"Save rate","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/save-rate/","ui":"Keep save rate on the dashboard, but show the definition and reporting period beside it."},{"a":["scale capability"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The ability of a system or organisation to handle growth without unacceptable loss of performance or economics.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The system can grow without breaking or becoming uneconomic.","i":3284,"id":"product.scalability","lv":"core","ph":"scalability scale capability scalability scale capability scalability the system can grow without breaking or becoming uneconomic the ability of a system or organisation to handle growth without unacceptable loss of performance or economics scalability includes people and support not only servers you will see scalability in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here scalability means the ability of a system or organisation to handle growth without unacceptable loss of performance or economics product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations right contract law equipment technology organisation party global context dependent","sn":"Scalability","t":"Scalability","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/scalability/","ui":"Scalability includes people and support, not only servers."},{"a":["scaleup","scaling company"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A company that has found a working model and is expanding systems, team and revenue rapidly.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A company moving from finding the model to growing it.","i":3285,"id":"startup.scale-up","lv":"core","ph":"scale up scaleup scaling company scale up scaleup scaling company scale up a company moving from finding the model to growing it a company that has found a working model and is expanding systems team and revenue rapidly the scale up needs processes that do not destroy speed you will see scale up in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here scale up means a company that has found a working model and is expanding systems team and revenue rapidly startups venture and fundraising startup formation venture capital and fundraising startup stages and company states startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology format genre model organisation party status decision global context dependent","sn":"Scale-up","t":"Scale-up","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/scale-up/","ui":"The scale-up needs processes that do not destroy speed."},{"a":["limited-availability claim"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A claim that availability is limited, which requires truthful support.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A claim that availability is limited, which requires truthful support.","i":3286,"id":"marketing.scarcity-claim","lv":"core","ph":"scarcity claim limited availability claim limited availability claim scarcity claim scarcity claim a claim that availability is limited which requires truthful support a claim that availability is limited which requires truthful support do not describe scarcity claim as agreed until the operative document says so you will see scarcity claim in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here scarcity claim means a claim that availability is limited which requires truthful support marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Scarcity claim","t":"Scarcity claim","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/scarcity-claim/","ui":"Do not describe scarcity claim as agreed until the operative document says so."},{"a":["planning scenario","climate scenario"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A coherent set of assumptions describing one possible future.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","investor","marketing","product","finance","sustainability","operations"],"e":"A coherent set of assumptions describing one possible future.","i":3287,"id":"bizfinance.scenario","lv":"core","ph":"scenario planning scenario climate scenario climate scenario planning scenario scenario scenario a coherent set of assumptions describing one possible future a coherent set of assumptions describing one possible future can you walk me through how scenario works in the model you will see scenario in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here scenario means a coherent set of assumptions describing one possible future finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate investor marketing product finance sustainability operations strategy market research planning pitching accounting forecasting valuation reporting financing risk management sustainability reporting disclosure assurance document artifact finance commerce workflow process global context dependent","sn":"Scenario","t":"Scenario","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/scenario/","ui":"Can you walk me through how scenario works in the model?"},{"a":["scenario assessment"],"amb":["Scenario analysis"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Analysis of outcomes under coherent alternative future conditions.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Analysis of outcomes under coherent alternative future conditions.","i":3288,"id":"governance.scenario-analysis","lv":"core","ph":"scenario analysis scenario assessment scenario analysis scenario assessment scenario analysis analysis of outcomes under coherent alternative future conditions analysis of outcomes under coherent alternative future conditions can we separate the likelihood of scenario analysis from its potential impact you will see scenario analysis in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here scenario analysis means analysis of outcomes under coherent alternative future conditions corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls scenario planning startup business corporate investor finance people governance contracting compliance risk management reporting right contract law risk ethics access global context dependent","sn":"Scenario analysis","t":"Scenario analysis","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/scenario-analysis/","ui":"Can we separate the likelihood of scenario analysis from its potential impact?"},{"a":["simulation exercise"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A structured practice session testing plans against a hypothetical event.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A structured practice session testing plans against a hypothetical event.","i":3289,"id":"operations.scenario-exercise","lv":"core","ph":"scenario exercise simulation exercise scenario exercise simulation exercise scenario exercise a structured practice session testing plans against a hypothetical event a structured practice session testing plans against a hypothetical event the control is not complete until we can evidence how scenario exercise is monitored you will see scenario exercise in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here scenario exercise means a structured practice session testing plans against a hypothetical event operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Scenario exercise","t":"Scenario exercise","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/scenario-exercise/","ui":"The control is not complete until we can evidence how scenario exercise is monitored."},{"a":["scenario grid"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A grid comparing outcomes under defined combinations of assumptions or external conditions.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A table comparing different possible futures.","i":3290,"id":"bizpitch.scenario-matrix","lv":"working","ph":"scenario matrix scenario grid scenario grid scenario matrix scenario matrix a table comparing different possible futures a grid comparing outcomes under defined combinations of assumptions or external conditions keep the scenario matrix internally consistent you will see scenario matrix in business pitches proposals executive summaries and decision decks when the discussion reaches business charts and exhibits it helps a reader interpret business charts and exhibits without confusing the measure decision role or evidence being discussed here scenario matrix means a grid comparing outcomes under defined combinations of assumptions or external conditions business pitching and presentation materials business pitches decks and decision materials business charts and exhibits startup business corporate investor sales planning pitching submission decision format genre model global context dependent","sn":"Scenario matrix","t":"Scenario matrix","tp":"Business charts & exhibits","tpid":"business-pitching-artifacts.business-charts","u":"terms/scenario-matrix/","ui":"Keep the scenario matrix internally consistent."},{"a":["case model"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A model allowing outputs to change across defined assumption sets.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A model allowing outputs to change across defined assumption sets.","i":3291,"id":"bizfinance.scenario-model","lv":"core","ph":"scenario model case model case model scenario model scenario model a model allowing outputs to change across defined assumption sets a model allowing outputs to change across defined assumption sets the board will want to know which inputs move scenario model most you will see scenario model in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here scenario model means a model allowing outputs to change across defined assumption sets finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Scenario model","t":"Scenario model","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/scenario-model/","ui":"The board will want to know which inputs move scenario model most."},{"a":["scenario strategy","scenario analysis"],"amb":["Scenario analysis"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Exploration of several plausible futures and their implications.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","investor","marketing","product","finance"],"e":"Exploration of several plausible futures and their implications.","i":3292,"id":"bizfinance.scenario-planning","lv":"core","ph":"scenario planning scenario strategy scenario analysis scenario analysis scenario planning scenario strategy scenario planning exploration of several plausible futures and their implications exploration of several plausible futures and their implications keep scenario planning on the dashboard but show the definition and reporting period beside it you will see scenario planning in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here scenario planning means exploration of several plausible futures and their implications finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios scenario analysis startup business corporate investor marketing product finance strategy market research planning pitching accounting forecasting valuation reporting financing document artifact metric standard specification finance commerce workflow process global context dependent","sn":"Scenario planning","t":"Scenario planning","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/scenario-planning/","ui":"Keep scenario planning on the dashboard, but show the definition and reporting period beside it."},{"a":["contract schedule"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A detailed attachment forming part of an agreement.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A detailed attachment forming part of an agreement.","i":3293,"id":"governance.schedule","lv":"core","ph":"schedule contract schedule contract schedule schedule schedule a detailed attachment forming part of an agreement a detailed attachment forming part of an agreement the draft mentions schedule but the scope and jurisdiction are still unclear you will see schedule in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here schedule means a detailed attachment forming part of an agreement corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Schedule","t":"Schedule","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/schedule/","ui":"The draft mentions schedule, but the scope and jurisdiction are still unclear."},{"a":["plan adherence"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The degree to which work follows the planned schedule.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The degree to which work follows the planned schedule.","i":3294,"id":"operations.schedule-adherence","lv":"working","ph":"schedule adherence plan adherence plan adherence schedule adherence schedule adherence the degree to which work follows the planned schedule the degree to which work follows the planned schedule can we circulate schedule adherence with the assumptions and open questions marked you will see schedule adherence in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here schedule adherence means the degree to which work follows the planned schedule operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Schedule adherence","t":"Schedule adherence","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/schedule-adherence/","ui":"Can we circulate schedule adherence with the assumptions and open questions marked?"},{"a":["data schema"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The defined structure and rules of a database or data format.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The blueprint for how data is organised.","i":3295,"id":"product.schema","lv":"core","ph":"schema data schema data schema schema schema the blueprint for how data is organised the defined structure and rules of a database or data format the schema change needs a migration plan you will see schema in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here schema means the defined structure and rules of a database or data format product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Schema","t":"Schema","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/schema/","ui":"The schema change needs a migration plan."},{"a":["SBT"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A target assessed against a stated pathway and methodology intended to align with climate science.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A target assessed against a stated pathway and methodology intended to align with climate science.","i":3296,"id":"sustainability.science-based-target","lv":"core","ph":"science based target sbt sbt science based target science based target a target assessed against a stated pathway and methodology intended to align with climate science a target assessed against a stated pathway and methodology intended to align with climate science can we separate the target for science based target from measured performance you will see science based target in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here science based target means a target assessed against a stated pathway and methodology intended to align with climate science sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Science-based target","t":"Science-based target","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/science-based-target/","ui":"Can we separate the target for science-based target from measured performance?"},{"a":["direct emissions"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Direct greenhouse-gas emissions from sources owned or controlled by the reporting organisation.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Direct greenhouse-gas emissions from sources owned or controlled by the reporting organisation.","i":3297,"id":"sustainability.scope-1-emissions","lv":"core","ph":"scope 1 emissions direct emissions direct emissions scope 1 emissions scope 1 emissions direct greenhouse gas emissions from sources owned or controlled by the reporting organisation direct greenhouse gas emissions from sources owned or controlled by the reporting organisation attach the latest scope 1 emissions to the decision pack before the meeting you will see scope 1 emissions in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here scope 1 emissions means direct greenhouse gas emissions from sources owned or controlled by the reporting organisation sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting scope 2 emissions corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact organisation party risk ethics access global context dependent corporate","sn":"Scope 1 emissions","t":"Scope 1 emissions","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/scope-1-emissions/","ui":"Attach the latest scope 1 emissions to the decision pack before the meeting."},{"a":["purchased-energy emissions"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Indirect emissions from purchased or acquired energy consumed by the reporting organisation.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Indirect emissions from purchased or acquired energy consumed by the reporting organisation.","i":3298,"id":"sustainability.scope-2-emissions","lv":"core","ph":"scope 2 emissions purchased energy emissions purchased energy emissions scope 2 emissions scope 2 emissions indirect emissions from purchased or acquired energy consumed by the reporting organisation indirect emissions from purchased or acquired energy consumed by the reporting organisation can we circulate scope 2 emissions with the assumptions and open questions marked you will see scope 2 emissions in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here scope 2 emissions means indirect emissions from purchased or acquired energy consumed by the reporting organisation sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting scope 1 emissions scope 3 emissions corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact organisation party risk ethics access global context dependent corporate","sn":"Scope 2 emissions","t":"Scope 2 emissions","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/scope-2-emissions/","ui":"Can we circulate scope 2 emissions with the assumptions and open questions marked?"},{"a":["Scope 2 standard"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"GHG Protocol guidance for accounting for purchased-energy emissions.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"GHG Protocol guidance for accounting for purchased-energy emissions.","i":3299,"id":"sustainability.scope-2-guidance","lv":"working","ph":"scope 2 guidance scope 2 standard scope 2 guidance scope 2 standard scope 2 guidance ghg protocol guidance for accounting for purchased energy emissions ghg protocol guidance for accounting for purchased energy emissions which standard and reporting period govern scope 2 guidance you will see scope 2 guidance in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here scope 2 guidance means ghg protocol guidance for accounting for purchased energy emissions sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance format genre model risk ethics access global context dependent","sn":"Scope 2 Guidance","t":"Scope 2 Guidance","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/scope-2-guidance/","ui":"Which standard and reporting period govern scope 2 Guidance?"},{"a":["value-chain category"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"One of the defined categories used to organise value-chain emissions.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"One of the defined categories used to organise value-chain emissions.","i":3300,"id":"sustainability.scope-3-category","lv":"working","ph":"scope 3 category value chain category scope 3 category value chain category scope 3 category one of the defined categories used to organise value chain emissions one of the defined categories used to organise value chain emissions which standard and reporting period govern scope 3 category you will see scope 3 category in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here scope 3 category means one of the defined categories used to organise value chain emissions sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Scope 3 category","t":"Scope 3 category","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/scope-3-category/","ui":"Which standard and reporting period govern scope 3 category?"},{"a":["value-chain emissions"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Other indirect emissions across the value chain, organised into defined categories.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Other indirect emissions across the value chain, organised into defined categories.","i":3301,"id":"sustainability.scope-3-emissions","lv":"core","ph":"scope 3 emissions value chain emissions scope 3 emissions value chain emissions scope 3 emissions other indirect emissions across the value chain organised into defined categories other indirect emissions across the value chain organised into defined categories which standard and reporting period govern scope 3 emissions you will see scope 3 emissions in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here scope 3 emissions means other indirect emissions across the value chain organised into defined categories sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting scope 2 emissions corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent corporate","sn":"Scope 3 emissions","t":"Scope 3 emissions","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/scope-3-emissions/","ui":"Which standard and reporting period govern scope 3 emissions?"},{"a":["Corporate Value Chain Standard"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"GHG Protocol standard for value-chain emissions.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"GHG Protocol standard for value-chain emissions.","i":3302,"id":"sustainability.scope-3-standard","lv":"core","ph":"scope 3 standard corporate value chain standard corporate value chain standard scope 3 standard scope 3 standard ghg protocol standard for value chain emissions ghg protocol standard for value chain emissions the sustainability report needs the method exclusions and assurance status for scope 3 standard you will see scope 3 standard in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here scope 3 standard means ghg protocol standard for value chain emissions sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance format genre model risk ethics access global context dependent","sn":"Scope 3 Standard","t":"Scope 3 Standard","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/scope-3-standard/","ui":"The sustainability report needs the method, exclusions and assurance status for scope 3 Standard."},{"a":["requirements creep"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Uncontrolled expansion of work without corresponding agreement on time, cost or resources.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Uncontrolled expansion of work without corresponding agreement on time, cost or resources.","i":3303,"id":"revenue.scope-creep","lv":"core","ph":"scope creep requirements creep requirements creep scope creep scope creep uncontrolled expansion of work without corresponding agreement on time cost or resources uncontrolled expansion of work without corresponding agreement on time cost or resources do not describe scope creep as agreed until the operative document says so you will see scope creep in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here scope creep means uncontrolled expansion of work without corresponding agreement on time cost or resources revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Scope creep","t":"Scope creep","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/scope-creep/","ui":"Do not describe scope creep as agreed until the operative document says so."},{"a":["SOW","scope"],"amb":["SOW"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A description of work, boundaries, deliverables and responsibilities.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A description of work, boundaries, deliverables and responsibilities.","i":3304,"id":"operations.scope-of-work","lv":"core","ph":"scope of work sow scope scope scope of work sow scope of work a description of work boundaries deliverables and responsibilities a description of work boundaries deliverables and responsibilities which version of scope of work should the board treat as current you will see scope of work in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here scope of work means a description of work boundaries deliverables and responsibilities operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents source of wealth statement of work business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent business","sn":"Scope of work","t":"Scope of work","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/scope-of-work/","ui":"Which version of scope of work should the board treat as current?"},{"a":["performance scorecard"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A concise set of measures used to monitor performance.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","investor","sales","people","operations"],"e":"A concise set of measures used to monitor performance.","i":3305,"id":"people.scorecard","lv":"core","ph":"scorecard performance scorecard performance scorecard scorecard scorecard a concise set of measures used to monitor performance a concise set of measures used to monitor performance the number is useful only if everyone calculates scorecard the same way you will see scorecard in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here scorecard means a concise set of measures used to monitor performance people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate investor sales people operations planning pitching submission decision people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Scorecard","t":"Scorecard","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/scorecard/","ui":"The number is useful only if everyone calculates scorecard the same way."},{"a":["angel scorecard"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An early-stage valuation method comparing a startup with benchmarked peers across selected factors.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An early-stage valuation method comparing a startup with benchmarked peers across selected factors.","i":3306,"id":"bizfinance.scorecard-valuation-method","lv":"specialist","ph":"scorecard valuation method angel scorecard angel scorecard scorecard valuation method scorecard valuation method an early stage valuation method comparing a startup with benchmarked peers across selected factors an early stage valuation method comparing a startup with benchmarked peers across selected factors the valuation memo needs to state the assumptions behind scorecard valuation method you will see scorecard valuation method in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here scorecard valuation method means an early stage valuation method comparing a startup with benchmarked peers across selected factors finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process status decision global context dependent","sn":"Scorecard valuation method","t":"Scorecard valuation method","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/scorecard-valuation-method/","ui":"The valuation memo needs to state the assumptions behind scorecard valuation method."},{"a":["waste rate"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The proportion of material or units discarded as unusable.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The proportion of material or units discarded as unusable.","i":3307,"id":"bizfinance.scrap-rate","lv":"working","ph":"scrap rate waste rate scrap rate waste rate scrap rate the proportion of material or units discarded as unusable the proportion of material or units discarded as unusable how are we defining scrap rate in this deck you will see scrap rate in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here scrap rate means the proportion of material or units discarded as unusable finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Scrap rate","t":"Scrap rate","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/scrap-rate/","ui":"How are we defining scrap rate in this deck?"},{"a":["app screenview"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A counted view of an app screen or equivalent interface.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A counted view of an app screen or equivalent interface.","i":3308,"id":"marketing.screen-view","lv":"working","ph":"screen view app screenview app screenview screen view screen view a counted view of an app screen or equivalent interface a counted view of an app screen or equivalent interface how are we defining screen view in this deck you will see screen view in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here screen view means a counted view of an app screen or equivalent interface marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Screen view","t":"Screen view","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/screen-view/","ui":"How are we defining screen view in this deck?"},{"a":["candidate screen"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Initial assessment of applicants against role requirements.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Initial assessment of applicants against role requirements.","i":3309,"id":"people.screening","lv":"core","ph":"screening candidate screen candidate screen screening screening initial assessment of applicants against role requirements initial assessment of applicants against role requirements who is accountable for screening and who is affected by it you will see screening in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here screening means initial assessment of applicants against role requirements people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact role person workflow process organisation party global context dependent","sn":"Screening","t":"Screening","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/screening/","ui":"Who is accountable for screening, and who is affected by it?"},{"a":["Scrum framework"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A lightweight framework in which a Scrum Team delivers value through timeboxed Sprints, defined accountabilities and recurring events.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A team works in short cycles with clear roles and review.","i":3310,"id":"product.scrum","lv":"core","ph":"scrum scrum framework scrum scrum framework scrum a team works in short cycles with clear roles and review a lightweight framework in which a scrum team delivers value through timeboxed sprints defined accountabilities and recurring events scrum should be used as a framework not a theatre of ceremonies you will see scrum in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here scrum means a lightweight framework in which a scrum team delivers value through timeboxed sprints defined accountabilities and recurring events product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model organisation party global context dependent","sn":"Scrum","t":"Scrum","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/scrum/","ui":"Scrum should be used as a framework, not a theatre of ceremonies."},{"a":["SM"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The Scrum accountability responsible for establishing Scrum and improving the team's effectiveness.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The person helping the team use Scrum effectively.","i":3311,"id":"product.scrum-master","lv":"core","ph":"scrum master sm scrum master sm scrum master the person helping the team use scrum effectively the scrum accountability responsible for establishing scrum and improving the teams effectiveness the scrum master is not the teams task manager you will see scrum master in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here scrum master means the scrum accountability responsible for establishing scrum and improving the teams effectiveness product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology product discovery product development testing launch operations equipment technology organisation party global context dependent","sn":"Scrum Master","t":"Scrum Master","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/scrum-master/","ui":"The Scrum Master is not the team's task manager."},{"a":[],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The Product Owner, Scrum Master and Developers working together toward a Product Goal.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The small cross-functional team doing Scrum.","i":3312,"id":"product.scrum-team","lv":"core","ph":"scrum team scrum team scrum team the small cross functional team doing scrum the product owner scrum master and developers working together toward a product goal the scrum team owns the sprint goal together you will see scrum team in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here scrum team means the product owner scrum master and developers working together toward a product goal product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology product discovery product development testing launch operations role person equipment technology organisation party global context dependent","sn":"Scrum Team","t":"Scrum Team","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/scrum-team/","ui":"The Scrum Team owns the Sprint Goal together."},{"a":["alignment with the SDGs"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Mapping strategy, activity or impact to selected Sustainable Development Goals.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Mapping strategy, activity or impact to selected Sustainable Development Goals.","i":3313,"id":"sustainability.sdg-alignment","lv":"working","ph":"sdg alignment alignment with the sdgs alignment with the sdgs sdg alignment sdg alignment mapping strategy activity or impact to selected sustainable development goals mapping strategy activity or impact to selected sustainable development goals state the boundary and evidence behind sdg alignment before publishing the claim you will see sdg alignment in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here sdg alignment means mapping strategy activity or impact to selected sustainable development goals sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification format genre model risk ethics access global context dependent","sn":"SDG alignment","t":"SDG alignment","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/sdg-alignment/","ui":"State the boundary and evidence behind sDG alignment before publishing the claim."},{"a":["SEO"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Improving content and site structure to earn visibility in unpaid search results.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Improving content and site structure to earn visibility in unpaid search results.","i":3314,"id":"marketing.search-engine-optimisation","lv":"core","ph":"search engine optimisation seo search engine optimisation seo search engine optimisation improving content and site structure to earn visibility in unpaid search results improving content and site structure to earn visibility in unpaid search results define search engine optimisation before we compare campaign performance you will see search engine optimisation in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here search engine optimisation means improving content and site structure to earn visibility in unpaid search results marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Search engine optimisation","t":"Search engine optimisation","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/search-engine-optimisation/","ui":"Define search engine optimisation before we compare campaign performance."},{"a":["entrepreneurship through acquisition fund"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A vehicle through which an entrepreneur raises capital to find, acquire and operate an existing business.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Capital used by an entrepreneur to find and buy a company to run.","i":3315,"id":"startup.search-fund","lv":"specialist","ph":"search fund entrepreneurship through acquisition fund entrepreneurship through acquisition fund search fund search fund capital used by an entrepreneur to find and buy a company to run a vehicle through which an entrepreneur raises capital to find acquire and operate an existing business the search fund is reviewing owner operated software businesses you will see search fund in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here search fund means a vehicle through which an entrepreneur raises capital to find acquire and operate an existing business startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance metric standard specification role person finance commerce equipment technology organisation party global context dependent","sn":"Search fund","t":"Search fund","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/search-fund/","ui":"The search fund is reviewing owner-operated software businesses."},{"a":["search engine marketing","SEM"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Marketing through search engines, including paid and organic activity.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Marketing through search engines, including paid and organic activity.","i":3316,"id":"marketing.search-marketing","lv":"core","ph":"search marketing search engine marketing sem search engine marketing search marketing sem search marketing marketing through search engines including paid and organic activity marketing through search engines including paid and organic activity can we trace search marketing back to a decision the team can act on you will see search marketing in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here search marketing means marketing through search engines including paid and organic activity marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Search marketing","t":"Search marketing","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/search-marketing/","ui":"Can we trace search marketing back to a decision the team can act on?"},{"a":["seasonal pattern","seasonal effect"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Recurring variation linked to time of year or calendar patterns.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","marketing","sales","finance","investor"],"e":"Recurring variation linked to time of year or calendar patterns.","i":3317,"id":"bizfinance.seasonality","lv":"core","ph":"seasonality seasonal pattern seasonal effect seasonal effect seasonal pattern seasonality seasonality recurring variation linked to time of year or calendar patterns recurring variation linked to time of year or calendar patterns state the period currency and accounting basis for seasonality you will see seasonality in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios a loose definition can change rights obligations approval disclosure or enforceability here seasonality means recurring variation linked to time of year or calendar patterns finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate marketing sales finance investor market research marketing growth reporting accounting planning forecasting valuation financing governance investor relations disclosure document artifact finance commerce workflow process global context dependent","sn":"Seasonality","t":"Seasonality","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/seasonality/","ui":"State the period, currency and accounting basis for seasonality."},{"a":["seasonal control"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Adjustment intended to separate recurring calendar patterns from other effects.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Adjustment intended to separate recurring calendar patterns from other effects.","i":3318,"id":"marketing.seasonality-adjustment","lv":"working","ph":"seasonality adjustment seasonal control seasonal control seasonality adjustment seasonality adjustment adjustment intended to separate recurring calendar patterns from other effects adjustment intended to separate recurring calendar patterns from other effects compare seasonality adjustment with the same cohort and period before drawing a conclusion you will see seasonality adjustment in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here seasonality adjustment means adjustment intended to separate recurring calendar patterns from other effects marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Seasonality adjustment","t":"Seasonality adjustment","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/seasonality-adjustment/","ui":"Compare seasonality adjustment with the same cohort and period before drawing a conclusion."},{"a":["per-seat pricing"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Pricing determined partly or wholly by the number of authorised users.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Pricing determined partly or wholly by the number of authorised users.","i":3319,"id":"revenue.seat-based-pricing","lv":"core","ph":"seat based pricing per seat pricing per seat pricing seat based pricing seat based pricing pricing determined partly or wholly by the number of authorised users pricing determined partly or wholly by the number of authorised users the proposal must state how seat based pricing changes the customers bill you will see seat based pricing in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here seat based pricing means pricing determined partly or wholly by the number of authorised users revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Seat-based pricing","t":"Seat-based pricing","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/seat-based-pricing/","ui":"The proposal must state how seat-based pricing changes the customer’s bill."},{"a":["user expansion"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Revenue or usage growth caused by adding users or licences.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Revenue or usage growth caused by adding users or licences.","i":3320,"id":"revenue.seat-expansion","lv":"working","ph":"seat expansion user expansion seat expansion user expansion seat expansion revenue or usage growth caused by adding users or licences revenue or usage growth caused by adding users or licences the number is useful only if everyone calculates seat expansion the same way you will see seat expansion in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here seat expansion means revenue or usage growth caused by adding users or licences revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce right contract law global context dependent","sn":"Seat expansion","t":"Seat expansion","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/seat-expansion/","ui":"The number is useful only if everyone calculates seat expansion the same way."},{"a":["second line of defence"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Functions that provide risk, compliance or control oversight and challenge.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Functions that provide risk, compliance or control oversight and challenge.","i":3321,"id":"governance.second-line","lv":"working","ph":"second line second line of defence second line second line of defence second line functions that provide risk compliance or control oversight and challenge functions that provide risk compliance or control oversight and challenge add second line to the risk register with an owner and mitigation you will see second line in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here second line means functions that provide risk compliance or control oversight and challenge corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law risk ethics access global context dependent","sn":"Second line","t":"Second line","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/second-line/","ui":"Add second line to the risk register with an owner and mitigation."},{"a":["2P data"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Another organisation's first-party data shared through a direct arrangement.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Another organisation's first-party data shared through a direct arrangement.","i":3322,"id":"marketing.second-party-data","lv":"working","ph":"second party data 2 p data 2 p data second party data second party data another organisations first party data shared through a direct arrangement another organisations first party data shared through a direct arrangement how are we defining second party data in this deck you will see second party data in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here second party data means another organisations first party data shared through a direct arrangement marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Second-party data","t":"Second-party data","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/second-party-data/","ui":"How are we defining second-party data in this deck?"},{"a":["SPO"],"amb":["second-party opinion"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"An external assessment of a sustainable-finance framework or instrument.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"An external assessment of a sustainable-finance framework or instrument.","i":3323,"id":"sustainability.second-party-opinion","lv":"working","ph":"second party opinion spo second party opinion spo second party opinion an external assessment of a sustainable finance framework or instrument an external assessment of a sustainable finance framework or instrument the control owner needs to resolve the exception around second party opinion you will see second party opinion in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here second party opinion means an external assessment of a sustainable finance framework or instrument sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance green bond external review corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process format genre model risk ethics access global context dependent","sn":"Second-party opinion","t":"Second-party opinion","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/second-party-opinion/","ui":"The control owner needs to resolve the exception around second-party opinion."},{"a":["proxy data"],"amb":["Proxy data"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Data drawn from generic databases, estimates or proxies.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Data drawn from generic databases, estimates or proxies.","i":3324,"id":"sustainability.secondary-data","lv":"core","ph":"secondary data proxy data proxy data secondary data secondary data data drawn from generic databases estimates or proxies data drawn from generic databases estimates or proxies which standard and reporting period govern secondary data you will see secondary data in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here secondary data means data drawn from generic databases estimates or proxies sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting proxy data corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology risk ethics access global context dependent","sn":"Secondary data","t":"Secondary data","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/secondary-data/","ui":"Which standard and reporting period govern secondary data?"},{"a":["secondary outcome"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An additional measure used to understand effects beyond the primary outcome.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Another number that helps explain the result.","i":3325,"id":"product.secondary-metric","lv":"working","ph":"secondary metric secondary outcome secondary metric secondary outcome secondary metric another number that helps explain the result an additional measure used to understand effects beyond the primary outcome support contacts are a secondary metric you will see secondary metric in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here secondary metric means an additional measure used to understand effects beyond the primary outcome product technology and innovation product management technology and innovation experiments testing and rollout startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology global context dependent","sn":"Secondary metric","t":"Secondary metric","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/secondary-metric/","ui":"Support contacts are a secondary metric."},{"a":["desk research"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Analysis of information previously collected or published by others.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Analysis of information previously collected or published by others.","i":3326,"id":"marketing.secondary-research","lv":"core","ph":"secondary research desk research desk research secondary research secondary research analysis of information previously collected or published by others analysis of information previously collected or published by others can we show the uncertainty around secondary research instead of presenting one clean number you will see secondary research in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here secondary research means analysis of information previously collected or published by others marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Secondary research","t":"Secondary research","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/secondary-research/","ui":"Can we show the uncertainty around secondary research instead of presenting one clean number?"},{"a":["secondary transaction"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A sale of existing shares by a shareholder rather than issuance of new company shares.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An existing owner sells shares to another investor.","i":3327,"id":"startup.secondary-sale","lv":"core","ph":"secondary sale secondary transaction secondary sale secondary transaction secondary sale an existing owner sells shares to another investor a sale of existing shares by a shareholder rather than issuance of new company shares the secondary sale gives employees partial liquidity you will see secondary sale in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here secondary sale means a sale of existing shares by a shareholder rather than issuance of new company shares startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent startup","sn":"Secondary sale","t":"Secondary sale","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/secondary-sale/","ui":"The secondary sale gives employees partial liquidity."},{"a":["second the motion"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Formal support allowing a motion to proceed under rules that require a seconder.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Formal support allowing a motion to proceed under rules that require a seconder.","i":3328,"id":"governance.seconding","lv":"working","ph":"seconding second the motion second the motion seconding seconding formal support allowing a motion to proceed under rules that require a seconder formal support allowing a motion to proceed under rules that require a seconder which committee has oversight of seconding you will see seconding in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here seconding means formal support allowing a motion to proceed under rules that require a seconder corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Seconding","t":"Seconding","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/seconding/","ui":"Which committee has oversight of seconding?"},{"a":["economic sector"],"amb":["sector"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A broad grouping of economic activity or industries.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A large part of the economy, such as healthcare or energy.","i":3329,"id":"strategy.sector","lv":"core","ph":"sector economic sector economic sector sector sector a large part of the economy such as healthcare or energy a broad grouping of economic activity or industries the sector is useful context but too broad for market sizing you will see sector in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here sector means a broad grouping of economic activity or industries strategy markets and business models strategy market analysis and business models markets industries and categories industry startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Sector","t":"Sector","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/sector/","ui":"The sector is useful context but too broad for market sizing."},{"a":["collateralised debt"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Debt supported by a security interest over specified assets.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Debt supported by a security interest over specified assets.","i":3330,"id":"bizfinance.secured-debt","lv":"core","ph":"secured debt collateralised debt collateralised debt secured debt secured debt debt supported by a security interest over specified assets debt supported by a security interest over specified assets the headline changes once we calculate secured debt consistently you will see secured debt in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here secured debt means debt supported by a security interest over specified assets finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology global context dependent","sn":"Secured debt","t":"Secured debt","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/secured-debt/","ui":"The headline changes once we calculate secured debt consistently."},{"a":["regulatory filing"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A document submitted to a securities regulator under applicable rules.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A document submitted to a securities regulator under applicable rules.","i":3331,"id":"reporting.securities-filing","lv":"core","ph":"securities filing regulatory filing regulatory filing securities filing securities filing a document submitted to a securities regulator under applicable rules a document submitted to a securities regulator under applicable rules can we circulate securities filing with the assumptions and open questions marked you will see securities filing in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here securities filing means a document submitted to a securities regulator under applicable rules corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Securities filing","t":"Securities filing","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/securities-filing/","ui":"Can we circulate securities filing with the assumptions and open questions marked?"},{"a":["information security"],"amb":["security"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Protection of systems, data and users against unauthorised access, harm or disruption.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Keep systems and information safe.","i":3332,"id":"product.security.product-technology-innovation-reliability-security","lv":"core","ph":"security information security information security security security keep systems and information safe protection of systems data and users against unauthorised access harm or disruption security requirements belong in product design not only audit you will see security in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here security means protection of systems data and users against unauthorised access harm or disruption product technology and innovation product management technology and innovation reliability security and resilience security collateral startup business corporate product technology product discovery product development testing launch operations role person right contract law equipment technology risk ethics access global context dependent","sn":"Security","t":"Security","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/security--product-security-product-technology-innovation-reliability-security/","ui":"Security requirements belong in product design, not only audit."},{"a":["financial security"],"amb":["security"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A financial instrument such as a share, note or investment contract subject to applicable securities law.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A legally regulated investment instrument.","i":3333,"id":"startup.security.startup-venture-fundraising-funding-instruments","lv":"core","ph":"security financial security financial security security security a legally regulated investment instrument a financial instrument such as a share note or investment contract subject to applicable securities law whether the token is a security requires legal analysis you will see security in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding instruments and exemptions in funding instruments and exemptions a loose definition can change rights obligations approval disclosure or enforceability here security means a financial instrument such as a share note or investment contract subject to applicable securities law startups venture and fundraising startup formation venture capital and fundraising funding instruments and exemptions security collateral startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce right contract law equipment technology organisation party global context dependent","sn":"Security","t":"Security","tp":"Funding instruments & exemptions","tpid":"startup-venture-fundraising.funding-instruments","u":"terms/security--startup-security-startup-venture-fundraising-funding-instruments/","ui":"Whether the token is a security requires legal analysis."},{"a":["holder"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A person or entity holding shares, notes, warrants or other securities.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Someone who owns a company security.","i":3334,"id":"startup.security-holder","lv":"working","ph":"security holder holder holder security holder security holder someone who owns a company security a person or entity holding shares notes warrants or other securities notify each security holder before the written consent you will see security holder in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here security holder means a person or entity holding shares notes warrants or other securities startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Security holder","t":"Security holder","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/security-holder/","ui":"Notify each security holder before the written consent."},{"a":["cybersecurity incident"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An event that compromises or threatens systems, data or security controls.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An event that compromises or threatens systems, data or security controls.","i":3335,"id":"governance.security-incident","lv":"core","ph":"security incident cybersecurity incident cybersecurity incident security incident security incident an event that compromises or threatens systems data or security controls an event that compromises or threatens systems data or security controls counsel wants security incident clarified before anyone signs you will see security incident in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here security incident means an event that compromises or threatens systems data or security controls corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law equipment technology risk ethics access global context dependent","sn":"Security incident","t":"Security incident","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/security-incident/","ui":"Counsel wants security incident clarified before anyone signs."},{"a":["collateral security"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A legal interest in assets supporting repayment or performance.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A legal interest in assets supporting repayment or performance.","i":3336,"id":"bizfinance.security-interest","lv":"core","ph":"security interest collateral security collateral security security interest security interest a legal interest in assets supporting repayment or performance a legal interest in assets supporting repayment or performance can we state who receives the right created by security interest and when it applies you will see security interest in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here security interest means a legal interest in assets supporting repayment or performance finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce right contract law equipment technology global context dependent","sn":"Security interest","t":"Security interest","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/security-interest/","ui":"Can we state who receives the right created by security interest, and when it applies?"},{"a":["vendor security assessment"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A buyer or auditor's structured set of questions about security controls and risk.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A form asking how a supplier protects systems and data.","i":3337,"id":"product.security-questionnaire","lv":"core","ph":"security questionnaire vendor security assessment security questionnaire vendor security assessment security questionnaire a form asking how a supplier protects systems and data a buyer or auditors structured set of questions about security controls and risk complete the security questionnaire from verified control evidence you will see security questionnaire in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here security questionnaire means a buyer or auditors structured set of questions about security controls and risk product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations role person right contract law equipment technology risk ethics access global context dependent","sn":"Security questionnaire","t":"Security questionnaire","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/security-questionnaire/","ui":"Complete the security questionnaire from verified control evidence."},{"a":["infosec review"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A buyer's assessment of a supplier's cybersecurity, privacy and control posture.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A buyer's assessment of a supplier's cybersecurity, privacy and control posture.","i":3338,"id":"revenue.security-review","lv":"core","ph":"security review infosec review infosec review security review security review a buyers assessment of a suppliers cybersecurity privacy and control posture a buyers assessment of a suppliers cybersecurity privacy and control posture do not move the opportunity until security review is confirmed you will see security review in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here security review means a buyers assessment of a suppliers cybersecurity privacy and control posture revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce equipment technology workflow process risk ethics access global context dependent","sn":"Security review","t":"Security review","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/security-review/","ui":"Do not move the opportunity until security review is confirmed."},{"a":["security approver"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A stakeholder assessing cybersecurity, privacy and control requirements before purchase.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A stakeholder assessing cybersecurity, privacy and control requirements before purchase.","i":3339,"id":"revenue.security-reviewer","lv":"working","ph":"security reviewer security approver security approver security reviewer security reviewer a stakeholder assessing cybersecurity privacy and control requirements before purchase a stakeholder assessing cybersecurity privacy and control requirements before purchase who can verify security reviewer on the buyers side you will see security reviewer in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here security reviewer means a stakeholder assessing cybersecurity privacy and control requirements before purchase revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce equipment technology workflow process risk ethics access global context dependent","sn":"Security reviewer","t":"Security reviewer","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/security-reviewer/","ui":"Who can verify security reviewer on the buyer’s side?"},{"a":["information security addendum"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Contractual security requirements attached to an agreement.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Contractual security requirements attached to an agreement.","i":3340,"id":"revenue.security-schedule","lv":"working","ph":"security schedule information security addendum information security addendum security schedule security schedule contractual security requirements attached to an agreement contractual security requirements attached to an agreement the draft mentions security schedule but the scope and jurisdiction are still unclear you will see security schedule in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here security schedule means contractual security requirements attached to an agreement revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law equipment technology global context dependent","sn":"Security schedule","t":"Security schedule","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/security-schedule/","ui":"The draft mentions security schedule, but the scope and jurisdiction are still unclear."},{"a":["seed-stage fund"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A venture fund specialising in seed-stage investments.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An investment fund focused on very early startups.","i":3341,"id":"startup.seed-fund","lv":"core","ph":"seed fund seed stage fund seed fund seed stage fund seed fund an investment fund focused on very early startups a venture fund specialising in seed stage investments the seed fund reserves capital for follow ons you will see seed fund in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here seed fund means a venture fund specialising in seed stage investments startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party status decision global context dependent","sn":"Seed fund","t":"Seed fund","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/seed-fund/","ui":"The seed fund reserves capital for follow-ons."},{"a":["seed financing"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An early financing used to build product, establish initial market evidence and prepare for repeatable growth.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Early funding to prove the product and market.","i":3342,"id":"startup.seed-round","lv":"core","ph":"seed round seed financing seed financing seed round seed round early funding to prove the product and market an early financing used to build product establish initial market evidence and prepare for repeatable growth the seed round should reach measurable product market evidence you will see seed round in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here seed round means an early financing used to build product establish initial market evidence and prepare for repeatable growth startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance finance commerce format genre model organisation party global context dependent startup","sn":"Seed round","t":"Seed round","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/seed-round/","ui":"The seed round should reach measurable product-market evidence."},{"a":["market segmentation"],"amb":["Market segmentation","segmentation"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Dividing a broad market into groups with relevant shared characteristics or needs.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Dividing a broad market into groups with relevant shared characteristics or needs.","i":3343,"id":"marketing.segmentation","lv":"core","ph":"segmentation market segmentation market segmentation segmentation segmentation dividing a broad market into groups with relevant shared characteristics or needs dividing a broad market into groups with relevant shared characteristics or needs can we trace segmentation back to a decision the team can act on you will see segmentation in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here segmentation means dividing a broad market into groups with relevant shared characteristics or needs marketing brand and growth brand marketing media and growth marketing strategy and planning market segmentation startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Segmentation","t":"Segmentation","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/segmentation/","ui":"Can we trace segmentation back to a decision the team can act on?"},{"a":["separation of duties","SoD","procurement SoD"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Separation of requesting, approving, ordering and paying responsibilities.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Separation of requesting, approving, ordering and paying responsibilities.","i":3344,"id":"operations.segregation-of-duties","lv":"core","ph":"segregation of duties separation of duties sod procurement sod procurement sod segregation of duties separation of duties sod segregation of duties separation of requesting approving ordering and paying responsibilities separation of requesting approving ordering and paying responsibilities compare segregation of duties with the same cohort and period before drawing a conclusion you will see segregation of duties in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here segregation of duties means separation of requesting approving ordering and paying responsibilities operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process status decision global context dependent","sn":"Segregation of duties","t":"Segregation of duties","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/segregation-of-duties/","ui":"Compare segregation of duties with the same cohort and period before drawing a conclusion."},{"a":["sampling bias"],"amb":["Sampling bias","selection bias"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Distortion caused when included participants differ systematically from the population of interest.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The people studied are not representative of the people you care about.","i":3345,"id":"product.selection-bias","lv":"core","ph":"selection bias sampling bias sampling bias selection bias selection bias the people studied are not representative of the people you care about distortion caused when included participants differ systematically from the population of interest opt in beta users create selection bias you will see selection bias in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here selection bias means distortion caused when included participants differ systematically from the population of interest product technology and innovation product management technology and innovation experiments testing and rollout sampling bias startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Selection bias","t":"Selection bias","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/selection-bias/","ui":"Opt-in beta users create selection bias."},{"a":["selective release"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Providing material non-public information to selected recipients without required public dissemination.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Providing material non-public information to selected recipients without required public dissemination.","i":3346,"id":"reporting.selective-disclosure","lv":"core","ph":"selective disclosure selective release selective disclosure selective release selective disclosure providing material non public information to selected recipients without required public dissemination providing material non public information to selected recipients without required public dissemination do not describe selective disclosure as agreed until the operative document says so you will see selective disclosure in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here selective disclosure means providing material non public information to selected recipients without required public dissemination corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Selective disclosure","t":"Selective disclosure","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/selective-disclosure/","ui":"Do not describe selective disclosure as agreed until the operative document says so."},{"a":["founder-funded"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Financed by founders or operating income without external institutional capital.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Paid for by the founders or the business itself.","i":3347,"id":"startup.self-funded","lv":"core","ph":"self funded founder funded founder funded self funded self funded paid for by the founders or the business itself financed by founders or operating income without external institutional capital the company was self funded through its first two years you will see self funded in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here self funded means financed by founders or operating income without external institutional capital startups venture and fundraising startup formation venture capital and fundraising startup stages and company states startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party status decision global context dependent","sn":"Self-funded","t":"Self-funded","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/self-funded/","ui":"The company was self-funded through its first two years."},{"a":["self-service"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A purchase and onboarding path customers can complete without direct sales assistance.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A purchase and onboarding path customers can complete without direct sales assistance.","i":3348,"id":"revenue.self-serve","lv":"core","ph":"self serve self service self serve self service self serve a purchase and onboarding path customers can complete without direct sales assistance a purchase and onboarding path customers can complete without direct sales assistance which segment owns the first proof point for self serve you will see self serve in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here self serve means a purchase and onboarding path customers can complete without direct sales assistance revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce equipment technology format genre model organisation party global context dependent","sn":"Self-serve","t":"Self-serve","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/self-serve/","ui":"Which segment owns the first proof point for self-serve?"},{"a":["sell-side research analyst"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"An analyst employed by a broker or investment bank publishing research for clients.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"An analyst employed by a broker or investment bank publishing research for clients.","i":3349,"id":"reporting.sell-side-analyst","lv":"core","ph":"sell side analyst sell side research analyst sell side analyst sell side research analyst sell side analyst an analyst employed by a broker or investment bank publishing research for clients an analyst employed by a broker or investment bank publishing research for clients investor relations will rehearse the explanation of sell side analyst before the results call you will see sell side analyst in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here sell side analyst means an analyst employed by a broker or investment bank publishing research for clients corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce global context dependent","sn":"Sell-side analyst","t":"Sell-side analyst","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/sell-side-analyst/","ui":"Investor relations will rehearse the explanation of sell-side analyst before the results call."},{"a":["SG&A"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Combined operating expenses for selling, management and corporate functions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Combined operating expenses for selling, management and corporate functions.","i":3350,"id":"bizfinance.selling-general-and-administrative-expense","lv":"core","ph":"selling general and administrative expense sg and a selling general and administrative expense sg and a selling general and administrative expense combined operating expenses for selling management and corporate functions combined operating expenses for selling management and corporate functions the number is useful only if everyone calculates selling general and administrative expense the same way you will see selling general and administrative expense in financial models budgets board packs and investor materials when the discussion reaches revenue costs and profit in revenue costs and profit different calculation boundaries periods or accounting treatments can change the number and the decision here selling general and administrative expense means combined operating expenses for selling management and corporate functions finance accounting and valuation financial statements planning metrics and valuation revenue costs and profit startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce workflow process global context dependent","sn":"Selling, general and administrative expense","t":"Selling, general and administrative expense","tp":"Revenue, costs & profit","tpid":"finance-accounting-valuation.income-statement","u":"terms/selling-general-and-administrative-expense/","ui":"The number is useful only if everyone calculates selling, general and administrative expense the same way."},{"a":["mixed cost"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A cost containing both fixed and variable components.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A cost containing both fixed and variable components.","i":3351,"id":"bizfinance.semi-variable-cost","lv":"working","ph":"semi variable cost mixed cost mixed cost semi variable cost semi variable cost a cost containing both fixed and variable components a cost containing both fixed and variable components compare semi variable cost with the same cohort and period before drawing a conclusion you will see semi variable cost in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here semi variable cost means a cost containing both fixed and variable components finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Semi-variable cost","t":"Semi-variable cost","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/semi-variable-cost/","ui":"Compare semi-variable cost with the same cohort and period before drawing a conclusion."},{"a":["senior loan"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Debt ranking ahead of subordinated claims for payment or security under its terms.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Debt ranking ahead of subordinated claims for payment or security under its terms.","i":3352,"id":"bizfinance.senior-debt","lv":"core","ph":"senior debt senior loan senior debt senior loan senior debt debt ranking ahead of subordinated claims for payment or security under its terms debt ranking ahead of subordinated claims for payment or security under its terms can you walk me through how senior debt works in the model you will see senior debt in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here senior debt means debt ranking ahead of subordinated claims for payment or security under its terms finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology global context dependent","sn":"Senior debt","t":"Senior debt","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/senior-debt/","ui":"Can you walk me through how senior debt works in the model?"},{"a":["ranking"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The order in which securities or claims rank for payment or rights.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Who gets paid or acts first.","i":3353,"id":"startup.seniority","lv":"core","ph":"seniority ranking ranking seniority seniority who gets paid or acts first the order in which securities or claims rank for payment or rights the new money is senior to the earlier preferred stock you will see seniority in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet economics in term sheet economics a loose definition can change rights obligations approval disclosure or enforceability here seniority means the order in which securities or claims rank for payment or rights startups venture and fundraising startup formation venture capital and fundraising term sheet economics startup investor finance corporate fundraising financing due diligence governance finance commerce right contract law organisation party global context dependent","sn":"Seniority","t":"Seniority","tp":"Term-sheet economics","tpid":"startup-venture-fundraising.term-sheet-economics","u":"terms/seniority/","ui":"The new money is senior to the earlier preferred stock."},{"a":["special-category data","sensitive information"],"amb":["special-category data"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Personal data subject to heightened protection under applicable law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","marketing","sales","investor","finance","people"],"e":"Personal data subject to heightened protection under applicable law.","i":3354,"id":"governance.sensitive-personal-data","lv":"core","ph":"sensitive personal data special category data sensitive information sensitive information sensitive personal data special category data sensitive personal data personal data subject to heightened protection under applicable law personal data subject to heightened protection under applicable law do not describe sensitive personal data as agreed until the operative document says so you will see sensitive personal data in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here sensitive personal data means personal data subject to heightened protection under applicable law corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance special category data startup business corporate marketing sales investor finance people market research marketing growth reporting governance contracting compliance risk management role person right contract law equipment technology risk ethics access global context dependent","sn":"Sensitive personal data","t":"Sensitive personal data","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/sensitive-personal-data/","ui":"Do not describe sensitive personal data as agreed until the operative document says so."},{"a":["sensitivity"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Testing how outputs change when selected assumptions vary.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Testing how outputs change when selected assumptions vary.","i":3355,"id":"bizfinance.sensitivity-analysis","lv":"core","ph":"sensitivity analysis sensitivity sensitivity sensitivity analysis sensitivity analysis testing how outputs change when selected assumptions vary testing how outputs change when selected assumptions vary the headline changes once we calculate sensitivity analysis consistently you will see sensitivity analysis in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here sensitivity analysis means testing how outputs change when selected assumptions vary finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Sensitivity analysis","t":"Sensitivity analysis","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/sensitivity-analysis/","ui":"The headline changes once we calculate sensitivity analysis consistently."},{"a":["sensitivity grid","data table"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A table showing output changes across combinations of selected input assumptions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","investor","sales","finance"],"e":"A table showing output changes across combinations of selected input assumptions.","i":3356,"id":"bizfinance.sensitivity-table","lv":"core","ph":"sensitivity table sensitivity grid data table data table sensitivity grid sensitivity table sensitivity table a table showing output changes across combinations of selected input assumptions a table showing output changes across combinations of selected input assumptions which version of sensitivity table should the board treat as current you will see sensitivity table in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here sensitivity table means a table showing output changes across combinations of selected input assumptions finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate investor sales finance planning pitching submission decision accounting forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Sensitivity table","t":"Sensitivity table","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/sensitivity-table/","ui":"Which version of sensitivity table should the board treat as current?"},{"a":["opinion mining"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Classification or interpretation of expressed attitude, often positive, neutral or negative.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Classification or interpretation of expressed attitude, often positive, neutral or negative.","i":3357,"id":"marketing.sentiment-analysis","lv":"working","ph":"sentiment analysis opinion mining opinion mining sentiment analysis sentiment analysis classification or interpretation of expressed attitude often positive neutral or negative classification or interpretation of expressed attitude often positive neutral or negative can we show the uncertainty around sentiment analysis instead of presenting one clean number you will see sentiment analysis in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here sentiment analysis means classification or interpretation of expressed attitude often positive neutral or negative marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Sentiment analysis","t":"Sentiment analysis","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/sentiment-analysis/","ui":"Can we show the uncertainty around sentiment analysis instead of presenting one clean number?"},{"a":["separate corporate personality"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The principle that a company has a legal identity distinct from its owners.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The principle that a company has a legal identity distinct from its owners.","i":3358,"id":"governance.separate-legal-personality","lv":"core","ph":"separate legal personality separate corporate personality separate corporate personality separate legal personality separate legal personality the principle that a company has a legal identity distinct from its owners the principle that a company has a legal identity distinct from its owners counsel wants separate legal personality clarified before anyone signs you will see separate legal personality in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here separate legal personality means the principle that a company has a legal identity distinct from its owners corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification role person right contract law organisation party global context dependent","sn":"Separate legal personality","t":"Separate legal personality","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/separate-legal-personality/","ui":"Counsel wants separate legal personality clarified before anyone signs."},{"a":["exit rate"],"amb":["Exit rate"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Employee separations as a percentage of employment.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Employee separations as a percentage of employment.","i":3359,"id":"people.separation-rate","lv":"working","ph":"separation rate exit rate exit rate separation rate separation rate employee separations as a percentage of employment employee separations as a percentage of employment how are we defining separation rate in this deck you will see separation rate in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here separation rate means employee separations as a percentage of employment people organisation and change organisation design people systems and change retention engagement and workforce metrics exit rate startup business corporate people operations people planning employment performance management change management metric standard specification role person organisation party global context dependent","sn":"Separation rate","t":"Separation rate","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/separation-rate/","ui":"How are we defining separation rate in this deck?"},{"a":["serial ID"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A unique identifier assigned to an individual unit.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A unique identifier assigned to an individual unit.","i":3360,"id":"operations.serial-number","lv":"core","ph":"serial number serial id serial id serial number serial number a unique identifier assigned to an individual unit a unique identifier assigned to an individual unit the weekly review should track serial number against the same process definition you will see serial number in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here serial number means a unique identifier assigned to an individual unit operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Serial number","t":"Serial number","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/serial-number/","ui":"The weekly review should track serial number against the same process definition."},{"a":["preferred series"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"In venture capital, a named class or round of preferred shares, such as Series A or Series B.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A named type of investor share from a funding round.","i":3361,"id":"startup.series.startup-venture-fundraising-cap-table","lv":"core","ph":"series preferred series preferred series series series a named type of investor share from a funding round in venture capital a named class or round of preferred shares such as series a or series b the series a and series b have different preferences you will see series in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here series means in venture capital a named class or round of preferred shares such as series a or series b startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"Series","t":"Series","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/series/","ui":"The Series A and Series B have different preferences."},{"a":["Series A round"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A named preferred-equity round commonly associated with scaling a company that has meaningful early evidence.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A major early venture round used to build repeatable growth.","i":3362,"id":"startup.series-a","lv":"core","ph":"series a series a round series a series a round series a a major early venture round used to build repeatable growth a named preferred equity round commonly associated with scaling a company that has meaningful early evidence the series a case depends on retention not only user acquisition you will see series a in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here series a means a named preferred equity round commonly associated with scaling a company that has meaningful early evidence startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent startup","sn":"Series A","t":"Series A","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/series-a/","ui":"The Series A case depends on retention, not only user acquisition."},{"a":["Series B round"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A later venture round commonly used to expand proven go-to-market, product or geographic scale.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Funding to scale a business with stronger proof.","i":3363,"id":"startup.series-b","lv":"core","ph":"series b series b round series b series b round series b funding to scale a business with stronger proof a later venture round commonly used to expand proven go to market product or geographic scale the series b will expand enterprise sales internationally you will see series b in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here series b means a later venture round commonly used to expand proven go to market product or geographic scale startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance finance commerce format genre model organisation party global context dependent","sn":"Series B","t":"Series B","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/series-b/","ui":"The Series B will expand enterprise sales internationally."},{"a":["Series C round"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A later-stage venture round commonly used for substantial expansion, acquisitions or pre-exit scale.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A large later round for major growth.","i":3364,"id":"startup.series-c","lv":"working","ph":"series c series c round series c series c round series c a large later round for major growth a later stage venture round commonly used for substantial expansion acquisitions or pre exit scale the series c includes strategic and growth investors you will see series c in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here series c means a later stage venture round commonly used for substantial expansion acquisitions or pre exit scale startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party status decision global context dependent","sn":"Series C","t":"Series C","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/series-c/","ui":"The Series C includes strategic and growth investors."},{"a":["Series D round"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A later preferred-equity round following Series C; the meaning depends on company history rather than a universal stage.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Another later venture round after Series C.","i":3365,"id":"startup.series-d","lv":"working","ph":"series d series d round series d series d round series d another later venture round after series c a later preferred equity round following series c the meaning depends on company history rather than a universal stage the series d is financing expansion before a public listing you will see series d in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here series d means a later preferred equity round following series c the meaning depends on company history rather than a universal stage startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party status decision global context dependent","sn":"Series D","t":"Series D","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/series-d/","ui":"The Series D is financing expansion before a public listing."},{"a":["services contract"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contract governing the provision of services.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A contract governing the provision of services.","i":3366,"id":"governance.service-agreement","lv":"core","ph":"service agreement services contract service agreement services contract service agreement a contract governing the provision of services a contract governing the provision of services do not describe service agreement as agreed until the operative document says so you will see service agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here service agreement means a contract governing the provision of services corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Service agreement","t":"Service agreement","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/service-agreement/","ui":"Do not describe service agreement as agreed until the operative document says so."},{"a":["service map"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A map linking customer actions with visible service interactions, backstage processes and supporting systems.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A map of the customer experience and the hidden work behind it.","i":3367,"id":"product.service-blueprint","lv":"working","ph":"service blueprint service map service blueprint service map service blueprint a map of the customer experience and the hidden work behind it a map linking customer actions with visible service interactions backstage processes and supporting systems the service blueprint exposes a manual fulfilment bottleneck you will see service blueprint in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here service blueprint means a map linking customer actions with visible service interactions backstage processes and supporting systems product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations role person equipment technology workflow process status decision global context dependent","sn":"Service blueprint","t":"Service blueprint","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/service-blueprint/","ui":"The service blueprint exposes a manual fulfilment bottleneck."},{"a":["services brand"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A brand whose value is delivered primarily through service and experience.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A brand whose value is delivered primarily through service and experience.","i":3368,"id":"marketing.service-brand","lv":"working","ph":"service brand services brand service brand services brand service brand a brand whose value is delivered primarily through service and experience a brand whose value is delivered primarily through service and experience can we show how service brand changes the audiences experience not just the language you will see service brand in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here service brand means a brand whose value is delivered primarily through service and experience marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Service brand","t":"Service brand","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/service-brand/","ui":"Can we show how service brand changes the audience’s experience, not just the language?"},{"a":["service catalog"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A structured list of services offered by a function, team or provider.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A structured list of services offered by a function, team or provider.","i":3369,"id":"operations.service-catalogue","lv":"working","ph":"service catalogue service catalog service catalog service catalogue service catalogue a structured list of services offered by a function team or provider a structured list of services offered by a function team or provider the process map needs an exception path for service catalogue you will see service catalogue in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here service catalogue means a structured list of services offered by a function team or provider operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process organisation party global context dependent","sn":"Service catalogue","t":"Service catalogue","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/service-catalogue/","ui":"The process map needs an exception path for service catalogue."},{"a":["SLA credit"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A contractual credit provided when stated service levels are missed.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A contractual credit provided when stated service levels are missed.","i":3370,"id":"revenue.service-credit","lv":"core","ph":"service credit sla credit service credit sla credit service credit a contractual credit provided when stated service levels are missed a contractual credit provided when stated service levels are missed the draft mentions service credit but the scope and jurisdiction are still unclear you will see service credit in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here service credit means a contractual credit provided when stated service levels are missed revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Service credit","t":"Service credit","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/service-credit/","ui":"The draft mentions service credit, but the scope and jurisdiction are still unclear."},{"a":["help desk"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A central function handling service requests, incidents and user support.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A central function handling service requests, incidents and user support.","i":3371,"id":"operations.service-desk","lv":"core","ph":"service desk help desk help desk service desk service desk a central function handling service requests incidents and user support a central function handling service requests incidents and user support can we remove the ambiguity around service desk before the process changes you will see service desk in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here service desk means a central function handling service requests incidents and user support operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person equipment technology workflow process global context dependent","sn":"Service desk","t":"Service desk","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/service-desk/","ui":"Can we remove the ambiguity around service desk before the process changes?"},{"a":["service target"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A defined target for availability, speed, fulfilment or performance.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A defined target for availability, speed, fulfilment or performance.","i":3372,"id":"operations.service-level","lv":"core","ph":"service level service target service level service target service level a defined target for availability speed fulfilment or performance a defined target for availability speed fulfilment or performance compare service level with the same cohort and period before drawing a conclusion you will see service level in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here service level means a defined target for availability speed fulfilment or performance operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Service level","t":"Service level","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/service-level/","ui":"Compare service level with the same cohort and period before drawing a conclusion."},{"a":["SLA"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contract or schedule defining service targets, measurements and remedies.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A contract or schedule defining service targets, measurements and remedies.","i":3373,"id":"governance.service-level-agreement","lv":"core","ph":"service level agreement sla service level agreement sla service level agreement a contract or schedule defining service targets measurements and remedies a contract or schedule defining service targets measurements and remedies do not describe service level agreement as agreed until the operative document says so you will see service level agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here service level agreement means a contract or schedule defining service targets measurements and remedies corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents social licence to operate startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact metric standard specification right contract law global context dependent business","sn":"Service-level agreement","t":"Service-level agreement","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/service-level-agreement/","ui":"Do not describe service-level agreement as agreed until the operative document says so."},{"a":["SLI"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A measured value used to assess service performance, such as successful requests or latency.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The actual number used to measure reliability.","i":3374,"id":"product.service-level-indicator","lv":"working","ph":"service level indicator sli service level indicator sli service level indicator the actual number used to measure reliability a measured value used to assess service performance such as successful requests or latency successful request rate is the service level indicator you will see service level indicator in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here service level indicator means a measured value used to assess service performance such as successful requests or latency product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology global context dependent","sn":"Service-level indicator","t":"Service-level indicator","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/service-level-indicator/","ui":"Successful request rate is the service-level indicator."},{"a":["SLO"],"amb":["SLO"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A target for a service measure such as availability or latency.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The reliability target a service aims to meet.","i":3375,"id":"product.service-level-objective","lv":"working","ph":"service level objective slo service level objective slo service level objective the reliability target a service aims to meet a target for a service measure such as availability or latency the service level objective is 99 9 percent availability you will see service level objective in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here service level objective means a target for a service measure such as availability or latency product technology and innovation product management technology and innovation software delivery and architecture social licence to operate startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology global context dependent","sn":"Service-level objective","t":"Service-level objective","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/service-level-objective/","ui":"The service-level objective is 99.9 percent availability."},{"a":["service accountable"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The person accountable for a service's performance and lifecycle.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The person accountable for a service's performance and lifecycle.","i":3376,"id":"people.service-owner","lv":"core","ph":"service owner service accountable service accountable service owner service owner the person accountable for a services performance and lifecycle the person accountable for a services performance and lifecycle bring service owner into the next review before the decision gets made around them you will see service owner in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here service owner means the person accountable for a services performance and lifecycle people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person workflow process organisation party global context dependent","sn":"Service owner","t":"Service owner","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/service-owner/","ui":"Bring service owner into the next review before the decision gets made around them."},{"a":["SAM","serviceable addressable market"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The portion of TAM that the company can serve with its product, geography, channels and constraints.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The part of the total market the company can actually serve.","i":3377,"id":"strategy.serviceable-available-market","lv":"core","ph":"serviceable available market sam serviceable addressable market sam serviceable addressable market serviceable available market serviceable available market the part of the total market the company can actually serve the portion of tam that the company can serve with its product geography channels and constraints the sam excludes markets requiring unavailable licences you will see serviceable available market in strategy decks market analyses business plans and planning workshops when the discussion reaches market sizing and growth it helps a reader interpret market sizing and growth without confusing the measure decision role or evidence being discussed here serviceable available market means the portion of tam that the company can serve with its product geography channels and constraints strategy markets and business models strategy market analysis and business models market sizing and growth serviceable obtainable market total addressable market startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent business foundation startup","sn":"Serviceable available market","t":"Serviceable available market","tp":"Market sizing & growth","tpid":"strategy-market-models.market-sizing","u":"terms/serviceable-available-market/","ui":"The SAM excludes markets requiring unavailable licences."},{"a":["SOM","obtainable market"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The portion of SAM the company could plausibly capture within a defined period and strategy.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The realistic near-term share the company might win.","i":3378,"id":"strategy.serviceable-obtainable-market","lv":"core","ph":"serviceable obtainable market som obtainable market obtainable market serviceable obtainable market som serviceable obtainable market the realistic near term share the company might win the portion of sam the company could plausibly capture within a defined period and strategy the som should reflect sales capacity and competition you will see serviceable obtainable market in strategy decks market analyses business plans and planning workshops when the discussion reaches market sizing and growth it helps a reader interpret market sizing and growth without confusing the measure decision role or evidence being discussed here serviceable obtainable market means the portion of sam the company could plausibly capture within a defined period and strategy strategy markets and business models strategy market analysis and business models market sizing and growth serviceable available market startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent business foundation startup","sn":"Serviceable obtainable market","t":"Serviceable obtainable market","tp":"Market sizing & growth","tpid":"strategy-market-models.market-sizing","u":"terms/serviceable-obtainable-market/","ui":"The SOM should reflect sales capacity and competition."},{"a":["professional services revenue"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Revenue earned from implementation, consulting, support or other services.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Revenue earned from implementation, consulting, support or other services.","i":3379,"id":"revenue.services-revenue","lv":"core","ph":"services revenue professional services revenue professional services revenue services revenue services revenue revenue earned from implementation consulting support or other services revenue earned from implementation consulting support or other services keep services revenue on the dashboard but show the definition and reporting period beside it you will see services revenue in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here services revenue means revenue earned from implementation consulting support or other services revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Services revenue","t":"Services revenue","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/services-revenue/","ui":"Keep services revenue on the dashboard, but show the definition and reporting period beside it."},{"a":["visit"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A group of user interactions within a defined visit window under an analytics system's rules.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A group of user interactions within a defined visit window under an analytics system's rules.","i":3380,"id":"marketing.session","lv":"core","ph":"session visit session visit session a group of user interactions within a defined visit window under an analytics systems rules a group of user interactions within a defined visit window under an analytics systems rules compare session with the same cohort and period before drawing a conclusion you will see session in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here session means a group of user interactions within a defined visit window under an analytics systems rules marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification role person equipment technology format genre model global context dependent","sn":"Session","t":"Session","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/session/","ui":"Compare session with the same cohort and period before drawing a conclusion."},{"a":["7Ps"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"An extended marketing mix adding people, process and physical evidence to product, price, place and promotion.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"An extended marketing mix adding people, process and physical evidence to product, price, place and promotion.","i":3381,"id":"marketing.seven-ps","lv":"working","ph":"seven ps 7 ps 7 ps seven ps seven ps an extended marketing mix adding people process and physical evidence to product price place and promotion an extended marketing mix adding people process and physical evidence to product price place and promotion define seven ps before we compare campaign performance you will see seven ps in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here seven ps means an extended marketing mix adding people process and physical evidence to product price place and promotion marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification workflow process format genre model global context dependent","sn":"Seven Ps","t":"Seven Ps","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/seven-ps/","ui":"Define seven Ps before we compare campaign performance."},{"a":["severance clause"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A clause allowing invalid provisions to be separated so the remainder may continue.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A clause allowing invalid provisions to be separated so the remainder may continue.","i":3382,"id":"governance.severability","lv":"core","ph":"severability severance clause severability severance clause severability a clause allowing invalid provisions to be separated so the remainder may continue a clause allowing invalid provisions to be separated so the remainder may continue can we state who receives the right created by severability and when it applies you will see severability in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here severability means a clause allowing invalid provisions to be separated so the remainder may continue corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact metric standard specification right contract law global context dependent","sn":"Severability","t":"Severability","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/severability/","ui":"Can we state who receives the right created by severability, and when it applies?"},{"a":["termination payment"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Pay or benefits provided on employment termination under law, contract or policy.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Pay or benefits provided on employment termination under law, contract or policy.","i":3383,"id":"people.severance","lv":"core","ph":"severance termination payment severance termination payment severance pay or benefits provided on employment termination under law contract or policy pay or benefits provided on employment termination under law contract or policy do not describe severance as agreed until the operative document says so you will see severance in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here severance means pay or benefits provided on employment termination under law contract or policy people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management document artifact right contract law organisation party global context dependent","sn":"Severance","t":"Severance","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/severance/","ui":"Do not describe severance as agreed until the operative document says so."},{"a":["impact severity"],"amb":["severity"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The scale, scope and remediability of a negative impact under a stated framework.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The scale, scope and remediability of a negative impact under a stated framework.","i":3384,"id":"sustainability.severity","lv":"working","ph":"severity impact severity impact severity severity severity the scale scope and remediability of a negative impact under a stated framework the scale scope and remediability of a negative impact under a stated framework can we separate the target for severity from measured performance you will see severity in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here severity means the scale scope and remediability of a negative impact under a stated framework sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact impact corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance format genre model risk ethics access global context dependent","sn":"Severity","t":"Severity","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/severity/","ui":"Can we separate the target for severity from measured performance?"},{"a":["Sustainable Finance Disclosure Regulation"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The European Union Sustainable Finance Disclosure Regulation.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The European Union Sustainable Finance Disclosure Regulation.","i":3385,"id":"sustainability.sfdr","lv":"working","ph":"sfdr sustainable finance disclosure regulation sfdr sustainable finance disclosure regulation sfdr the european union sustainable finance disclosure regulation the european union sustainable finance disclosure regulation which standard and reporting period govern sfdr you will see sfdr in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here sfdr means the european union sustainable finance disclosure regulation sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance format genre model risk ethics access global context dependent","sn":"SFDR","t":"SFDR","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/sfdr/","ui":"Which standard and reporting period govern SFDR?"},{"a":["internal valuation"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A notional price used in analysis rather than an actual transaction.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A notional price used in analysis rather than an actual transaction.","i":3386,"id":"sustainability.shadow-price","lv":"working","ph":"shadow price internal valuation internal valuation shadow price shadow price a notional price used in analysis rather than an actual transaction a notional price used in analysis rather than an actual transaction can we separate the target for shadow price from measured performance you will see shadow price in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here shadow price means a notional price used in analysis rather than an actual transaction sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Shadow price","t":"Shadow price","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/shadow-price/","ui":"Can we separate the target for shadow price from measured performance?"},{"a":["stock","equity security"],"amb":["share","stock"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A unit of ownership or economic interest in a company, with rights determined by its class and governing documents.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A unit of ownership or economic interest in a company, with rights determined by its class and governing documents.","i":3387,"id":"governance.share","lv":"core","ph":"share stock equity security equity security share stock share a unit of ownership or economic interest in a company with rights determined by its class and governing documents a unit of ownership or economic interest in a company with rights determined by its class and governing documents can we circulate share with the assumptions and open questions marked you will see share in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here share means a unit of ownership or economic interest in a company with rights determined by its class and governing documents corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting inventory market share startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law organisation party global context dependent","sn":"Share","t":"Share","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/share/","ui":"Can we circulate share with the assumptions and open questions marked?"},{"a":["share repurchase"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A company's repurchase of its own shares.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A company's repurchase of its own shares.","i":3388,"id":"bizfinance.share-buyback","lv":"core","ph":"share buyback share repurchase share buyback share repurchase share buyback a companys repurchase of its own shares a companys repurchase of its own shares keep share buyback on the dashboard but show the definition and reporting period beside it you will see share buyback in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here share buyback means a companys repurchase of its own shares finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce organisation party global context dependent","sn":"Share buyback","t":"Share buyback","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/share-buyback/","ui":"Keep share buyback on the dashboard, but show the definition and reporting period beside it."},{"a":["capital stock"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Amount recognised in equity for issued shares under the applicable legal and accounting framework.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Amount recognised in equity for issued shares under the applicable legal and accounting framework.","i":3389,"id":"bizfinance.share-capital","lv":"core","ph":"share capital capital stock capital stock share capital share capital amount recognised in equity for issued shares under the applicable legal and accounting framework amount recognised in equity for issued shares under the applicable legal and accounting framework counsel wants share capital clarified before anyone signs you will see share capital in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here share capital means amount recognised in equity for issued shares under the applicable legal and accounting framework finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce right contract law equipment technology format genre model global context dependent","sn":"Share capital","t":"Share capital","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/share-capital/","ui":"Counsel wants share capital clarified before anyone signs."},{"a":["class of stock"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A category of shares carrying a particular set of rights.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate","business","people"],"e":"A type of share with its own rights.","i":3390,"id":"startup.share-class","lv":"core","ph":"share class class of stock class of stock share class share class a type of share with its own rights a category of shares carrying a particular set of rights the company has common and two preferred share classes you will see share class in fundraising decks data rooms term sheets and investor conversations when the discussion reaches cap table ownership and dilution in cap table ownership and dilution a loose definition can change rights obligations approval disclosure or enforceability here share class means a category of shares carrying a particular set of rights startups venture and fundraising startup formation venture capital and fundraising cap table ownership and dilution startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting finance commerce right contract law organisation party global context dependent","sn":"Share class","t":"Share class","tp":"Cap table, ownership & dilution","tpid":"startup-venture-fundraising.cap-table","u":"terms/share-class/","ui":"The company has common and two preferred share classes."},{"a":["preference share"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A brand's share of stated first choice among an eligible set.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A brand's share of stated first choice among an eligible set.","i":3391,"id":"marketing.share-of-preference","lv":"working","ph":"share of preference preference share preference share share of preference share of preference a brands share of stated first choice among an eligible set a brands share of stated first choice among an eligible set which sample and method support the conclusion about share of preference you will see share of preference in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here share of preference means a brands share of stated first choice among an eligible set marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Share of preference","t":"Share of preference","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/share-of-preference/","ui":"Which sample and method support the conclusion about share of preference?"},{"a":["SOS"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A brand's share of category-related search interest under a stated method.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A brand's share of category-related search interest under a stated method.","i":3392,"id":"marketing.share-of-search","lv":"working","ph":"share of search sos share of search sos share of search a brands share of category related search interest under a stated method a brands share of category related search interest under a stated method which audience channel and period does share of search cover you will see share of search in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here share of search means a brands share of category related search interest under a stated method marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting workflow process format genre model global context dependent","sn":"Share of search","t":"Share of search","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/share-of-search/","ui":"Which audience, channel and period does share of search cover?"},{"a":["SOV"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A brand's share of defined category advertising, mentions or visibility under a stated measure.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A brand's share of defined category advertising, mentions or visibility under a stated measure.","i":3393,"id":"marketing.share-of-voice","lv":"working","ph":"share of voice sov share of voice sov share of voice a brands share of defined category advertising mentions or visibility under a stated measure a brands share of defined category advertising mentions or visibility under a stated measure the report should separate the effect of share of voice from correlation you will see share of voice in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here share of voice means a brands share of defined category advertising mentions or visibility under a stated measure marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Share of voice","t":"Share of voice","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/share-of-voice/","ui":"The report should separate the effect of share of voice from correlation."},{"a":["wallet share"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The portion of a customer's total spending in a category captured by one provider.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How much of a customer's relevant spending goes to one company.","i":3394,"id":"strategy.share-of-wallet","lv":"working","ph":"share of wallet wallet share share of wallet wallet share share of wallet how much of a customers relevant spending goes to one company the portion of a customers total spending in a category captured by one provider expansion can grow share of wallet without adding logos you will see share of wallet in strategy decks market analyses business plans and planning workshops when the discussion reaches market sizing and growth it helps a reader interpret market sizing and growth without confusing the measure decision role or evidence being discussed here share of wallet means the portion of a customers total spending in a category captured by one provider strategy markets and business models strategy market analysis and business models market sizing and growth startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Share of wallet","t":"Share of wallet","tp":"Market sizing & growth","tpid":"strategy-market-models.market-sizing","u":"terms/share-of-wallet/","ui":"Expansion can grow share of wallet without adding logos."},{"a":["stock performance"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Change in the market price of a company's shares over a period.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Change in the market price of a company's shares over a period.","i":3395,"id":"reporting.share-price-performance","lv":"core","ph":"share price performance stock performance share price performance stock performance share price performance change in the market price of a companys shares over a period change in the market price of a companys shares over a period the market will compare share price performance with last quarter so keep the definition stable you will see share price performance in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here share price performance means change in the market price of a companys shares over a period corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce format genre model organisation party global context dependent","sn":"Share-price performance","t":"Share-price performance","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/share-price-performance/","ui":"The market will compare share-price performance with last quarter, so keep the definition stable."},{"a":["register of members","stock ledger"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The official record of a company's registered shareholders and holdings.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The official record of a company's registered shareholders and holdings.","i":3396,"id":"governance.share-register","lv":"core","ph":"share register register of members stock ledger register of members share register stock ledger share register the official record of a companys registered shareholders and holdings the official record of a companys registered shareholders and holdings attach the latest share register to the decision pack before the meeting you will see share register in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here share register means the official record of a companys registered shareholders and holdings corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law organisation party global context dependent","sn":"Share register","t":"Share register","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/share-register/","ui":"Attach the latest share register to the decision pack before the meeting."},{"a":["social media"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Distribution and conversation occurring through communities or social sharing.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Distribution and conversation occurring through communities or social sharing.","i":3397,"id":"marketing.shared-media","lv":"working","ph":"shared media social media shared media social media shared media distribution and conversation occurring through communities or social sharing distribution and conversation occurring through communities or social sharing can we trace shared media back to a decision the team can act on you will see shared media in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here shared media means distribution and conversation occurring through communities or social sharing marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Shared media","t":"Shared media","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/shared-media/","ui":"Can we trace shared media back to a decision the team can act on?"},{"a":["shared services"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Centralised delivery of repeatable support services to multiple business units.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Centralised delivery of repeatable support services to multiple business units.","i":3398,"id":"people.shared-services-model","lv":"core","ph":"shared services model shared services shared services shared services model shared services model centralised delivery of repeatable support services to multiple business units centralised delivery of repeatable support services to multiple business units which version of shared services model should the board treat as current you will see shared services model in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here shared services model means centralised delivery of repeatable support services to multiple business units people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Shared-services model","t":"Shared-services model","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/shared-services-model/","ui":"Which version of shared-services model should the board treat as current?"},{"a":["stockholder","member"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A person or entity recorded or beneficially recognised as owning shares.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A person or entity recorded or beneficially recognised as owning shares.","i":3399,"id":"governance.shareholder","lv":"core","ph":"shareholder stockholder member member shareholder stockholder shareholder a person or entity recorded or beneficially recognised as owning shares a person or entity recorded or beneficially recognised as owning shares do not describe shareholder as agreed until the operative document says so you will see shareholder in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here shareholder means a person or entity recorded or beneficially recognised as owning shares corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting stakeholder startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Shareholder","t":"Shareholder","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/shareholder/","ui":"Do not describe shareholder as agreed until the operative document says so."},{"a":["activist investing"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Investor action intended to influence a company's strategy, governance or capital allocation.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Investor action intended to influence a company's strategy, governance or capital allocation.","i":3400,"id":"governance.shareholder-activism","lv":"core","ph":"shareholder activism activist investing activist investing shareholder activism shareholder activism investor action intended to influence a companys strategy governance or capital allocation investor action intended to influence a companys strategy governance or capital allocation do not describe shareholder activism as agreed until the operative document says so you will see shareholder activism in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here shareholder activism means investor action intended to influence a companys strategy governance or capital allocation corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification role person right contract law equipment technology format genre model organisation party global context dependent","sn":"Shareholder activism","t":"Shareholder activism","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/shareholder-activism/","ui":"Do not describe shareholder activism as agreed until the operative document says so."},{"a":["investor engagement"],"amb":["investor engagement"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Dialogue between a company and its shareholders.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Dialogue between a company and its shareholders.","i":3401,"id":"reporting.shareholder-engagement","lv":"core","ph":"shareholder engagement investor engagement investor engagement shareholder engagement shareholder engagement dialogue between a company and its shareholders dialogue between a company and its shareholders the q and a needs a direct answer on shareholder engagement you will see shareholder engagement in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here shareholder engagement means dialogue between a company and its shareholders corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication engagement corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce organisation party global context dependent","sn":"Shareholder engagement","t":"Shareholder engagement","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/shareholder-engagement/","ui":"The Q&A needs a direct answer on shareholder engagement."},{"a":["investor letter"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A letter from company leadership to shareholders explaining performance, context and priorities.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A company letter explaining results and direction to owners.","i":3402,"id":"bizpitch.shareholder-letter","lv":"working","ph":"shareholder letter investor letter investor letter shareholder letter shareholder letter a company letter explaining results and direction to owners a letter from company leadership to shareholders explaining performance context and priorities the shareholder letter should explain the difficult year plainly you will see shareholder letter in business pitches proposals executive summaries and decision decks when the discussion reaches supporting documents and leave behinds it helps a reader interpret supporting documents and leave behinds without confusing the measure decision role or evidence being discussed here shareholder letter means a letter from company leadership to shareholders explaining performance context and priorities business pitching and presentation materials business pitches decks and decision materials supporting documents and leave behinds startup business corporate investor sales planning pitching submission decision document artifact organisation party global context dependent","sn":"Shareholder letter","t":"Shareholder letter","tp":"Supporting documents & leave-behinds","tpid":"business-pitching-artifacts.supporting-documents","u":"terms/shareholder-letter/","ui":"The shareholder letter should explain the difficult year plainly."},{"a":["shareholder-first model"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The view that shareholder interests should dominate company decision-making.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The view that shareholder interests should dominate company decision-making.","i":3403,"id":"sustainability.shareholder-primacy","lv":"working","ph":"shareholder primacy shareholder first model shareholder first model shareholder primacy shareholder primacy the view that shareholder interests should dominate company decision making the view that shareholder interests should dominate company decision making state the boundary and evidence behind shareholder primacy before publishing the claim you will see shareholder primacy in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here shareholder primacy means the view that shareholder interests should dominate company decision making sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance organisation party risk ethics access status decision global context dependent","sn":"Shareholder primacy","t":"Shareholder primacy","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/shareholder-primacy/","ui":"State the boundary and evidence behind shareholder primacy before publishing the claim."},{"a":["shareholder analysis"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Analysis of recorded or estimated ownership positions.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Analysis of recorded or estimated ownership positions.","i":3404,"id":"reporting.shareholder-register-analysis","lv":"working","ph":"shareholder register analysis shareholder analysis shareholder analysis shareholder register analysis shareholder register analysis analysis of recorded or estimated ownership positions analysis of recorded or estimated ownership positions attach the latest shareholder register analysis to the decision pack before the meeting you will see shareholder register analysis in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here shareholder register analysis means analysis of recorded or estimated ownership positions corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce global context dependent","sn":"Shareholder register analysis","t":"Shareholder register analysis","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/shareholder-register-analysis/","ui":"Attach the latest shareholder register analysis to the decision pack before the meeting."},{"a":["member resolution"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A formal decision proposed to or approved by shareholders.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A formal decision proposed to or approved by shareholders.","i":3405,"id":"governance.shareholder-resolution","lv":"core","ph":"shareholder resolution member resolution member resolution shareholder resolution shareholder resolution a formal decision proposed to or approved by shareholders a formal decision proposed to or approved by shareholders which committee has oversight of shareholder resolution you will see shareholder resolution in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here shareholder resolution means a formal decision proposed to or approved by shareholders corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law status decision global context dependent","sn":"Shareholder resolution","t":"Shareholder resolution","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/shareholder-resolution/","ui":"Which committee has oversight of shareholder resolution?"},{"a":["stockholders agreement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contract among shareholders governing ownership, control, transfers and other rights.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A contract among shareholders governing ownership, control, transfers and other rights.","i":3406,"id":"governance.shareholders-agreement","lv":"core","ph":"shareholders agreement stockholders agreement shareholders agreement stockholders agreement shareholders agreement a contract among shareholders governing ownership control transfers and other rights a contract among shareholders governing ownership control transfers and other rights can we state who receives the right created by shareholders agreement and when it applies you will see shareholders agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here shareholders agreement means a contract among shareholders governing ownership control transfers and other rights corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law global context dependent","sn":"Shareholders' agreement","t":"Shareholders' agreement","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/shareholders-agreement/","ui":"Can we state who receives the right created by shareholders' agreement, and when it applies?"},{"a":["shell corporation"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A legal entity with little or no active operations, whose legitimacy depends on purpose and use.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A legal entity with little or no active operations, whose legitimacy depends on purpose and use.","i":3407,"id":"governance.shell-company","lv":"working","ph":"shell company shell corporation shell company shell corporation shell company a legal entity with little or no active operations whose legitimacy depends on purpose and use a legal entity with little or no active operations whose legitimacy depends on purpose and use do not describe shell company as agreed until the operative document says so you will see shell company in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here shell company means a legal entity with little or no active operations whose legitimacy depends on purpose and use corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law organisation party global context dependent","sn":"Shell company","t":"Shell company","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/shell-company/","ui":"Do not describe shell company as agreed until the operative document says so."},{"a":["retail activation"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Activity designed to influence people near or during purchase.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Activity designed to influence people near or during purchase.","i":3408,"id":"marketing.shopper-marketing","lv":"working","ph":"shopper marketing retail activation retail activation shopper marketing shopper marketing activity designed to influence people near or during purchase activity designed to influence people near or during purchase can we trace shopper marketing back to a decision the team can act on you will see shopper marketing in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here shopper marketing means activity designed to influence people near or during purchase marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Shopper marketing","t":"Shopper marketing","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/shopper-marketing/","ui":"Can we trace shopper marketing back to a decision the team can act on?"},{"a":["STI"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Variable compensation tied to results over a relatively short period.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Variable compensation tied to results over a relatively short period.","i":3409,"id":"people.short-term-incentive","lv":"working","ph":"short term incentive sti short term incentive sti short term incentive variable compensation tied to results over a relatively short period variable compensation tied to results over a relatively short period can we test the claim about short term incentive against employee data and lived experience you will see short term incentive in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here short term incentive means variable compensation tied to results over a relatively short period people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Short-term incentive","t":"Short-term incentive","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/short-term-incentive/","ui":"Can we test the claim about short-term incentive against employee data and lived experience?"},{"a":["supply shortfall"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Demand that cannot be met from available supply.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Demand that cannot be met from available supply.","i":3410,"id":"operations.shortage","lv":"core","ph":"shortage supply shortfall shortage supply shortfall shortage demand that cannot be met from available supply demand that cannot be met from available supply compare shortage with the same cohort and period before drawing a conclusion you will see shortage in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here shortage means demand that cannot be met from available supply operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Shortage","t":"Shortage","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/shortage/","ui":"Compare shortage with the same cohort and period before drawing a conclusion."},{"a":["short list"],"amb":["shortlist"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The smaller group selected to continue after initial evaluation.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The smaller group selected to continue after initial evaluation.","i":3411,"id":"operations.shortlist","lv":"core","ph":"shortlist short list short list shortlist shortlist the smaller group selected to continue after initial evaluation the smaller group selected to continue after initial evaluation procurement needs the basis for shortlist before suppliers price the work you will see shortlist in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here shortlist means the smaller group selected to continue after initial evaluation operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award candidate slate business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process status decision global context dependent","sn":"Shortlist","t":"Shortlist","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/shortlist/","ui":"Procurement needs the basis for shortlist before suppliers price the work."},{"a":["should cost"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"An independent estimate of what a product or service ought reasonably to cost.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"An independent estimate of what a product or service ought reasonably to cost.","i":3412,"id":"operations.should-cost-model","lv":"working","ph":"should cost model should cost should cost should cost model should cost model an independent estimate of what a product or service ought reasonably to cost an independent estimate of what a product or service ought reasonably to cost procurement needs the basis for should cost model before suppliers price the work you will see should cost model in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here should cost model means an independent estimate of what a product or service ought reasonably to cost operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process format genre model status decision global context dependent","sn":"Should-cost model","t":"Should-cost model","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/should-cost-model/","ui":"Procurement needs the basis for should-cost model before suppliers price the work."},{"a":["stock shrink"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Inventory loss from theft, damage, error or unrecorded causes.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Inventory loss from theft, damage, error or unrecorded causes.","i":3413,"id":"operations.shrinkage","lv":"core","ph":"shrinkage stock shrink shrinkage stock shrink shrinkage inventory loss from theft damage error or unrecorded causes inventory loss from theft damage error or unrecorded causes keep shrinkage on the dashboard but show the definition and reporting period beside it you will see shrinkage in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here shrinkage means inventory loss from theft damage error or unrecorded causes operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Shrinkage","t":"Shrinkage","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/shrinkage/","ui":"Keep shrinkage on the dashboard, but show the definition and reporting period beside it."},{"a":["wind-down"],"amb":["wind-down"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The planned or forced cessation of a company's operations.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The company stops operating.","i":3414,"id":"startup.shutdown","lv":"core","ph":"shutdown wind down shutdown wind down shutdown the company stops operating the planned or forced cessation of a companys operations the board is comparing a sale with an orderly shutdown you will see shutdown in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here shutdown means the planned or forced cessation of a companys operations startups venture and fundraising startup formation venture capital and fundraising startup stages and company states wind down startup investor finance corporate fundraising financing due diligence governance document artifact metric standard specification finance commerce organisation party status decision global context dependent","sn":"Shutdown","t":"Shutdown","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/shutdown/","ui":"The board is comparing a sale with an orderly shutdown."},{"a":["sick leave absence"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Work absence attributed to illness or health conditions.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Work absence attributed to illness or health conditions.","i":3415,"id":"people.sickness-absence","lv":"core","ph":"sickness absence sick leave absence sick leave absence sickness absence sickness absence work absence attributed to illness or health conditions work absence attributed to illness or health conditions the number is useful only if everyone calculates sickness absence the same way you will see sickness absence in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here sickness absence means work absence attributed to illness or health conditions people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Sickness absence","t":"Sickness absence","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/sickness-absence/","ui":"The number is useful only if everyone calculates sickness absence the same way."},{"a":["investor side letter","side agreement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A separate agreement supplementing or modifying terms between selected parties.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","investor","finance","corporate","business","people"],"e":"A separate agreement supplementing or modifying terms between selected parties.","i":3416,"id":"governance.side-letter","lv":"working","ph":"side letter investor side letter side agreement investor side letter side agreement side letter side letter a separate agreement supplementing or modifying terms between selected parties a separate agreement supplementing or modifying terms between selected parties can we state who receives the right created by side letter and when it applies you will see side letter in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here side letter means a separate agreement supplementing or modifying terms between selected parties corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting document artifact metric standard specification right contract law global context dependent","sn":"Side letter","t":"Side letter","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/side-letter/","ui":"Can we state who receives the right created by side letter, and when it applies?"},{"a":["approval sign-off","approval signoff"],"amb":["sign-off"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Formal approval of a disclosure before release.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["startup","business","corporate","investor","sales","finance"],"e":"Formal approval of a disclosure before release.","i":3417,"id":"reporting.sign-off","lv":"core","ph":"sign off approval sign off approval signoff approval sign off approval signoff sign off sign off formal approval of a disclosure before release formal approval of a disclosure before release can we state who receives the right created by sign off and when it applies you will see sign off in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here sign off means formal approval of a disclosure before release corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct acceptance startup business corporate investor sales finance planning pitching submission decision reporting governance investor relations disclosure document artifact metric standard specification finance commerce status decision global context dependent","sn":"Sign-off","t":"Sign-off","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/sign-off/","ui":"Can we state who receives the right created by sign-off, and when it applies?"},{"a":["joining bonus"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A payment offered for joining an organisation.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A payment offered for joining an organisation.","i":3418,"id":"people.sign-on-bonus","lv":"core","ph":"sign on bonus joining bonus joining bonus sign on bonus sign on bonus a payment offered for joining an organisation a payment offered for joining an organisation the announcement should not get ahead of the agreed process for sign on bonus you will see sign on bonus in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here sign on bonus means a payment offered for joining an organisation people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Sign-on bonus","t":"Sign-on bonus","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/sign-on-bonus/","ui":"The announcement should not get ahead of the agreed process for sign-on bonus."},{"a":["early signal"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An observation that may indicate a pattern or change but is not yet conclusive evidence.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A clue that something may be happening.","i":3419,"id":"product.signal","lv":"core","ph":"signal early signal early signal signal signal a clue that something may be happening an observation that may indicate a pattern or change but is not yet conclusive evidence three cancellations are a signal not a trend you will see signal in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here signal means an observation that may indicate a pattern or change but is not yet conclusive evidence product technology and innovation product management technology and innovation product discovery and research startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Signal","t":"Signal","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/signal/","ui":"Three cancellations are a signal, not a trend."},{"a":["significant control deficiency"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A control deficiency important enough to merit governance attention under the applicable framework.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A control deficiency important enough to merit governance attention under the applicable framework.","i":3420,"id":"governance.significant-deficiency","lv":"working","ph":"significant deficiency significant control deficiency significant control deficiency significant deficiency significant deficiency a control deficiency important enough to merit governance attention under the applicable framework a control deficiency important enough to merit governance attention under the applicable framework the board will ask what happens if significant deficiency moves outside tolerance you will see significant deficiency in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here significant deficiency means a control deficiency important enough to merit governance attention under the applicable framework corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law format genre model risk ethics access global context dependent","sn":"Significant deficiency","t":"Significant deficiency","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/significant-deficiency/","ui":"The board will ask what happens if significant deficiency moves outside tolerance."},{"a":["signature authority"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Formal power to bind an organisation by signing specified documents.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Formal power to bind an organisation by signing specified documents.","i":3421,"id":"governance.signing-authority","lv":"core","ph":"signing authority signature authority signature authority signing authority signing authority formal power to bind an organisation by signing specified documents formal power to bind an organisation by signing specified documents the team needs one controlled copy of signing authority with an owner and date you will see signing authority in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here signing authority means formal power to bind an organisation by signing specified documents corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law organisation party global context dependent","sn":"Signing authority","t":"Signing authority","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/signing-authority/","ui":"The team needs one controlled copy of signing authority, with an owner and date."},{"a":["SAFT"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A contract promising future digital tokens under specified conditions; legal and regulatory risks are significant.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An investment contract for tokens that may be issued later.","i":3422,"id":"startup.simple-agreement-for-future-tokens","lv":"specialist","ph":"simple agreement for future tokens saft saft simple agreement for future tokens simple agreement for future tokens an investment contract for tokens that may be issued later a contract promising future digital tokens under specified conditions legal and regulatory risks are significant the saft structure does not remove securities law risk you will see simple agreement for future tokens in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding instruments and exemptions in funding instruments and exemptions a loose definition can change rights obligations approval disclosure or enforceability here simple agreement for future tokens means a contract promising future digital tokens under specified conditions legal and regulatory risks are significant startups venture and fundraising startup formation venture capital and fundraising funding instruments and exemptions startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce right contract law organisation party risk ethics access global context dependent","sn":"Simple agreement for future tokens","t":"Simple agreement for future tokens","tp":"Funding instruments & exemptions","tpid":"startup-venture-fundraising.funding-instruments","u":"terms/simple-agreement-for-future-tokens/","ui":"The SAFT structure does not remove securities-law risk."},{"a":["single accountable owner"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"One clearly identified person answerable for an outcome.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"One clearly identified person answerable for an outcome.","i":3423,"id":"people.single-point-of-accountability","lv":"core","ph":"single point of accountability single accountable owner single accountable owner single point of accountability single point of accountability one clearly identified person answerable for an outcome one clearly identified person answerable for an outcome the announcement should not get ahead of the agreed process for single point of accountability you will see single point of accountability in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here single point of accountability means one clearly identified person answerable for an outcome people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Single point of accountability","t":"Single point of accountability","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/single-point-of-accountability/","ui":"The announcement should not get ahead of the agreed process for single point of accountability."},{"a":["SPOF"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A component whose failure can stop the whole system or process.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology","operations","procurement","sales"],"e":"One thing can bring everything down.","i":3424,"id":"product.single-point-of-failure","lv":"core","ph":"single point of failure spof single point of failure spof single point of failure one thing can bring everything down a component whose failure can stop the whole system or process the founder remains a single point of failure for enterprise sales you will see single point of failure in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here single point of failure means a component whose failure can stop the whole system or process product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology operations procurement sales product discovery product development testing launch operations procurement quality control risk management delivery right contract law equipment technology workflow process global context dependent","sn":"Single point of failure","t":"Single point of failure","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/single-point-of-failure/","ui":"The founder remains a single point of failure for enterprise sales."},{"a":["SSO"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A mechanism allowing one authentication to access multiple connected applications.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Sign in once to use several systems.","i":3425,"id":"product.single-sign-on","lv":"core","ph":"single sign on sso single sign on sso single sign on sign in once to use several systems a mechanism allowing one authentication to access multiple connected applications enterprise customers require single sign on you will see single sign on in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here single sign on means a mechanism allowing one authentication to access multiple connected applications product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations metric standard specification right contract law equipment technology global context dependent","sn":"Single sign-on","t":"Single sign-on","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/single-sign-on/","ui":"Enterprise customers require single sign-on."},{"a":["single sourcing"],"amb":["single sourcing"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Deliberate selection of one supplier despite alternatives, usually requiring justification.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Deliberate selection of one supplier despite alternatives, usually requiring justification.","i":3426,"id":"operations.single-source-procurement","lv":"core","ph":"single source procurement single sourcing single source procurement single sourcing single source procurement deliberate selection of one supplier despite alternatives usually requiring justification deliberate selection of one supplier despite alternatives usually requiring justification the number is useful only if everyone calculates single source procurement the same way you will see single source procurement in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here single source procurement means deliberate selection of one supplier despite alternatives usually requiring justification operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award single sourcing business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process status decision global context dependent corporate","sn":"Single-source procurement","t":"Single-source procurement","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/single-source-procurement/","ui":"The number is useful only if everyone calculates single-source procurement the same way."},{"a":["sole-source supply strategy"],"amb":["single sourcing"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Relying on one selected supplier for a category or item.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Relying on one selected supplier for a category or item.","i":3427,"id":"operations.single-sourcing","lv":"core","ph":"single sourcing sole source supply strategy single sourcing sole source supply strategy single sourcing relying on one selected supplier for a category or item relying on one selected supplier for a category or item the weekly review should track single sourcing against the same process definition you will see single sourcing in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here single sourcing means relying on one selected supplier for a category or item operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks single source procurement business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process global context dependent","sn":"Single sourcing","t":"Single sourcing","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/single-sourcing/","ui":"The weekly review should track single sourcing against the same process definition."},{"a":["single tenancy"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A software architecture in which a dedicated instance serves one customer.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"One customer gets its own system instance.","i":3428,"id":"product.single-tenant","lv":"core","ph":"single tenant single tenancy single tenancy single tenant single tenant one customer gets its own system instance a software architecture in which a dedicated instance serves one customer single tenant deployment raises cost but may satisfy control requirements you will see single tenant in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here single tenant means a software architecture in which a dedicated instance serves one customer product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations role person equipment technology global context dependent","sn":"Single-tenant","t":"Single-tenant","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/single-tenant/","ui":"Single-tenant deployment raises cost but may satisfy control requirements."},{"a":["single trigger"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Vesting acceleration caused by one event, commonly a change of control.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"One event makes equity vest faster.","i":3429,"id":"startup.single-trigger-acceleration","lv":"working","ph":"single trigger acceleration single trigger single trigger single trigger acceleration single trigger acceleration one event makes equity vest faster vesting acceleration caused by one event commonly a change of control the investor rejected full single trigger acceleration you will see single trigger acceleration in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here single trigger acceleration means vesting acceleration caused by one event commonly a change of control startups venture and fundraising startup formation venture capital and fundraising founder and employee equity startup investor finance corporate fundraising financing due diligence governance metric standard specification role person finance commerce organisation party global context dependent","sn":"Single-trigger acceleration","t":"Single-trigger acceleration","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/single-trigger-acceleration/","ui":"The investor rejected full single-trigger acceleration."},{"a":["supplier-input-process-output-customer"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A high-level map of suppliers, inputs, process, outputs and customers.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A high-level map of suppliers, inputs, process, outputs and customers.","i":3430,"id":"operations.sipoc","lv":"working","ph":"sipoc supplier input process output customer sipoc supplier input process output customer sipoc a high level map of suppliers inputs process outputs and customers a high level map of suppliers inputs process outputs and customers the operating model needs to show how sipoc works in practice you will see sipoc in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here sipoc means a high level map of suppliers inputs process outputs and customers operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person equipment technology workflow process global context dependent","sn":"SIPOC","t":"SIPOC","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/sipoc/","ui":"The operating model needs to show how SIPOC works in practice."},{"a":["fellow subsidiary"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An informal term for companies controlled by the same parent.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An informal term for companies controlled by the same parent.","i":3431,"id":"governance.sister-company","lv":"working","ph":"sister company fellow subsidiary fellow subsidiary sister company sister company an informal term for companies controlled by the same parent an informal term for companies controlled by the same parent can we state who receives the right created by sister company and when it applies you will see sister company in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here sister company means an informal term for companies controlled by the same parent corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Sister company","t":"Sister company","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/sister-company/","ui":"Can we state who receives the right created by sister company, and when it applies?"},{"a":["6 Sigma"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A structured approach using data to reduce defects and process variation.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A structured approach using data to reduce defects and process variation.","i":3432,"id":"operations.six-sigma","lv":"working","ph":"six sigma 6 sigma 6 sigma six sigma six sigma a structured approach using data to reduce defects and process variation a structured approach using data to reduce defects and process variation can we remove the ambiguity around six sigma before the process changes you will see six sigma in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here six sigma means a structured approach using data to reduce defects and process variation operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Six Sigma","t":"Six Sigma","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/six-sigma/","ui":"Can we remove the ambiguity around six Sigma before the process changes?"},{"a":["capability proficiency"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Assessed level of competence in a defined skill.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Assessed level of competence in a defined skill.","i":3433,"id":"people.skill-proficiency","lv":"working","ph":"skill proficiency capability proficiency capability proficiency skill proficiency skill proficiency assessed level of competence in a defined skill assessed level of competence in a defined skill keep skill proficiency on the dashboard but show the definition and reporting period beside it you will see skill proficiency in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here skill proficiency means assessed level of competence in a defined skill people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Skill proficiency","t":"Skill proficiency","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/skill-proficiency/","ui":"Keep skill proficiency on the dashboard, but show the definition and reporting period beside it."},{"a":["capability gap"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The difference between capabilities required and currently available.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The difference between capabilities required and currently available.","i":3434,"id":"people.skills-gap","lv":"core","ph":"skills gap capability gap capability gap skills gap skills gap the difference between capabilities required and currently available the difference between capabilities required and currently available the people plan needs to explain how skills gap affects roles and decisions you will see skills gap in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here skills gap means the difference between capabilities required and currently available people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Skills gap","t":"Skills gap","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/skills-gap/","ui":"The people plan needs to explain how skills gap affects roles and decisions."},{"a":["capability inventory"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A record of skills available across a workforce.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A record of skills available across a workforce.","i":3435,"id":"people.skills-inventory","lv":"working","ph":"skills inventory capability inventory capability inventory skills inventory skills inventory a record of skills available across a workforce a record of skills available across a workforce can we test the claim about skills inventory against employee data and lived experience you will see skills inventory in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here skills inventory means a record of skills available across a workforce people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Skills inventory","t":"Skills inventory","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/skills-inventory/","ui":"Can we test the claim about skills inventory against employee data and lived experience?"},{"a":["board skills matrix"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A table mapping the skills, experience and attributes represented on a board or team.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A table mapping the skills, experience and attributes represented on a board or team.","i":3436,"id":"governance.skills-matrix","lv":"core","ph":"skills matrix board skills matrix board skills matrix skills matrix skills matrix a table mapping the skills experience and attributes represented on a board or team a table mapping the skills experience and attributes represented on a board or team attach the latest skills matrix to the decision pack before the meeting you will see skills matrix in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here skills matrix means a table mapping the skills experience and attributes represented on a board or team corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting right contract law format genre model organisation party global context dependent","sn":"Skills matrix","t":"Skills matrix","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/skills-matrix/","ui":"Attach the latest skills matrix to the decision pack before the meeting."},{"a":["price skimming"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Charging a relatively high initial price and reducing it as the market broadens.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Charging a relatively high initial price and reducing it as the market broadens.","i":3437,"id":"revenue.skimming-pricing","lv":"working","ph":"skimming pricing price skimming price skimming skimming pricing skimming pricing charging a relatively high initial price and reducing it as the market broadens charging a relatively high initial price and reducing it as the market broadens the proposal must state how skimming pricing changes the customers bill you will see skimming pricing in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here skimming pricing means charging a relatively high initial price and reducing it as the market broadens revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce format genre model global context dependent","sn":"Skimming pricing","t":"Skimming pricing","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/skimming-pricing/","ui":"The proposal must state how skimming pricing changes the customer’s bill."},{"a":["indirect manager"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A manager one or more levels above an employee's direct manager.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A manager one or more levels above an employee's direct manager.","i":3438,"id":"people.skip-level-manager","lv":"working","ph":"skip level manager indirect manager indirect manager skip level manager skip level manager a manager one or more levels above an employees direct manager a manager one or more levels above an employees direct manager the announcement should not get ahead of the agreed process for skip level manager you will see skip level manager in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here skip level manager means a manager one or more levels above an employees direct manager people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Skip-level manager","t":"Skip-level manager","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/skip-level-manager/","ui":"The announcement should not get ahead of the agreed process for skip-level manager."},{"a":["spare capacity"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Uncommitted time or capacity available to absorb variation or new work.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Uncommitted time or capacity available to absorb variation or new work.","i":3439,"id":"operations.slack","lv":"core","ph":"slack spare capacity slack spare capacity slack uncommitted time or capacity available to absorb variation or new work uncommitted time or capacity available to absorb variation or new work compare slack with the same cohort and period before drawing a conclusion you will see slack in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here slack means uncommitted time or capacity available to absorb variation or new work operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Slack","t":"Slack","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/slack/","ui":"Compare slack with the same cohort and period before drawing a conclusion."},{"a":["advertising slogan"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A memorable phrase used to express or promote an idea, campaign or brand.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A memorable phrase used to express or promote an idea, campaign or brand.","i":3440,"id":"marketing.slogan","lv":"core","ph":"slogan advertising slogan advertising slogan slogan slogan a memorable phrase used to express or promote an idea campaign or brand a memorable phrase used to express or promote an idea campaign or brand which version of slogan should the board treat as current you will see slogan in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here slogan means a memorable phrase used to express or promote an idea campaign or brand marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting document artifact format genre model global context dependent","sn":"Slogan","t":"Slogan","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/slogan/","ui":"Which version of slogan should the board treat as current?"},{"a":["SMI"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Inventory selling or being used much more slowly than expected.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Inventory selling or being used much more slowly than expected.","i":3441,"id":"operations.slow-moving-inventory","lv":"working","ph":"slow moving inventory smi slow moving inventory smi slow moving inventory inventory selling or being used much more slowly than expected inventory selling or being used much more slowly than expected how are we defining slow moving inventory in this deck you will see slow moving inventory in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here slow moving inventory means inventory selling or being used much more slowly than expected operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Slow-moving inventory","t":"Slow-moving inventory","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/slow-moving-inventory/","ui":"How are we defining slow-moving inventory in this deck?"},{"a":["SME","small enterprise"],"amb":["SME"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An independently owned business within applicable size thresholds, which vary by jurisdiction and industry.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A smaller independently run business.","i":3442,"id":"startup.small-business","lv":"core","ph":"small business sme small enterprise small business small enterprise sme small business a smaller independently run business an independently owned business within applicable size thresholds which vary by jurisdiction and industry the small business definition depends on the programme and jurisdiction you will see small business in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here small business means an independently owned business within applicable size thresholds which vary by jurisdiction and industry startups venture and fundraising startup formation venture capital and fundraising startup stages and company states sme subject matter expert startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party status decision global context dependent","sn":"Small business","t":"Small business","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/small-business/","ui":"The small-business definition depends on the programme and jurisdiction."},{"a":["SMART objective"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A goal framed as specific, measurable, achievable, relevant and time-bound.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A goal framed as specific, measurable, achievable, relevant and time-bound.","i":3443,"id":"people.smart-goal","lv":"core","ph":"smart goal smart objective smart goal smart objective smart goal a goal framed as specific measurable achievable relevant and time bound a goal framed as specific measurable achievable relevant and time bound compare smart goal with the same cohort and period before drawing a conclusion you will see smart goal in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here smart goal means a goal framed as specific measurable achievable relevant and time bound people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"SMART goal","t":"SMART goal","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/smart-goal/","ui":"Compare sMART goal with the same cohort and period before drawing a conclusion."},{"a":["SME sales"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Selling to small and medium-sized businesses, usually with lower contract values and shorter cycles than enterprise sales.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Selling to small and medium-sized businesses, usually with lower contract values and shorter cycles than enterprise sales.","i":3444,"id":"revenue.smb-sales","lv":"core","ph":"smb sales sme sales smb sales sme sales smb sales selling to small and medium sized businesses usually with lower contract values and shorter cycles than enterprise sales selling to small and medium sized businesses usually with lower contract values and shorter cycles than enterprise sales counsel wants smb sales clarified before anyone signs you will see smb sales in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here smb sales means selling to small and medium sized businesses usually with lower contract values and shorter cycles than enterprise sales revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law equipment technology workflow process format genre model global context dependent","sn":"SMB sales","t":"SMB sales","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/smb-sales/","ui":"Counsel wants sMB sales clarified before anyone signs."},{"a":["small and medium enterprise","SMB"],"amb":["SME"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Small or medium-sized enterprise, defined by jurisdiction-specific thresholds such as employees, revenue or assets.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A smaller or medium-sized business under local rules.","i":3445,"id":"startup.sme","lv":"core","ph":"sme small and medium enterprise smb small and medium enterprise smb sme sme a smaller or medium sized business under local rules small or medium sized enterprise defined by jurisdiction specific thresholds such as employees revenue or assets the sme threshold differs across countries and programmes you will see sme in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here sme means small or medium sized enterprise defined by jurisdiction specific thresholds such as employees revenue or assets startups venture and fundraising startup formation venture capital and fundraising startup stages and company states small business subject matter expert startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party status decision global context dependent","sn":"SME","t":"SME","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/sme/","ui":"The SME threshold differs across countries and programmes."},{"a":["text marketing"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Marketing communication sent through text messages.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Marketing communication sent through text messages.","i":3446,"id":"marketing.sms-marketing","lv":"core","ph":"sms marketing text marketing sms marketing text marketing sms marketing marketing communication sent through text messages marketing communication sent through text messages define sms marketing before we compare campaign performance you will see sms marketing in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here sms marketing means marketing communication sent through text messages marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"SMS marketing","t":"SMS marketing","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/sms-marketing/","ui":"Define sMS marketing before we compare campaign performance."},{"a":["implication test"],"amb":["so what"],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"Informal shorthand for the significance or decision relevance of information.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The answer to why this information matters.","i":3447,"id":"bizpitch.so-what","lv":"core","ph":"so what implication test implication test so what so what the answer to why this information matters informal shorthand for the significance or decision relevance of information every analysis slide needs a clear so what you will see so what in business pitches proposals executive summaries and decision decks when the discussion reaches decision narrative and persuasion it helps a reader interpret decision narrative and persuasion without confusing the measure decision role or evidence being discussed here so what means informal shorthand for the significance or decision relevance of information business pitching and presentation materials business pitches decks and decision materials decision narrative and persuasion implication startup business corporate investor sales planning pitching submission decision status decision global context dependent","sn":"So what","t":"So what","tp":"Decision narrative & persuasion","tpid":"business-pitching-artifacts.decision-story","u":"terms/so-what/","ui":"Every analysis slide needs a clear so what."},{"a":["System and Organization Controls 2"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An attestation framework reporting on controls relevant to security, availability and other trust-service criteria.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"An independent report on how a service organisation controls certain risks.","i":3448,"id":"product.soc-2","lv":"working","ph":"soc 2 system and organization controls 2 soc 2 system and organization controls 2 soc 2 an independent report on how a service organisation controls certain risks an attestation framework reporting on controls relevant to security availability and other trust service criteria soc 2 is an attestation report not a permanent security guarantee you will see soc 2 in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here soc 2 means an attestation framework reporting on controls relevant to security availability and other trust service criteria product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations document artifact right contract law equipment technology format genre model global context dependent","sn":"SOC 2","t":"SOC 2","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/soc-2/","ui":"SOC 2 is an attestation report, not a permanent security guarantee."},{"a":["social value"],"amb":["social value"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A way the offer affects identity, status, belonging or relationships.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A way the offer affects identity, status, belonging or relationships.","i":3449,"id":"marketing.social-benefit","lv":"working","ph":"social benefit social value social benefit social value social benefit a way the offer affects identity status belonging or relationships a way the offer affects identity status belonging or relationships the brief needs to say which audience should remember social benefit you will see social benefit in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here social benefit means a way the offer affects identity status belonging or relationships marketing brand and growth brand marketing media and growth messaging proposition and voice social value startup business corporate marketing sales market research marketing growth reporting format genre model organisation party status decision global context dependent","sn":"Social benefit","t":"Social benefit","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/social-benefit/","ui":"The brief needs to say which audience should remember social benefit."},{"a":["SBP"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Voluntary process guidelines for issuing social bonds.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Voluntary process guidelines for issuing social bonds.","i":3450,"id":"sustainability.social-bond-principles","lv":"working","ph":"social bond principles sbp sbp social bond principles social bond principles voluntary process guidelines for issuing social bonds voluntary process guidelines for issuing social bonds which standard and reporting period govern social bond principles you will see social bond principles in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here social bond principles means voluntary process guidelines for issuing social bonds sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process format genre model risk ethics access global context dependent","sn":"Social Bond Principles","t":"Social Bond Principles","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/social-bond-principles/","ui":"Which standard and reporting period govern social Bond Principles?"},{"a":["mission-led enterprise"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An organisation that pursues a social or environmental purpose through trading or enterprise activity.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An organisation that pursues a social or environmental purpose through trading or enterprise activity.","i":3451,"id":"governance.social-enterprise","lv":"working","ph":"social enterprise mission led enterprise mission led enterprise social enterprise social enterprise an organisation that pursues a social or environmental purpose through trading or enterprise activity an organisation that pursues a social or environmental purpose through trading or enterprise activity the draft mentions social enterprise but the scope and jurisdiction are still unclear you will see social enterprise in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here social enterprise means an organisation that pursues a social or environmental purpose through trading or enterprise activity corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Social enterprise","t":"Social enterprise","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/social-enterprise/","ui":"The draft mentions social enterprise, but the scope and jurisdiction are still unclear."},{"a":["S factor"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A matter concerning people, labour, communities, customers or human rights.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A matter concerning people, labour, communities, customers or human rights.","i":3452,"id":"sustainability.social-factor","lv":"core","ph":"social factor s factor s factor social factor social factor a matter concerning people labour communities customers or human rights a matter concerning people labour communities customers or human rights the sustainability report needs the method exclusions and assurance status for social factor you will see social factor in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here social factor means a matter concerning people labour communities customers or human rights sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance role person right contract law risk ethics access global context dependent","sn":"Social factor","t":"Social factor","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/social-factor/","ui":"The sustainability report needs the method, exclusions and assurance status for social factor."},{"a":["impact finance"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Financing directed toward social outcomes or needs.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Financing directed toward social outcomes or needs.","i":3453,"id":"sustainability.social-finance","lv":"working","ph":"social finance impact finance impact finance social finance social finance financing directed toward social outcomes or needs financing directed toward social outcomes or needs state the boundary and evidence behind social finance before publishing the claim you will see social finance in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here social finance means financing directed toward social outcomes or needs sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Social finance","t":"Social finance","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/social-finance/","ui":"State the boundary and evidence behind social finance before publishing the claim."},{"a":["social need"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"How a customer wants to be perceived by others in a situation.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How the customer wants others to see them.","i":3454,"id":"strategy.social-job","lv":"working","ph":"social job social need social job social need social job how the customer wants others to see them how a customer wants to be perceived by others in a situation the social job is appearing credible to senior leadership you will see social job in strategy decks market analyses business plans and planning workshops when the discussion reaches needs jobs and value propositions it helps a reader interpret needs jobs and value propositions without confusing the measure decision role or evidence being discussed here social job means how a customer wants to be perceived by others in a situation strategy markets and business models strategy market analysis and business models needs jobs and value propositions startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Social job","t":"Social job","tp":"Needs, jobs & value propositions","tpid":"strategy-market-models.customer-needs","u":"terms/social-job/","ui":"The social job is appearing credible to senior leadership."},{"a":["SLO"],"amb":["SLO"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Informal acceptance and trust granted by communities and stakeholders.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Informal acceptance and trust granted by communities and stakeholders.","i":3455,"id":"sustainability.social-licence-to-operate","lv":"core","ph":"social licence to operate slo slo social licence to operate social licence to operate informal acceptance and trust granted by communities and stakeholders informal acceptance and trust granted by communities and stakeholders the number is useful only if everyone calculates social licence to operate the same way you will see social licence to operate in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here social licence to operate means informal acceptance and trust granted by communities and stakeholders sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition service level agreement service level objective corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification right contract law risk ethics access global context dependent","sn":"Social licence to operate","t":"Social licence to operate","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/social-licence-to-operate/","ui":"The number is useful only if everyone calculates social licence to operate the same way."},{"a":["listening"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Monitoring and analysing public online conversation about topics, brands or categories.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Monitoring and analysing public online conversation about topics, brands or categories.","i":3456,"id":"marketing.social-listening","lv":"core","ph":"social listening listening listening social listening social listening monitoring and analysing public online conversation about topics brands or categories monitoring and analysing public online conversation about topics brands or categories define social listening in the research plan before fieldwork begins you will see social listening in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here social listening means monitoring and analysing public online conversation about topics brands or categories marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Social listening","t":"Social listening","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/social-listening/","ui":"Define social listening in the research plan before fieldwork begins."},{"a":["social marketing"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Marketing through social platforms and communities.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Marketing through social platforms and communities.","i":3457,"id":"marketing.social-media-marketing","lv":"core","ph":"social media marketing social marketing social marketing social media marketing social media marketing marketing through social platforms and communities marketing through social platforms and communities define social media marketing before we compare campaign performance you will see social media marketing in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here social media marketing means marketing through social platforms and communities marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Social media marketing","t":"Social media marketing","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/social-media-marketing/","ui":"Define social media marketing before we compare campaign performance."},{"a":["impact procurement"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Purchasing designed to create defined social value alongside goods or services.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Purchasing designed to create defined social value alongside goods or services.","i":3458,"id":"sustainability.social-procurement","lv":"working","ph":"social procurement impact procurement impact procurement social procurement social procurement purchasing designed to create defined social value alongside goods or services purchasing designed to create defined social value alongside goods or services which standard and reporting period govern social procurement you will see social procurement in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here social procurement means purchasing designed to create defined social value alongside goods or services sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Social procurement","t":"Social procurement","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/social-procurement/","ui":"Which standard and reporting period govern social procurement?"},{"a":["popularity cue"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Evidence of others' choices or approval used to influence behaviour.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Evidence of others' choices or approval used to influence behaviour.","i":3459,"id":"marketing.social-proof","lv":"core","ph":"social proof popularity cue popularity cue social proof social proof evidence of others choices or approval used to influence behaviour evidence of others choices or approval used to influence behaviour can we state who receives the right created by social proof and when it applies you will see social proof in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here social proof means evidence of others choices or approval used to influence behaviour marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access status decision global context dependent","sn":"Social proof","t":"Social proof","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/social-proof/","ui":"Can we state who receives the right created by social proof, and when it applies?"},{"a":["public value"],"amb":["social value"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Social, economic or environmental benefit considered alongside direct commercial value.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Social, economic or environmental benefit considered alongside direct commercial value.","i":3460,"id":"sustainability.social-value","lv":"core","ph":"social value public value public value social value social value social economic or environmental benefit considered alongside direct commercial value social economic or environmental benefit considered alongside direct commercial value state the boundary and evidence behind social value before publishing the claim you will see social value in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here social value means social economic or environmental benefit considered alongside direct commercial value sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition social benefit corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Social value","t":"Social value","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/social-value/","ui":"State the boundary and evidence behind social value before publishing the claim."},{"a":["purpose washing"],"amb":["Purpose washing"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Misleading claims about social responsibility or impact.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Misleading claims about social responsibility or impact.","i":3461,"id":"sustainability.social-washing","lv":"core","ph":"social washing purpose washing purpose washing social washing social washing misleading claims about social responsibility or impact misleading claims about social responsibility or impact the assurance team asked for the evidence supporting social washing you will see social washing in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here social washing means misleading claims about social responsibility or impact sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance purpose washing corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Social washing","t":"Social washing","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/social-washing/","ui":"The assurance team asked for the evidence supporting social washing."},{"a":["circulate informally"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"Informal business term for sharing an idea in advance to gather reactions and build support.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"Share an idea before formal approval.","i":3462,"id":"bizpitch.socialise","lv":"working","ph":"socialise circulate informally circulate informally socialise socialise share an idea before formal approval informal business term for sharing an idea in advance to gather reactions and build support socialise the recommendation before the board pack closes you will see socialise in business pitches proposals executive summaries and decision decks when the discussion reaches business presentation delivery it helps a reader interpret business presentation delivery without confusing the measure decision role or evidence being discussed here socialise means informal business term for sharing an idea in advance to gather reactions and build support business pitching and presentation materials business pitches decks and decision materials business presentation delivery startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Socialise","t":"Socialise","tp":"Business presentation delivery","tpid":"business-pitching-artifacts.presentation-delivery","u":"terms/socialise/","ui":"Socialise the recommendation before the board pack closes."},{"a":["soft commitment"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An informal indication of potential investor interest that is not yet a binding commitment.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An investor says they may invest but has not committed.","i":3463,"id":"startup.soft-circle","lv":"working","ph":"soft circle soft commitment soft circle soft commitment soft circle an investor says they may invest but has not committed an informal indication of potential investor interest that is not yet a binding commitment treat the soft circle as uncertain until documents are signed you will see soft circle in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here soft circle means an informal indication of potential investor interest that is not yet a binding commitment startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance role person finance commerce workflow process organisation party global context dependent","sn":"Soft circle","t":"Soft circle","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/soft-circle/","ui":"Treat the soft circle as uncertain until documents are signed."},{"a":["limited launch"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A limited or low-publicity launch used to test operations, demand or messaging before wider release.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Release quietly to a smaller group first.","i":3464,"id":"product.soft-launch","lv":"core","ph":"soft launch limited launch limited launch soft launch soft launch release quietly to a smaller group first a limited or low publicity launch used to test operations demand or messaging before wider release the soft launch is limited to one country you will see soft launch in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here soft launch means a limited or low publicity launch used to test operations demand or messaging before wider release product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology status decision global context dependent","sn":"Soft launch","t":"Soft launch","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/soft-launch/","ui":"The soft launch is limited to one country."},{"a":["SaaS"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Software hosted by a provider and accessed by customers, usually through a subscription.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Software used online rather than installed and managed by each customer.","i":3465,"id":"product.software-as-a-service","lv":"core","ph":"software as a service saas saas software as a service software as a service software used online rather than installed and managed by each customer software hosted by a provider and accessed by customers usually through a subscription the saas model includes hosting and updates you will see software as a service in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here software as a service means software hosted by a provider and accessed by customers usually through a subscription product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations role person equipment technology global context dependent","sn":"Software as a service","t":"Software as a service","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/software-as-a-service/","ui":"The SaaS model includes hosting and updates."},{"a":["SDK"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A collection of tools, libraries and documentation helping developers build with a platform or technology.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A toolkit for developers building on a product.","i":3466,"id":"product.software-development-kit","lv":"core","ph":"software development kit sdk sdk software development kit software development kit a toolkit for developers building on a product a collection of tools libraries and documentation helping developers build with a platform or technology the mobile sdk includes authentication and analytics you will see software development kit in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here software development kit means a collection of tools libraries and documentation helping developers build with a platform or technology product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations document artifact equipment technology global context dependent","sn":"Software development kit","t":"Software development kit","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/software-development-kit/","ui":"The mobile SDK includes authentication and analytics."},{"a":["sole trader","sole proprietorship business"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A business owned by one individual without a separate incorporated entity.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A business owned by one individual without a separate incorporated entity.","i":3467,"id":"governance.sole-proprietorship","lv":"core","ph":"sole proprietorship sole trader sole proprietorship business sole proprietorship sole proprietorship business sole trader sole proprietorship a business owned by one individual without a separate incorporated entity a business owned by one individual without a separate incorporated entity how are we defining sole proprietorship in this deck you will see sole proprietorship in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here sole proprietorship means a business owned by one individual without a separate incorporated entity corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law organisation party global context dependent","sn":"Sole proprietorship","t":"Sole proprietorship","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/sole-proprietorship/","ui":"How are we defining sole proprietorship in this deck?"},{"a":["sole sourcing"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Procurement from the only supplier considered capable or legally available.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Procurement from the only supplier considered capable or legally available.","i":3468,"id":"operations.sole-source-procurement","lv":"core","ph":"sole source procurement sole sourcing sole source procurement sole sourcing sole source procurement procurement from the only supplier considered capable or legally available procurement from the only supplier considered capable or legally available can we separate a mandatory requirement in sole source procurement from a scored preference you will see sole source procurement in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here sole source procurement means procurement from the only supplier considered capable or legally available operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person right contract law workflow process status decision global context dependent","sn":"Sole-source procurement","t":"Sole-source procurement","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/sole-source-procurement/","ui":"Can we separate a mandatory requirement in sole-source procurement from a scored preference?"},{"a":["direct reporting line"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The primary formal reporting relationship.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The primary formal reporting relationship.","i":3469,"id":"people.solid-line-reporting","lv":"working","ph":"solid line reporting direct reporting line direct reporting line solid line reporting solid line reporting the primary formal reporting relationship the primary formal reporting relationship the team needs one controlled copy of solid line reporting with an owner and date you will see solid line reporting in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here solid line reporting means the primary formal reporting relationship people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management document artifact role person organisation party global context dependent","sn":"Solid-line reporting","t":"Solid-line reporting","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/solid-line-reporting/","ui":"The team needs one controlled copy of solid-line reporting, with an owner and date."},{"a":["single founder"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A founder who starts a company without a co-founder.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"One person starts the company alone.","i":3470,"id":"startup.solo-founder","lv":"core","ph":"solo founder single founder single founder solo founder solo founder one person starts the company alone a founder who starts a company without a co founder the solo founder has built a strong senior team around them you will see solo founder in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here solo founder means a founder who starts a company without a co founder startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Solo founder","t":"Solo founder","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/solo-founder/","ui":"The solo founder has built a strong senior team around them."},{"a":["lean solution"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"In Lean Canvas, the proposed high-level response to the selected customer problems.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The startup's current answer to the problem.","i":3471,"id":"strategy.solution","lv":"core","ph":"solution lean solution lean solution solution solution the startups current answer to the problem in lean canvas the proposed high level response to the selected customer problems keep the solution box provisional until testing you will see solution in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here solution means in lean canvas the proposed high level response to the selected customer problems strategy markets and business models strategy market analysis and business models business model canvas and lean canvas startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification role person equipment technology format genre model global context dependent startup","sn":"Solution","t":"Solution","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/solution/","ui":"Keep the solution box provisional until testing."},{"a":["solution assumption"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A testable belief that a proposed solution will create a desired outcome.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A guess about what solution will work.","i":3472,"id":"product.solution-hypothesis","lv":"core","ph":"solution hypothesis solution assumption solution assumption solution hypothesis solution hypothesis a guess about what solution will work a testable belief that a proposed solution will create a desired outcome the solution hypothesis needs a behavioural test you will see solution hypothesis in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here solution hypothesis means a testable belief that a proposed solution will create a desired outcome product technology and innovation product management technology and innovation product discovery and research startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Solution hypothesis","t":"Solution hypothesis","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/solution-hypothesis/","ui":"The solution hypothesis needs a behavioural test."},{"a":["concept test interview"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A customer conversation testing reaction to a proposed solution, prototype or value proposition.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"An interview that tests whether a proposed answer is useful.","i":3473,"id":"strategy.solution-interview","lv":"core","ph":"solution interview concept test interview concept test interview solution interview solution interview an interview that tests whether a proposed answer is useful a customer conversation testing reaction to a proposed solution prototype or value proposition the solution interview should not become a sales pitch you will see solution interview in strategy decks market analyses business plans and planning workshops when the discussion reaches needs jobs and value propositions it helps a reader interpret needs jobs and value propositions without confusing the measure decision role or evidence being discussed here solution interview means a customer conversation testing reaction to a proposed solution prototype or value proposition strategy markets and business models strategy market analysis and business models needs jobs and value propositions startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Solution interview","t":"Solution interview","tp":"Needs, jobs & value propositions","tpid":"strategy-market-models.customer-needs","u":"terms/solution-interview/","ui":"The solution interview should not become a sales pitch."},{"a":["solution summary"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A concise explanation of the proposed solution, components, outcomes and fit.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A short explanation of what is being proposed.","i":3474,"id":"bizpitch.solution-overview","lv":"core","ph":"solution overview solution summary solution overview solution summary solution overview a short explanation of what is being proposed a concise explanation of the proposed solution components outcomes and fit put the solution overview before the detailed workplan you will see solution overview in business pitches proposals executive summaries and decision decks when the discussion reaches proposals bids and tender materials it helps a reader interpret proposals bids and tender materials without confusing the measure decision role or evidence being discussed here solution overview means a concise explanation of the proposed solution components outcomes and fit business pitching and presentation materials business pitches decks and decision materials proposals bids and tender materials startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Solution overview","t":"Solution overview","tp":"Proposals, bids & tender materials","tpid":"business-pitching-artifacts.proposal-materials","u":"terms/solution-overview/","ui":"Put the solution overview before the detailed workplan."},{"a":["consultative solution selling"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A sales approach that frames the offer around diagnosing and solving a customer problem.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A sales approach that frames the offer around diagnosing and solving a customer problem.","i":3475,"id":"revenue.solution-selling","lv":"core","ph":"solution selling consultative solution selling consultative solution selling solution selling solution selling a sales approach that frames the offer around diagnosing and solving a customer problem a sales approach that frames the offer around diagnosing and solving a customer problem do not move the opportunity until solution selling is confirmed you will see solution selling in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here solution selling means a sales approach that frames the offer around diagnosing and solving a customer problem revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce workflow process global context dependent","sn":"Solution selling","t":"Solution selling","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/solution-selling/","ui":"Do not move the opportunity until solution selling is confirmed."},{"a":["solution page"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide explaining the proposed answer to the problem and why it is meaningfully better.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that explains the proposed answer.","i":3476,"id":"bizpitch.solution-slide","lv":"core","ph":"solution slide solution page solution page solution slide solution slide the slide that explains the proposed answer a slide explaining the proposed answer to the problem and why it is meaningfully better the solution slide should show the change for the customer not only the feature you will see solution slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here solution slide means a slide explaining the proposed answer to the problem and why it is meaningfully better business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Solution slide","t":"Solution slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/solution-slide/","ui":"The solution slide should show the change for the customer, not only the feature."},{"a":[],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A combined analytics label identifying origin and marketing mechanism.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A combined analytics label identifying origin and marketing mechanism.","i":3477,"id":"marketing.source-medium","lv":"core","ph":"source medium source medium source medium a combined analytics label identifying origin and marketing mechanism a combined analytics label identifying origin and marketing mechanism keep source medium on the dashboard but show the definition and reporting period beside it you will see source medium in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here source medium means a combined analytics label identifying origin and marketing mechanism marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Source/medium","t":"Source/medium","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/source-medium/","ui":"Keep source/medium on the dashboard, but show the definition and reporting period beside it."},{"a":["funds source","SOF"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Evidence explaining where money for a specific transaction originated.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","investor","finance","corporate","business","people"],"e":"Evidence explaining where money for a specific transaction originated.","i":3478,"id":"governance.source-of-funds","lv":"core","ph":"source of funds funds source sof funds source sof source of funds source of funds evidence explaining where money for a specific transaction originated evidence explaining where money for a specific transaction originated the draft mentions source of funds but the scope and jurisdiction are still unclear you will see source of funds in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here source of funds means evidence explaining where money for a specific transaction originated corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Source of funds","t":"Source of funds","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/source-of-funds/","ui":"The draft mentions source of funds, but the scope and jurisdiction are still unclear."},{"a":["hiring source"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The channel through which a successful candidate was found.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The channel through which a successful candidate was found.","i":3479,"id":"people.source-of-hire","lv":"working","ph":"source of hire hiring source hiring source source of hire source of hire the channel through which a successful candidate was found the channel through which a successful candidate was found who is accountable for source of hire and who is affected by it you will see source of hire in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here source of hire means the channel through which a successful candidate was found people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Source of hire","t":"Source of hire","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/source-of-hire/","ui":"Who is accountable for source of hire, and who is affected by it?"},{"a":["single source of truth","SSOT"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The designated authoritative system or record for a particular type of information.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The place everyone should trust for a particular fact.","i":3480,"id":"product.source-of-truth","lv":"core","ph":"source of truth single source of truth ssot single source of truth source of truth ssot source of truth the place everyone should trust for a particular fact the designated authoritative system or record for a particular type of information define the source of truth for recurring revenue you will see source of truth in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here source of truth means the designated authoritative system or record for a particular type of information product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Source of truth","t":"Source of truth","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/source-of-truth/","ui":"Define the source of truth for recurring revenue."},{"a":["wealth source","SOW"],"amb":["SOW"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Evidence explaining how a person's overall wealth was generated.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate","business","people"],"e":"Proof of how an investor became wealthy.","i":3481,"id":"startup.source-of-wealth","lv":"working","ph":"source of wealth wealth source sow source of wealth sow wealth source source of wealth proof of how an investor became wealthy evidence explaining how a persons overall wealth was generated the family office completed source of wealth review you will see source of wealth in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here source of wealth means evidence explaining how a persons overall wealth was generated startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms scope of work statement of work startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting metric standard specification role person finance commerce equipment technology organisation party global context dependent","sn":"Source of wealth","t":"Source of wealth","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/source-of-wealth/","ui":"The family office completed source-of-wealth review."},{"a":["S&U"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A schedule showing where transaction funds come from and how they will be used.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A schedule showing where transaction funds come from and how they will be used.","i":3482,"id":"bizfinance.sources-and-uses","lv":"core","ph":"sources and uses s and u s and u sources and uses sources and uses a schedule showing where transaction funds come from and how they will be used a schedule showing where transaction funds come from and how they will be used attach the latest sources and uses to the decision pack before the meeting you will see sources and uses in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here sources and uses means a schedule showing where transaction funds come from and how they will be used finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce equipment technology format genre model organisation party global context dependent","sn":"Sources and uses","t":"Sources and uses","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/sources-and-uses/","ui":"Attach the latest sources and uses to the decision pack before the meeting."},{"a":["source page","references slide"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide listing the evidence and references used in the presentation.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that shows where facts and numbers came from.","i":3483,"id":"bizpitch.sources-slide","lv":"core","ph":"sources slide source page references slide references slide source page sources slide sources slide the slide that shows where facts and numbers came from a slide listing the evidence and references used in the presentation the sources slide should identify the exact report and date you will see sources slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here sources slide means a slide listing the evidence and references used in the presentation business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Sources slide","t":"Sources slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/sources-slide/","ui":"The sources slide should identify the exact report and date."},{"a":["supplier sourcing"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Identifying and evaluating ways to obtain goods, services or capability.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Identifying and evaluating ways to obtain goods, services or capability.","i":3484,"id":"operations.sourcing","lv":"core","ph":"sourcing supplier sourcing sourcing supplier sourcing sourcing identifying and evaluating ways to obtain goods services or capability identifying and evaluating ways to obtain goods services or capability attach the latest sourcing to the decision pack before the meeting you will see sourcing in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here sourcing means identifying and evaluating ways to obtain goods services or capability operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Sourcing","t":"Sourcing","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/sourcing/","ui":"Attach the latest sourcing to the decision pack before the meeting."},{"a":["SWF"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A state-owned investment fund managing national financial assets.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A government-owned fund investing national wealth.","i":3485,"id":"startup.sovereign-wealth-fund","lv":"specialist","ph":"sovereign wealth fund swf sovereign wealth fund swf sovereign wealth fund a government owned fund investing national wealth a state owned investment fund managing national financial assets the sovereign wealth fund joined the late stage round you will see sovereign wealth fund in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here sovereign wealth fund means a state owned investment fund managing national financial assets startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"Sovereign wealth fund","t":"Sovereign wealth fund","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/sovereign-wealth-fund/","ui":"The sovereign wealth fund joined the late-stage round."},{"a":["blank-check company"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A special purpose acquisition company formed to raise public capital and later combine with an operating business.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A listed shell raises money to find and merge with a company.","i":3486,"id":"startup.spac","lv":"working","ph":"spac blank check company blank check company spac spac a listed shell raises money to find and merge with a company a special purpose acquisition company formed to raise public capital and later combine with an operating business the spac must complete a business combination within its stated period you will see spac in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here spac means a special purpose acquisition company formed to raise public capital and later combine with an operating business startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"SPAC","t":"SPAC","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/spac/","ui":"The SPAC must complete a business combination within its stated period."},{"a":["managerial span"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Number of direct reports per manager.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Number of direct reports per manager.","i":3487,"id":"people.span-of-control","lv":"core","ph":"span of control managerial span managerial span span of control span of control number of direct reports per manager number of direct reports per manager the team needs one controlled copy of span of control with an owner and date you will see span of control in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here span of control means number of direct reports per manager people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management document artifact metric standard specification role person organisation party global context dependent corporate","sn":"Span of control","t":"Span of control","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/span-of-control/","ui":"The team needs one controlled copy of span of control, with an owner and date."},{"a":["presenter notes"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"Notes attached to slides to support what the presenter says but which are not usually visible to the audience.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"Private notes that help someone present a slide.","i":3488,"id":"bizpitch.speaker-notes","lv":"core","ph":"speaker notes presenter notes presenter notes speaker notes speaker notes private notes that help someone present a slide notes attached to slides to support what the presenter says but which are not usually visible to the audience put the calculation caveat in the speaker notes as well as the appendix you will see speaker notes in business pitches proposals executive summaries and decision decks when the discussion reaches supporting documents and leave behinds it helps a reader interpret supporting documents and leave behinds without confusing the measure decision role or evidence being discussed here speaker notes means notes attached to slides to support what the presenter says but which are not usually visible to the audience business pitching and presentation materials business pitches decks and decision materials supporting documents and leave behinds startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Speaker notes","t":"Speaker notes","tp":"Supporting documents & leave-behinds","tpid":"business-pitching-artifacts.supporting-documents","u":"terms/speaker-notes/","ui":"Put the calculation caveat in the speaker notes as well as the appendix."},{"a":["special categories of personal data"],"amb":["special-category data"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Specific sensitive-data categories protected under the GDPR and related regimes.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Specific sensitive-data categories protected under the GDPR and related regimes.","i":3489,"id":"governance.special-category-data","lv":"working","ph":"special category data special categories of personal data special categories of personal data special category data special category data specific sensitive data categories protected under the gdpr and related regimes specific sensitive data categories protected under the gdpr and related regimes can we state who receives the right created by special category data and when it applies you will see special category data in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here special category data means specific sensitive data categories protected under the gdpr and related regimes corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance sensitive personal data startup business corporate investor finance people governance contracting compliance risk management reporting right contract law equipment technology risk ethics access global context dependent","sn":"Special-category data","t":"Special-category data","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/special-category-data/","ui":"Can we state who receives the right created by special-category data, and when it applies?"},{"a":["assignable-cause variation"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Variation arising from an unusual identifiable factor.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Variation arising from an unusual identifiable factor.","i":3490,"id":"operations.special-cause-variation","lv":"working","ph":"special cause variation assignable cause variation assignable cause variation special cause variation special cause variation variation arising from an unusual identifiable factor variation arising from an unusual identifiable factor can we remove the ambiguity around special cause variation before the process changes you will see special cause variation in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here special cause variation means variation arising from an unusual identifiable factor operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Special-cause variation","t":"Special-cause variation","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/special-cause-variation/","ui":"Can we remove the ambiguity around special-cause variation before the process changes?"},{"a":["ad hoc committee"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A temporary or purpose-specific board committee, often formed for a transaction or conflict.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A temporary or purpose-specific board committee, often formed for a transaction or conflict.","i":3491,"id":"governance.special-committee","lv":"working","ph":"special committee ad hoc committee ad hoc committee special committee special committee a temporary or purpose specific board committee often formed for a transaction or conflict a temporary or purpose specific board committee often formed for a transaction or conflict put special committee on the agenda while the board can still influence the decision you will see special committee in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here special committee means a temporary or purpose specific board committee often formed for a transaction or conflict corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Special committee","t":"Special committee","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/special-committee/","ui":"Put special committee on the agenda while the board can still influence the decision."},{"a":["extraordinary meeting"],"amb":["special meeting"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A meeting called for a particular matter outside the regular schedule.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A meeting called for a particular matter outside the regular schedule.","i":3492,"id":"governance.special-meeting","lv":"core","ph":"special meeting extraordinary meeting extraordinary meeting special meeting special meeting a meeting called for a particular matter outside the regular schedule a meeting called for a particular matter outside the regular schedule can we circulate special meeting with the assumptions and open questions marked you will see special meeting in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here special meeting means a meeting called for a particular matter outside the regular schedule corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority extraordinary general meeting startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Special meeting","t":"Special meeting","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/special-meeting/","ui":"Can we circulate special meeting with the assumptions and open questions marked?"},{"a":["SPV","special purpose entity","SPE"],"amb":["Special purpose vehicle","SPV"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A legal entity created for a limited transaction, asset, financing or risk-isolation purpose.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A legal entity created for a limited transaction, asset, financing or risk-isolation purpose.","i":3493,"id":"governance.special-purpose-vehicle","lv":"core","ph":"special purpose vehicle spv special purpose entity spe spe special purpose entity special purpose vehicle spv special purpose vehicle a legal entity created for a limited transaction asset financing or risk isolation purpose a legal entity created for a limited transaction asset financing or risk isolation purpose the draft mentions special purpose vehicle but the scope and jurisdiction are still unclear you will see special purpose vehicle in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here special purpose vehicle means a legal entity created for a limited transaction asset financing or risk isolation purpose corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures spv startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party risk ethics access global context dependent","sn":"Special purpose vehicle","t":"Special purpose vehicle","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/special-purpose-vehicle/","ui":"The draft mentions special purpose vehicle, but the scope and jurisdiction are still unclear."},{"a":["supermajority resolution"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A shareholder resolution requiring a higher voting threshold under applicable law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A shareholder resolution requiring a higher voting threshold under applicable law.","i":3494,"id":"governance.special-resolution","lv":"working","ph":"special resolution supermajority resolution special resolution supermajority resolution special resolution a shareholder resolution requiring a higher voting threshold under applicable law a shareholder resolution requiring a higher voting threshold under applicable law the minutes should record the decision on special resolution not reconstruct it later you will see special resolution in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here special resolution means a shareholder resolution requiring a higher voting threshold under applicable law corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Special resolution","t":"Special resolution","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/special-resolution/","ui":"The minutes should record the decision on special resolution, not reconstruct it later."},{"a":["spec","technical requirement"],"amb":["Specification"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A documented requirement for a product, service or process.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","product","technology","operations","procurement","sales"],"e":"A documented requirement for a product, service or process.","i":3495,"id":"operations.specification","lv":"core","ph":"specification spec technical requirement spec specification technical requirement specification a documented requirement for a product service or process a documented requirement for a product service or process which version of specification should the board treat as current you will see specification in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here specification means a documented requirement for a product service or process operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action technical specification startup business corporate product technology operations procurement sales product discovery product development testing launch operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Specification","t":"Specification","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/specification/","ui":"Which version of specification should the board treat as current?"},{"a":["spend analytics"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Examination of purchasing data to understand categories, suppliers and savings opportunities.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Examination of purchasing data to understand categories, suppliers and savings opportunities.","i":3496,"id":"operations.spend-analysis","lv":"core","ph":"spend analysis spend analytics spend analysis spend analytics spend analysis examination of purchasing data to understand categories suppliers and savings opportunities examination of purchasing data to understand categories suppliers and savings opportunities can we separate a mandatory requirement in spend analysis from a scored preference you will see spend analysis in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here spend analysis means examination of purchasing data to understand categories suppliers and savings opportunities operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person equipment technology workflow process status decision global context dependent","sn":"Spend analysis","t":"Spend analysis","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/spend-analysis/","ui":"Can we separate a mandatory requirement in spend analysis from a scored preference?"},{"a":["spend method"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Estimating emissions from expenditure multiplied by economic emissions factors.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Estimating emissions from expenditure multiplied by economic emissions factors.","i":3497,"id":"sustainability.spend-based-method","lv":"core","ph":"spend based method spend method spend based method spend method spend based method estimating emissions from expenditure multiplied by economic emissions factors estimating emissions from expenditure multiplied by economic emissions factors can we separate the target for spend based method from measured performance you will see spend based method in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here spend based method means estimating emissions from expenditure multiplied by economic emissions factors sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Spend-based method","t":"Spend-based method","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/spend-based-method/","ui":"Can we separate the target for spend-based method from measured performance?"},{"a":["SPICED framework"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A sales framework covering situation, pain, impact, critical event and decision.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A sales framework covering situation, pain, impact, critical event and decision.","i":3498,"id":"revenue.spiced","lv":"working","ph":"spiced spiced framework spiced spiced framework spiced a sales framework covering situation pain impact critical event and decision a sales framework covering situation pain impact critical event and decision do not move the opportunity until spiced is confirmed you will see spiced in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here spiced means a sales framework covering situation pain impact critical event and decision revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce workflow process format genre model risk ethics access status decision global context dependent","sn":"SPICED","t":"SPICED","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/spiced/","ui":"Do not move the opportunity until SPICED is confirmed."},{"a":["SPIF","sales performance incentive fund"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A short-term sales incentive for a specific behaviour, product or period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A short-term sales incentive for a specific behaviour, product or period.","i":3499,"id":"revenue.spiff","lv":"working","ph":"spiff spif sales performance incentive fund sales performance incentive fund spif spiff spiff a short term sales incentive for a specific behaviour product or period a short term sales incentive for a specific behaviour product or period how are we defining spiff in this deck you will see spiff in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here spiff means a short term sales incentive for a specific behaviour product or period revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"SPIFF","t":"SPIFF","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/spiff/","ui":"How are we defining SPIFF in this deck?"},{"a":["contamination"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"An effect of an intervention on people, markets or outcomes outside the intended treatment unit.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"An effect of an intervention on people, markets or outcomes outside the intended treatment unit.","i":3500,"id":"marketing.spillover","lv":"working","ph":"spillover contamination contamination spillover spillover an effect of an intervention on people markets or outcomes outside the intended treatment unit an effect of an intervention on people markets or outcomes outside the intended treatment unit the number is useful only if everyone calculates spillover the same way you will see spillover in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here spillover means an effect of an intervention on people markets or outcomes outside the intended treatment unit marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Spillover","t":"Spillover","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/spillover/","ui":"The number is useful only if everyone calculates spillover the same way."},{"a":["spin-out","spinoff startup"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A new company created from a university, research institution or existing company to commercialise assets or technology.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A new company formed from work inside another organisation.","i":3501,"id":"startup.spinout","lv":"working","ph":"spinout spin out spinoff startup spin out spinoff startup spinout spinout a new company formed from work inside another organisation a new company created from a university research institution or existing company to commercialise assets or technology the spinout needs a clean intellectual property licence you will see spinout in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here spinout means a new company created from a university research institution or existing company to commercialise assets or technology startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Spinout","t":"Spinout","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/spinout/","ui":"The spinout needs a clean intellectual-property licence."},{"a":["executive sponsor"],"amb":["Executive sponsor"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A senior person who authorises, advocates for and protects an initiative.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","investor","sales","marketing","product","people","operations"],"e":"A senior person who authorises, advocates for and protects an initiative.","i":3502,"id":"people.sponsor","lv":"core","ph":"sponsor executive sponsor executive sponsor sponsor sponsor a senior person who authorises advocates for and protects an initiative a senior person who authorises advocates for and protects an initiative can we test the claim about sponsor against employee data and lived experience you will see sponsor in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here sponsor means a senior person who authorises advocates for and protects an initiative people organisation and change organisation design people systems and change roles responsibility and decision rights executive sponsor startup business corporate investor sales marketing product people operations planning pitching submission decision strategy market research people planning employment performance management change management role person organisation party global context dependent","sn":"Sponsor","t":"Sponsor","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/sponsor/","ui":"Can we test the claim about sponsor against employee data and lived experience?"},{"a":["paid partnership"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Content created or distributed in exchange for payment or another material benefit.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Content created or distributed in exchange for payment or another material benefit.","i":3503,"id":"marketing.sponsored-content","lv":"core","ph":"sponsored content paid partnership paid partnership sponsored content sponsored content content created or distributed in exchange for payment or another material benefit content created or distributed in exchange for payment or another material benefit the draft mentions sponsored content but the scope and jurisdiction are still unclear you will see sponsored content in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here sponsored content means content created or distributed in exchange for payment or another material benefit marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Sponsored content","t":"Sponsored content","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/sponsored-content/","ui":"The draft mentions sponsored content, but the scope and jurisdiction are still unclear."},{"a":["brand sponsorship"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Support of an event, property or activity in exchange for specified association and rights.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Support of an event, property or activity in exchange for specified association and rights.","i":3504,"id":"marketing.sponsorship","lv":"core","ph":"sponsorship brand sponsorship brand sponsorship sponsorship sponsorship support of an event property or activity in exchange for specified association and rights support of an event property or activity in exchange for specified association and rights define sponsorship before we compare campaign performance you will see sponsorship in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here sponsorship means support of an event property or activity in exchange for specified association and rights marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting right contract law format genre model global context dependent","sn":"Sponsorship","t":"Sponsorship","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/sponsorship/","ui":"Define sponsorship before we compare campaign performance."},{"a":["sponsorship proposal"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A proposal seeking money, goods or support in exchange for association, access, visibility or other benefits.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A proposal asking a sponsor to support something in return for benefits.","i":3505,"id":"bizpitch.sponsorship-pitch","lv":"core","ph":"sponsorship pitch sponsorship proposal sponsorship pitch sponsorship proposal sponsorship pitch a proposal asking a sponsor to support something in return for benefits a proposal seeking money goods or support in exchange for association access visibility or other benefits the sponsorship pitch needs concrete rights and audience evidence you will see sponsorship pitch in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here sponsorship pitch means a proposal seeking money goods or support in exchange for association access visibility or other benefits business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Sponsorship pitch","t":"Sponsorship pitch","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/sponsorship-pitch/","ui":"The sponsorship pitch needs concrete rights and audience evidence."},{"a":["credit spread"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The margin added to a reference rate or difference between yields.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The margin added to a reference rate or difference between yields.","i":3506,"id":"bizfinance.spread.finance-accounting-valuation-financing-debt","lv":"core","ph":"spread credit spread credit spread spread spread the margin added to a reference rate or difference between yields the margin added to a reference rate or difference between yields the number is useful only if everyone calculates spread the same way you will see spread in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here spread means the margin added to a reference rate or difference between yields finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Spread","t":"Spread","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/spread/","ui":"The number is useful only if everyone calculates spread the same way."},{"a":["model risk"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Risk of error, misuse or control failure in spreadsheet-based processes.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Risk of error, misuse or control failure in spreadsheet-based processes.","i":3507,"id":"bizfinance.spreadsheet-risk","lv":"working","ph":"spreadsheet risk model risk model risk spreadsheet risk spreadsheet risk risk of error misuse or control failure in spreadsheet based processes risk of error misuse or control failure in spreadsheet based processes the board will want to know which inputs move spreadsheet risk most you will see spreadsheet risk in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here spreadsheet risk means risk of error misuse or control failure in spreadsheet based processes finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology workflow process format genre model risk ethics access global context dependent","sn":"Spreadsheet risk","t":"Spreadsheet risk","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/spreadsheet-risk/","ui":"The board will want to know which inputs move spreadsheet risk most."},{"a":["iteration"],"amb":["Iteration"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A fixed-length Scrum event of one month or less in which work is done toward a Sprint Goal.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A short fixed work cycle.","i":3508,"id":"product.sprint","lv":"core","ph":"sprint iteration iteration sprint sprint a short fixed work cycle a fixed length scrum event of one month or less in which work is done toward a sprint goal the sprint lasts two weeks you will see sprint in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here sprint means a fixed length scrum event of one month or less in which work is done toward a sprint goal product technology and innovation product management technology and innovation agile and scrum delivery iteration iteration startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Sprint","t":"Sprint","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/sprint/","ui":"The Sprint lasts two weeks."},{"a":["sprint plan"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The Sprint Goal, selected Product Backlog items and plan for delivering them.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The work and plan for the current Sprint.","i":3509,"id":"product.sprint-backlog","lv":"core","ph":"sprint backlog sprint plan sprint backlog sprint plan sprint backlog the work and plan for the current sprint the sprint goal selected product backlog items and plan for delivering them the sprint backlog changes as the team learns you will see sprint backlog in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here sprint backlog means the sprint goal selected product backlog items and plan for delivering them product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology product discovery product development testing launch operations document artifact equipment technology global context dependent","sn":"Sprint Backlog","t":"Sprint Backlog","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/sprint-backlog/","ui":"The Sprint Backlog changes as the team learns."},{"a":["sprint objective"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The single objective that gives the Sprint coherence and flexibility.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The main result the team wants from the Sprint.","i":3510,"id":"product.sprint-goal","lv":"core","ph":"sprint goal sprint objective sprint goal sprint objective sprint goal the main result the team wants from the sprint the single objective that gives the sprint coherence and flexibility the sprint goal is adoption learning not eight disconnected tickets you will see sprint goal in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here sprint goal means the single objective that gives the sprint coherence and flexibility product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Sprint Goal","t":"Sprint Goal","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/sprint-goal/","ui":"The Sprint Goal is adoption learning, not eight disconnected tickets."},{"a":["planning event"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The Scrum event that initiates a Sprint by agreeing why it is valuable, what can be done and how.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The team plans the next Sprint.","i":3511,"id":"product.sprint-planning","lv":"core","ph":"sprint planning planning event planning event sprint planning sprint planning the team plans the next sprint the scrum event that initiates a sprint by agreeing why it is valuable what can be done and how sprint planning begins with the sprint goal you will see sprint planning in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here sprint planning means the scrum event that initiates a sprint by agreeing why it is valuable what can be done and how product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology product discovery product development testing launch operations document artifact equipment technology workflow process global context dependent","sn":"Sprint Planning","t":"Sprint Planning","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/sprint-planning/","ui":"Sprint Planning begins with the Sprint Goal."},{"a":["retro"],"amb":["retro"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An event for the Scrum Team to inspect how it worked and plan improvements.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The team reflects on how to work better.","i":3512,"id":"product.sprint-retrospective","lv":"core","ph":"sprint retrospective retro retro sprint retrospective sprint retrospective the team reflects on how to work better an event for the scrum team to inspect how it worked and plan improvements the retrospective produced one concrete process experiment you will see sprint retrospective in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here sprint retrospective means an event for the scrum team to inspect how it worked and plan improvements product technology and innovation product management technology and innovation agile and scrum delivery retrospective startup business corporate product technology product discovery product development testing launch operations document artifact equipment technology organisation party global context dependent","sn":"Sprint Retrospective","t":"Sprint Retrospective","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/sprint-retrospective/","ui":"The retrospective produced one concrete process experiment."},{"a":["review"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A collaborative event to inspect the Sprint outcome with stakeholders and adapt future work.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The team and stakeholders review what changed and what to do next.","i":3513,"id":"product.sprint-review","lv":"core","ph":"sprint review review review sprint review sprint review the team and stakeholders review what changed and what to do next a collaborative event to inspect the sprint outcome with stakeholders and adapt future work the sprint review should include real product use and feedback you will see sprint review in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here sprint review means a collaborative event to inspect the sprint outcome with stakeholders and adapt future work product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology product discovery product development testing launch operations equipment technology workflow process global context dependent","sn":"Sprint Review","t":"Sprint Review","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/sprint-review/","ui":"The Sprint Review should include real product use and feedback."},{"a":["special-purpose vehicle"],"amb":["Special purpose vehicle","SPV"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A special purpose vehicle formed for a specific investment, transaction or legal purpose.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A separate legal entity created for one deal or purpose.","i":3514,"id":"startup.spv","lv":"core","ph":"spv special purpose vehicle special purpose vehicle spv spv a separate legal entity created for one deal or purpose a special purpose vehicle formed for a specific investment transaction or legal purpose the angel syndicate invested through an spv you will see spv in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here spv means a special purpose vehicle formed for a specific investment transaction or legal purpose startups venture and fundraising startup formation venture capital and fundraising investor and fund types special purpose vehicle startup investor finance corporate fundraising financing due diligence governance role person finance commerce right contract law organisation party global context dependent","sn":"SPV","t":"SPV","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/spv/","ui":"The angel syndicate invested through an SPV."},{"a":["product squad"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A small cross-functional team, often used in product and technology organisations.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A small cross-functional team, often used in product and technology organisations.","i":3515,"id":"people.squad","lv":"working","ph":"squad product squad product squad squad squad a small cross functional team often used in product and technology organisations a small cross functional team often used in product and technology organisations the announcement should not get ahead of the agreed process for squad you will see squad in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here squad means a small cross functional team often used in product and technology organisations people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management equipment technology organisation party global context dependent","sn":"Squad","t":"Squad","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/squad/","ui":"The announcement should not get ahead of the agreed process for squad."},{"a":["stacked bars"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A bar chart in which each bar is divided into components that sum to a total.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"Bars split into parts so composition and totals can be compared.","i":3516,"id":"bizpitch.stacked-bar-chart","lv":"core","ph":"stacked bar chart stacked bars stacked bar chart stacked bars stacked bar chart bars split into parts so composition and totals can be compared a bar chart in which each bar is divided into components that sum to a total use a stacked bar chart only if both total and mix matter you will see stacked bar chart in business pitches proposals executive summaries and decision decks when the discussion reaches business charts and exhibits it helps a reader interpret business charts and exhibits without confusing the measure decision role or evidence being discussed here stacked bar chart means a bar chart in which each bar is divided into components that sum to a total business pitching and presentation materials business pitches decks and decision materials business charts and exhibits startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Stacked bar chart","t":"Stacked bar chart","tp":"Business charts & exhibits","tpid":"business-pitching-artifacts.business-charts","u":"terms/stacked-bar-chart/","ui":"Use a stacked bar chart only if both total and mix matter."},{"a":["entry criteria"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Conditions that must be true before an opportunity enters a pipeline stage.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Conditions that must be true before an opportunity enters a pipeline stage.","i":3517,"id":"revenue.stage-entry-criteria","lv":"working","ph":"stage entry criteria entry criteria entry criteria stage entry criteria stage entry criteria conditions that must be true before an opportunity enters a pipeline stage conditions that must be true before an opportunity enters a pipeline stage do not move the opportunity until stage entry criteria is confirmed you will see stage entry criteria in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here stage entry criteria means conditions that must be true before an opportunity enters a pipeline stage revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce format genre model status decision global context dependent","sn":"Stage entry criteria","t":"Stage entry criteria","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/stage-entry-criteria/","ui":"Do not move the opportunity until stage entry criteria is confirmed."},{"a":["exit criteria"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Conditions required before an opportunity advances from a pipeline stage.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Conditions required before an opportunity advances from a pipeline stage.","i":3518,"id":"revenue.stage-exit-criteria","lv":"working","ph":"stage exit criteria exit criteria exit criteria stage exit criteria stage exit criteria conditions required before an opportunity advances from a pipeline stage conditions required before an opportunity advances from a pipeline stage do not move the opportunity until stage exit criteria is confirmed you will see stage exit criteria in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here stage exit criteria means conditions required before an opportunity advances from a pipeline stage revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce format genre model status decision global context dependent","sn":"Stage exit criteria","t":"Stage exit criteria","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/stage-exit-criteria/","ui":"Do not move the opportunity until stage exit criteria is confirmed."},{"a":["interested party"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A person or group affected by or able to affect an organisation.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["startup","business","corporate","investor","sales","sustainability","finance","operations"],"e":"A person or group affected by or able to affect an organisation.","i":3519,"id":"sustainability.stakeholder","lv":"core","ph":"stakeholder interested party interested party stakeholder stakeholder a person or group affected by or able to affect an organisation a person or group affected by or able to affect an organisation which standard and reporting period govern stakeholder you will see stakeholder in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here stakeholder means a person or group affected by or able to affect an organisation sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations shareholder startup business corporate investor sales sustainability finance operations planning pitching submission decision strategy risk management sustainability reporting disclosure assurance role person organisation party risk ethics access global context dependent","sn":"Stakeholder","t":"Stakeholder","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/stakeholder/","ui":"Which standard and reporting period govern stakeholder?"},{"a":["stakeholder mapping"],"amb":["Stakeholder analysis","stakeholder mapping"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Identification of people affected by or influential over a change.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Identification of people affected by or influential over a change.","i":3520,"id":"people.stakeholder-analysis","lv":"core","ph":"stakeholder analysis stakeholder mapping stakeholder analysis stakeholder mapping stakeholder analysis identification of people affected by or influential over a change identification of people affected by or influential over a change the programme is tracking activity around stakeholder analysis but not adoption you will see stakeholder analysis in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here stakeholder analysis means identification of people affected by or influential over a change people organisation and change organisation design people systems and change culture transformation and change stakeholder mapping startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Stakeholder analysis","t":"Stakeholder analysis","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/stakeholder-analysis/","ui":"The programme is tracking activity around stakeholder analysis, but not adoption."},{"a":["stakeholder model"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A model claiming companies should consider several stakeholder groups, not shareholders alone.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A model claiming companies should consider several stakeholder groups, not shareholders alone.","i":3521,"id":"sustainability.stakeholder-capitalism","lv":"working","ph":"stakeholder capitalism stakeholder model stakeholder capitalism stakeholder model stakeholder capitalism a model claiming companies should consider several stakeholder groups not shareholders alone a model claiming companies should consider several stakeholder groups not shareholders alone which standard and reporting period govern stakeholder capitalism you will see stakeholder capitalism in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here stakeholder capitalism means a model claiming companies should consider several stakeholder groups not shareholders alone sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology format genre model risk ethics access global context dependent","sn":"Stakeholder capitalism","t":"Stakeholder capitalism","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/stakeholder-capitalism/","ui":"Which standard and reporting period govern stakeholder capitalism?"},{"a":["community consultation"],"amb":["Stakeholder consultation"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Engagement with people affected by a decision or activity.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Engagement with people affected by a decision or activity.","i":3522,"id":"sustainability.stakeholder-consultation","lv":"core","ph":"stakeholder consultation community consultation community consultation stakeholder consultation stakeholder consultation engagement with people affected by a decision or activity engagement with people affected by a decision or activity which standard and reporting period govern stakeholder consultation you will see stakeholder consultation in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here stakeholder consultation means engagement with people affected by a decision or activity sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition stakeholder engagement corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access status decision global context dependent","sn":"Stakeholder consultation","t":"Stakeholder consultation","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/stakeholder-consultation/","ui":"Which standard and reporting period govern stakeholder consultation?"},{"a":["stakeholder consultation"],"amb":["Stakeholder consultation"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Structured consultation with affected or interested groups.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Structured consultation with affected or interested groups.","i":3523,"id":"sustainability.stakeholder-engagement","lv":"core","ph":"stakeholder engagement stakeholder consultation stakeholder consultation stakeholder engagement stakeholder engagement structured consultation with affected or interested groups structured consultation with affected or interested groups can we separate the target for stakeholder engagement from measured performance you will see stakeholder engagement in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here stakeholder engagement means structured consultation with affected or interested groups sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact stakeholder consultation corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Stakeholder engagement","t":"Stakeholder engagement","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/stakeholder-engagement/","ui":"Can we separate the target for stakeholder engagement from measured performance?"},{"a":["stakeholder analysis"],"amb":["Stakeholder analysis","stakeholder mapping"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Identification and prioritisation of stakeholders by impact, interest or influence.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Identification and prioritisation of stakeholders by impact, interest or influence.","i":3524,"id":"sustainability.stakeholder-mapping","lv":"core","ph":"stakeholder mapping stakeholder analysis stakeholder analysis stakeholder mapping stakeholder mapping identification and prioritisation of stakeholders by impact interest or influence identification and prioritisation of stakeholders by impact interest or influence state the boundary and evidence behind stakeholder mapping before publishing the claim you will see stakeholder mapping in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here stakeholder mapping means identification and prioritisation of stakeholders by impact interest or influence sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact stakeholder analysis corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Stakeholder mapping","t":"Stakeholder mapping","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/stakeholder-mapping/","ui":"State the boundary and evidence behind stakeholder mapping before publishing the claim."},{"a":["stakeholder prioritization"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Deciding which stakeholders require deeper engagement based on effect, vulnerability or influence.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Deciding which stakeholders require deeper engagement based on effect, vulnerability or influence.","i":3525,"id":"sustainability.stakeholder-prioritisation","lv":"working","ph":"stakeholder prioritisation stakeholder prioritization stakeholder prioritisation stakeholder prioritization stakeholder prioritisation deciding which stakeholders require deeper engagement based on effect vulnerability or influence deciding which stakeholders require deeper engagement based on effect vulnerability or influence state the boundary and evidence behind stakeholder prioritisation before publishing the claim you will see stakeholder prioritisation in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here stakeholder prioritisation means deciding which stakeholders require deeper engagement based on effect vulnerability or influence sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Stakeholder prioritisation","t":"Stakeholder prioritisation","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/stakeholder-prioritisation/","ui":"State the boundary and evidence behind stakeholder prioritisation before publishing the claim."},{"a":["stalled deal"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A deal with insufficient recent evidence of progress.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A deal with insufficient recent evidence of progress.","i":3526,"id":"revenue.stale-opportunity","lv":"working","ph":"stale opportunity stalled deal stale opportunity stalled deal stale opportunity a deal with insufficient recent evidence of progress a deal with insufficient recent evidence of progress the account plan should show how stale opportunity affects the next step you will see stale opportunity in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here stale opportunity means a deal with insufficient recent evidence of progress revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce format genre model global context dependent","sn":"Stale opportunity","t":"Stale opportunity","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/stale-opportunity/","ui":"The account plan should show how stale opportunity affects the next step."},{"a":["independent brand"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A brand presented independently with little visible reliance on a parent brand.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A brand presented independently with little visible reliance on a parent brand.","i":3527,"id":"marketing.standalone-brand","lv":"working","ph":"standalone brand independent brand independent brand standalone brand standalone brand a brand presented independently with little visible reliance on a parent brand a brand presented independently with little visible reliance on a parent brand tie standalone brand to observable choices in message design and behaviour you will see standalone brand in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here standalone brand means a brand presented independently with little visible reliance on a parent brand marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Standalone brand","t":"Standalone brand","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/standalone-brand/","ui":"Tie standalone brand to observable choices in message, design and behaviour."},{"a":["separate financial statements"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Financial statements for one legal entity rather than a consolidated group.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Financial statements for one legal entity rather than a consolidated group.","i":3528,"id":"bizfinance.standalone-financial-statements","lv":"working","ph":"standalone financial statements separate financial statements separate financial statements standalone financial statements standalone financial statements financial statements for one legal entity rather than a consolidated group financial statements for one legal entity rather than a consolidated group do not describe standalone financial statements as agreed until the operative document says so you will see standalone financial statements in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here standalone financial statements means financial statements for one legal entity rather than a consolidated group finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce right contract law organisation party global context dependent","sn":"Standalone financial statements","t":"Standalone financial statements","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/standalone-financial-statements/","ui":"Do not describe standalone financial statements as agreed until the operative document says so."},{"a":["organisational standard"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A mandatory or agreed requirement used to define acceptable practice or performance.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A mandatory or agreed requirement used to define acceptable practice or performance.","i":3529,"id":"governance.standard","lv":"core","ph":"standard organisational standard organisational standard standard standard a mandatory or agreed requirement used to define acceptable practice or performance a mandatory or agreed requirement used to define acceptable practice or performance can we circulate standard with the assumptions and open questions marked you will see standard in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here standard means a mandatory or agreed requirement used to define acceptable practice or performance corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Standard","t":"Standard","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/standard/","ui":"Can we circulate standard with the assumptions and open questions marked?"},{"a":["SCCs"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Approved contractual clauses used as a transfer safeguard under specified privacy regimes.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Approved contractual clauses used as a transfer safeguard under specified privacy regimes.","i":3530,"id":"governance.standard-contractual-clauses","lv":"working","ph":"standard contractual clauses sccs sccs standard contractual clauses standard contractual clauses approved contractual clauses used as a transfer safeguard under specified privacy regimes approved contractual clauses used as a transfer safeguard under specified privacy regimes the draft mentions standard contractual clauses but the scope and jurisdiction are still unclear you will see standard contractual clauses in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here standard contractual clauses means approved contractual clauses used as a transfer safeguard under specified privacy regimes corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law equipment technology risk ethics access global context dependent","sn":"Standard contractual clauses","t":"Standard contractual clauses","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/standard-contractual-clauses/","ui":"The draft mentions standard contractual clauses, but the scope and jurisdiction are still unclear."},{"a":["SOP"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A controlled document describing how a recurring activity should be performed.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A controlled document describing how a recurring activity should be performed.","i":3531,"id":"operations.standard-operating-procedure","lv":"core","ph":"standard operating procedure sop sop standard operating procedure standard operating procedure a controlled document describing how a recurring activity should be performed a controlled document describing how a recurring activity should be performed attach the latest standard operating procedure to the decision pack before the meeting you will see standard operating procedure in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here standard operating procedure means a controlled document describing how a recurring activity should be performed operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification equipment technology workflow process global context dependent","sn":"Standard operating procedure","t":"Standard operating procedure","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/standard-operating-procedure/","ui":"Attach the latest standard operating procedure to the decision pack before the meeting."},{"a":["standardised work"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The current agreed best method, sequence and expected time for a task.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The current agreed best method, sequence and expected time for a task.","i":3532,"id":"operations.standard-work","lv":"core","ph":"standard work standardised work standard work standardised work standard work the current agreed best method sequence and expected time for a task the current agreed best method sequence and expected time for a task can we remove the ambiguity around standard work before the process changes you will see standard work in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here standard work means the current agreed best method sequence and expected time for a task operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Standard work","t":"Standard work","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/standard-work/","ui":"Can we remove the ambiguity around standard work before the process changes?"},{"a":["Alcatel period"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A mandatory waiting period between award notification and contract signing in some regimes.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A mandatory waiting period between award notification and contract signing in some regimes.","i":3533,"id":"operations.standstill-period","lv":"specialist","ph":"standstill period alcatel period alcatel period standstill period standstill period a mandatory waiting period between award notification and contract signing in some regimes a mandatory waiting period between award notification and contract signing in some regimes counsel wants standstill period clarified before anyone signs you will see standstill period in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here standstill period means a mandatory waiting period between award notification and contract signing in some regimes operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification right contract law workflow process status decision global context dependent","sn":"Standstill period","t":"Standstill period","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/standstill-period/","ui":"Counsel wants standstill period clarified before anyone signs."},{"a":["BCG star"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"In the BCG matrix, a high-share business in a high-growth market.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A strong business in a fast-growing market.","i":3534,"id":"strategy.star","lv":"specialist","ph":"star bcg star bcg star star star a strong business in a fast growing market in the bcg matrix a high share business in a high growth market the unit is a star but still consumes capital you will see star in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here star means in the bcg matrix a high share business in a high growth market strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Star","t":"Star","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/star/","ui":"The unit is a star but still consumes capital."},{"a":["start-up"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A young organisation designed to discover and scale a repeatable model under significant uncertainty.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A young company trying to find a model that can grow.","i":3535,"id":"startup.startup","lv":"core","ph":"startup start up start up startup startup a young company trying to find a model that can grow a young organisation designed to discover and scale a repeatable model under significant uncertainty the startup has customer evidence but not yet a repeatable sales process you will see startup in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here startup means a young organisation designed to discover and scale a repeatable model under significant uncertainty startups venture and fundraising startup formation venture capital and fundraising startup stages and company states startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology format genre model organisation party status decision global context dependent startup","sn":"Startup","t":"Startup","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/startup/","ui":"The startup has customer evidence but not yet a repeatable sales process."},{"a":["entrepreneurial ecosystem"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The network of founders, investors, talent, institutions, customers and service providers supporting startups in a place or sector.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The people and organisations around startups.","i":3536,"id":"startup.startup-ecosystem","lv":"core","ph":"startup ecosystem entrepreneurial ecosystem entrepreneurial ecosystem startup ecosystem startup ecosystem the people and organisations around startups the network of founders investors talent institutions customers and service providers supporting startups in a place or sector the ecosystem is strong in talent but weak in later stage capital you will see startup ecosystem in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here startup ecosystem means the network of founders investors talent institutions customers and service providers supporting startups in a place or sector startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Startup ecosystem","t":"Startup ecosystem","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/startup-ecosystem/","ui":"The ecosystem is strong in talent but weak in later-stage capital."},{"a":["startup investor pitch"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A concise presentation of a startup's problem, solution, market, traction, model, team and funding request.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A startup explains what it is building, why it matters and what it needs.","i":3537,"id":"bizpitch.startup-pitch","lv":"core","ph":"startup pitch startup investor pitch startup investor pitch startup pitch startup pitch a startup explains what it is building why it matters and what it needs a concise presentation of a startups problem solution market traction model team and funding request the startup pitch needs a clearer link between traction and the amount being raised you will see startup pitch in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here startup pitch means a concise presentation of a startups problem solution market traction model team and funding request business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations startup business corporate investor sales planning pitching submission decision equipment technology format genre model organisation party global context dependent","sn":"Startup pitch","t":"Startup pitch","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/startup-pitch/","ui":"The startup pitch needs a clearer link between traction and the amount being raised."},{"a":["startup deck","fundraising deck"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A startup-focused deck covering the opportunity, product, market, evidence, model, team and fundraising ask.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The main slide deck a startup uses to raise money.","i":3538,"id":"bizpitch.startup-pitch-deck","lv":"core","ph":"startup pitch deck startup deck fundraising deck fundraising deck startup deck startup pitch deck startup pitch deck the main slide deck a startup uses to raise money a startup focused deck covering the opportunity product market evidence model team and fundraising ask the startup pitch deck needs to show what changed since the last round you will see startup pitch deck in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here startup pitch deck means a startup focused deck covering the opportunity product market evidence model team and fundraising ask business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact equipment technology format genre model organisation party global context dependent","sn":"Startup pitch deck","t":"Startup pitch deck","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/startup-pitch-deck/","ui":"The startup pitch deck needs to show what changed since the last round."},{"a":["statement of shareholders' equity"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A report explaining movements in owners' equity during a period.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A report explaining movements in owners' equity during a period.","i":3539,"id":"bizfinance.statement-of-changes-in-equity","lv":"working","ph":"statement of changes in equity statement of shareholders equity statement of changes in equity statement of shareholders equity statement of changes in equity a report explaining movements in owners equity during a period a report explaining movements in owners equity during a period can we circulate statement of changes in equity with the assumptions and open questions marked you will see statement of changes in equity in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here statement of changes in equity means a report explaining movements in owners equity during a period finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact role person finance commerce global context dependent","sn":"Statement of changes in equity","t":"Statement of changes in equity","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/statement-of-changes-in-equity/","ui":"Can we circulate statement of changes in equity with the assumptions and open questions marked?"},{"a":["requirements statement"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A document describing what the buyer needs.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A document that explains what the buyer needs.","i":3540,"id":"operations.statement-of-requirements","lv":"core","ph":"statement of requirements requirements statement requirements statement statement of requirements statement of requirements a document that explains what the buyer needs a document describing what the buyer needs the team needs one controlled copy of statement of requirements with an owner and date you will see statement of requirements in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here statement of requirements means a document describing what the buyer needs operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification role person workflow process global context dependent","sn":"Statement of requirements","t":"Statement of requirements","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/statement-of-requirements/","ui":"The team needs one controlled copy of statement of requirements, with an owner and date."},{"a":["SOW"],"amb":["SOW"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A contract document defining project scope, deliverables, responsibilities, timing and acceptance terms.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A contract document defining project scope, deliverables, responsibilities, timing and acceptance terms.","i":3541,"id":"revenue.statement-of-work","lv":"core","ph":"statement of work sow sow statement of work statement of work a contract document defining project scope deliverables responsibilities timing and acceptance terms a contract document defining project scope deliverables responsibilities timing and acceptance terms counsel wants statement of work clarified before anyone signs you will see statement of work in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here statement of work means a contract document defining project scope deliverables responsibilities timing and acceptance terms revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure scope of work source of wealth startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact finance commerce right contract law global context dependent business","sn":"Statement of work","t":"Statement of work","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/statement-of-work/","ui":"Counsel wants statement of work clarified before anyone signs."},{"a":["power"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The probability that a test detects an effect of a specified size when that effect is real.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"How likely the test is to notice a real change.","i":3542,"id":"product.statistical-power","lv":"specialist","ph":"statistical power power power statistical power statistical power how likely the test is to notice a real change the probability that a test detects an effect of a specified size when that effect is real low statistical power makes a null result inconclusive you will see statistical power in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here statistical power means the probability that a test detects an effect of a specified size when that effect is real product technology and innovation product management technology and innovation experiments testing and rollout startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Statistical power","t":"Statistical power","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/statistical-power/","ui":"Low statistical power makes a null result inconclusive."},{"a":["SPC"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Use of statistical methods to monitor and control process stability.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Use of statistical methods to monitor and control process stability.","i":3543,"id":"operations.statistical-process-control","lv":"working","ph":"statistical process control spc spc statistical process control statistical process control use of statistical methods to monitor and control process stability use of statistical methods to monitor and control process stability can we remove the ambiguity around statistical process control before the process changes you will see statistical process control in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here statistical process control means use of statistical methods to monitor and control process stability operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Statistical process control","t":"Statistical process control","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/statistical-process-control/","ui":"Can we remove the ambiguity around statistical process control before the process changes?"},{"a":["significance"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A threshold-based assessment of whether data would be unlikely under a specified null model.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","product","technology","marketing","sales"],"e":"A threshold-based assessment of whether data would be unlikely under a specified null model.","i":3544,"id":"marketing.statistical-significance","lv":"working","ph":"statistical significance significance significance statistical significance statistical significance a threshold based assessment of whether data would be unlikely under a specified null model a threshold based assessment of whether data would be unlikely under a specified null model compare statistical significance with the same cohort and period before drawing a conclusion you will see statistical significance in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here statistical significance means a threshold based assessment of whether data would be unlikely under a specified null model marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate product technology marketing sales product discovery product development testing launch operations market research marketing growth reporting equipment technology workflow process format genre model global context dependent","sn":"Statistical significance","t":"Statistical significance","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/statistical-significance/","ui":"Compare statistical significance with the same cohort and period before drawing a conclusion."},{"a":["progress status"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A concise indication of progress or condition.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A concise indication of progress or condition.","i":3545,"id":"people.status","lv":"core","ph":"status progress status progress status status status a concise indication of progress or condition a concise indication of progress or condition compare status with the same cohort and period before drawing a conclusion you will see status in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here status means a concise indication of progress or condition people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate people operations people planning employment performance management change management organisation party status decision global context dependent","sn":"Status","t":"Status","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/status/","ui":"Compare status with the same cohort and period before drawing a conclusion."},{"a":["do nothing"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The current situation or default behaviour that competes with change.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"What happens if the customer makes no change.","i":3546,"id":"strategy.status-quo","lv":"core","ph":"status quo do nothing do nothing status quo status quo what happens if the customer makes no change the current situation or default behaviour that competes with change the status quo is the largest competitor you will see status quo in strategy decks market analyses business plans and planning workshops when the discussion reaches needs jobs and value propositions it helps a reader interpret needs jobs and value propositions without confusing the measure decision role or evidence being discussed here status quo means the current situation or default behaviour that competes with change strategy markets and business models strategy market analysis and business models needs jobs and value propositions startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model status decision global context dependent","sn":"Status quo","t":"Status quo","tp":"Needs, jobs & value propositions","tpid":"strategy-market-models.customer-needs","u":"terms/status-quo/","ui":"The status quo is the largest competitor."},{"a":["inertia","do-nothing competitor"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The current process or decision not to change, treated as a competing alternative.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The customer's current way of doing things.","i":3547,"id":"strategy.status-quo-competitor","lv":"core","ph":"status quo competitor inertia do nothing competitor do nothing competitor inertia status quo competitor status quo competitor the customers current way of doing things the current process or decision not to change treated as a competing alternative the status quo competitor wins when change feels risky you will see status quo competitor in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here status quo competitor means the current process or decision not to change treated as a competing alternative strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology workflow process format genre model status decision global context dependent","sn":"Status-quo competitor","t":"Status-quo competitor","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/status-quo-competitor/","ui":"The status-quo competitor wins when change feels risky."},{"a":["mandatory audit"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An audit required by law or regulation.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An audit required by law or regulation.","i":3548,"id":"governance.statutory-audit","lv":"core","ph":"statutory audit mandatory audit mandatory audit statutory audit statutory audit an audit required by law or regulation an audit required by law or regulation the draft mentions statutory audit but the scope and jurisdiction are still unclear you will see statutory audit in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here statutory audit means an audit required by law or regulation corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Statutory audit","t":"Statutory audit","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/statutory-audit/","ui":"The draft mentions statutory audit, but the scope and jurisdiction are still unclear."},{"a":["SteerCo"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A governance group providing direction and decisions for a programme or initiative.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","investor","sales","people","operations"],"e":"A governance group providing direction and decisions for a programme or initiative.","i":3549,"id":"people.steering-committee","lv":"core","ph":"steering committee steerco steerco steering committee steering committee a governance group providing direction and decisions for a programme or initiative a governance group providing direction and decisions for a programme or initiative who is accountable for steering committee and who is affected by it you will see steering committee in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here steering committee means a governance group providing direction and decisions for a programme or initiative people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate investor sales people operations planning pitching submission decision people planning employment performance management change management role person organisation party status decision global context dependent","sn":"Steering committee","t":"Steering committee","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/steering-committee/","ui":"Who is accountable for steering committee, and who is affected by it?"},{"a":["stage conversion"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The proportion moving from one specified step to the next.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The proportion moving from one specified step to the next.","i":3550,"id":"marketing.step-conversion","lv":"core","ph":"step conversion stage conversion stage conversion step conversion step conversion the proportion moving from one specified step to the next the proportion moving from one specified step to the next compare step conversion with the baseline cohort before calling it growth you will see step conversion in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here step conversion means the proportion moving from one specified step to the next marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Step conversion","t":"Step conversion","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/step-conversion/","ui":"Compare step conversion with the baseline cohort before calling it growth."},{"a":["valuation step-up"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An increase in valuation between financing rounds.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The company is valued higher than in the last round.","i":3551,"id":"startup.step-up","lv":"working","ph":"step up valuation step up step up valuation step up step up the company is valued higher than in the last round an increase in valuation between financing rounds the step up must be supported by operating progress you will see step up in fundraising decks data rooms term sheets and investor conversations when the discussion reaches valuation and conversion mechanics in valuation and conversion mechanics a loose definition can change rights obligations approval disclosure or enforceability here step up means an increase in valuation between financing rounds startups venture and fundraising startup formation venture capital and fundraising valuation and conversion mechanics startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Step-up","t":"Step-up","tp":"Valuation & conversion mechanics","tpid":"startup-venture-fundraising.valuation-conversion","u":"terms/step-up/","ui":"The step-up must be supported by operating progress."},{"a":["investment stewardship","active ownership"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Investors' monitoring and engagement regarding governance and long-term value.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business","sustainability","operations"],"e":"Investors' monitoring and engagement regarding governance and long-term value.","i":3552,"id":"reporting.stewardship","lv":"core","ph":"stewardship investment stewardship active ownership active ownership investment stewardship stewardship stewardship investors monitoring and engagement regarding governance and long term value investors monitoring and engagement regarding governance and long term value the q and a needs a direct answer on stewardship you will see stewardship in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here stewardship means investors monitoring and engagement regarding governance and long term value corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business sustainability operations reporting governance investor relations disclosure strategy risk management sustainability reporting assurance document artifact metric standard specification role person finance commerce global context dependent","sn":"Stewardship","t":"Stewardship","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/stewardship/","ui":"The Q&A needs a direct answer on stewardship."},{"a":["usage frequency"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"How frequently users return relative to a broader active-user period, often expressed through ratios such as DAU/MAU.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"How frequently users return relative to a broader active-user period, often expressed through ratios such as DAU/MAU.","i":3553,"id":"marketing.stickiness","lv":"working","ph":"stickiness usage frequency stickiness usage frequency stickiness how frequently users return relative to a broader active user period often expressed through ratios such as dau mau how frequently users return relative to a broader active user period often expressed through ratios such as dau mau the number is useful only if everyone calculates stickiness the same way you will see stickiness in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here stickiness means how frequently users return relative to a broader active user period often expressed through ratios such as dau mau marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model global context dependent","sn":"Stickiness","t":"Stickiness","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/stickiness/","ui":"The number is useful only if everyone calculates stickiness the same way."},{"a":["SAR"],"amb":["SAR"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A right to receive value equal to an increase in share price over a base amount.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A reward based on how much the share value rises.","i":3554,"id":"startup.stock-appreciation-right","lv":"specialist","ph":"stock appreciation right sar sar stock appreciation right stock appreciation right a reward based on how much the share value rises a right to receive value equal to an increase in share price over a base amount the stock appreciation right settles in cash you will see stock appreciation right in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here stock appreciation right means a right to receive value equal to an increase in share price over a base amount startups venture and fundraising startup formation venture capital and fundraising founder and employee equity suspicious activity report startup investor finance corporate fundraising financing due diligence governance role person finance commerce right contract law organisation party global context dependent","sn":"Stock appreciation right","t":"Stock appreciation right","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/stock-appreciation-right/","ui":"The stock appreciation right settles in cash."},{"a":["SKU"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A distinct inventory identifier for a product configuration.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A distinct inventory identifier for a product configuration.","i":3555,"id":"operations.stock-keeping-unit","lv":"core","ph":"stock keeping unit sku sku stock keeping unit stock keeping unit a distinct inventory identifier for a product configuration a distinct inventory identifier for a product configuration the number is useful only if everyone calculates stock keeping unit the same way you will see stock keeping unit in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here stock keeping unit means a distinct inventory identifier for a product configuration operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Stock-keeping unit","t":"Stock-keeping unit","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/stock-keeping-unit/","ui":"The number is useful only if everyone calculates stock-keeping unit the same way."},{"a":["employee option"],"amb":["stock option"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A right to buy shares at a specified price during a defined period.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A right to buy shares at a specified price during a defined period.","i":3556,"id":"people.stock-option","lv":"core","ph":"stock option employee option employee option stock option stock option a right to buy shares at a specified price during a defined period a right to buy shares at a specified price during a defined period do not describe stock option as agreed until the operative document says so you will see stock option in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here stock option means a right to buy shares at a specified price during a defined period people organisation and change organisation design people systems and change performance pay and rewards employee stock option startup business corporate people operations people planning employment performance management change management right contract law organisation party global context dependent","sn":"Stock option","t":"Stock option","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/stock-option/","ui":"Do not describe stock option as agreed until the operative document says so."},{"a":["out of stock"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A situation in which required inventory is unavailable.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A situation in which required inventory is unavailable.","i":3557,"id":"operations.stockout","lv":"core","ph":"stockout out of stock out of stock stockout stockout a situation in which required inventory is unavailable a situation in which required inventory is unavailable compare stockout with the same cohort and period before drawing a conclusion you will see stockout in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here stockout means a situation in which required inventory is unavailable operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Stockout","t":"Stockout","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/stockout/","ui":"Compare stockout with the same cohort and period before drawing a conclusion."},{"a":["retention limitation"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The principle of keeping personal data no longer than necessary for the stated purpose or legal duty.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The principle of keeping personal data no longer than necessary for the stated purpose or legal duty.","i":3558,"id":"governance.storage-limitation","lv":"core","ph":"storage limitation retention limitation retention limitation storage limitation storage limitation the principle of keeping personal data no longer than necessary for the stated purpose or legal duty the principle of keeping personal data no longer than necessary for the stated purpose or legal duty do not describe storage limitation as agreed until the operative document says so you will see storage limitation in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here storage limitation means the principle of keeping personal data no longer than necessary for the stated purpose or legal duty corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law equipment technology risk ethics access global context dependent","sn":"Storage limitation","t":"Storage limitation","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/storage-limitation/","ui":"Do not describe storage limitation as agreed until the operative document says so."},{"a":["point"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A relative estimate used by some teams to express effort, complexity and uncertainty; it is not a time unit.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A team's relative size estimate for work.","i":3559,"id":"product.story-point","lv":"working","ph":"story point point point story point story point a teams relative size estimate for work a relative estimate used by some teams to express effort complexity and uncertainty it is not a time unit do not compare story points across teams you will see story point in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here story point means a relative estimate used by some teams to express effort complexity and uncertainty it is not a time unit product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology product discovery product development testing launch operations equipment technology organisation party global context dependent","sn":"Story point","t":"Story point","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/story-point/","ui":"Do not compare story points across teams."},{"a":["segmentation targeting positioning"],"amb":["STP"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A planning sequence of segmentation, targeting and positioning.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A planning sequence of segmentation, targeting and positioning.","i":3560,"id":"marketing.stp","lv":"core","ph":"stp segmentation targeting positioning segmentation targeting positioning stp stp a planning sequence of segmentation targeting and positioning a planning sequence of segmentation targeting and positioning the report should separate the effect of stp from correlation you will see stp in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here stp means a planning sequence of segmentation targeting and positioning marketing brand and growth brand marketing media and growth marketing strategy and planning straight through processing startup business corporate marketing sales market research marketing growth reporting document artifact metric standard specification workflow process format genre model global context dependent","sn":"STP","t":"STP","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/stp/","ui":"The report should separate the effect of STP from correlation."},{"a":["STP"],"amb":["STP"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Processing completed end to end without manual intervention.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Processing completed end to end without manual intervention.","i":3561,"id":"operations.straight-through-processing","lv":"working","ph":"straight through processing stp stp straight through processing straight through processing processing completed end to end without manual intervention processing completed end to end without manual intervention can we remove the ambiguity around straight through processing before the process changes you will see straight through processing in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here straight through processing means processing completed end to end without manual intervention operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems stp business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Straight-through processing","t":"Straight-through processing","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/straight-through-processing/","ui":"Can we remove the ambiguity around straight-through processing before the process changes?"},{"a":["impaired transition asset"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"An asset that loses economic value prematurely because of transition, regulation or market change.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"An asset that loses economic value prematurely because of transition, regulation or market change.","i":3562,"id":"sustainability.stranded-asset","lv":"core","ph":"stranded asset impaired transition asset impaired transition asset stranded asset stranded asset an asset that loses economic value prematurely because of transition regulation or market change an asset that loses economic value prematurely because of transition regulation or market change the board will ask what happens if stranded asset moves outside tolerance you will see stranded asset in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here stranded asset means an asset that loses economic value prematurely because of transition regulation or market change sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance format genre model risk ethics access global context dependent","sn":"Stranded asset","t":"Stranded asset","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/stranded-asset/","ui":"The board will ask what happens if stranded asset moves outside tolerance."},{"a":["key account"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A customer receiving heightened attention because of revenue, influence or long-term importance.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A customer receiving heightened attention because of revenue, influence or long-term importance.","i":3563,"id":"revenue.strategic-account","lv":"core","ph":"strategic account key account key account strategic account strategic account a customer receiving heightened attention because of revenue influence or long term importance a customer receiving heightened attention because of revenue influence or long term importance the account plan should show how strategic account affects the next step you will see strategic account in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here strategic account means a customer receiving heightened attention because of revenue influence or long term importance revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce global context dependent","sn":"Strategic account","t":"Strategic account","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/strategic-account/","ui":"The account plan should show how strategic account affects the next step."},{"a":["key strategic asset"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A resource whose control materially supports advantage or future options.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A valuable resource important to the strategy.","i":3564,"id":"strategy.strategic-asset","lv":"working","ph":"strategic asset key strategic asset key strategic asset strategic asset strategic asset a valuable resource important to the strategy a resource whose control materially supports advantage or future options proprietary distribution data is the strategic asset in this deal you will see strategic asset in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here strategic asset means a resource whose control materially supports advantage or future options strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Strategic asset","t":"Strategic asset","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/strategic-asset/","ui":"Proprietary distribution data is the strategic asset in this deal."},{"a":["priority brand"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A brand prioritised because of future growth, positioning or portfolio importance.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A brand prioritised because of future growth, positioning or portfolio importance.","i":3565,"id":"marketing.strategic-brand","lv":"working","ph":"strategic brand priority brand priority brand strategic brand strategic brand a brand prioritised because of future growth positioning or portfolio importance a brand prioritised because of future growth positioning or portfolio importance the work feels inconsistent because the team is using strategic brand in three different ways you will see strategic brand in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here strategic brand means a brand prioritised because of future growth positioning or portfolio importance marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Strategic brand","t":"Strategic brand","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/strategic-brand/","ui":"The work feels inconsistent because the team is using strategic brand in three different ways."},{"a":["strategic decision"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A consequential selection between plausible alternatives that directs resources and closes off other paths.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A real choice that commits the organisation to one path over another.","i":3566,"id":"strategy.strategic-choice","lv":"core","ph":"strategic choice strategic decision strategic choice strategic decision strategic choice a real choice that commits the organisation to one path over another a consequential selection between plausible alternatives that directs resources and closes off other paths grow is not a strategic choice until we say where and how you will see strategic choice in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here strategic choice means a consequential selection between plausible alternatives that directs resources and closes off other paths strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model status decision global context dependent business foundation business","sn":"Strategic choice","t":"Strategic choice","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/strategic-choice/","ui":"“Grow” is not a strategic choice until we say where and how."},{"a":["drift"],"amb":["drift"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Gradual misalignment between an organisation's strategy and changing external conditions.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The organisation keeps following an old strategy while the world changes.","i":3567,"id":"strategy.strategic-drift","lv":"working","ph":"strategic drift drift drift strategic drift strategic drift the organisation keeps following an old strategy while the world changes gradual misalignment between an organisations strategy and changing external conditions falling relevance is a sign of strategic drift not merely weak execution you will see strategic drift in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here strategic drift means gradual misalignment between an organisations strategy and changing external conditions strategy markets and business models strategy market analysis and business models strategic choices and advantage model drift startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Strategic drift","t":"Strategic drift","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/strategic-drift/","ui":"Falling relevance is a sign of strategic drift, not merely weak execution."},{"a":["fit"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The degree to which activities, capabilities and resources reinforce the chosen strategy.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How well the parts of the organisation support the same strategy.","i":3568,"id":"strategy.strategic-fit","lv":"working","ph":"strategic fit fit fit strategic fit strategic fit how well the parts of the organisation support the same strategy the degree to which activities capabilities and resources reinforce the chosen strategy the acquisition has market fit but weak strategic fit with our operating model you will see strategic fit in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here strategic fit means the degree to which activities capabilities and resources reinforce the chosen strategy strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent business","sn":"Strategic fit","t":"Strategic fit","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/strategic-fit/","ui":"The acquisition has market fit but weak strategic fit with our operating model."},{"a":["foresight"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Structured exploration of possible futures, signals and implications to improve present decisions.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Look for future possibilities so today's choices are less fragile.","i":3569,"id":"strategy.strategic-foresight","lv":"working","ph":"strategic foresight foresight foresight strategic foresight strategic foresight look for future possibilities so todays choices are less fragile structured exploration of possible futures signals and implications to improve present decisions strategic foresight should widen options not pretend to predict you will see strategic foresight in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here strategic foresight means structured exploration of possible futures signals and implications to improve present decisions strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model status decision global context dependent","sn":"Strategic foresight","t":"Strategic foresight","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/strategic-foresight/","ui":"Strategic foresight should widen options, not pretend to predict."},{"a":["competitor cluster"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A set of competitors following similar models, positions or resource patterns within an industry.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Competitors using broadly similar strategies.","i":3570,"id":"strategy.strategic-group","lv":"specialist","ph":"strategic group competitor cluster competitor cluster strategic group strategic group competitors using broadly similar strategies a set of competitors following similar models positions or resource patterns within an industry the premium strategic group has different economics from mass market players you will see strategic group in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here strategic group means a set of competitors following similar models positions or resource patterns within an industry strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Strategic group","t":"Strategic group","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/strategic-group/","ui":"The premium strategic group has different economics from mass-market players."},{"a":["strategic ambition"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A long-term directional ambition that concentrates organisational effort beyond current resources or position.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A big direction that focuses the organisation over time.","i":3571,"id":"strategy.strategic-intent","lv":"working","ph":"strategic intent strategic ambition strategic ambition strategic intent strategic intent a big direction that focuses the organisation over time a long term directional ambition that concentrates organisational effort beyond current resources or position the strategic intent is clear but the choices beneath it are not you will see strategic intent in strategy decks market analyses business plans and planning workshops when the discussion reaches purpose goals and strategic direction it helps a reader interpret purpose goals and strategic direction without confusing the measure decision role or evidence being discussed here strategic intent means a long term directional ambition that concentrates organisational effort beyond current resources or position strategy markets and business models strategy market analysis and business models purpose goals and strategic direction startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Strategic intent","t":"Strategic intent","tp":"Purpose, goals & strategic direction","tpid":"strategy-market-models.purpose-goals","u":"terms/strategic-intent/","ui":"The strategic intent is clear, but the choices beneath it are not."},{"a":["corporate strategic"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An investor seeking strategic benefits such as technology, distribution, learning or supply alongside financial return.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An investor who wants business value as well as financial return.","i":3572,"id":"startup.strategic-investor","lv":"core","ph":"strategic investor corporate strategic corporate strategic strategic investor strategic investor an investor who wants business value as well as financial return an investor seeking strategic benefits such as technology distribution learning or supply alongside financial return the strategic investor requested information rights and a partnership pilot you will see strategic investor in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here strategic investor means an investor seeking strategic benefits such as technology distribution learning or supply alongside financial return startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance metric standard specification role person finance commerce equipment technology organisation party global context dependent","sn":"Strategic investor","t":"Strategic investor","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/strategic-investor/","ui":"The strategic investor requested information rights and a partnership pilot."},{"a":["strategic goal"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A specific outcome the organisation intends to achieve in support of strategy.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A result the strategy is meant to produce.","i":3573,"id":"strategy.strategic-objective","lv":"core","ph":"strategic objective strategic goal strategic goal strategic objective strategic objective a result the strategy is meant to produce a specific outcome the organisation intends to achieve in support of strategy every strategic objective needs a measure and owner you will see strategic objective in strategy decks market analyses business plans and planning workshops when the discussion reaches purpose goals and strategic direction it helps a reader interpret purpose goals and strategic direction without confusing the measure decision role or evidence being discussed here strategic objective means a specific outcome the organisation intends to achieve in support of strategy strategy markets and business models strategy market analysis and business models purpose goals and strategic direction startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Strategic objective","t":"Strategic objective","tp":"Purpose, goals & strategic direction","tpid":"strategy-market-models.purpose-goals","u":"terms/strategic-objective/","ui":"Every strategic objective needs a measure and owner."},{"a":["option value"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The value of preserving credible future choices while uncertainty remains.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Keeping useful future choices open.","i":3574,"id":"strategy.strategic-optionality","lv":"specialist","ph":"strategic optionality option value option value strategic optionality strategic optionality keeping useful future choices open the value of preserving credible future choices while uncertainty remains the pilot creates strategic optionality without committing the full capital you will see strategic optionality in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here strategic optionality means the value of preserving credible future choices while uncertainty remains strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Strategic optionality","t":"Strategic optionality","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/strategic-optionality/","ui":"The pilot creates strategic optionality without committing the full capital."},{"a":["strategy pillar"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A broad theme used to organise related objectives and initiatives within a strategy.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A major part of the strategy.","i":3575,"id":"strategy.strategic-pillar","lv":"core","ph":"strategic pillar strategy pillar strategic pillar strategy pillar strategic pillar a major part of the strategy a broad theme used to organise related objectives and initiatives within a strategy each strategic pillar should lead to a distinct set of choices you will see strategic pillar in strategy decks market analyses business plans and planning workshops when the discussion reaches purpose goals and strategic direction it helps a reader interpret purpose goals and strategic direction without confusing the measure decision role or evidence being discussed here strategic pillar means a broad theme used to organise related objectives and initiatives within a strategy strategy markets and business models strategy market analysis and business models purpose goals and strategic direction startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Strategic pillar","t":"Strategic pillar","tp":"Purpose, goals & strategic direction","tpid":"strategy-market-models.purpose-goals","u":"terms/strategic-pillar/","ui":"Each strategic pillar should lead to a distinct set of choices."},{"a":["corporate strategy plan"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A document setting out strategic direction, priorities, choices, initiatives and measures over a multi-year horizon.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A plan for where the organisation will focus and how it will win.","i":3576,"id":"bizpitch.strategic-plan","lv":"core","ph":"strategic plan corporate strategy plan corporate strategy plan strategic plan strategic plan a plan for where the organisation will focus and how it will win a document setting out strategic direction priorities choices initiatives and measures over a multi year horizon the strategic plan needs explicit trade offs you will see strategic plan in business pitches proposals executive summaries and decision decks when the discussion reaches supporting documents and leave behinds it helps a reader interpret supporting documents and leave behinds without confusing the measure decision role or evidence being discussed here strategic plan means a document setting out strategic direction priorities choices initiatives and measures over a multi year horizon business pitching and presentation materials business pitches decks and decision materials supporting documents and leave behinds strategy startup business corporate investor sales planning pitching submission decision document artifact metric standard specification global context dependent","sn":"Strategic plan","t":"Strategic plan","tp":"Supporting documents & leave-behinds","tpid":"business-pitching-artifacts.supporting-documents","u":"terms/strategic-plan/","ui":"The strategic plan needs explicit trade-offs."},{"a":["priority area"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"An area deliberately given greater attention and resources because it is critical to strategy.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Something the organisation chooses to focus on first.","i":3577,"id":"strategy.strategic-priority","lv":"core","ph":"strategic priority priority area priority area strategic priority strategic priority something the organisation chooses to focus on first an area deliberately given greater attention and resources because it is critical to strategy calling twelve things strategic priorities means none is a priority you will see strategic priority in strategy decks market analyses business plans and planning workshops when the discussion reaches purpose goals and strategic direction it helps a reader interpret purpose goals and strategic direction without confusing the measure decision role or evidence being discussed here strategic priority means an area deliberately given greater attention and resources because it is critical to strategy strategy markets and business models strategy market analysis and business models purpose goals and strategic direction startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent business","sn":"Strategic priority","t":"Strategic priority","tp":"Purpose, goals & strategic direction","tpid":"strategy-market-models.purpose-goals","u":"terms/strategic-priority/","ui":"Calling twelve things strategic priorities means none is a priority."},{"a":["strategy report"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A narrative report on strategy, business model, risks and performance in some jurisdictions.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A narrative report on strategy, business model, risks and performance in some jurisdictions.","i":3578,"id":"reporting.strategic-report","lv":"working","ph":"strategic report strategy report strategic report strategy report strategic report a narrative report on strategy business model risks and performance in some jurisdictions a narrative report on strategy business model risks and performance in some jurisdictions the draft mentions strategic report but the scope and jurisdiction are still unclear you will see strategic report in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here strategic report means a narrative report on strategy business model risks and performance in some jurisdictions corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce equipment technology format genre model risk ethics access global context dependent","sn":"Strategic report","t":"Strategic report","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/strategic-report/","ui":"The draft mentions strategic report, but the scope and jurisdiction are still unclear."},{"a":["strategy review deck"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation comparing strategic options and recommending a course of action.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A presentation that weighs choices and recommends one.","i":3579,"id":"bizpitch.strategic-review-presentation","lv":"working","ph":"strategic review presentation strategy review deck strategic review presentation strategy review deck strategic review presentation a presentation that weighs choices and recommends one a presentation comparing strategic options and recommending a course of action the strategic review presentation must expose the trade offs rather than hide them you will see strategic review presentation in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here strategic review presentation means a presentation comparing strategic options and recommending a course of action business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations startup business corporate investor sales planning pitching submission decision metric standard specification workflow process global context dependent","sn":"Strategic review presentation","t":"Strategic review presentation","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/strategic-review-presentation/","ui":"The strategic review presentation must expose the trade-offs rather than hide them."},{"a":["strategy risk"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Risk that strategic choices, assumptions or execution fail to achieve objectives.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Risk that strategic choices, assumptions or execution fail to achieve objectives.","i":3580,"id":"governance.strategic-risk","lv":"core","ph":"strategic risk strategy risk strategic risk strategy risk strategic risk risk that strategic choices assumptions or execution fail to achieve objectives risk that strategic choices assumptions or execution fail to achieve objectives add strategic risk to the risk register with an owner and mitigation you will see strategic risk in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here strategic risk means risk that strategic choices assumptions or execution fail to achieve objectives corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law risk ethics access global context dependent","sn":"Strategic risk","t":"Strategic risk","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/strategic-risk/","ui":"Add strategic risk to the risk register with an owner and mitigation."},{"a":["strategic financing"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A financing involving investors chosen partly for commercial, technical or distribution value.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A round designed to add business partners as well as money.","i":3581,"id":"startup.strategic-round","lv":"working","ph":"strategic round strategic financing strategic financing strategic round strategic round a round designed to add business partners as well as money a financing involving investors chosen partly for commercial technical or distribution value the strategic round must avoid restrictive exclusivity you will see strategic round in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here strategic round means a financing involving investors chosen partly for commercial technical or distribution value startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance metric standard specification role person finance commerce organisation party global context dependent","sn":"Strategic round","t":"Strategic round","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/strategic-round/","ui":"The strategic round must avoid restrictive exclusivity."},{"a":["trade sale"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A sale to an operating company seeking strategic value, synergies or market position.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A company sells to another business that sees strategic value.","i":3582,"id":"startup.strategic-sale","lv":"core","ph":"strategic sale trade sale strategic sale trade sale strategic sale a company sells to another business that sees strategic value a sale to an operating company seeking strategic value synergies or market position the strategic sale produces a higher value from distribution synergies you will see strategic sale in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here strategic sale means a sale to an operating company seeking strategic value synergies or market position startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce format genre model organisation party global context dependent","sn":"Strategic sale","t":"Strategic sale","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/strategic-sale/","ui":"The strategic sale produces a higher value from distribution synergies."},{"a":["strategic procurement"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A structured, category-based approach to analysing spend and selecting supply strategies.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A structured, category-based approach to analysing spend and selecting supply strategies.","i":3583,"id":"operations.strategic-sourcing","lv":"core","ph":"strategic sourcing strategic procurement strategic procurement strategic sourcing strategic sourcing a structured category based approach to analysing spend and selecting supply strategies a structured category based approach to analysing spend and selecting supply strategies attach the latest strategic sourcing to the decision pack before the meeting you will see strategic sourcing in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here strategic sourcing means a structured category based approach to analysing spend and selecting supply strategies operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Strategic sourcing","t":"Strategic sourcing","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/strategic-sourcing/","ui":"Attach the latest strategic sourcing to the decision pack before the meeting."},{"a":["business strategy","corporate strategy"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"An integrated set of choices about where to compete, how to create advantage and what not to do.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A set of connected choices about how to win.","i":3584,"id":"strategy.strategy","lv":"core","ph":"strategy business strategy corporate strategy business strategy corporate strategy strategy strategy a set of connected choices about how to win an integrated set of choices about where to compete how to create advantage and what not to do the plan has activities but it still lacks a strategy you will see strategy in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here strategy means an integrated set of choices about where to compete how to create advantage and what not to do strategy markets and business models strategy market analysis and business models strategic choices and advantage strategic plan startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent business foundation","sn":"Strategy","t":"Strategy","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/strategy/","ui":"The plan has activities, but it still lacks a strategy."},{"a":["value curve"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A chart comparing offerings across the factors on which an industry competes.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A chart showing where competitors invest and how an offer differs.","i":3585,"id":"strategy.strategy-canvas","lv":"working","ph":"strategy canvas value curve strategy canvas value curve strategy canvas a chart showing where competitors invest and how an offer differs a chart comparing offerings across the factors on which an industry competes the strategy canvas exposes that every competitor is overserving the same feature you will see strategy canvas in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here strategy canvas means a chart comparing offerings across the factors on which an industry competes strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification equipment technology format genre model global context dependent","sn":"Strategy canvas","t":"Strategy canvas","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/strategy-canvas/","ui":"The strategy canvas exposes that every competitor is overserving the same feature."},{"a":["strategic plan deck"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation explaining strategic diagnosis, choices, priorities, initiatives and measures.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A deck showing where an organisation will focus and how it plans to win.","i":3586,"id":"bizpitch.strategy-deck","lv":"core","ph":"strategy deck strategic plan deck strategic plan deck strategy deck strategy deck a deck showing where an organisation will focus and how it plans to win a presentation explaining strategic diagnosis choices priorities initiatives and measures the strategy deck should make the choices narrower not the ambition broader you will see strategy deck in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here strategy deck means a presentation explaining strategic diagnosis choices priorities initiatives and measures business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact metric standard specification format genre model global context dependent","sn":"Strategy deck","t":"Strategy deck","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/strategy-deck/","ui":"The strategy deck should make the choices narrower, not the ambition broader."},{"a":["strategic map"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A visual showing causal links between strategic objectives, often across financial, customer, process and capability perspectives.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A map showing how strategic goals are supposed to cause one another.","i":3587,"id":"strategy.strategy-map","lv":"working","ph":"strategy map strategic map strategic map strategy map strategy map a map showing how strategic goals are supposed to cause one another a visual showing causal links between strategic objectives often across financial customer process and capability perspectives the strategy map makes the missing capability investment visible you will see strategy map in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here strategy map means a visual showing causal links between strategic objectives often across financial customer process and capability perspectives strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology workflow process format genre model global context dependent","sn":"Strategy map","t":"Strategy map","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/strategy-map/","ui":"The strategy map makes the missing capability investment visible."},{"a":["strategic paper"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A written analysis of strategic context, choices and recommendations.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A written argument about what strategy to choose.","i":3588,"id":"bizpitch.strategy-paper","lv":"working","ph":"strategy paper strategic paper strategic paper strategy paper strategy paper a written argument about what strategy to choose a written analysis of strategic context choices and recommendations use the strategy paper for depth and the deck for discussion you will see strategy paper in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here strategy paper means a written analysis of strategic context choices and recommendations business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact metric standard specification format genre model global context dependent","sn":"Strategy paper","t":"Strategy paper","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/strategy-paper/","ui":"Use the strategy paper for depth and the deck for discussion."},{"a":["SWOT strength"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"An internal capability, asset or condition that helps an organisation succeed.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Something inside the organisation that helps.","i":3589,"id":"strategy.strength","lv":"core","ph":"strength swot strength strength swot strength strength something inside the organisation that helps an internal capability asset or condition that helps an organisation succeed brand trust is a strength only if customers act on it you will see strength in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here strength means an internal capability asset or condition that helps an organisation succeed strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Strength","t":"Strength","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/strength/","ui":"Brand trust is a strength only if customers act on it."},{"a":["stress scenario","stress testing"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Analysis of performance or liquidity under severe adverse assumptions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor","people"],"e":"Analysis of performance or liquidity under severe adverse assumptions.","i":3590,"id":"bizfinance.stress-test","lv":"core","ph":"stress test stress scenario stress testing stress scenario stress test stress testing stress test analysis of performance or liquidity under severe adverse assumptions analysis of performance or liquidity under severe adverse assumptions can you walk me through how stress test works in the model you will see stress test in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios a loose definition can change rights obligations approval disclosure or enforceability here stress test means analysis of performance or liquidity under severe adverse assumptions finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor people accounting planning forecasting valuation reporting financing governance contracting compliance risk management document artifact finance commerce workflow process global context dependent","sn":"Stress test","t":"Stress test","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/stress-test/","ui":"Can you walk me through how stress test works in the model?"},{"a":["stretch target"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"An intentionally ambitious target beyond expected performance.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"An intentionally ambitious target beyond expected performance.","i":3591,"id":"people.stretch-goal","lv":"working","ph":"stretch goal stretch target stretch goal stretch target stretch goal an intentionally ambitious target beyond expected performance an intentionally ambitious target beyond expected performance keep stretch goal on the dashboard but show the definition and reporting period beside it you will see stretch goal in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here stretch goal means an intentionally ambitious target beyond expected performance people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Stretch goal","t":"Stretch goal","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/stretch-goal/","ui":"Keep stretch goal on the dashboard, but show the definition and reporting period beside it."},{"a":["standardised interview"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"An interview using consistent questions and scoring criteria.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"An interview using consistent questions and scoring criteria.","i":3592,"id":"people.structured-interview","lv":"core","ph":"structured interview standardised interview standardised interview structured interview structured interview an interview using consistent questions and scoring criteria an interview using consistent questions and scoring criteria the announcement should not get ahead of the agreed process for structured interview you will see structured interview in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here structured interview means an interview using consistent questions and scoring criteria people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Structured interview","t":"Structured interview","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/structured-interview/","ui":"The announcement should not get ahead of the agreed process for structured interview."},{"a":["child brand"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A distinct brand expression operating beneath and connected to a parent brand.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A distinct brand expression operating beneath and connected to a parent brand.","i":3593,"id":"marketing.sub-brand","lv":"core","ph":"sub brand child brand child brand sub brand sub brand a distinct brand expression operating beneath and connected to a parent brand a distinct brand expression operating beneath and connected to a parent brand the work feels inconsistent because the team is using sub brand in three different ways you will see sub brand in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here sub brand means a distinct brand expression operating beneath and connected to a parent brand marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Sub-brand","t":"Sub-brand","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/sub-brand/","ui":"The work feels inconsistent because the team is using sub-brand in three different ways."},{"a":["disclosure certification"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A lower-level confirmation supporting executive certification of disclosure.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A lower-level confirmation supporting executive certification of disclosure.","i":3594,"id":"reporting.sub-certification","lv":"working","ph":"sub certification disclosure certification disclosure certification sub certification sub certification a lower level confirmation supporting executive certification of disclosure a lower level confirmation supporting executive certification of disclosure do not describe sub certification as agreed until the operative document says so you will see sub certification in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here sub certification means a lower level confirmation supporting executive certification of disclosure corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Sub-certification","t":"Sub-certification","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/sub-certification/","ui":"Do not describe sub-certification as agreed until the operative document says so."},{"a":["category segment"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A narrower group within a broader category.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A smaller group inside a category.","i":3595,"id":"strategy.subcategory","lv":"core","ph":"subcategory category segment category segment subcategory subcategory a smaller group inside a category a narrower group within a broader category the subcategory is growing faster than the overall market you will see subcategory in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here subcategory means a narrower group within a broader category strategy markets and business models strategy market analysis and business models markets industries and categories startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Subcategory","t":"Subcategory","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/subcategory/","ui":"The subcategory is growing faster than the overall market."},{"a":["subcontract"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Engaging another party to perform part of an obligation while responsibility may remain with the contractor.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Engaging another party to perform part of an obligation while responsibility may remain with the contractor.","i":3596,"id":"governance.subcontracting","lv":"core","ph":"subcontracting subcontract subcontract subcontracting subcontracting engaging another party to perform part of an obligation while responsibility may remain with the contractor engaging another party to perform part of an obligation while responsibility may remain with the contractor can we state who receives the right created by subcontracting and when it applies you will see subcontracting in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here subcontracting means engaging another party to perform part of an obligation while responsibility may remain with the contractor corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Subcontracting","t":"Subcontracting","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/subcontracting/","ui":"Can we state who receives the right created by subcontracting, and when it applies?"},{"a":["subprocessor","sub-contractor"],"amb":["subprocessor"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A third party engaged to perform part of a supplier's obligations.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A third party engaged to perform part of a supplier's obligations.","i":3597,"id":"revenue.subcontractor","lv":"core","ph":"subcontractor subprocessor sub contractor sub contractor subcontractor subprocessor subcontractor a third party engaged to perform part of a suppliers obligations a third party engaged to perform part of a suppliers obligations the draft mentions subcontractor but the scope and jurisdiction are still unclear you will see subcontractor in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here subcontractor means a third party engaged to perform part of a suppliers obligations revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure subprocessor startup business corporate sales finance product go to market sales contracting customer success renewal document artifact role person finance commerce right contract law global context dependent","sn":"Subcontractor","t":"Subcontractor","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/subcontractor/","ui":"The draft mentions subcontractor, but the scope and jurisdiction are still unclear."},{"a":["subheading"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Supporting copy that clarifies or extends a headline.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Supporting copy that clarifies or extends a headline.","i":3598,"id":"marketing.subhead","lv":"core","ph":"subhead subheading subhead subheading subhead supporting copy that clarifies or extends a headline supporting copy that clarifies or extends a headline what evidence makes subhead believable you will see subhead in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here subhead means supporting copy that clarifies or extends a headline marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Subhead","t":"Subhead","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/subhead/","ui":"What evidence makes subhead believable?"},{"a":["SME"],"amb":["SME"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A person with deep knowledge in a defined field.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A person with deep knowledge in a defined field.","i":3599,"id":"people.subject-matter-expert","lv":"core","ph":"subject matter expert sme sme subject matter expert subject matter expert a person with deep knowledge in a defined field a person with deep knowledge in a defined field who is accountable for subject matter expert and who is affected by it you will see subject matter expert in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here subject matter expert means a person with deep knowledge in a defined field people organisation and change organisation design people systems and change roles responsibility and decision rights sme small business startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Subject-matter expert","t":"Subject-matter expert","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/subject-matter-expert/","ui":"Who is accountable for subject-matter expert, and who is affected by it?"},{"a":["subsidiary ledger"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A detailed supporting ledger for a specific category such as receivables, payables or fixed assets.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A detailed supporting ledger for a specific category such as receivables, payables or fixed assets.","i":3600,"id":"bizfinance.subledger","lv":"working","ph":"subledger subsidiary ledger subledger subsidiary ledger subledger a detailed supporting ledger for a specific category such as receivables payables or fixed assets a detailed supporting ledger for a specific category such as receivables payables or fixed assets can you walk me through how subledger works in the model you will see subledger in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here subledger means a detailed supporting ledger for a specific category such as receivables payables or fixed assets finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Subledger","t":"Subledger","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/subledger/","ui":"Can you walk me through how subledger works in the model?"},{"a":["bid deadline"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The final permitted time for receiving a bid or response.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The final permitted time for receiving a bid or response.","i":3601,"id":"operations.submission-deadline","lv":"core","ph":"submission deadline bid deadline bid deadline submission deadline submission deadline the final permitted time for receiving a bid or response the final permitted time for receiving a bid or response can we circulate submission deadline with the assumptions and open questions marked you will see submission deadline in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here submission deadline means the final permitted time for receiving a bid or response operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Submission deadline","t":"Submission deadline","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/submission-deadline/","ui":"Can we circulate submission deadline with the assumptions and open questions marked?"},{"a":["junior debt"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Debt ranking behind specified senior debt.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Debt ranking behind specified senior debt.","i":3602,"id":"bizfinance.subordinated-debt","lv":"working","ph":"subordinated debt junior debt junior debt subordinated debt subordinated debt debt ranking behind specified senior debt debt ranking behind specified senior debt the headline changes once we calculate subordinated debt consistently you will see subordinated debt in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here subordinated debt means debt ranking behind specified senior debt finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Subordinated debt","t":"Subordinated debt","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/subordinated-debt/","ui":"The headline changes once we calculate subordinated debt consistently."},{"a":["sub-processor"],"amb":["subprocessor"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A processor engaged by another processor to handle personal data.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A processor engaged by another processor to handle personal data.","i":3603,"id":"governance.subprocessor","lv":"core","ph":"subprocessor sub processor sub processor subprocessor subprocessor a processor engaged by another processor to handle personal data a processor engaged by another processor to handle personal data can we state who receives the right created by subprocessor and when it applies you will see subprocessor in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here subprocessor means a processor engaged by another processor to handle personal data corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance subcontractor startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law equipment technology workflow process risk ethics access global context dependent","sn":"Subprocessor","t":"Subprocessor","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/subprocessor/","ui":"Can we state who receives the right created by subprocessor, and when it applies?"},{"a":["subscription contract"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A contract governing recurring access to a product or service.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A contract governing recurring access to a product or service.","i":3604,"id":"revenue.subscription-agreement","lv":"core","ph":"subscription agreement subscription contract subscription agreement subscription contract subscription agreement a contract governing recurring access to a product or service a contract governing recurring access to a product or service the draft mentions subscription agreement but the scope and jurisdiction are still unclear you will see subscription agreement in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here subscription agreement means a contract governing recurring access to a product or service revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Subscription agreement","t":"Subscription agreement","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/subscription-agreement/","ui":"The draft mentions subscription agreement, but the scope and jurisdiction are still unclear."},{"a":["recurring subscription"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model charging customers periodically for continued access to a product or service.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Customers pay regularly to keep access.","i":3605,"id":"strategy.subscription-model","lv":"core","ph":"subscription model recurring subscription recurring subscription subscription model subscription model customers pay regularly to keep access a model charging customers periodically for continued access to a product or service the subscription model works only if value recurs after the first month you will see subscription model in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here subscription model means a model charging customers periodically for continued access to a product or service strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Subscription model","t":"Subscription model","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/subscription-model/","ui":"The subscription model works only if value recurs after the first month."},{"a":["recurring pricing"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Recurring payment for access during a defined period.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Recurring payment for access during a defined period.","i":3606,"id":"revenue.subscription-pricing","lv":"core","ph":"subscription pricing recurring pricing recurring pricing subscription pricing subscription pricing recurring payment for access during a defined period recurring payment for access during a defined period can we model subscription pricing across the main usage scenarios you will see subscription pricing in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here subscription pricing means recurring payment for access during a defined period revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Subscription pricing","t":"Subscription pricing","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/subscription-pricing/","ui":"Can we model subscription pricing across the main usage scenarios?"},{"a":["subscription sales"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Revenue earned from recurring access arrangements.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Revenue earned from recurring access arrangements.","i":3607,"id":"revenue.subscription-revenue","lv":"core","ph":"subscription revenue subscription sales subscription revenue subscription sales subscription revenue revenue earned from recurring access arrangements revenue earned from recurring access arrangements how are we defining subscription revenue in this deck you will see subscription revenue in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here subscription revenue means revenue earned from recurring access arrangements revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Subscription revenue","t":"Subscription revenue","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/subscription-revenue/","ui":"How are we defining subscription revenue in this deck?"},{"a":["additional close"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A later completion allowing additional investors to join the same financing.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"More investors join after the first closing.","i":3608,"id":"startup.subsequent-close","lv":"working","ph":"subsequent close additional close additional close subsequent close subsequent close more investors join after the first closing a later completion allowing additional investors to join the same financing the subsequent close uses the same core terms you will see subsequent close in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here subsequent close means a later completion allowing additional investors to join the same financing startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance role person finance commerce workflow process organisation party status decision global context dependent","sn":"Subsequent close","t":"Subsequent close","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/subsequent-close/","ui":"The subsequent close uses the same core terms."},{"a":["subsidiary company"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An entity controlled by another entity under the applicable legal or accounting test.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An entity controlled by another entity under the applicable legal or accounting test.","i":3609,"id":"governance.subsidiary","lv":"core","ph":"subsidiary subsidiary company subsidiary subsidiary company subsidiary an entity controlled by another entity under the applicable legal or accounting test an entity controlled by another entity under the applicable legal or accounting test the draft mentions subsidiary but the scope and jurisdiction are still unclear you will see subsidiary in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here subsidiary means an entity controlled by another entity under the applicable legal or accounting test corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Subsidiary","t":"Subsidiary","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/subsidiary/","ui":"The draft mentions subsidiary, but the scope and jurisdiction are still unclear."},{"a":["economic substance"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Accounting based on economic substance rather than only legal form, as applicable under the framework.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Accounting based on economic substance rather than only legal form, as applicable under the framework.","i":3610,"id":"bizfinance.substance-over-form","lv":"working","ph":"substance over form economic substance economic substance substance over form substance over form accounting based on economic substance rather than only legal form as applicable under the framework accounting based on economic substance rather than only legal form as applicable under the framework the draft mentions substance over form but the scope and jurisdiction are still unclear you will see substance over form in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here substance over form means accounting based on economic substance rather than only legal form as applicable under the framework finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce right contract law format genre model global context dependent","sn":"Substance over form","t":"Substance over form","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/substance-over-form/","ui":"The draft mentions substance over form, but the scope and jurisdiction are still unclear."},{"a":["evidence support","claim substantiation"],"amb":["claim substantiation"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Evidence supporting a claim at the time it is made.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["startup","business","corporate","marketing","sales","investor","sustainability","finance","operations"],"e":"Evidence supporting a claim at the time it is made.","i":3611,"id":"sustainability.substantiation","lv":"core","ph":"substantiation evidence support claim substantiation claim substantiation evidence support substantiation substantiation evidence supporting a claim at the time it is made evidence supporting a claim at the time it is made the control owner needs to resolve the exception around substantiation you will see substantiation in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here substantiation means evidence supporting a claim at the time it is made sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance advertising substantiation startup business corporate marketing sales investor sustainability finance operations market research marketing growth reporting strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Substantiation","t":"Substantiation","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/substantiation/","ui":"The control owner needs to resolve the exception around substantiation."},{"a":["substantive procedures"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Procedures designed to detect material misstatement directly in balances or transactions.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Procedures designed to detect material misstatement directly in balances or transactions.","i":3612,"id":"governance.substantive-testing","lv":"working","ph":"substantive testing substantive procedures substantive procedures substantive testing substantive testing procedures designed to detect material misstatement directly in balances or transactions procedures designed to detect material misstatement directly in balances or transactions the team needs one controlled copy of substantive testing with an owner and date you will see substantive testing in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here substantive testing means procedures designed to detect material misstatement directly in balances or transactions corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law workflow process global context dependent","sn":"Substantive testing","t":"Substantive testing","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/substantive-testing/","ui":"The team needs one controlled copy of substantive testing, with an owner and date."},{"a":["alternative solution"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A product, service or behaviour customers can use instead to achieve a similar result.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Another way to solve the same problem.","i":3613,"id":"strategy.substitute","lv":"core","ph":"substitute alternative solution alternative solution substitute substitute another way to solve the same problem a product service or behaviour customers can use instead to achieve a similar result the substitute is manual work not another vendor you will see substitute in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here substitute means a product service or behaviour customers can use instead to achieve a similar result strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Substitute","t":"Substitute","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/substitute/","ui":"The substitute is manual work, not another vendor."},{"a":["customer success plan"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A documented set of customer outcomes, measures, owners and actions.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A documented set of customer outcomes, measures, owners and actions.","i":3614,"id":"revenue.success-plan","lv":"core","ph":"success plan customer success plan customer success plan success plan success plan a documented set of customer outcomes measures owners and actions a documented set of customer outcomes measures owners and actions can we circulate success plan with the assumptions and open questions marked you will see success plan in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here success plan means a documented set of customer outcomes measures owners and actions revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal document artifact metric standard specification role person finance commerce global context dependent","sn":"Success plan","t":"Success plan","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/success-plan/","ui":"Can we circulate success plan with the assumptions and open questions marked?"},{"a":["successor candidate"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A person identified as a possible future holder of a critical role.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A person identified as a possible future holder of a critical role.","i":3615,"id":"people.succession-candidate","lv":"working","ph":"succession candidate successor candidate succession candidate successor candidate succession candidate a person identified as a possible future holder of a critical role a person identified as a possible future holder of a critical role can we test the claim about succession candidate against employee data and lived experience you will see succession candidate in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here succession candidate means a person identified as a possible future holder of a critical role people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Succession candidate","t":"Succession candidate","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/succession-candidate/","ui":"Can we test the claim about succession candidate against employee data and lived experience?"},{"a":["leadership succession plan"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A plan for filling critical roles when incumbents leave or move.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A plan for filling critical roles when incumbents leave or move.","i":3616,"id":"people.succession-plan","lv":"core","ph":"succession plan leadership succession plan leadership succession plan succession plan succession plan a plan for filling critical roles when incumbents leave or move a plan for filling critical roles when incumbents leave or move the people plan needs to explain how succession plan affects roles and decisions you will see succession plan in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here succession plan means a plan for filling critical roles when incumbents leave or move people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact role person workflow process organisation party global context dependent","sn":"Succession plan","t":"Succession plan","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/succession-plan/","ui":"The people plan needs to explain how succession plan affects roles and decisions."},{"a":["evocative name"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A name that hints at a benefit or quality without directly describing it.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A name that hints at a benefit or quality without directly describing it.","i":3617,"id":"marketing.suggestive-name","lv":"working","ph":"suggestive name evocative name evocative name suggestive name suggestive name a name that hints at a benefit or quality without directly describing it a name that hints at a benefit or quality without directly describing it can we show how suggestive name changes the audiences experience not just the language you will see suggestive name in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here suggestive name means a name that hints at a benefit or quality without directly describing it marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Suggestive name","t":"Suggestive name","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/suggestive-name/","ui":"Can we show how suggestive name changes the audience’s experience, not just the language?"},{"a":["SOTP"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Valuation of separate businesses or assets individually, then combined with adjustments.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Valuation of separate businesses or assets individually, then combined with adjustments.","i":3618,"id":"bizfinance.sum-of-the-parts","lv":"core","ph":"sum of the parts sotp sotp sum of the parts sum of the parts valuation of separate businesses or assets individually then combined with adjustments valuation of separate businesses or assets individually then combined with adjustments compare sum of the parts with the same cohort and period before drawing a conclusion you will see sum of the parts in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here sum of the parts means valuation of separate businesses or assets individually then combined with adjustments finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce workflow process global context dependent","sn":"Sum-of-the-parts","t":"Sum-of-the-parts","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/sum-of-the-parts/","ui":"Compare sum-of-the-parts with the same cohort and period before drawing a conclusion."},{"a":["deprecate and retire"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"To retire a product, feature or service through a managed process.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Gradually close or remove a product.","i":3619,"id":"product.sunset","lv":"core","ph":"sunset deprecate and retire deprecate and retire sunset sunset gradually close or remove a product to retire a product feature or service through a managed process the team will sunset the legacy api next year you will see sunset in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here sunset means to retire a product feature or service through a managed process product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations equipment technology workflow process status decision global context dependent","sn":"Sunset","t":"Sunset","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/sunset/","ui":"The team will sunset the legacy API next year."},{"a":[],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A right or request to invest more than the amount needed to maintain current ownership.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An investor wants to increase its ownership in the next round.","i":3620,"id":"startup.super-pro-rata","lv":"working","ph":"super pro rata super pro rata super pro rata an investor wants to increase its ownership in the next round a right or request to invest more than the amount needed to maintain current ownership the company did not grant broad super pro rata rights you will see super pro rata in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here super pro rata means a right or request to invest more than the amount needed to maintain current ownership startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance role person finance commerce right contract law workflow process organisation party global context dependent","sn":"Super pro rata","t":"Super pro rata","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/super-pro-rata/","ui":"The company did not grant broad super pro rata rights."},{"a":["oversubscription right"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A right to invest beyond the amount required to maintain existing ownership.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An investor may increase its ownership in a later round.","i":3621,"id":"startup.super-pro-rata-right","lv":"working","ph":"super pro rata right oversubscription right oversubscription right super pro rata right super pro rata right an investor may increase its ownership in a later round a right to invest beyond the amount required to maintain existing ownership the company limited super pro rata rights to the lead you will see super pro rata right in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet control and investor rights in term sheet control and investor rights a loose definition can change rights obligations approval disclosure or enforceability here super pro rata right means a right to invest beyond the amount required to maintain existing ownership startups venture and fundraising startup formation venture capital and fundraising term sheet control and investor rights startup investor finance corporate fundraising financing due diligence governance role person finance commerce right contract law organisation party global context dependent","sn":"Super pro rata right","t":"Super pro rata right","tp":"Term-sheet control & investor rights","tpid":"startup-venture-fundraising.term-sheet-control","u":"terms/super-pro-rata-right/","ui":"The company limited super pro rata rights to the lead."},{"a":["high-vote shares"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Shares carrying more votes per share than another class.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Shares carrying more votes per share than another class.","i":3622,"id":"governance.super-voting-shares","lv":"working","ph":"super voting shares high vote shares high vote shares super voting shares super voting shares shares carrying more votes per share than another class shares carrying more votes per share than another class do not describe super voting shares as agreed until the operative document says so you will see super voting shares in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here super voting shares means shares carrying more votes per share than another class corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup business corporate investor finance people governance contracting compliance risk management reporting right contract law global context dependent","sn":"Super-voting shares","t":"Super-voting shares","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/super-voting-shares/","ui":"Do not describe super-voting shares as agreed until the operative document says so."},{"a":["best claim"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A claim that an offer is better than specified alternatives on a stated basis.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A claim that an offer is better than specified alternatives on a stated basis.","i":3623,"id":"marketing.superiority-claim","lv":"working","ph":"superiority claim best claim best claim superiority claim superiority claim a claim that an offer is better than specified alternatives on a stated basis a claim that an offer is better than specified alternatives on a stated basis can we make superiority claim specific enough that another team could use it correctly you will see superiority claim in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here superiority claim means a claim that an offer is better than specified alternatives on a stated basis marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Superiority claim","t":"Superiority claim","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/superiority-claim/","ui":"Can we make superiority claim specific enough that another team could use it correctly?"},{"a":["vendor"],"amb":["Supplier","vendor"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A party providing goods or services to an organisation.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A party providing goods or services to an organisation.","i":3624,"id":"operations.supplier","lv":"core","ph":"supplier vendor supplier vendor supplier a party providing goods or services to an organisation a party providing goods or services to an organisation the operating plan needs an owner and service level for supplier you will see supplier in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here supplier means a party providing goods or services to an organisation operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks vendor vendor business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process organisation party global context dependent","sn":"Supplier","t":"Supplier","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/supplier/","ui":"The operating plan needs an owner and service level for supplier."},{"a":["SCAR"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A formal request requiring a supplier to investigate and correct a quality issue.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A formal request requiring a supplier to investigate and correct a quality issue.","i":3625,"id":"operations.supplier-corrective-action-request","lv":"working","ph":"supplier corrective action request scar scar supplier corrective action request supplier corrective action request a formal request requiring a supplier to investigate and correct a quality issue a formal request requiring a supplier to investigate and correct a quality issue the quality report should record supplier corrective action request and the corrective action you will see supplier corrective action request in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here supplier corrective action request means a formal request requiring a supplier to investigate and correct a quality issue operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process global context dependent","sn":"Supplier corrective-action request","t":"Supplier corrective-action request","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/supplier-corrective-action-request/","ui":"The quality report should record supplier corrective-action request and the corrective action."},{"a":["diverse supplier programme"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Procurement from businesses owned or led by underrepresented groups under a defined programme.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Procurement from businesses owned or led by underrepresented groups under a defined programme.","i":3626,"id":"sustainability.supplier-diversity","lv":"core","ph":"supplier diversity diverse supplier programme diverse supplier programme supplier diversity supplier diversity procurement from businesses owned or led by underrepresented groups under a defined programme procurement from businesses owned or led by underrepresented groups under a defined programme can we separate the target for supplier diversity from measured performance you will see supplier diversity in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here supplier diversity means procurement from businesses owned or led by underrepresented groups under a defined programme sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance role person workflow process risk ethics access global context dependent","sn":"Supplier diversity","t":"Supplier diversity","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/supplier-diversity/","ui":"Can we separate the target for supplier diversity from measured performance?"},{"a":["vendor diligence"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Assessment of a supplier's ownership, capability, integrity, finance and risk.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Assessment of a supplier's ownership, capability, integrity, finance and risk.","i":3627,"id":"operations.supplier-due-diligence","lv":"core","ph":"supplier due diligence vendor diligence supplier due diligence vendor diligence supplier due diligence assessment of a suppliers ownership capability integrity finance and risk assessment of a suppliers ownership capability integrity finance and risk the rfp must state how supplier due diligence will be evaluated you will see supplier due diligence in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here supplier due diligence means assessment of a suppliers ownership capability integrity finance and risk operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process risk ethics access status decision global context dependent","sn":"Supplier due diligence","t":"Supplier due diligence","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/supplier-due-diligence/","ui":"The RFP must state how supplier due diligence will be evaluated."},{"a":["vendor onboarding"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Steps required to register, verify and activate a new supplier.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Steps required to register, verify and activate a new supplier.","i":3628,"id":"operations.supplier-onboarding","lv":"core","ph":"supplier onboarding vendor onboarding supplier onboarding vendor onboarding supplier onboarding steps required to register verify and activate a new supplier steps required to register verify and activate a new supplier the team needs one controlled copy of supplier onboarding with an owner and date you will see supplier onboarding in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here supplier onboarding means steps required to register verify and activate a new supplier operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification role person workflow process organisation party status decision global context dependent","sn":"Supplier onboarding","t":"Supplier onboarding","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/supplier-onboarding/","ui":"The team needs one controlled copy of supplier onboarding, with an owner and date."},{"a":["bargaining power of suppliers"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The ability of suppliers to influence cost, quality, availability or terms.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How much control suppliers have over the business.","i":3629,"id":"strategy.supplier-power","lv":"working","ph":"supplier power bargaining power of suppliers bargaining power of suppliers supplier power supplier power how much control suppliers have over the business the ability of suppliers to influence cost quality availability or terms concentrated chip supply creates strong supplier power you will see supplier power in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here supplier power means the ability of suppliers to influence cost quality availability or terms strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Supplier power","t":"Supplier power","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/supplier-power/","ui":"Concentrated chip supply creates strong supplier power."},{"a":["vendor quality"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Quality management and performance relating to external suppliers.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Quality management and performance relating to external suppliers.","i":3630,"id":"operations.supplier-quality","lv":"core","ph":"supplier quality vendor quality supplier quality vendor quality supplier quality quality management and performance relating to external suppliers quality management and performance relating to external suppliers which requirement does supplier quality fail or satisfy you will see supplier quality in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here supplier quality means quality management and performance relating to external suppliers operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process global context dependent","sn":"Supplier quality","t":"Supplier quality","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/supplier-quality/","ui":"Which requirement does supplier quality fail or satisfy?"},{"a":["vendor questionnaire"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A structured request for supplier capability, risk and compliance information.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A structured request for supplier capability, risk and compliance information.","i":3631,"id":"operations.supplier-questionnaire","lv":"core","ph":"supplier questionnaire vendor questionnaire supplier questionnaire vendor questionnaire supplier questionnaire a structured request for supplier capability risk and compliance information a structured request for supplier capability risk and compliance information can we circulate supplier questionnaire with the assumptions and open questions marked you will see supplier questionnaire in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here supplier questionnaire means a structured request for supplier capability risk and compliance information operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification role person right contract law workflow process risk ethics access global context dependent","sn":"Supplier questionnaire","t":"Supplier questionnaire","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/supplier-questionnaire/","ui":"Can we circulate supplier questionnaire with the assumptions and open questions marked?"},{"a":["vendor risk assessment"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Evaluation of operational, financial, compliance, security and concentration risks of a supplier.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Evaluation of operational, financial, compliance, security and concentration risks of a supplier.","i":3632,"id":"operations.supplier-risk-assessment","lv":"core","ph":"supplier risk assessment vendor risk assessment supplier risk assessment vendor risk assessment supplier risk assessment evaluation of operational financial compliance security and concentration risks of a supplier evaluation of operational financial compliance security and concentration risks of a supplier keep supplier risk assessment on the dashboard but show the definition and reporting period beside it you will see supplier risk assessment in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here supplier risk assessment means evaluation of operational financial compliance security and concentration risks of a supplier operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person right contract law equipment technology workflow process risk ethics access status decision global context dependent corporate","sn":"Supplier risk assessment","t":"Supplier risk assessment","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/supplier-risk-assessment/","ui":"Keep supplier risk assessment on the dashboard, but show the definition and reporting period beside it."},{"a":["supplier method"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Estimating emissions using data from the actual supplier or product.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Estimating emissions using data from the actual supplier or product.","i":3633,"id":"sustainability.supplier-specific-method","lv":"working","ph":"supplier specific method supplier method supplier method supplier specific method supplier specific method estimating emissions using data from the actual supplier or product estimating emissions using data from the actual supplier or product state the boundary and evidence behind supplier specific method before publishing the claim you will see supplier specific method in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here supplier specific method means estimating emissions using data from the actual supplier or product sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance role person equipment technology workflow process risk ethics access global context dependent","sn":"Supplier-specific method","t":"Supplier-specific method","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/supplier-specific-method/","ui":"State the boundary and evidence behind supplier-specific method before publishing the claim."},{"a":["supply tier"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A supplier's position in relation to the final producer or buyer.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A supplier's position in relation to the final producer or buyer.","i":3634,"id":"operations.supplier-tier","lv":"working","ph":"supplier tier supply tier supplier tier supply tier supplier tier a suppliers position in relation to the final producer or buyer a suppliers position in relation to the final producer or buyer the operating plan needs an owner and service level for supplier tier you will see supplier tier in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here supplier tier means a suppliers position in relation to the final producer or buyer operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process global context dependent","sn":"Supplier tier","t":"Supplier tier","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/supplier-tier/","ui":"The operating plan needs an owner and service level for supplier tier."},{"a":["supplier agreement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contract governing the sale and supply of goods over time.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A contract governing the sale and supply of goods over time.","i":3635,"id":"governance.supply-agreement","lv":"core","ph":"supply agreement supplier agreement supplier agreement supply agreement supply agreement a contract governing the sale and supply of goods over time a contract governing the sale and supply of goods over time do not describe supply agreement as agreed until the operative document says so you will see supply agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here supply agreement means a contract governing the sale and supply of goods over time corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Supply agreement","t":"Supply agreement","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/supply-agreement/","ui":"Do not describe supply agreement as agreed until the operative document says so."},{"a":["value chain network"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The network of organisations and activities that source, make, move and deliver goods or services.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The network of organisations and activities that source, make, move and deliver goods or services.","i":3636,"id":"operations.supply-chain","lv":"core","ph":"supply chain value chain network supply chain value chain network supply chain the network of organisations and activities that source make move and deliver goods or services the network of organisations and activities that source make move and deliver goods or services can we show the capacity constraint behind supply chain you will see supply chain in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here supply chain means the network of organisations and activities that source make move and deliver goods or services operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process organisation party global context dependent","sn":"Supply chain","t":"Supply chain","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/supply-chain/","ui":"Can we show the capacity constraint behind supply chain?"},{"a":["supplier labour risk"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Human-rights and labour exposure within supplier networks.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Human-rights and labour exposure within supplier networks.","i":3637,"id":"sustainability.supply-chain-labour-risk","lv":"core","ph":"supply chain labour risk supplier labour risk supplier labour risk supply chain labour risk supply chain labour risk human rights and labour exposure within supplier networks human rights and labour exposure within supplier networks the sustainability report needs the method exclusions and assurance status for supply chain labour risk you will see supply chain labour risk in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here supply chain labour risk means human rights and labour exposure within supplier networks sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance role person right contract law risk ethics access global context dependent","sn":"Supply-chain labour risk","t":"Supply-chain labour risk","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/supply-chain-labour-risk/","ui":"The sustainability report needs the method, exclusions and assurance status for supply-chain labour risk."},{"a":["logistics network design"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Choosing facility, supplier, capacity and transport locations across the network.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Choosing facility, supplier, capacity and transport locations across the network.","i":3638,"id":"operations.supply-chain-network-design","lv":"working","ph":"supply chain network design logistics network design logistics network design supply chain network design supply chain network design choosing facility supplier capacity and transport locations across the network choosing facility supplier capacity and transport locations across the network can we show the capacity constraint behind supply chain network design you will see supply chain network design in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here supply chain network design means choosing facility supplier capacity and transport locations across the network operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process global context dependent","sn":"Supply-chain network design","t":"Supply-chain network design","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/supply-chain-network-design/","ui":"Can we show the capacity constraint behind supply-chain network design?"},{"a":["end-to-end visibility"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Ability to see relevant inventory, orders, capacity and movement across the network.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Ability to see relevant inventory, orders, capacity and movement across the network.","i":3639,"id":"operations.supply-chain-visibility","lv":"core","ph":"supply chain visibility end to end visibility end to end visibility supply chain visibility supply chain visibility ability to see relevant inventory orders capacity and movement across the network ability to see relevant inventory orders capacity and movement across the network can we show the capacity constraint behind supply chain visibility you will see supply chain visibility in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here supply chain visibility means ability to see relevant inventory orders capacity and movement across the network operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Supply-chain visibility","t":"Supply-chain visibility","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/supply-chain-visibility/","ui":"Can we show the capacity constraint behind supply-chain visibility?"},{"a":["supply plan"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Planning production, purchasing and inventory to meet expected demand.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Planning production, purchasing and inventory to meet expected demand.","i":3640,"id":"operations.supply-planning","lv":"core","ph":"supply planning supply plan supply plan supply planning supply planning planning production purchasing and inventory to meet expected demand planning production purchasing and inventory to meet expected demand keep supply planning on the dashboard but show the definition and reporting period beside it you will see supply planning in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here supply planning means planning production purchasing and inventory to meet expected demand operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Supply planning","t":"Supply planning","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/supply-planning/","ui":"Keep supply planning on the dashboard, but show the definition and reporting period beside it."},{"a":["SSP"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Software enabling publishers to manage and sell digital inventory.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Software enabling publishers to manage and sell digital inventory.","i":3641,"id":"marketing.supply-side-platform","lv":"working","ph":"supply side platform ssp ssp supply side platform supply side platform software enabling publishers to manage and sell digital inventory software enabling publishers to manage and sell digital inventory attach the latest supply side platform to the decision pack before the meeting you will see supply side platform in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here supply side platform means software enabling publishers to manage and sell digital inventory marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting document artifact equipment technology format genre model global context dependent","sn":"Supply-side platform","t":"Supply-side platform","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/supply-side-platform/","ui":"Attach the latest supply-side platform to the decision pack before the meeting."},{"a":["support services agreement"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contract defining technical support services and service levels.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A contract defining technical support services and service levels.","i":3642,"id":"governance.support-agreement","lv":"working","ph":"support agreement support services agreement support agreement support services agreement support agreement a contract defining technical support services and service levels a contract defining technical support services and service levels the draft mentions support agreement but the scope and jurisdiction are still unclear you will see support agreement in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here support agreement means a contract defining technical support services and service levels corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Support agreement","t":"Support agreement","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/support-agreement/","ui":"The draft mentions support agreement, but the scope and jurisdiction are still unclear."},{"a":["support tier"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A package defining support access, hours, response targets and entitlements.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A package defining support access, hours, response targets and entitlements.","i":3643,"id":"revenue.support-plan","lv":"core","ph":"support plan support tier support plan support tier support plan a package defining support access hours response targets and entitlements a package defining support access hours response targets and entitlements do not describe support plan as agreed until the operative document says so you will see support plan in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here support plan means a package defining support access hours response targets and entitlements revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Support plan","t":"Support plan","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/support-plan/","ui":"Do not describe support plan as agreed until the operative document says so."},{"a":["supporting point"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A fact or argument used to substantiate a message pillar.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A fact or argument used to substantiate a message pillar.","i":3644,"id":"marketing.support-point","lv":"core","ph":"support point supporting point support point supporting point support point a fact or argument used to substantiate a message pillar a fact or argument used to substantiate a message pillar what evidence makes support point believable you will see support point in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here support point means a fact or argument used to substantiate a message pillar marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Support point","t":"Support point","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/support-point/","ui":"What evidence makes support point believable?"},{"a":["service ticket"],"amb":["service ticket"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A recorded request for help, incident or issue from a customer or user.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A recorded request for help, incident or issue from a customer or user.","i":3645,"id":"revenue.support-ticket","lv":"core","ph":"support ticket service ticket service ticket support ticket support ticket a recorded request for help incident or issue from a customer or user a recorded request for help incident or issue from a customer or user track support ticket before the renewal conversation starts you will see support ticket in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here support ticket means a recorded request for help incident or issue from a customer or user revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success ticket startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Support ticket","t":"Support ticket","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/support-ticket/","ui":"Track support ticket before the renewal conversation starts."},{"a":["financial schedule"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A detailed calculation or listing supporting a reported balance or disclosure.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A detailed calculation or listing supporting a reported balance or disclosure.","i":3646,"id":"bizfinance.supporting-schedule","lv":"working","ph":"supporting schedule financial schedule financial schedule supporting schedule supporting schedule a detailed calculation or listing supporting a reported balance or disclosure a detailed calculation or listing supporting a reported balance or disclosure the team needs one controlled copy of supporting schedule with an owner and date you will see supporting schedule in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here supporting schedule means a detailed calculation or listing supporting a reported balance or disclosure finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Supporting schedule","t":"Supporting schedule","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/supporting-schedule/","ui":"The team needs one controlled copy of supporting schedule, with an owner and date."},{"a":["peak capacity"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Temporary ability to handle demand above normal operating levels.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Temporary ability to handle demand above normal operating levels.","i":3647,"id":"operations.surge-capacity","lv":"working","ph":"surge capacity peak capacity peak capacity surge capacity surge capacity temporary ability to handle demand above normal operating levels temporary ability to handle demand above normal operating levels the number is useful only if everyone calculates surge capacity the same way you will see surge capacity in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here surge capacity means temporary ability to handle demand above normal operating levels operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Surge capacity","t":"Surge capacity","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/surge-capacity/","ui":"The number is useful only if everyone calculates surge capacity the same way."},{"a":["questionnaire"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A structured set of questions administered to a sample.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A structured set of questions administered to a sample.","i":3648,"id":"marketing.survey","lv":"core","ph":"survey questionnaire questionnaire survey survey a structured set of questions administered to a sample a structured set of questions administered to a sample define survey in the research plan before fieldwork begins you will see survey in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here survey means a structured set of questions administered to a sample marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Survey","t":"Survey","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/survey/","ui":"Define survey in the research plan before fieldwork begins."},{"a":["survival clause"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Continued effect of specified clauses after termination or expiry.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Continued effect of specified clauses after termination or expiry.","i":3649,"id":"governance.survival","lv":"core","ph":"survival survival clause survival survival clause survival continued effect of specified clauses after termination or expiry continued effect of specified clauses after termination or expiry do not describe survival as agreed until the operative document says so you will see survival in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here survival means continued effect of specified clauses after termination or expiry corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Survival","t":"Survival","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/survival/","ui":"Do not describe survival as agreed until the operative document says so."},{"a":["customer survival"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The proportion of a cohort remaining active after a specified time.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The proportion of a cohort remaining active after a specified time.","i":3650,"id":"revenue.survival-rate","lv":"working","ph":"survival rate customer survival customer survival survival rate survival rate the proportion of a cohort remaining active after a specified time the proportion of a cohort remaining active after a specified time how are we defining survival rate in this deck you will see survival rate in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here survival rate means the proportion of a cohort remaining active after a specified time revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Survival rate","t":"Survival rate","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/survival-rate/","ui":"How are we defining survival rate in this deck?"},{"a":["survival bias"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Distortion caused by focusing on cases that remain visible while ignoring those that failed or disappeared.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Looking only at winners hides the failures.","i":3651,"id":"product.survivorship-bias","lv":"core","ph":"survivorship bias survival bias survival bias survivorship bias survivorship bias looking only at winners hides the failures distortion caused by focusing on cases that remain visible while ignoring those that failed or disappeared customer interviews showed survivorship bias because churned users were excluded you will see survivorship bias in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here survivorship bias means distortion caused by focusing on cases that remain visible while ignoring those that failed or disappeared product technology and innovation product management technology and innovation experiments testing and rollout startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Survivorship bias","t":"Survivorship bias","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/survivorship-bias/","ui":"Customer interviews showed survivorship bias because churned users were excluded."},{"a":["SAR"],"amb":["SAR"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A confidential report to authorities concerning activity meeting applicable suspicion thresholds.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A confidential report to authorities concerning activity meeting applicable suspicion thresholds.","i":3652,"id":"governance.suspicious-activity-report","lv":"working","ph":"suspicious activity report sar sar suspicious activity report suspicious activity report a confidential report to authorities concerning activity meeting applicable suspicion thresholds a confidential report to authorities concerning activity meeting applicable suspicion thresholds which version of suspicious activity report should the board treat as current you will see suspicious activity report in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here suspicious activity report means a confidential report to authorities concerning activity meeting applicable suspicion thresholds corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance stock appreciation right startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Suspicious-activity report","t":"Suspicious-activity report","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/suspicious-activity-report/","ui":"Which version of suspicious-activity report should the board treat as current?"},{"a":["sustainable development"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Meeting present needs while maintaining environmental, social and economic systems over time.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Meeting present needs while maintaining environmental, social and economic systems over time.","i":3653,"id":"sustainability.sustainability","lv":"core","ph":"sustainability sustainable development sustainability sustainable development sustainability meeting present needs while maintaining environmental social and economic systems over time meeting present needs while maintaining environmental social and economic systems over time which standard and reporting period govern sustainability you will see sustainability in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here sustainability means meeting present needs while maintaining environmental social and economic systems over time sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations esg corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology risk ethics access global context dependent","sn":"Sustainability","t":"Sustainability","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/sustainability/","ui":"Which standard and reporting period govern sustainability?"},{"a":["SBG"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Guidance for bonds combining green and social projects.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Guidance for bonds combining green and social projects.","i":3654,"id":"sustainability.sustainability-bond-guidelines","lv":"working","ph":"sustainability bond guidelines sbg sbg sustainability bond guidelines sustainability bond guidelines guidance for bonds combining green and social projects guidance for bonds combining green and social projects the sustainability report needs the method exclusions and assurance status for sustainability bond guidelines you will see sustainability bond guidelines in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here sustainability bond guidelines means guidance for bonds combining green and social projects sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance format genre model risk ethics access global context dependent","sn":"Sustainability Bond Guidelines","t":"Sustainability Bond Guidelines","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/sustainability-bond-guidelines/","ui":"The sustainability report needs the method, exclusions and assurance status for sustainability Bond Guidelines."},{"a":["ESG claim"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A claim about environmental, social or governance performance.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A claim about environmental, social or governance performance.","i":3655,"id":"sustainability.sustainability-claim","lv":"core","ph":"sustainability claim esg claim esg claim sustainability claim sustainability claim a claim about environmental social or governance performance a claim about environmental social or governance performance the assurance team asked for the evidence supporting sustainability claim you will see sustainability claim in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here sustainability claim means a claim about environmental social or governance performance sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Sustainability claim","t":"Sustainability claim","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/sustainability-claim/","ui":"The assurance team asked for the evidence supporting sustainability claim."},{"a":["ESG framework"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A structured approach used to organise sustainability information or action.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A structured approach used to organise sustainability information or action.","i":3656,"id":"sustainability.sustainability-framework","lv":"core","ph":"sustainability framework esg framework esg framework sustainability framework sustainability framework a structured approach used to organise sustainability information or action a structured approach used to organise sustainability information or action state the boundary and evidence behind sustainability framework before publishing the claim you will see sustainability framework in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here sustainability framework means a structured approach used to organise sustainability information or action sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance format genre model risk ethics access global context dependent","sn":"Sustainability framework","t":"Sustainability framework","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/sustainability-framework/","ui":"State the boundary and evidence behind sustainability framework before publishing the claim."},{"a":["ESG governance"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Oversight, roles and controls for sustainability decisions and reporting.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Oversight, roles and controls for sustainability decisions and reporting.","i":3657,"id":"sustainability.sustainability-governance","lv":"core","ph":"sustainability governance esg governance esg governance sustainability governance sustainability governance oversight roles and controls for sustainability decisions and reporting oversight roles and controls for sustainability decisions and reporting which version of sustainability governance should the board treat as current you will see sustainability governance in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here sustainability governance means oversight roles and controls for sustainability decisions and reporting sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact role person risk ethics access status decision global context dependent","sn":"Sustainability governance","t":"Sustainability governance","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/sustainability-governance/","ui":"Which version of sustainability governance should the board treat as current?"},{"a":["SLBP"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Guidance for bonds whose financial terms vary with sustainability targets.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Guidance for bonds whose financial terms vary with sustainability targets.","i":3658,"id":"sustainability.sustainability-linked-bond-principles","lv":"working","ph":"sustainability linked bond principles slbp slbp sustainability linked bond principles sustainability linked bond principles guidance for bonds whose financial terms vary with sustainability targets guidance for bonds whose financial terms vary with sustainability targets can we separate the target for sustainability linked bond principles from measured performance you will see sustainability linked bond principles in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here sustainability linked bond principles means guidance for bonds whose financial terms vary with sustainability targets sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance format genre model risk ethics access global context dependent","sn":"Sustainability-Linked Bond Principles","t":"Sustainability-Linked Bond Principles","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/sustainability-linked-bond-principles/","ui":"Can we separate the target for sustainability-Linked Bond Principles from measured performance?"},{"a":["ESG-linked compensation"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Executive or employee pay linked to sustainability measures.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Executive or employee pay linked to sustainability measures.","i":3659,"id":"sustainability.sustainability-linked-remuneration","lv":"working","ph":"sustainability linked remuneration esg linked compensation esg linked compensation sustainability linked remuneration sustainability linked remuneration executive or employee pay linked to sustainability measures executive or employee pay linked to sustainability measures how are we defining sustainability linked remuneration in this deck you will see sustainability linked remuneration in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here sustainability linked remuneration means executive or employee pay linked to sustainability measures sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification role person risk ethics access global context dependent","sn":"Sustainability-linked remuneration","t":"Sustainability-linked remuneration","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/sustainability-linked-remuneration/","ui":"How are we defining sustainability-linked remuneration in this deck?"},{"a":["ESG performance"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Results against defined environmental, social and governance measures.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Results against defined environmental, social and governance measures.","i":3660,"id":"sustainability.sustainability-performance","lv":"core","ph":"sustainability performance esg performance esg performance sustainability performance sustainability performance results against defined environmental social and governance measures results against defined environmental social and governance measures can we separate the target for sustainability performance from measured performance you will see sustainability performance in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here sustainability performance means results against defined environmental social and governance measures sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification risk ethics access global context dependent","sn":"Sustainability performance","t":"Sustainability performance","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/sustainability-performance/","ui":"Can we separate the target for sustainability performance from measured performance?"},{"a":["ESG policy"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A formal statement of environmental and social commitments and rules.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A formal statement of environmental and social commitments and rules.","i":3661,"id":"sustainability.sustainability-policy","lv":"core","ph":"sustainability policy esg policy esg policy sustainability policy sustainability policy a formal statement of environmental and social commitments and rules a formal statement of environmental and social commitments and rules which version of sustainability policy should the board treat as current you will see sustainability policy in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here sustainability policy means a formal statement of environmental and social commitments and rules sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact risk ethics access global context dependent","sn":"Sustainability policy","t":"Sustainability policy","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/sustainability-policy/","ui":"Which version of sustainability policy should the board treat as current?"},{"a":["ESG opportunity"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A sustainability matter that could positively affect an organisation's prospects.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A sustainability matter that could positively affect an organisation's prospects.","i":3662,"id":"sustainability.sustainability-related-opportunity","lv":"core","ph":"sustainability related opportunity esg opportunity esg opportunity sustainability related opportunity sustainability related opportunity a sustainability matter that could positively affect an organisations prospects a sustainability matter that could positively affect an organisations prospects state the boundary and evidence behind sustainability related opportunity before publishing the claim you will see sustainability related opportunity in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here sustainability related opportunity means a sustainability matter that could positively affect an organisations prospects sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance organisation party risk ethics access global context dependent","sn":"Sustainability-related opportunity","t":"Sustainability-related opportunity","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/sustainability-related-opportunity/","ui":"State the boundary and evidence behind sustainability-related opportunity before publishing the claim."},{"a":["ESG risk"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A sustainability matter that could negatively affect an organisation's prospects.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A sustainability matter that could negatively affect an organisation's prospects.","i":3663,"id":"sustainability.sustainability-related-risk","lv":"core","ph":"sustainability related risk esg risk esg risk sustainability related risk sustainability related risk a sustainability matter that could negatively affect an organisations prospects a sustainability matter that could negatively affect an organisations prospects the sustainability report needs the method exclusions and assurance status for sustainability related risk you will see sustainability related risk in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here sustainability related risk means a sustainability matter that could negatively affect an organisations prospects sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance organisation party risk ethics access global context dependent corporate","sn":"Sustainability-related risk","t":"Sustainability-related risk","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/sustainability-related-risk/","ui":"The sustainability report needs the method, exclusions and assurance status for sustainability-related risk."},{"a":["ESG report"],"amb":["ESG report"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A report describing environmental, social and governance impacts, risks or performance.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A report describing environmental, social and governance impacts, risks or performance.","i":3664,"id":"reporting.sustainability-report","lv":"core","ph":"sustainability report esg report esg report sustainability report sustainability report a report describing environmental social and governance impacts risks or performance a report describing environmental social and governance impacts risks or performance which version of sustainability report should the board treat as current you will see sustainability report in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here sustainability report means a report describing environmental social and governance impacts risks or performance corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings esg report corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce risk ethics access global context dependent","sn":"Sustainability report","t":"Sustainability report","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/sustainability-report/","ui":"Which version of sustainability report should the board treat as current?"},{"a":["ESG standard"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A formal set of requirements or guidance for sustainability reporting or performance.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A formal set of requirements or guidance for sustainability reporting or performance.","i":3665,"id":"sustainability.sustainability-standard","lv":"core","ph":"sustainability standard esg standard esg standard sustainability standard sustainability standard a formal set of requirements or guidance for sustainability reporting or performance a formal set of requirements or guidance for sustainability reporting or performance which version of sustainability standard should the board treat as current you will see sustainability standard in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here sustainability standard means a formal set of requirements or guidance for sustainability reporting or performance sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact format genre model risk ethics access global context dependent","sn":"Sustainability standard","t":"Sustainability standard","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/sustainability-standard/","ui":"Which version of sustainability standard should the board treat as current?"},{"a":["ESG strategy"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A plan for managing material sustainability risks, opportunities and impacts.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A plan for managing material sustainability risks, opportunities and impacts.","i":3666,"id":"sustainability.sustainability-strategy","lv":"core","ph":"sustainability strategy esg strategy esg strategy sustainability strategy sustainability strategy a plan for managing material sustainability risks opportunities and impacts a plan for managing material sustainability risks opportunities and impacts state the boundary and evidence behind sustainability strategy before publishing the claim you will see sustainability strategy in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here sustainability strategy means a plan for managing material sustainability risks opportunities and impacts sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact metric standard specification format genre model risk ethics access global context dependent","sn":"Sustainability strategy","t":"Sustainability strategy","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/sustainability-strategy/","ui":"State the boundary and evidence behind sustainability strategy before publishing the claim."},{"a":["sustainability-led business"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A business designed to remain viable while managing environmental and social effects.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A business designed to remain viable while managing environmental and social effects.","i":3667,"id":"sustainability.sustainable-business","lv":"core","ph":"sustainable business sustainability led business sustainability led business sustainable business sustainable business a business designed to remain viable while managing environmental and social effects a business designed to remain viable while managing environmental and social effects state the boundary and evidence behind sustainable business before publishing the claim you will see sustainable business in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here sustainable business means a business designed to remain viable while managing environmental and social effects sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Sustainable business","t":"Sustainable business","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/sustainable-business/","ui":"State the boundary and evidence behind sustainable business before publishing the claim."},{"a":["durable advantage"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"An advantage that remains valuable and difficult to copy, substitute or erode over a meaningful period.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"An advantage competitors cannot easily remove.","i":3668,"id":"strategy.sustainable-competitive-advantage","lv":"working","ph":"sustainable competitive advantage durable advantage durable advantage sustainable competitive advantage sustainable competitive advantage an advantage competitors cannot easily remove an advantage that remains valuable and difficult to copy substitute or erode over a meaningful period the network may create a sustainable competitive advantage if liquidity compounds you will see sustainable competitive advantage in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here sustainable competitive advantage means an advantage that remains valuable and difficult to copy substitute or erode over a meaningful period strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Sustainable competitive advantage","t":"Sustainable competitive advantage","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/sustainable-competitive-advantage/","ui":"The network may create a sustainable competitive advantage if liquidity compounds."},{"a":["SDG"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"One of the United Nations goals for global sustainable development.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"One of the United Nations goals for global sustainable development.","i":3669,"id":"sustainability.sustainable-development-goal","lv":"core","ph":"sustainable development goal sdg sdg sustainable development goal sustainable development goal one of the united nations goals for global sustainable development one of the united nations goals for global sustainable development can we separate the target for sustainable development goal from measured performance you will see sustainable development goal in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here sustainable development goal means one of the united nations goals for global sustainable development sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Sustainable-development goal","t":"Sustainable-development goal","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/sustainable-development-goal/","ui":"Can we separate the target for sustainable-development goal from measured performance?"},{"a":["sustainability finance"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Financial activity that considers environmental, social or governance factors and outcomes.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Financial activity that considers environmental, social or governance factors and outcomes.","i":3670,"id":"sustainability.sustainable-finance","lv":"core","ph":"sustainable finance sustainability finance sustainability finance sustainable finance sustainable finance financial activity that considers environmental social or governance factors and outcomes financial activity that considers environmental social or governance factors and outcomes state the boundary and evidence behind sustainable finance before publishing the claim you will see sustainable finance in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here sustainable finance means financial activity that considers environmental social or governance factors and outcomes sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Sustainable finance","t":"Sustainable finance","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/sustainable-finance/","ui":"State the boundary and evidence behind sustainable finance before publishing the claim."},{"a":["swimlane map"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A process map divided into lanes showing which role or team performs each step.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A process map divided into lanes showing which role or team performs each step.","i":3671,"id":"operations.swimlane-diagram","lv":"core","ph":"swimlane diagram swimlane map swimlane diagram swimlane map swimlane diagram a process map divided into lanes showing which role or team performs each step a process map divided into lanes showing which role or team performs each step which version of swimlane diagram should the board treat as current you will see swimlane diagram in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here swimlane diagram means a process map divided into lanes showing which role or team performs each step operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person equipment technology workflow process organisation party global context dependent","sn":"Swimlane diagram","t":"Swimlane diagram","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/swimlane-diagram/","ui":"Which version of swimlane diagram should the board treat as current?"},{"a":["cost to switch"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The financial, operational, technical, learning or emotional cost of changing providers.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"What a customer loses or must spend when changing.","i":3672,"id":"strategy.switching-cost","lv":"core","ph":"switching cost cost to switch cost to switch switching cost switching cost what a customer loses or must spend when changing the financial operational technical learning or emotional cost of changing providers high switching cost improves retention but can create resentment you will see switching cost in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here switching cost means the financial operational technical learning or emotional cost of changing providers strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Switching cost","t":"Switching cost","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/switching-cost/","ui":"High switching cost improves retention but can create resentment."},{"a":["change trigger"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"An event or pressure that makes a customer consider changing from the current solution.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Something that makes the customer start looking for a new answer.","i":3673,"id":"strategy.switching-trigger","lv":"working","ph":"switching trigger change trigger change trigger switching trigger switching trigger something that makes the customer start looking for a new answer an event or pressure that makes a customer consider changing from the current solution a failed audit is the common switching trigger you will see switching trigger in strategy decks market analyses business plans and planning workshops when the discussion reaches needs jobs and value propositions it helps a reader interpret needs jobs and value propositions without confusing the measure decision role or evidence being discussed here switching trigger means an event or pressure that makes a customer consider changing from the current solution strategy markets and business models strategy market analysis and business models needs jobs and value propositions startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Switching trigger","t":"Switching trigger","tp":"Needs, jobs & value propositions","tpid":"strategy-market-models.customer-needs","u":"terms/switching-trigger/","ui":"A failed audit is the common switching trigger."},{"a":["SWOT"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A framework listing strengths, weaknesses, opportunities and threats relevant to a decision or strategy.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A four-part look at internal strengths and weaknesses and external opportunities and threats.","i":3674,"id":"strategy.swot-analysis","lv":"core","ph":"swot analysis swot swot swot analysis swot analysis a four part look at internal strengths and weaknesses and external opportunities and threats a framework listing strengths weaknesses opportunities and threats relevant to a decision or strategy the swot analysis should lead to choices not stop at the list you will see swot analysis in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here swot analysis means a framework listing strengths weaknesses opportunities and threats relevant to a decision or strategy strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model status decision global context dependent","sn":"SWOT analysis","t":"SWOT analysis","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/swot-analysis/","ui":"The SWOT analysis should lead to choices, not stop at the list."},{"a":["investor syndicate"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A group of investors participating together in a financing or investment.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Several investors joining the same deal.","i":3675,"id":"startup.syndicate","lv":"core","ph":"syndicate investor syndicate investor syndicate syndicate syndicate several investors joining the same deal a group of investors participating together in a financing or investment the lead is building the syndicate around sector specialists you will see syndicate in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here syndicate means a group of investors participating together in a financing or investment startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance role person finance commerce workflow process organisation party global context dependent","sn":"Syndicate","t":"Syndicate","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/syndicate/","ui":"The lead is building the syndicate around sector specialists."},{"a":["combination benefit"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Incremental value expected from combining businesses or assets.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Incremental value expected from combining businesses or assets.","i":3676,"id":"bizfinance.synergy","lv":"core","ph":"synergy combination benefit combination benefit synergy synergy incremental value expected from combining businesses or assets incremental value expected from combining businesses or assets use the same basis for synergy across every comparison you will see synergy in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here synergy means incremental value expected from combining businesses or assets finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce workflow process global context dependent","sn":"Synergy","t":"Synergy","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/synergy/","ui":"Use the same basis for synergy across every comparison."},{"a":["generated data"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Artificially generated data used for testing, training or analysis rather than direct records of real events.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Made-up data designed to resemble real data.","i":3677,"id":"product.synthetic-data","lv":"working","ph":"synthetic data generated data generated data synthetic data synthetic data made up data designed to resemble real data artificially generated data used for testing training or analysis rather than direct records of real events synthetic data can still reproduce bias or leak source patterns you will see synthetic data in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here synthetic data means artificially generated data used for testing training or analysis rather than direct records of real events product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology global context dependent","sn":"Synthetic data","t":"Synthetic data","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/synthetic-data/","ui":"Synthetic data can still reproduce bias or leak source patterns."},{"a":["AI system card"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Documentation describing an AI system's capabilities, risks, evaluations and deployment controls.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A report explaining the whole AI system, not just the model.","i":3678,"id":"product.system-card","lv":"working","ph":"system card ai system card ai system card system card system card a report explaining the whole ai system not just the model documentation describing an ai systems capabilities risks evaluations and deployment controls the system card covers retrieval model and human review you will see system card in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here system card means documentation describing an ai systems capabilities risks evaluations and deployment controls product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations document artifact equipment technology risk ethics access global context dependent","sn":"System card","t":"System card","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/system-card/","ui":"The system card covers retrieval, model and human review."},{"a":["SI"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A company that combines technologies and services into a working solution for a customer.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A company that combines technologies and services into a working solution for a customer.","i":3679,"id":"revenue.systems-integrator","lv":"working","ph":"systems integrator si si systems integrator systems integrator a company that combines technologies and services into a working solution for a customer a company that combines technologies and services into a working solution for a customer can we connect systems integrator to a channel owner and measurable next step you will see systems integrator in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here systems integrator means a company that combines technologies and services into a working solution for a customer revenue sales and go to market go to market sales pricing and customer success go to market models and channels startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce equipment technology format genre model organisation party global context dependent","sn":"Systems integrator","t":"Systems integrator","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/systems-integrator/","ui":"Can we connect systems integrator to a channel, owner and measurable next step?"},{"a":["hygiene factors"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"Features or capabilities customers expect as a minimum rather than a source of differentiation.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"Things you need just to be considered.","i":3680,"id":"bizpitch.table-stakes","lv":"core","ph":"table stakes hygiene factors hygiene factors table stakes table stakes things you need just to be considered features or capabilities customers expect as a minimum rather than a source of differentiation security is table stakes in this enterprise sale you will see table stakes in business pitches proposals executive summaries and decision decks when the discussion reaches business charts and exhibits it helps a reader interpret business charts and exhibits without confusing the measure decision role or evidence being discussed here table stakes means features or capabilities customers expect as a minimum rather than a source of differentiation business pitching and presentation materials business pitches decks and decision materials business charts and exhibits startup business corporate investor sales planning pitching submission decision role person global context dependent","sn":"Table stakes","t":"Table stakes","tp":"Business charts & exhibits","tpid":"business-pitching-artifacts.business-charts","u":"terms/table-stakes/","ui":"Security is table stakes in this enterprise sale."},{"a":["TTX"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A discussion-based walkthrough of roles and decisions in a scenario.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A discussion-based walkthrough of roles and decisions in a scenario.","i":3681,"id":"operations.tabletop-exercise","lv":"core","ph":"tabletop exercise ttx tabletop exercise ttx tabletop exercise a discussion based walkthrough of roles and decisions in a scenario a discussion based walkthrough of roles and decisions in a scenario the control is not complete until we can evidence how tabletop exercise is monitored you will see tabletop exercise in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here tabletop exercise means a discussion based walkthrough of roles and decisions in a scenario operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process status decision global context dependent","sn":"Tabletop exercise","t":"Tabletop exercise","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/tabletop-exercise/","ui":"The control is not complete until we can evidence how tabletop exercise is monitored."},{"a":["tracking tag"],"amb":["Tag"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Code or configuration used to collect, route or trigger marketing data and actions.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Code or configuration used to collect, route or trigger marketing data and actions.","i":3682,"id":"marketing.tag.marketing-brand-growth-digital-measurement","lv":"core","ph":"tag tracking tag tag tracking tag tag code or configuration used to collect route or trigger marketing data and actions code or configuration used to collect route or trigger marketing data and actions how are we defining tag in this deck you will see tag in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here tag means code or configuration used to collect route or trigger marketing data and actions marketing brand and growth brand marketing media and growth digital marketing metrics tag startup business corporate marketing sales market research marketing growth reporting metric standard specification equipment technology format genre model global context dependent","sn":"Tag","t":"Tag","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/tag--marketing-tag-marketing-brand-growth-digital-measurement/","ui":"How are we defining tag in this deck?"},{"a":["XBRL tag"],"amb":["Tag"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A machine-readable label applied to a reported fact in structured reporting.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A machine-readable label applied to a reported fact in structured reporting.","i":3683,"id":"reporting.tag.corporate-reporting-ir-filings-reports","lv":"working","ph":"tag xbrl tag tag xbrl tag tag a machine readable label applied to a reported fact in structured reporting a machine readable label applied to a reported fact in structured reporting attach the latest tag to the decision pack before the meeting you will see tag in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here tag means a machine readable label applied to a reported fact in structured reporting corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings tag corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Tag","t":"Tag","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/tag--reporting-tag-corporate-reporting-ir-filings-reports/","ui":"Attach the latest tag to the decision pack before the meeting."},{"a":["tag right","co-sale right"],"amb":["Co-sale right"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A minority holder's right to join a sale by another shareholder on specified terms.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","investor","finance","corporate","business","people"],"e":"A minority holder's right to join a sale by another shareholder on specified terms.","i":3684,"id":"governance.tag-along-right","lv":"core","ph":"tag along right tag right co sale right co sale right tag along right tag right tag along right a minority holders right to join a sale by another shareholder on specified terms a minority holders right to join a sale by another shareholder on specified terms the draft mentions tag along right but the scope and jurisdiction are still unclear you will see tag along right in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here tag along right means a minority holders right to join a sale by another shareholder on specified terms corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting co sale right startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting right contract law global context dependent","sn":"Tag-along right","t":"Tag-along right","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/tag-along-right/","ui":"The draft mentions tag-along right, but the scope and jurisdiction are still unclear."},{"a":["TMS"],"amb":["TMS"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A system for managing analytics and marketing tags.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A system for managing analytics and marketing tags.","i":3685,"id":"marketing.tag-manager","lv":"core","ph":"tag manager tms tag manager tms tag manager a system for managing analytics and marketing tags a system for managing analytics and marketing tags show where tag manager happens in the operating model and who receives the handoff you will see tag manager in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here tag manager means a system for managing analytics and marketing tags marketing brand and growth brand marketing media and growth digital marketing metrics treasury management system startup business corporate marketing sales market research marketing growth reporting metric standard specification role person equipment technology format genre model global context dependent","sn":"Tag manager","t":"Tag manager","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/tag-manager/","ui":"Show where tag manager happens in the operating model and who receives the handoff."},{"a":["strapline","payoff"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A short memorable phrase associated with a brand, campaign or offer.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A short memorable phrase associated with a brand, campaign or offer.","i":3686,"id":"marketing.tagline.marketing-brand-growth-messaging","lv":"core","ph":"tagline strapline payoff payoff strapline tagline tagline a short memorable phrase associated with a brand campaign or offer a short memorable phrase associated with a brand campaign or offer attach the latest tagline to the decision pack before the meeting you will see tagline in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here tagline means a short memorable phrase associated with a brand campaign or offer marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting document artifact format genre model global context dependent","sn":"Tagline","t":"Tagline","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/tagline/","ui":"Attach the latest tagline to the decision pack before the meeting."},{"a":["positive driver"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A factor expected to improve performance.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A factor expected to improve performance.","i":3687,"id":"reporting.tailwind","lv":"core","ph":"tailwind positive driver positive driver tailwind tailwind a factor expected to improve performance a factor expected to improve performance can we reconcile tailwind to the reported numbers you will see tailwind in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here tailwind means a factor expected to improve performance corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Tailwind","t":"Tailwind","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/tailwind/","ui":"Can we reconcile tailwind to the reported numbers?"},{"a":["discuss offline"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"Informal instruction to continue a discussion separately rather than use the current meeting's time.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"Move a side issue to another conversation.","i":3688,"id":"bizpitch.take-offline","lv":"core","ph":"take offline discuss offline discuss offline take offline take offline move a side issue to another conversation informal instruction to continue a discussion separately rather than use the current meetings time lets take the implementation detail offline you will see take offline in business pitches proposals executive summaries and decision decks when the discussion reaches business presentation delivery it helps a reader interpret business presentation delivery without confusing the measure decision role or evidence being discussed here take offline means informal instruction to continue a discussion separately rather than use the current meetings time business pitching and presentation materials business pitches decks and decision materials business presentation delivery startup business corporate investor sales planning pitching submission decision metric standard specification global context dependent","sn":"Take offline","t":"Take offline","tp":"Business presentation delivery","tpid":"business-pitching-artifacts.presentation-delivery","u":"terms/take-offline/","ui":"Let's take the implementation detail offline."},{"a":[],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A term requiring the buyer to pay for a minimum quantity whether or not it uses it.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A term requiring the buyer to pay for a minimum quantity whether or not it uses it.","i":3689,"id":"revenue.take-or-pay","lv":"specialist","ph":"take or pay take or pay take or pay a term requiring the buyer to pay for a minimum quantity whether or not it uses it a term requiring the buyer to pay for a minimum quantity whether or not it uses it can we state who receives the right created by take or pay and when it applies you will see take or pay in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here take or pay means a term requiring the buyer to pay for a minimum quantity whether or not it uses it revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact role person finance commerce right contract law global context dependent","sn":"Take-or-pay","t":"Take-or-pay","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/take-or-pay/","ui":"Can we state who receives the right created by take-or-pay, and when it applies?"},{"a":["platform fee rate"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The platform or intermediary's revenue divided by underlying transaction value under a stated definition.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The platform or intermediary's revenue divided by underlying transaction value under a stated definition.","i":3690,"id":"bizfinance.take-rate","lv":"core","ph":"take rate platform fee rate platform fee rate take rate take rate the platform or intermediarys revenue divided by underlying transaction value under a stated definition the platform or intermediarys revenue divided by underlying transaction value under a stated definition how are we defining take rate in this deck you will see take rate in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here take rate means the platform or intermediarys revenue divided by underlying transaction value under a stated definition finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce global context dependent","sn":"Take rate","t":"Take rate","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/take-rate/","ui":"How are we defining take rate in this deck?"},{"a":["demand pace"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The pace of production required to meet customer demand.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The pace of production required to meet customer demand.","i":3691,"id":"operations.takt-time","lv":"working","ph":"takt time demand pace demand pace takt time takt time the pace of production required to meet customer demand the pace of production required to meet customer demand how are we defining takt time in this deck you will see takt time in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here takt time means the pace of production required to meet customer demand operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process global context dependent","sn":"Takt time","t":"Takt time","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/takt-time/","ui":"How are we defining takt time in this deck?"},{"a":["TA","recruitment"],"amb":["talent acquisition"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The function responsible for attracting and hiring people.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The function responsible for attracting and hiring people.","i":3692,"id":"people.talent-acquisition","lv":"core","ph":"talent acquisition ta recruitment recruitment ta talent acquisition talent acquisition the function responsible for attracting and hiring people the function responsible for attracting and hiring people the announcement should not get ahead of the agreed process for talent acquisition you will see talent acquisition in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here talent acquisition means the function responsible for attracting and hiring people people organisation and change organisation design people systems and change headcount hiring and workforce planning acqui hire startup business corporate people operations people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Talent acquisition","t":"Talent acquisition","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/talent-acquisition/","ui":"The announcement should not get ahead of the agreed process for talent acquisition."},{"a":["candidate pipeline"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Potential internal or external candidates for future roles.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Potential internal or external candidates for future roles.","i":3693,"id":"people.talent-pipeline","lv":"core","ph":"talent pipeline candidate pipeline candidate pipeline talent pipeline talent pipeline potential internal or external candidates for future roles potential internal or external candidates for future roles the announcement should not get ahead of the agreed process for talent pipeline you will see talent pipeline in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here talent pipeline means potential internal or external candidates for future roles people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact role person workflow process format genre model organisation party global context dependent","sn":"Talent pipeline","t":"Talent pipeline","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/talent-pipeline/","ui":"The announcement should not get ahead of the agreed process for talent pipeline."},{"a":["candidate pool"],"amb":["talent pool"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A group of potential candidates maintained for future roles.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A group of potential candidates maintained for future roles.","i":3694,"id":"people.talent-pool","lv":"core","ph":"talent pool candidate pool candidate pool talent pool talent pool a group of potential candidates maintained for future roles a group of potential candidates maintained for future roles can we test the claim about talent pool against employee data and lived experience you will see talent pool in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here talent pool means a group of potential candidates maintained for future roles people organisation and change organisation design people systems and change headcount hiring and workforce planning employee equity pool startup business corporate people operations people planning employment performance management change management document artifact role person workflow process organisation party global context dependent","sn":"Talent pool","t":"Talent pool","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/talent-pool/","ui":"Can we test the claim about talent pool against employee data and lived experience?"},{"a":["presentation narrative"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"The planned spoken explanation that accompanies a deck or sales conversation.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The words and flow used while presenting.","i":3695,"id":"bizpitch.talk-track","lv":"core","ph":"talk track presentation narrative presentation narrative talk track talk track the words and flow used while presenting the planned spoken explanation that accompanies a deck or sales conversation the talk track should add meaning instead of reading the slide aloud you will see talk track in business pitches proposals executive summaries and decision decks when the discussion reaches supporting documents and leave behinds it helps a reader interpret supporting documents and leave behinds without confusing the measure decision role or evidence being discussed here talk track means the planned spoken explanation that accompanies a deck or sales conversation business pitching and presentation materials business pitches decks and decision materials supporting documents and leave behinds startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Talk track","t":"Talk track","tp":"Supporting documents & leave-behinds","tpid":"business-pitching-artifacts.supporting-documents","u":"terms/talk-track/","ui":"The talk track should add meaning instead of reading the slide aloud."},{"a":["key talking points"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"Short prepared points a speaker should cover in a meeting, interview or presentation.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A concise list of what a speaker needs to say.","i":3696,"id":"bizpitch.talking-points","lv":"core","ph":"talking points key talking points key talking points talking points talking points a concise list of what a speaker needs to say short prepared points a speaker should cover in a meeting interview or presentation keep the talking points conversational rather than scripting every sentence you will see talking points in business pitches proposals executive summaries and decision decks when the discussion reaches supporting documents and leave behinds it helps a reader interpret supporting documents and leave behinds without confusing the measure decision role or evidence being discussed here talking points means short prepared points a speaker should cover in a meeting interview or presentation business pitching and presentation materials business pitches decks and decision materials supporting documents and leave behinds startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Talking points","t":"Talking points","tp":"Supporting documents & leave-behinds","tpid":"business-pitching-artifacts.supporting-documents","u":"terms/talking-points/","ui":"Keep the talking points conversational rather than scripting every sentence."},{"a":["hierarchical structure"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"An organisation with several layers of management.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"An organisation with several layers of management.","i":3697,"id":"people.tall-organisation","lv":"working","ph":"tall organisation hierarchical structure hierarchical structure tall organisation tall organisation an organisation with several layers of management an organisation with several layers of management the people plan needs to explain how tall organisation affects roles and decisions you will see tall organisation in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here tall organisation means an organisation with several layers of management people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management workflow process organisation party global context dependent","sn":"Tall organisation","t":"Tall organisation","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/tall-organisation/","ui":"The people plan needs to explain how tall organisation affects roles and decisions."},{"a":["TBV"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Book value excluding specified intangible assets and goodwill.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Book value excluding specified intangible assets and goodwill.","i":3698,"id":"bizfinance.tangible-book-value","lv":"working","ph":"tangible book value tbv tangible book value tbv tangible book value book value excluding specified intangible assets and goodwill book value excluding specified intangible assets and goodwill the headline changes once we calculate tangible book value consistently you will see tangible book value in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here tangible book value means book value excluding specified intangible assets and goodwill finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Tangible book value","t":"Tangible book value","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/tangible-book-value/","ui":"The headline changes once we calculate tangible book value consistently."},{"a":["performance target","goal"],"amb":["Goal"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A specific level or outcome to reach by a defined time.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","investor","marketing","product","finance","people","operations"],"e":"A specific level or outcome to reach by a defined time.","i":3699,"id":"people.target","lv":"core","ph":"target performance target goal goal performance target target target a specific level or outcome to reach by a defined time a specific level or outcome to reach by a defined time how are we defining target in this deck you will see target in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals different calculation boundaries periods or accounting treatments can change the number and the decision here target means a specific level or outcome to reach by a defined time people organisation and change organisation design people systems and change okrs kpis and performance goals forecast goal objective startup business corporate investor marketing product finance people operations strategy market research planning pitching accounting forecasting valuation reporting financing people planning employment performance management change management organisation party global context dependent business foundation","sn":"Target","t":"Target","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/target/","ui":"How are we defining target in this deck?"},{"a":["named target"],"amb":["target account"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"An organisation deliberately prioritised for sales or account-based marketing.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"An organisation deliberately prioritised for sales or account-based marketing.","i":3700,"id":"revenue.target-account","lv":"core","ph":"target account named target named target target account target account an organisation deliberately prioritised for sales or account based marketing an organisation deliberately prioritised for sales or account based marketing the account plan should show how target account affects the next step you will see target account in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here target account means an organisation deliberately prioritised for sales or account based marketing revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles named account startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce format genre model organisation party global context dependent","sn":"Target account","t":"Target account","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/target-account/","ui":"The account plan should show how target account affects the next step."},{"a":["intended audience","audience"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The group a message or campaign is designed to reach and influence.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product","sales"],"e":"The people a communication is meant for.","i":3701,"id":"strategy.target-audience","lv":"core","ph":"target audience intended audience audience audience intended audience target audience target audience the people a communication is meant for the group a message or campaign is designed to reach and influence the target audience is narrower than the total customer base you will see target audience in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here target audience means the group a message or campaign is designed to reach and influence strategy markets and business models strategy market analysis and business models customers users and segmentation startup business corporate investor marketing product sales strategy market research planning pitching marketing growth reporting metric standard specification role person equipment technology format genre model global context dependent business","sn":"Target audience","t":"Target audience","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/target-audience/","ui":"The target audience is narrower than the total customer base."},{"a":["target scope"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The operations, gases and emissions scopes included in a climate target.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The operations, gases and emissions scopes included in a climate target.","i":3702,"id":"sustainability.target-boundary","lv":"core","ph":"target boundary target scope target boundary target scope target boundary the operations gases and emissions scopes included in a climate target the operations gases and emissions scopes included in a climate target compare target boundary with the same cohort and period before drawing a conclusion you will see target boundary in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here target boundary means the operations gases and emissions scopes included in a climate target sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification risk ethics access global context dependent","sn":"Target boundary","t":"Target boundary","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/target-boundary/","ui":"Compare target boundary with the same cohort and period before drawing a conclusion."},{"a":["target market customer"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The specific customer group an offer is designed and marketed for.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The customer the business is trying to win.","i":3703,"id":"strategy.target-customer","lv":"core","ph":"target customer target market customer target customer target market customer target customer the customer the business is trying to win the specific customer group an offer is designed and marketed for the target customer has a costly manual workaround you will see target customer in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here target customer means the specific customer group an offer is designed and marketed for strategy markets and business models strategy market analysis and business models customers users and segmentation startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Target customer","t":"Target customer","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/target-customer/","ui":"The target customer has a costly manual workaround."},{"a":["investor target"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An investor selected as a likely fit based on stage, sector, cheque size, geography or strategy.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"An investor the company believes is a good match.","i":3704,"id":"startup.target-investor","lv":"core","ph":"target investor investor target investor target target investor target investor an investor the company believes is a good match an investor selected as a likely fit based on stage sector cheque size geography or strategy research each target investor before outreach you will see target investor in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here target investor means an investor selected as a likely fit based on stage sector cheque size geography or strategy startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance metric standard specification role person finance commerce workflow process format genre model organisation party status decision global context dependent","sn":"Target investor","t":"Target investor","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/target-investor/","ui":"Research each target investor before outreach."},{"a":["chosen market"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The group of customers an organisation chooses to serve.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The group of customers an organisation chooses to serve.","i":3705,"id":"marketing.target-market","lv":"core","ph":"target market chosen market chosen market target market target market the group of customers an organisation chooses to serve the group of customers an organisation chooses to serve which audience channel and period does target market cover you will see target market in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here target market means the group of customers an organisation chooses to serve marketing brand and growth brand marketing media and growth marketing strategy and planning ideal customer profile startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model organisation party global context dependent business foundation","sn":"Target market","t":"Target market","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/target-market/","ui":"Which audience, channel and period does target market cover?"},{"a":["TOM"],"amb":["target operating model","TOM"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A description of the desired future operating model.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A description of the desired future operating model.","i":3706,"id":"operations.target-operating-model","lv":"core","ph":"target operating model tom target operating model tom target operating model a description of the desired future operating model a description of the desired future operating model can we remove the ambiguity around target operating model before the process changes you will see target operating model in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here target operating model means a description of the desired future operating model operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems operating model business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process format genre model global context dependent","sn":"Target operating model","t":"Target operating model","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/target-operating-model/","ui":"Can we remove the ambiguity around target operating model before the process changes?"},{"a":["target org design"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The proposed future structure and accountabilities for an organisation.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The proposed future structure and accountabilities for an organisation.","i":3707,"id":"people.target-organisation-design","lv":"core","ph":"target organisation design target org design target org design target organisation design target organisation design the proposed future structure and accountabilities for an organisation the proposed future structure and accountabilities for an organisation the people plan needs to explain how target organisation design affects roles and decisions you will see target organisation design in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here target organisation design means the proposed future structure and accountabilities for an organisation people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Target organisation design","t":"Target organisation design","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/target-organisation-design/","ui":"The people plan needs to explain how target organisation design affects roles and decisions."},{"a":["progress against target"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Measured performance toward a climate target.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Measured performance toward a climate target.","i":3708,"id":"sustainability.target-progress","lv":"core","ph":"target progress progress against target progress against target target progress target progress measured performance toward a climate target measured performance toward a climate target can we separate the target for target progress from measured performance you will see target progress in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here target progress means measured performance toward a climate target sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification risk ethics access global context dependent","sn":"Target progress","t":"Target progress","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/target-progress/","ui":"Can we separate the target for target progress from measured performance?"},{"a":["fundraising target"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The amount a company intends to raise in a financing process.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The amount the company is trying to raise.","i":3709,"id":"startup.target-raise","lv":"core","ph":"target raise fundraising target fundraising target target raise target raise the amount the company is trying to raise the amount a company intends to raise in a financing process the target raise is six million dollars you will see target raise in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here target raise means the amount a company intends to raise in a financing process startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance finance commerce workflow process organisation party global context dependent","sn":"Target raise","t":"Target raise","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/target-raise/","ui":"The target raise is six million dollars."},{"a":["target approval"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Independent or programme review of whether a target meets stated criteria.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Independent or programme review of whether a target meets stated criteria.","i":3710,"id":"sustainability.target-validation","lv":"working","ph":"target validation target approval target approval target validation target validation independent or programme review of whether a target meets stated criteria independent or programme review of whether a target meets stated criteria can we separate the target for target validation from measured performance you will see target validation in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here target validation means independent or programme review of whether a target meets stated criteria sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Target validation","t":"Target validation","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/target-validation/","ui":"Can we separate the target for target validation from measured performance?"},{"a":["end year"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The year by which a climate target is intended to be achieved.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The year by which a climate target is intended to be achieved.","i":3711,"id":"sustainability.target-year","lv":"core","ph":"target year end year end year target year target year the year by which a climate target is intended to be achieved the year by which a climate target is intended to be achieved can we separate the target for target year from measured performance you will see target year in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here target year means the year by which a climate target is intended to be achieved sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Target year","t":"Target year","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/target-year/","ui":"Can we separate the target for target year from measured performance?"},{"a":["market targeting"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Selecting which segments an organisation will prioritise.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Selecting which segments an organisation will prioritise.","i":3712,"id":"marketing.targeting","lv":"core","ph":"targeting market targeting market targeting targeting targeting selecting which segments an organisation will prioritise selecting which segments an organisation will prioritise which audience channel and period does targeting cover you will see targeting in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here targeting means selecting which segments an organisation will prioritise marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model organisation party global context dependent","sn":"Targeting","t":"Targeting","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/targeting/","ui":"Which audience, channel and period does targeting cover?"},{"a":["work task"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A specific piece of work needed to complete a broader item.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A small unit of work.","i":3713,"id":"product.task","lv":"core","ph":"task work task task work task task a small unit of work a specific piece of work needed to complete a broader item the task belongs to the story but is not the user value itself you will see task in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here task means a specific piece of work needed to complete a broader item product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Task","t":"Task","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/task/","ui":"The task belongs to the story but is not the user value itself."},{"a":["tax DD"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Review of tax filings, exposures, structures and transaction consequences.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Tax specialists check obligations and risks.","i":3714,"id":"startup.tax-due-diligence","lv":"specialist","ph":"tax due diligence tax dd tax dd tax due diligence tax due diligence tax specialists check obligations and risks review of tax filings exposures structures and transaction consequences tax due diligence found an unregistered jurisdiction you will see tax due diligence in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here tax due diligence means review of tax filings exposures structures and transaction consequences startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce equipment technology workflow process organisation party global context dependent","sn":"Tax due diligence","t":"Tax due diligence","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/tax-due-diligence/","ui":"Tax due diligence found an unregistered jurisdiction."},{"a":["equity tax election"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An election made under tax law affecting treatment of equity, such as a US 83(b) election.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A tax choice that can affect how share awards are taxed.","i":3715,"id":"startup.tax-election","lv":"specialist","ph":"tax election equity tax election equity tax election tax election tax election a tax choice that can affect how share awards are taxed an election made under tax law affecting treatment of equity such as a us 83 b election the company cannot give personal tax advice on the tax election you will see tax election in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here tax election means an election made under tax law affecting treatment of equity such as a us 83 b election startups venture and fundraising startup formation venture capital and fundraising founder and employee equity startup investor finance corporate fundraising financing due diligence governance role person finance commerce right contract law organisation party global context dependent","sn":"Tax election","t":"Tax election","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/tax-election/","ui":"The company cannot give personal tax advice on the tax election."},{"a":["tax model"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A model estimating tax expense, cash tax and relevant balances.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A model estimating tax expense, cash tax and relevant balances.","i":3716,"id":"bizfinance.tax-schedule","lv":"working","ph":"tax schedule tax model tax model tax schedule tax schedule a model estimating tax expense cash tax and relevant balances a model estimating tax expense cash tax and relevant balances attach the latest tax schedule to the decision pack before the meeting you will see tax schedule in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here tax schedule means a model estimating tax expense cash tax and relevant balances finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce equipment technology format genre model global context dependent","sn":"Tax schedule","t":"Tax schedule","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/tax-schedule/","ui":"Attach the latest tax schedule to the decision pack before the meeting."},{"a":["XBRL taxonomy"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The controlled set of concepts and relationships used to tag structured reports.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The controlled set of concepts and relationships used to tag structured reports.","i":3717,"id":"reporting.taxonomy","lv":"working","ph":"taxonomy xbrl taxonomy taxonomy xbrl taxonomy taxonomy the controlled set of concepts and relationships used to tag structured reports the controlled set of concepts and relationships used to tag structured reports attach the latest taxonomy to the decision pack before the meeting you will see taxonomy in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here taxonomy means the controlled set of concepts and relationships used to tag structured reports corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Taxonomy","t":"Taxonomy","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/taxonomy/","ui":"Attach the latest taxonomy to the decision pack before the meeting."},{"a":["sustainable-taxonomy alignment"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The proportion or status of activities meeting specified taxonomy criteria.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The proportion or status of activities meeting specified taxonomy criteria.","i":3718,"id":"sustainability.taxonomy-alignment","lv":"working","ph":"taxonomy alignment sustainable taxonomy alignment sustainable taxonomy alignment taxonomy alignment taxonomy alignment the proportion or status of activities meeting specified taxonomy criteria the proportion or status of activities meeting specified taxonomy criteria the sustainability report needs the method exclusions and assurance status for taxonomy alignment you will see taxonomy alignment in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here taxonomy alignment means the proportion or status of activities meeting specified taxonomy criteria sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance format genre model risk ethics access status decision global context dependent","sn":"Taxonomy alignment","t":"Taxonomy alignment","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/taxonomy-alignment/","ui":"The sustainability report needs the method, exclusions and assurance status for taxonomy alignment."},{"a":["Task Force on Climate-related Financial Disclosures"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The Task Force on Climate-related Financial Disclosures and its governance, strategy, risk and metrics framework.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The Task Force on Climate-related Financial Disclosures and its governance, strategy, risk and metrics framework.","i":3719,"id":"sustainability.tcfd","lv":"core","ph":"tcfd task force on climate related financial disclosures task force on climate related financial disclosures tcfd tcfd the task force on climate related financial disclosures and its governance strategy risk and metrics framework the task force on climate related financial disclosures and its governance strategy risk and metrics framework the number is useful only if everyone calculates tcfd the same way you will see tcfd in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here tcfd means the task force on climate related financial disclosures and its governance strategy risk and metrics framework sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification format genre model risk ethics access global context dependent","sn":"TCFD","t":"TCFD","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/tcfd/","ui":"The number is useful only if everyone calculates TCFD the same way."},{"a":["work team"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A group of people working together toward shared outcomes.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A group of people working together toward shared outcomes.","i":3720,"id":"people.team","lv":"core","ph":"team work team team work team team a group of people working together toward shared outcomes a group of people working together toward shared outcomes the announcement should not get ahead of the agreed process for team you will see team in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here team means a group of people working together toward shared outcomes people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Team","t":"Team","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/team/","ui":"The announcement should not get ahead of the agreed process for team."},{"a":["management team slide"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide showing the people, roles and relevant proof behind the proposal.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that explains why this team can do the work.","i":3721,"id":"bizpitch.team-slide","lv":"core","ph":"team slide management team slide management team slide team slide team slide the slide that explains why this team can do the work a slide showing the people roles and relevant proof behind the proposal the team slide should connect experience to the specific risks ahead you will see team slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here team slide means a slide showing the people roles and relevant proof behind the proposal business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact role person organisation party global context dependent","sn":"Team slide","t":"Team slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/team-slide/","ui":"The team slide should connect experience to the specific risks ahead."},{"a":["transaction teaser","investment teaser"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A short, often anonymised document used to test interest before fuller confidential information is shared.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A brief preview used to attract interest without revealing everything.","i":3722,"id":"bizpitch.teaser.business-pitching-artifacts-deck-types","lv":"working","ph":"teaser transaction teaser investment teaser investment teaser teaser transaction teaser teaser a brief preview used to attract interest without revealing everything a short often anonymised document used to test interest before fuller confidential information is shared the teaser should create enough interest to justify signing the nda you will see teaser in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here teaser means a short often anonymised document used to test interest before fuller confidential information is shared business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Teaser","t":"Teaser","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/teaser/","ui":"The teaser should create enough interest to justify signing the NDA."},{"a":["technical evaluator"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A stakeholder evaluating architecture, integration, security or technical feasibility.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A stakeholder evaluating architecture, integration, security or technical feasibility.","i":3723,"id":"revenue.technical-buyer","lv":"working","ph":"technical buyer technical evaluator technical buyer technical evaluator technical buyer a stakeholder evaluating architecture integration security or technical feasibility a stakeholder evaluating architecture integration security or technical feasibility compare technical buyer with the same cohort and period before drawing a conclusion you will see technical buyer in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here technical buyer means a stakeholder evaluating architecture integration security or technical feasibility revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce equipment technology global context dependent","sn":"Technical buyer","t":"Technical buyer","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/technical-buyer/","ui":"Compare technical buyer with the same cohort and period before drawing a conclusion."},{"a":["tech debt"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Future cost and constraint created by expedient technical choices, deferred maintenance or weakened design.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Shortcuts or old choices that make future work harder.","i":3724,"id":"product.technical-debt","lv":"core","ph":"technical debt tech debt tech debt technical debt technical debt shortcuts or old choices that make future work harder future cost and constraint created by expedient technical choices deferred maintenance or weakened design the roadmap reserves capacity to reduce technical debt you will see technical debt in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here technical debt means future cost and constraint created by expedient technical choices deferred maintenance or weakened design product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Technical debt","t":"Technical debt","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/technical-debt/","ui":"The roadmap reserves capacity to reduce technical debt."},{"a":["engineering demo"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A demonstration focused on architecture, integration, configuration or technical behaviour.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A demonstration focused on architecture, integration, configuration or technical behaviour.","i":3725,"id":"revenue.technical-demo","lv":"working","ph":"technical demo engineering demo engineering demo technical demo technical demo a demonstration focused on architecture integration configuration or technical behaviour a demonstration focused on architecture integration configuration or technical behaviour compare technical demo with the same cohort and period before drawing a conclusion you will see technical demo in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here technical demo means a demonstration focused on architecture integration configuration or technical behaviour revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce workflow process global context dependent","sn":"Technical demo","t":"Technical demo","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/technical-demo/","ui":"Compare technical demo with the same cohort and period before drawing a conclusion."},{"a":["tech DD"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Review of technology, architecture, security, team, scalability and technical risk.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Experts inspect whether the technology can support the claims.","i":3726,"id":"startup.technical-due-diligence","lv":"working","ph":"technical due diligence tech dd tech dd technical due diligence technical due diligence experts inspect whether the technology can support the claims review of technology architecture security team scalability and technical risk technical due diligence found concentrated knowledge risk you will see technical due diligence in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here technical due diligence means review of technology architecture security team scalability and technical risk startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology workflow process organisation party risk ethics access global context dependent","sn":"Technical due diligence","t":"Technical due diligence","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/technical-due-diligence/","ui":"Technical due diligence found concentrated knowledge risk."},{"a":["technical scoring"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Assessment of solution, capability and compliance with technical requirements.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Assessment of solution, capability and compliance with technical requirements.","i":3727,"id":"operations.technical-evaluation","lv":"core","ph":"technical evaluation technical scoring technical evaluation technical scoring technical evaluation assessment of solution capability and compliance with technical requirements assessment of solution capability and compliance with technical requirements can we separate a mandatory requirement in technical evaluation from a scored preference you will see technical evaluation in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here technical evaluation means assessment of solution capability and compliance with technical requirements operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification right contract law workflow process status decision global context dependent","sn":"Technical evaluation","t":"Technical evaluation","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/technical-evaluation/","ui":"Can we separate a mandatory requirement in technical evaluation from a scored preference?"},{"a":["technical POC","tech POC"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A limited build intended to prove that a technical approach or integration can work.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A small build proving a technical idea is possible.","i":3728,"id":"product.technical-proof-of-concept","lv":"core","ph":"technical proof of concept technical poc tech poc tech poc technical poc technical proof of concept technical proof of concept a small build proving a technical idea is possible a limited build intended to prove that a technical approach or integration can work the technical proof of concept tests latency not market demand you will see technical proof of concept in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches prototype mvp pilot and release stages it helps a reader interpret prototype mvp pilot and release stages without confusing the measure decision role or evidence being discussed here technical proof of concept means a limited build intended to prove that a technical approach or integration can work product technology and innovation product management technology and innovation prototype mvp pilot and release stages startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology status decision global context dependent","sn":"Technical proof of concept","t":"Technical proof of concept","tp":"Prototype, MVP, pilot & release stages","tpid":"product-technology-innovation.product-stages","u":"terms/technical-proof-of-concept/","ui":"The technical proof of concept tests latency, not market demand."},{"a":["technical response"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"The part of a bid explaining the solution, method, architecture, team and delivery approach.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The proposal section explaining how the work will be done.","i":3729,"id":"bizpitch.technical-proposal","lv":"working","ph":"technical proposal technical response technical proposal technical response technical proposal the proposal section explaining how the work will be done the part of a bid explaining the solution method architecture team and delivery approach the technical proposal must answer every mandatory requirement you will see technical proposal in business pitches proposals executive summaries and decision decks when the discussion reaches proposals bids and tender materials it helps a reader interpret proposals bids and tender materials without confusing the measure decision role or evidence being discussed here technical proposal means the part of a bid explaining the solution method architecture team and delivery approach business pitching and presentation materials business pitches decks and decision materials proposals bids and tender materials startup business corporate investor sales planning pitching submission decision workflow process organisation party global context dependent","sn":"Technical proposal","t":"Technical proposal","tp":"Proposals, bids & tender materials","tpid":"business-pitching-artifacts.proposal-materials","u":"terms/technical-proposal/","ui":"The technical proposal must answer every mandatory requirement."},{"a":["technical spec","specification"],"amb":["Specification"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Detailed technical requirements for goods, services or performance.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","product","technology","operations","procurement","sales"],"e":"Detailed technical requirements for goods, services or performance.","i":3730,"id":"operations.technical-specification","lv":"core","ph":"technical specification technical spec specification specification technical spec technical specification technical specification detailed technical requirements for goods services or performance detailed technical requirements for goods services or performance attach the latest technical specification to the decision pack before the meeting you will see technical specification in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here technical specification means detailed technical requirements for goods services or performance operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents specification startup business corporate product technology operations procurement sales product discovery product development testing launch operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Technical specification","t":"Technical specification","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/technical-specification/","ui":"Attach the latest technical specification to the decision pack before the meeting."},{"a":["climate technology risk"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Risk that new low-carbon technologies disrupt assets, products or strategy.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Risk that new low-carbon technologies disrupt assets, products or strategy.","i":3731,"id":"sustainability.technology-risk","lv":"working","ph":"technology risk climate technology risk climate technology risk technology risk technology risk risk that new low carbon technologies disrupt assets products or strategy risk that new low carbon technologies disrupt assets products or strategy can we separate the likelihood of technology risk from its potential impact you will see technology risk in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here technology risk means risk that new low carbon technologies disrupt assets products or strategy sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification equipment technology format genre model risk ethics access global context dependent","sn":"Technology risk","t":"Technology risk","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/technology-risk/","ui":"Can we separate the likelihood of technology risk from its potential impact?"},{"a":["tech stack"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The set of programming languages, frameworks, databases and infrastructure used to build and run a product.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The main technologies behind the product.","i":3732,"id":"product.technology-stack","lv":"core","ph":"technology stack tech stack tech stack technology stack technology stack the main technologies behind the product the set of programming languages frameworks databases and infrastructure used to build and run a product the technology stack is mature but difficult to hire for you will see technology stack in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here technology stack means the set of programming languages frameworks databases and infrastructure used to build and run a product product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model global context dependent","sn":"Technology stack","t":"Technology stack","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/technology-stack/","ui":"The technology stack is mature but difficult to hire for."},{"a":["implied temperature rise"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Assessment of whether a target or portfolio is consistent with a warming pathway.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Assessment of whether a target or portfolio is consistent with a warming pathway.","i":3733,"id":"sustainability.temperature-alignment","lv":"working","ph":"temperature alignment implied temperature rise implied temperature rise temperature alignment temperature alignment assessment of whether a target or portfolio is consistent with a warming pathway assessment of whether a target or portfolio is consistent with a warming pathway state the boundary and evidence behind temperature alignment before publishing the claim you will see temperature alignment in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here temperature alignment means assessment of whether a target or portfolio is consistent with a warming pathway sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Temperature alignment","t":"Temperature alignment","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/temperature-alignment/","ui":"State the boundary and evidence behind temperature alignment before publishing the claim."},{"a":["warming pathway"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A scenario associated with a projected warming outcome.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A scenario associated with a projected warming outcome.","i":3734,"id":"sustainability.temperature-pathway","lv":"core","ph":"temperature pathway warming pathway temperature pathway warming pathway temperature pathway a scenario associated with a projected warming outcome a scenario associated with a projected warming outcome the control is not complete until we can evidence how temperature pathway is monitored you will see temperature pathway in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here temperature pathway means a scenario associated with a projected warming outcome sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Temperature pathway","t":"Temperature pathway","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/temperature-pathway/","ui":"The control is not complete until we can evidence how temperature pathway is monitored."},{"a":["temp"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A worker engaged for a limited period or assignment.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A worker engaged for a limited period or assignment.","i":3735,"id":"people.temporary-worker","lv":"core","ph":"temporary worker temp temp temporary worker temporary worker a worker engaged for a limited period or assignment a worker engaged for a limited period or assignment the people plan needs to explain how temporary worker affects roles and decisions you will see temporary worker in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here temporary worker means a worker engaged for a limited period or assignment people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact role person workflow process organisation party global context dependent","sn":"Temporary worker","t":"Temporary worker","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/temporary-worker/","ui":"The people plan needs to explain how temporary worker affects roles and decisions."},{"a":["workspace","organisation tenant"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A customer or organisational partition within a shared software system.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"One customer's separated space in a shared product.","i":3736,"id":"product.tenant","lv":"core","ph":"tenant workspace organisation tenant organisation tenant tenant workspace tenant one customers separated space in a shared product a customer or organisational partition within a shared software system data must never cross the tenant boundary you will see tenant in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches cloud data and platform systems it helps a reader interpret cloud data and platform systems without confusing the measure decision role or evidence being discussed here tenant means a customer or organisational partition within a shared software system product technology and innovation product management technology and innovation cloud data and platform systems startup business corporate product technology product discovery product development testing launch operations role person equipment technology organisation party global context dependent","sn":"Tenant","t":"Tenant","tp":"Cloud, data & platform systems","tpid":"product-technology-innovation.cloud-data","u":"terms/tenant/","ui":"Data must never cross the tenant boundary."},{"a":["bid"],"amb":["Bid"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A formal offer submitted in response to a procurement invitation.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A formal offer submitted in response to a procurement invitation.","i":3737,"id":"operations.tender","lv":"core","ph":"tender bid bid tender tender a formal offer submitted in response to a procurement invitation a formal offer submitted in response to a procurement invitation which version of tender should the board treat as current you will see tender in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here tender means a formal offer submitted in response to a procurement invitation operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents bid business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent corporate","sn":"Tender","t":"Tender","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/tender/","ui":"Which version of tender should the board treat as current?"},{"a":["procurement challenge"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Legal or administrative challenge to a tender decision.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Legal or administrative challenge to a tender decision.","i":3738,"id":"operations.tender-challenge","lv":"working","ph":"tender challenge procurement challenge procurement challenge tender challenge tender challenge legal or administrative challenge to a tender decision legal or administrative challenge to a tender decision can we state who receives the right created by tender challenge and when it applies you will see tender challenge in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here tender challenge means legal or administrative challenge to a tender decision operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification right contract law workflow process status decision global context dependent","sn":"Tender challenge","t":"Tender challenge","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/tender-challenge/","ui":"Can we state who receives the right created by tender challenge, and when it applies?"},{"a":["share tender","takeover offer"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A public offer to acquire securities directly from holders on specified terms.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","investor","finance","corporate","business","people"],"e":"A public offer to acquire securities directly from holders on specified terms.","i":3739,"id":"governance.tender-offer","lv":"working","ph":"tender offer share tender takeover offer share tender takeover offer tender offer tender offer a public offer to acquire securities directly from holders on specified terms a public offer to acquire securities directly from holders on specified terms counsel wants tender offer clarified before anyone signs you will see tender offer in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here tender offer means a public offer to acquire securities directly from holders on specified terms corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting right contract law global context dependent","sn":"Tender offer","t":"Tender offer","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/tender-offer/","ui":"Counsel wants tender offer clarified before anyone signs."},{"a":["bid presentation"],"amb":["tender presentation"],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A live presentation or interview used to assess a bidder after or alongside a written tender response.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A bidder explains and defends its written proposal.","i":3740,"id":"bizpitch.tender-presentation","lv":"working","ph":"tender presentation bid presentation bid presentation tender presentation tender presentation a bidder explains and defends its written proposal a live presentation or interview used to assess a bidder after or alongside a written tender response the tender presentation needs the delivery team in the room not only salespeople you will see tender presentation in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here tender presentation means a live presentation or interview used to assess a bidder after or alongside a written tender response business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations procurement pitch startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Tender presentation","t":"Tender presentation","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/tender-presentation/","ui":"The tender presentation needs the delivery team in the room, not only salespeople."},{"a":["bid security"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Financial or other security supporting a tenderer's obligations.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Financial or other security supporting a tenderer's obligations.","i":3741,"id":"operations.tender-security","lv":"working","ph":"tender security bid security bid security tender security tender security financial or other security supporting a tenderers obligations financial or other security supporting a tenderers obligations can we state who receives the right created by tender security and when it applies you will see tender security in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches rfi rfp rfq and tender documents in rfi rfp rfq and tender documents a loose definition can change rights obligations approval disclosure or enforceability here tender security means financial or other security supporting a tenderers obligations operations procurement and supply chain operations sourcing procurement and supply chain rfi rfp rfq and tender documents business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification equipment technology workflow process global context dependent","sn":"Tender security","t":"Tender security","tp":"RFI, RFP, RFQ & tender documents","tpid":"operations-procurement-supply-chain.procurement-documents","u":"terms/tender-security/","ui":"Can we state who receives the right created by tender security, and when it applies?"},{"a":["contract term"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The period for which an agreement remains in force.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The period for which an agreement remains in force.","i":3742,"id":"governance.term.governance-legal-compliance-contracts-core","lv":"core","ph":"term contract term contract term term term the period for which an agreement remains in force the period for which an agreement remains in force counsel wants term clarified before anyone signs you will see term in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here term means the period for which an agreement remains in force corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Term","t":"Term","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/term/","ui":"Counsel wants term clarified before anyone signs."},{"a":["term debt"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A loan advanced for a defined period with agreed repayment terms.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","investor","finance","corporate","business"],"e":"A loan advanced for a defined period with agreed repayment terms.","i":3743,"id":"bizfinance.term-loan","lv":"core","ph":"term loan term debt term debt term loan term loan a loan advanced for a defined period with agreed repayment terms a loan advanced for a defined period with agreed repayment terms finance will reconcile term loan before the board pack goes out you will see term loan in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here term loan means a loan advanced for a defined period with agreed repayment terms finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup investor finance corporate business fundraising financing due diligence governance accounting planning forecasting valuation reporting finance commerce global context dependent","sn":"Term loan","t":"Term loan","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/term-loan/","ui":"Finance will reconcile term loan before the board pack goes out."},{"a":["heads of terms","deal terms"],"amb":["Heads of terms"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A summary of principal proposed deal terms, usually preceding definitive agreements.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","investor","finance","corporate","business","people"],"e":"A summary of principal proposed deal terms, usually preceding definitive agreements.","i":3744,"id":"governance.term-sheet","lv":"core","ph":"term sheet heads of terms deal terms deal terms heads of terms term sheet term sheet a summary of principal proposed deal terms usually preceding definitive agreements a summary of principal proposed deal terms usually preceding definitive agreements the draft mentions term sheet but the scope and jurisdiction are still unclear you will see term sheet in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here term sheet means a summary of principal proposed deal terms usually preceding definitive agreements corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents definitive agreement heads of terms startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting document artifact right contract law global context dependent startup","sn":"Term sheet","t":"Term sheet","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/term-sheet/","ui":"The draft mentions term sheet, but the scope and jurisdiction are still unclear."},{"a":["continuing value"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Estimated value of cash flows beyond an explicit forecast period.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Estimated value of cash flows beyond an explicit forecast period.","i":3745,"id":"bizfinance.terminal-value","lv":"core","ph":"terminal value continuing value continuing value terminal value terminal value estimated value of cash flows beyond an explicit forecast period estimated value of cash flows beyond an explicit forecast period the range matters more than a false point estimate for terminal value you will see terminal value in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here terminal value means estimated value of cash flows beyond an explicit forecast period finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce workflow process global context dependent","sn":"Terminal value","t":"Terminal value","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/terminal-value/","ui":"The range matters more than a false point estimate for terminal value."},{"a":["contract termination"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Ending an agreement before or at the conclusion of its term under permitted conditions.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Ending an agreement before or at the conclusion of its term under permitted conditions.","i":3746,"id":"governance.termination","lv":"core","ph":"termination contract termination contract termination termination termination ending an agreement before or at the conclusion of its term under permitted conditions ending an agreement before or at the conclusion of its term under permitted conditions can we state who receives the right created by termination and when it applies you will see termination in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here termination means ending an agreement before or at the conclusion of its term under permitted conditions corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Termination","t":"Termination","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/termination/","ui":"Can we state who receives the right created by termination, and when it applies?"},{"a":["termination for breach"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Ending an agreement because of a specified breach, failure or event.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"Ending an agreement because of a specified breach, failure or event.","i":3747,"id":"governance.termination-for-cause","lv":"core","ph":"termination for cause termination for breach termination for breach termination for cause termination for cause ending an agreement because of a specified breach failure or event ending an agreement because of a specified breach failure or event can we state who receives the right created by termination for cause and when it applies you will see termination for cause in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here termination for cause means ending an agreement because of a specified breach failure or event corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact right contract law global context dependent","sn":"Termination for cause","t":"Termination for cause","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/termination-for-cause/","ui":"Can we state who receives the right created by termination for cause, and when it applies?"},{"a":["TFC","termination without cause"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A contractual right to end an agreement without proving breach, usually subject to notice or payment.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A contractual right to end an agreement without proving breach, usually subject to notice or payment.","i":3748,"id":"governance.termination-for-convenience","lv":"core","ph":"termination for convenience tfc termination without cause termination for convenience termination without cause tfc termination for convenience a contractual right to end an agreement without proving breach usually subject to notice or payment a contractual right to end an agreement without proving breach usually subject to notice or payment do not describe termination for convenience as agreed until the operative document says so you will see termination for convenience in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here termination for convenience means a contractual right to end an agreement without proving breach usually subject to notice or payment corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact right contract law global context dependent","sn":"Termination for convenience","t":"Termination for convenience","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/termination-for-convenience/","ui":"Do not describe termination for convenience as agreed until the operative document says so."},{"a":["terms and conditions","TOS"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Rules and contractual terms governing access to an online product or service.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Rules and contractual terms governing access to an online product or service.","i":3749,"id":"governance.terms-of-service","lv":"core","ph":"terms of service terms and conditions tos terms and conditions terms of service tos terms of service rules and contractual terms governing access to an online product or service rules and contractual terms governing access to an online product or service the draft mentions terms of service but the scope and jurisdiction are still unclear you will see terms of service in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here terms of service means rules and contractual terms governing access to an online product or service corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Terms of service","t":"Terms of service","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/terms-of-service/","ui":"The draft mentions terms of service, but the scope and jurisdiction are still unclear."},{"a":["sales territory"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A defined group of accounts, geographies, segments or industries assigned for sales coverage.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A defined group of accounts, geographies, segments or industries assigned for sales coverage.","i":3750,"id":"revenue.territory","lv":"core","ph":"territory sales territory sales territory territory territory a defined group of accounts geographies segments or industries assigned for sales coverage a defined group of accounts geographies segments or industries assigned for sales coverage who can verify territory on the buyers side you will see territory in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here territory means a defined group of accounts geographies segments or industries assigned for sales coverage revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce format genre model global context dependent","sn":"Territory","t":"Territory","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/territory/","ui":"Who can verify territory on the buyer’s side?"},{"a":["territory capacity"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Estimated commercial opportunity available within a sales territory.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Estimated commercial opportunity available within a sales territory.","i":3751,"id":"revenue.territory-potential","lv":"working","ph":"territory potential territory capacity territory capacity territory potential territory potential estimated commercial opportunity available within a sales territory estimated commercial opportunity available within a sales territory keep territory potential on the dashboard but show the definition and reporting period beside it you will see territory potential in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here territory potential means estimated commercial opportunity available within a sales territory revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Territory potential","t":"Territory potential","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/territory-potential/","ui":"Keep territory potential on the dashboard, but show the definition and reporting period beside it."},{"a":["treatment and control"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A design comparing an exposed or treated group with an untreated group.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A design comparing an exposed or treated group with an untreated group.","i":3752,"id":"marketing.test-and-control","lv":"core","ph":"test and control treatment and control test and control treatment and control test and control a design comparing an exposed or treated group with an untreated group a design comparing an exposed or treated group with an untreated group compare test and control with the same cohort and period before drawing a conclusion you will see test and control in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here test and control means a design comparing an exposed or treated group with an untreated group marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Test and control","t":"Test and control","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/test-and-control/","ui":"Compare test and control with the same cohort and period before drawing a conclusion."},{"a":["test scenario"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A defined set of inputs, steps and expected results used to verify behaviour.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A defined set of inputs, steps and expected results used to verify behaviour.","i":3753,"id":"operations.test-case","lv":"core","ph":"test case test scenario test case test scenario test case a defined set of inputs steps and expected results used to verify behaviour a defined set of inputs steps and expected results used to verify behaviour which requirement does test case fail or satisfy you will see test case in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here test case means a defined set of inputs steps and expected results used to verify behaviour operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Test case","t":"Test case","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/test-case/","ui":"Which requirement does test case fail or satisfy?"},{"a":["test set"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Data held aside to evaluate a trained model's performance.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Unseen data used to check how well the model works.","i":3754,"id":"product.test-data","lv":"working","ph":"test data test set test data test set test data unseen data used to check how well the model works data held aside to evaluate a trained models performance the test data reflects current production conditions you will see test data in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here test data means data held aside to evaluate a trained models performance product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model global context dependent","sn":"Test data","t":"Test data","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/test-data/","ui":"The test data reflects current production conditions."},{"a":["design-effectiveness test"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Assessment of whether a control is suitably designed to address a risk.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Assessment of whether a control is suitably designed to address a risk.","i":3755,"id":"governance.test-of-design","lv":"working","ph":"test of design design effectiveness test design effectiveness test test of design test of design assessment of whether a control is suitably designed to address a risk assessment of whether a control is suitably designed to address a risk the control owner needs to resolve the exception around test of design you will see test of design in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here test of design means assessment of whether a control is suitably designed to address a risk corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law workflow process risk ethics access global context dependent","sn":"Test of design","t":"Test of design","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/test-of-design/","ui":"The control owner needs to resolve the exception around test of design."},{"a":["control operation test"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Testing whether a control operated consistently during a period.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Testing whether a control operated consistently during a period.","i":3756,"id":"governance.test-of-operating-effectiveness","lv":"working","ph":"test of operating effectiveness control operation test control operation test test of operating effectiveness test of operating effectiveness testing whether a control operated consistently during a period testing whether a control operated consistently during a period the assurance team asked for the evidence supporting test of operating effectiveness you will see test of operating effectiveness in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here test of operating effectiveness means testing whether a control operated consistently during a period corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law global context dependent","sn":"Test of operating effectiveness","t":"Test of operating effectiveness","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/test-of-operating-effectiveness/","ui":"The assurance team asked for the evidence supporting test of operating effectiveness."},{"a":["testing plan"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A document describing what will be tested, how, when and by whom.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A document that explains what will be tested, how, when and by whom.","i":3757,"id":"operations.test-plan","lv":"core","ph":"test plan testing plan test plan testing plan test plan a document that explains what will be tested how when and by whom a document describing what will be tested how when and by whom attach the latest test plan to the decision pack before the meeting you will see test plan in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here test plan means a document describing what will be tested how when and by whom operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process global context dependent","sn":"Test plan","t":"Test plan","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/test-plan/","ui":"Attach the latest test plan to the decision pack before the meeting."},{"a":["customer quote"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A statement about experience or opinion used to promote an offer.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A statement about experience or opinion used to promote an offer.","i":3758,"id":"marketing.testimonial","lv":"core","ph":"testimonial customer quote customer quote testimonial testimonial a statement about experience or opinion used to promote an offer a statement about experience or opinion used to promote an offer the team needs one controlled copy of testimonial with an owner and date you will see testimonial in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here testimonial means a statement about experience or opinion used to promote an offer marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting document artifact format genre model risk ethics access global context dependent","sn":"Testimonial","t":"Testimonial","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/testimonial/","ui":"The team needs one controlled copy of testimonial, with an owner and date."},{"a":["theme-based investing"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Investing around a sustainability or structural theme.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Investing around a sustainability or structural theme.","i":3759,"id":"sustainability.thematic-investing","lv":"core","ph":"thematic investing theme based investing thematic investing theme based investing thematic investing investing around a sustainability or structural theme investing around a sustainability or structural theme state the boundary and evidence behind thematic investing before publishing the claim you will see thematic investing in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here thematic investing means investing around a sustainability or structural theme sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Thematic investing","t":"Thematic investing","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/thematic-investing/","ui":"State the boundary and evidence behind thematic investing before publishing the claim."},{"a":["ToC","impact pathway"],"amb":["Impact pathway"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A causal explanation linking activities to outputs, outcomes and intended impact.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["startup","business","corporate","investor","marketing","product","sustainability","finance","operations"],"e":"A causal explanation linking activities to outputs, outcomes and intended impact.","i":3760,"id":"sustainability.theory-of-change","lv":"core","ph":"theory of change toc impact pathway impact pathway theory of change toc theory of change a causal explanation linking activities to outputs outcomes and intended impact a causal explanation linking activities to outputs outcomes and intended impact which standard and reporting period govern theory of change you will see theory of change in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here theory of change means a causal explanation linking activities to outputs outcomes and intended impact sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations impact pathway startup business corporate investor marketing product sustainability finance operations strategy market research planning pitching risk management sustainability reporting disclosure assurance document artifact risk ethics access global context dependent","sn":"Theory of change","t":"Theory of change","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/theory-of-change/","ui":"Which standard and reporting period govern theory of change?"},{"a":["third line of defence"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Independent assurance, commonly internal audit, over governance and controls.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Independent assurance, commonly internal audit, over governance and controls.","i":3761,"id":"governance.third-line","lv":"working","ph":"third line third line of defence third line third line of defence third line independent assurance commonly internal audit over governance and controls independent assurance commonly internal audit over governance and controls the board will ask what happens if third line moves outside tolerance you will see third line in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here third line means independent assurance commonly internal audit over governance and controls corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting right contract law risk ethics access global context dependent","sn":"Third line","t":"Third line","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/third-line/","ui":"The board will ask what happens if third line moves outside tolerance."},{"a":["third-party rights"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A non-party given enforceable rights under an agreement where the law and drafting permit.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A non-party given enforceable rights under an agreement where the law and drafting permit.","i":3762,"id":"governance.third-party-beneficiary","lv":"working","ph":"third party beneficiary third party rights third party beneficiary third party rights third party beneficiary a non party given enforceable rights under an agreement where the law and drafting permit a non party given enforceable rights under an agreement where the law and drafting permit counsel wants third party beneficiary clarified before anyone signs you will see third party beneficiary in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here third party beneficiary means a non party given enforceable rights under an agreement where the law and drafting permit corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Third-party beneficiary","t":"Third-party beneficiary","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/third-party-beneficiary/","ui":"Counsel wants third-party beneficiary clarified before anyone signs."},{"a":[],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A cookie set in a context associated with another domain or service.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A cookie set in a context associated with another domain or service.","i":3763,"id":"governance.third-party-cookie","lv":"core","ph":"third party cookie third party cookie third party cookie a cookie set in a context associated with another domain or service a cookie set in a context associated with another domain or service counsel wants third party cookie clarified before anyone signs you will see third party cookie in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here third party cookie means a cookie set in a context associated with another domain or service corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting right contract law equipment technology risk ethics access global context dependent","sn":"Third-party cookie","t":"Third-party cookie","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/third-party-cookie/","ui":"Counsel wants third-party cookie clarified before anyone signs."},{"a":["3P data"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Data assembled and supplied by an external provider rather than collected through a direct customer relationship.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Data assembled and supplied by an external provider rather than collected through a direct customer relationship.","i":3764,"id":"marketing.third-party-data","lv":"core","ph":"third party data 3 p data 3 p data third party data third party data data assembled and supplied by an external provider rather than collected through a direct customer relationship data assembled and supplied by an external provider rather than collected through a direct customer relationship keep third party data on the dashboard but show the definition and reporting period beside it you will see third party data in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here third party data means data assembled and supplied by an external provider rather than collected through a direct customer relationship marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification role person equipment technology format genre model global context dependent","sn":"Third-party data","t":"Third-party data","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/third-party-data/","ui":"Keep third-party data on the dashboard, but show the definition and reporting period beside it."},{"a":["vendor due diligence"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Background and risk checks on a supplier, partner, intermediary or acquisition target.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Background and risk checks on a supplier, partner, intermediary or acquisition target.","i":3765,"id":"governance.third-party-due-diligence","lv":"core","ph":"third party due diligence vendor due diligence third party due diligence vendor due diligence third party due diligence background and risk checks on a supplier partner intermediary or acquisition target background and risk checks on a supplier partner intermediary or acquisition target can we state who receives the right created by third party due diligence and when it applies you will see third party due diligence in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here third party due diligence means background and risk checks on a supplier partner intermediary or acquisition target corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law workflow process risk ethics access global context dependent","sn":"Third-party due diligence","t":"Third-party due diligence","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/third-party-due-diligence/","ui":"Can we state who receives the right created by third-party due diligence, and when it applies?"},{"a":["external integration"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An integration with software or services owned by another organisation.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A connection to another company's system.","i":3766,"id":"product.third-party-integration","lv":"core","ph":"third party integration external integration external integration third party integration third party integration a connection to another companys system an integration with software or services owned by another organisation the third party integration depends on their api limits you will see third party integration in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here third party integration means an integration with software or services owned by another organisation product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations metric standard specification equipment technology organisation party global context dependent","sn":"Third-party integration","t":"Third-party integration","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/third-party-integration/","ui":"The third-party integration depends on their API limits."},{"a":["3PL"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"An external provider performing logistics activities such as warehousing or transport.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"An external provider performing logistics activities such as warehousing or transport.","i":3767,"id":"operations.third-party-logistics-provider","lv":"core","ph":"third party logistics provider 3 pl 3 pl third party logistics provider third party logistics provider an external provider performing logistics activities such as warehousing or transport an external provider performing logistics activities such as warehousing or transport what breaks upstream or downstream if third party logistics provider changes you will see third party logistics provider in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here third party logistics provider means an external provider performing logistics activities such as warehousing or transport operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Third-party logistics provider","t":"Third-party logistics provider","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/third-party-logistics-provider/","ui":"What breaks upstream or downstream if third-party logistics provider changes?"},{"a":["vendor risk"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Risk introduced through suppliers, partners, outsourcers or other external parties.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Risk introduced through suppliers, partners, outsourcers or other external parties.","i":3768,"id":"governance.third-party-risk","lv":"core","ph":"third party risk vendor risk third party risk vendor risk third party risk risk introduced through suppliers partners outsourcers or other external parties risk introduced through suppliers partners outsourcers or other external parties can we separate the likelihood of third party risk from its potential impact you will see third party risk in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here third party risk means risk introduced through suppliers partners outsourcers or other external parties corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law risk ethics access global context dependent","sn":"Third-party risk","t":"Third-party risk","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/third-party-risk/","ui":"Can we separate the likelihood of third-party risk from its potential impact?"},{"a":["TPRM"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The process of assessing and controlling risks created by suppliers, partners and other external parties.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"How assessing and controlling risks created by suppliers, partners and other external parties.","i":3769,"id":"governance.third-party-risk-management","lv":"core","ph":"third party risk management tprm third party risk management tprm third party risk management how assessing and controlling risks created by suppliers partners and other external parties the process of assessing and controlling risks created by suppliers partners and other external parties can we remove the ambiguity around third party risk management before the process changes you will see third party risk management in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here third party risk management means the process of assessing and controlling risks created by suppliers partners and other external parties corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law workflow process risk ethics access global context dependent","sn":"Third-party risk management","t":"Third-party risk management","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/third-party-risk-management/","ui":"Can we remove the ambiguity around third-party risk management before the process changes?"},{"a":["13-week cash flow"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A rolling short-term cash forecast commonly used for liquidity management.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A rolling short-term cash forecast commonly used for liquidity management.","i":3770,"id":"bizfinance.thirteen-week-cash-flow","lv":"working","ph":"thirteen week cash flow 13 week cash flow 13 week cash flow thirteen week cash flow thirteen week cash flow a rolling short term cash forecast commonly used for liquidity management a rolling short term cash forecast commonly used for liquidity management the number is useful only if everyone calculates thirteen week cash flow the same way you will see thirteen week cash flow in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here thirteen week cash flow means a rolling short term cash forecast commonly used for liquidity management finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce workflow process global context dependent","sn":"Thirteen-week cash flow","t":"Thirteen-week cash flow","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/thirteen-week-cash-flow/","ui":"The number is useful only if everyone calculates thirteen-week cash flow the same way."},{"a":["authority content"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Content intended to shape understanding or demonstrate expertise in a field.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Content intended to shape understanding or demonstrate expertise in a field.","i":3771,"id":"marketing.thought-leadership","lv":"core","ph":"thought leadership authority content authority content thought leadership thought leadership content intended to shape understanding or demonstrate expertise in a field content intended to shape understanding or demonstrate expertise in a field compare thought leadership with the same cohort and period before drawing a conclusion you will see thought leadership in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here thought leadership means content intended to shape understanding or demonstrate expertise in a field marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Thought leadership","t":"Thought leadership","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/thought-leadership/","ui":"Compare thought leadership with the same cohort and period before drawing a conclusion."},{"a":["cyber threat"],"amb":["Threat"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A potential cause of harm to systems, data or operations.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Something capable of causing damage.","i":3772,"id":"product.threat.product-technology-innovation-reliability-security","lv":"core","ph":"threat cyber threat cyber threat threat threat something capable of causing damage a potential cause of harm to systems data or operations the threat model includes malicious insiders you will see threat in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here threat means a potential cause of harm to systems data or operations product technology and innovation product management technology and innovation reliability security and resilience threat startup business corporate product technology product discovery product development testing launch operations metric standard specification right contract law equipment technology risk ethics access global context dependent","sn":"Threat","t":"Threat","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/threat--product-threat-product-technology-innovation-reliability-security/","ui":"The threat model includes malicious insiders."},{"a":["SWOT threat"],"amb":["Threat"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"An external condition that could harm performance, viability or strategic position.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"An outside change that could cause harm.","i":3773,"id":"strategy.threat.strategy-market-models-strategy-frameworks","lv":"core","ph":"threat swot threat swot threat threat threat an outside change that could cause harm an external condition that could harm performance viability or strategic position low cost entrants are a threat to the current pricing model you will see threat in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here threat means an external condition that could harm performance viability or strategic position strategy markets and business models strategy market analysis and business models strategy frameworks and analysis threat startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model risk ethics access global context dependent","sn":"Threat","t":"Threat","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/threat--strategy-threat-strategy-market-models-strategy-frameworks/","ui":"Low-cost entrants are a threat to the current pricing model."},{"a":["security threat model"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A structured analysis of assets, threats, attack paths and mitigations.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A map of what could attack the system and how to reduce the risk.","i":3774,"id":"product.threat-model","lv":"working","ph":"threat model security threat model security threat model threat model threat model a map of what could attack the system and how to reduce the risk a structured analysis of assets threats attack paths and mitigations the threat model should be updated when architecture changes you will see threat model in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here threat model means a structured analysis of assets threats attack paths and mitigations product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations right contract law equipment technology format genre model global context dependent","sn":"Threat model","t":"Threat model","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/threat-model/","ui":"The threat model should be updated when architecture changes."},{"a":["entry threat"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The likelihood that new competitors can enter and challenge incumbents.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"How easy it is for new competitors to arrive.","i":3775,"id":"strategy.threat-of-new-entrants","lv":"working","ph":"threat of new entrants entry threat entry threat threat of new entrants threat of new entrants how easy it is for new competitors to arrive the likelihood that new competitors can enter and challenge incumbents regulation lowers the threat of new entrants but raises compliance cost you will see threat of new entrants in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here threat of new entrants means the likelihood that new competitors can enter and challenge incumbents strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Threat of new entrants","t":"Threat of new entrants","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/threat-of-new-entrants/","ui":"Regulation lowers the threat of new entrants but raises compliance cost."},{"a":["substitution threat"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The likelihood that customers can solve the same need through a different product, method or category.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The risk that customers choose a different kind of solution.","i":3776,"id":"strategy.threat-of-substitutes","lv":"working","ph":"threat of substitutes substitution threat substitution threat threat of substitutes threat of substitutes the risk that customers choose a different kind of solution the likelihood that customers can solve the same need through a different product method or category spreadsheets remain the largest threat of substitutes you will see threat of substitutes in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here threat of substitutes means the likelihood that customers can solve the same need through a different product method or category strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology workflow process format genre model global context dependent","sn":"Threat of substitutes","t":"Threat of substitutes","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/threat-of-substitutes/","ui":"Spreadsheets remain the largest threat of substitutes."},{"a":["three quotes rule"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"An organisational rule requiring multiple quotations before purchase, subject to exceptions.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"An organisational rule requiring multiple quotations before purchase, subject to exceptions.","i":3777,"id":"operations.three-bid-policy","lv":"working","ph":"three bid policy three quotes rule three bid policy three quotes rule three bid policy an organisational rule requiring multiple quotations before purchase subject to exceptions an organisational rule requiring multiple quotations before purchase subject to exceptions the rfp must state how three bid policy will be evaluated you will see three bid policy in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here three bid policy means an organisational rule requiring multiple quotations before purchase subject to exceptions operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process organisation party status decision global context dependent","sn":"Three-bid policy","t":"Three-bid policy","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/three-bid-policy/","ui":"The RFP must state how three-bid policy will be evaluated."},{"a":["McKinsey Three Horizons"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A framework distinguishing improvement of the core, emerging growth businesses and longer-term options.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A way to balance today's business with tomorrow's growth bets.","i":3778,"id":"strategy.three-horizons","lv":"working","ph":"three horizons mckinsey three horizons mckinsey three horizons three horizons three horizons a way to balance todays business with tomorrows growth bets a framework distinguishing improvement of the core emerging growth businesses and longer term options the three horizons need separate expectations and funding logic you will see three horizons in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here three horizons means a framework distinguishing improvement of the core emerging growth businesses and longer term options strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Three horizons","t":"Three horizons","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/three-horizons/","ui":"The three horizons need separate expectations and funding logic."},{"a":["three lines of defence","three lines of defense"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A governance model distinguishing management, risk oversight and independent assurance roles.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A governance model distinguishing management, risk oversight and independent assurance roles.","i":3779,"id":"governance.three-lines-model","lv":"core","ph":"three lines model three lines of defence three lines of defense three lines model three lines of defence three lines of defense three lines model a governance model distinguishing management risk oversight and independent assurance roles a governance model distinguishing management risk oversight and independent assurance roles add three lines model to the risk register with an owner and mitigation you will see three lines model in board papers contracts policies risk registers and compliance reports when the discussion reaches enterprise risk and controls in enterprise risk and controls a loose definition can change rights obligations approval disclosure or enforceability here three lines model means a governance model distinguishing management risk oversight and independent assurance roles corporate governance legal and compliance governance contracts compliance and enterprise risk enterprise risk and controls startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law equipment technology workflow process format genre model risk ethics access global context dependent corporate","sn":"Three lines model","t":"Three lines model","tp":"Enterprise risk & controls","tpid":"governance-legal-compliance.enterprise-risk","u":"terms/three-lines-model/","ui":"Add three lines model to the risk register with an owner and mitigation."},{"a":["integrated model"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A linked model of the income statement, balance sheet and cash flow statement.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A linked model of the income statement, balance sheet and cash flow statement.","i":3780,"id":"bizfinance.three-statement-model","lv":"core","ph":"three statement model integrated model integrated model three statement model three statement model a linked model of the income statement balance sheet and cash flow statement a linked model of the income statement balance sheet and cash flow statement the team needs one controlled copy of three statement model with an owner and date you will see three statement model in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here three statement model means a linked model of the income statement balance sheet and cash flow statement finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce equipment technology format genre model global context dependent","sn":"Three-statement model","t":"Three-statement model","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/three-statement-model/","ui":"The team needs one controlled copy of three-statement model, with an owner and date."},{"a":["performance threshold"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The minimum or trigger level for acceptable performance or action.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The minimum or trigger level for acceptable performance or action.","i":3781,"id":"people.threshold","lv":"core","ph":"threshold performance threshold performance threshold threshold threshold the minimum or trigger level for acceptable performance or action the minimum or trigger level for acceptable performance or action the team needs one controlled copy of threshold with an owner and date you will see threshold in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here threshold means the minimum or trigger level for acceptable performance or action people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Threshold","t":"Threshold","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/threshold/","ui":"The team needs one controlled copy of threshold, with an owner and date."},{"a":["delivery rate","processing rate","output rate"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The number of work items completed during a period.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology","finance","investor","operations","procurement","sales"],"e":"How many items the system finishes.","i":3782,"id":"product.throughput","lv":"core","ph":"throughput delivery rate processing rate output rate delivery rate output rate processing rate throughput throughput how many items the system finishes the number of work items completed during a period throughput rose without increasing work in progress you will see throughput in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery in agile and scrum delivery different calculation boundaries periods or accounting treatments can change the number and the decision here throughput means the number of work items completed during a period product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology finance investor operations procurement sales product discovery product development testing launch operations accounting planning forecasting valuation reporting financing procurement quality control risk management delivery equipment technology global context dependent business","sn":"Throughput","t":"Throughput","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/throughput/","ui":"Throughput rose without increasing work in progress."},{"a":["service ticket"],"amb":["service ticket"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A recorded request, issue or task in a service-management system.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A recorded request, issue or task in a service-management system.","i":3783,"id":"operations.ticket","lv":"core","ph":"ticket service ticket service ticket ticket ticket a recorded request issue or task in a service management system a recorded request issue or task in a service management system the operating model needs to show how ticket works in practice you will see ticket in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here ticket means a recorded request issue or task in a service management system operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems support ticket business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Ticket","t":"Ticket","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/ticket/","ui":"The operating model needs to show how ticket works in practice."},{"a":["Tier 1 supplier"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A supplier delivering directly to the focal company or manufacturer.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A supplier delivering directly to the focal company or manufacturer.","i":3784,"id":"operations.tier-one-supplier","lv":"core","ph":"tier one supplier tier 1 supplier tier 1 supplier tier one supplier tier one supplier a supplier delivering directly to the focal company or manufacturer a supplier delivering directly to the focal company or manufacturer can we show the capacity constraint behind tier one supplier you will see tier one supplier in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here tier one supplier means a supplier delivering directly to the focal company or manufacturer operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process organisation party global context dependent","sn":"Tier-one supplier","t":"Tier-one supplier","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/tier-one-supplier/","ui":"Can we show the capacity constraint behind tier-one supplier?"},{"a":["Tier 2 supplier"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A supplier serving a tier-one supplier rather than the focal company directly.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A supplier serving a tier-one supplier rather than the focal company directly.","i":3785,"id":"operations.tier-two-supplier","lv":"working","ph":"tier two supplier tier 2 supplier tier 2 supplier tier two supplier tier two supplier a supplier serving a tier one supplier rather than the focal company directly a supplier serving a tier one supplier rather than the focal company directly can we show the capacity constraint behind tier two supplier you will see tier two supplier in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here tier two supplier means a supplier serving a tier one supplier rather than the focal company directly operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process organisation party global context dependent","sn":"Tier-two supplier","t":"Tier-two supplier","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/tier-two-supplier/","ui":"Can we show the capacity constraint behind tier-two supplier?"},{"a":["pricing bands"],"amb":["Tiered pricing"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Pricing in which rates or packages change across defined thresholds.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Pricing in which rates or packages change across defined thresholds.","i":3786,"id":"revenue.tiered-pricing.revenue-sales-gtm-pricing-packaging","lv":"core","ph":"tiered pricing pricing bands pricing bands tiered pricing tiered pricing pricing in which rates or packages change across defined thresholds pricing in which rates or packages change across defined thresholds can we model tiered pricing across the main usage scenarios you will see tiered pricing in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here tiered pricing means pricing in which rates or packages change across defined thresholds revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging tiered pricing startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Tiered pricing","t":"Tiered pricing","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/tiered-pricing--revenue-tiered-pricing-revenue-sales-gtm-pricing-packaging/","ui":"Can we model tiered pricing across the main usage scenarios?"},{"a":["price tiers"],"amb":["Tiered pricing"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model offering several packages at different prices, limits or feature sets.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Customers choose between different packages.","i":3787,"id":"strategy.tiered-pricing.strategy-market-models-business-models","lv":"core","ph":"tiered pricing price tiers price tiers tiered pricing tiered pricing customers choose between different packages a model offering several packages at different prices limits or feature sets each tier should serve a recognisable customer need you will see tiered pricing in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here tiered pricing means a model offering several packages at different prices limits or feature sets strategy markets and business models strategy market analysis and business models business and revenue models tiered pricing startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Tiered pricing","t":"Tiered pricing","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/tiered-pricing--strategy-tiered-pricing-strategy-market-models-business-models/","ui":"Each tier should serve a recognisable customer need."},{"a":["recency attribution"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Attribution giving more credit to interactions closer to conversion.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Attribution giving more credit to interactions closer to conversion.","i":3788,"id":"marketing.time-decay-attribution","lv":"working","ph":"time decay attribution recency attribution recency attribution time decay attribution time decay attribution attribution giving more credit to interactions closer to conversion attribution giving more credit to interactions closer to conversion keep time decay attribution on the dashboard but show the definition and reporting period beside it you will see time decay attribution in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here time decay attribution means attribution giving more credit to interactions closer to conversion marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting format genre model status decision global context dependent","sn":"Time-decay attribution","t":"Time-decay attribution","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/time-decay-attribution/","ui":"Keep time-decay attribution on the dashboard, but show the definition and reporting period beside it."},{"a":["reporting horizon"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The short, medium or long period over which an issue is assessed.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The short, medium or long period over which an issue is assessed.","i":3789,"id":"sustainability.time-horizon","lv":"core","ph":"time horizon reporting horizon reporting horizon time horizon time horizon the short medium or long period over which an issue is assessed the short medium or long period over which an issue is assessed can we separate the target for time horizon from measured performance you will see time horizon in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here time horizon means the short medium or long period over which an issue is assessed sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Time horizon","t":"Time horizon","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/time-horizon/","ui":"Can we separate the target for time horizon from measured performance?"},{"a":["stage age"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The time an opportunity remains in a pipeline stage.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The time an opportunity remains in a pipeline stage.","i":3790,"id":"revenue.time-in-stage","lv":"working","ph":"time in stage stage age stage age time in stage time in stage the time an opportunity remains in a pipeline stage the time an opportunity remains in a pipeline stage sales needs one agreed definition of time in stage before the forecast review you will see time in stage in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here time in stage means the time an opportunity remains in a pipeline stage revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce format genre model status decision global context dependent","sn":"Time in stage","t":"Time in stage","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/time-in-stage/","ui":"Sales needs one agreed definition of time in stage before the forecast review."},{"a":["time-essential clause"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A clause making timely performance a fundamental contractual requirement for specified obligations.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A clause making timely performance a fundamental contractual requirement for specified obligations.","i":3791,"id":"governance.time-is-of-the-essence","lv":"working","ph":"time is of the essence time essential clause time essential clause time is of the essence time is of the essence a clause making timely performance a fundamental contractual requirement for specified obligations a clause making timely performance a fundamental contractual requirement for specified obligations do not describe time is of the essence as agreed until the operative document says so you will see time is of the essence in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here time is of the essence means a clause making timely performance a fundamental contractual requirement for specified obligations corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law organisation party global context dependent","sn":"Time is of the essence","t":"Time is of the essence","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/time-is-of-the-essence/","ui":"Do not describe time is of the essence as agreed until the operative document says so."},{"a":["TTF"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Days between opening a requisition and accepting or starting a hire, depending on definition.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Days between opening a requisition and accepting or starting a hire, depending on definition.","i":3792,"id":"people.time-to-fill","lv":"core","ph":"time to fill ttf time to fill ttf time to fill days between opening a requisition and accepting or starting a hire depending on definition days between opening a requisition and accepting or starting a hire depending on definition the announcement should not get ahead of the agreed process for time to fill you will see time to fill in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here time to fill means days between opening a requisition and accepting or starting a hire depending on definition people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Time to fill","t":"Time to fill","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/time-to-fill/","ui":"The announcement should not get ahead of the agreed process for time to fill."},{"a":["hiring time"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Days between a candidate entering the process and accepting or starting, depending on definition.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Days between a candidate entering the process and accepting or starting, depending on definition.","i":3793,"id":"people.time-to-hire","lv":"core","ph":"time to hire hiring time hiring time time to hire time to hire days between a candidate entering the process and accepting or starting depending on definition days between a candidate entering the process and accepting or starting depending on definition the announcement should not get ahead of the agreed process for time to hire you will see time to hire in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here time to hire means days between a candidate entering the process and accepting or starting depending on definition people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Time to hire","t":"Time to hire","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/time-to-hire/","ui":"The announcement should not get ahead of the agreed process for time to hire."},{"a":["TTP","ramp time"],"amb":["Ramp time"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Time until a new employee reaches a defined effective-performance level.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","sales","finance","product","people","operations"],"e":"Time until a new employee reaches a defined effective-performance level.","i":3794,"id":"people.time-to-productivity","lv":"core","ph":"time to productivity ttp ramp time ramp time time to productivity ttp time to productivity time until a new employee reaches a defined effective performance level time until a new employee reaches a defined effective performance level compare time to productivity with the same cohort and period before drawing a conclusion you will see time to productivity in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here time to productivity means time until a new employee reaches a defined effective performance level people organisation and change organisation design people systems and change retention engagement and workforce metrics ramp time startup business corporate sales finance product people operations go to market sales contracting customer success renewal people planning employment performance management change management metric standard specification role person organisation party global context dependent","sn":"Time to productivity","t":"Time to productivity","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/time-to-productivity/","ui":"Compare time to productivity with the same cohort and period before drawing a conclusion."},{"a":["TTV"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Time from a defined start until the customer reaches a meaningful outcome.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Time from a defined start until the customer reaches a meaningful outcome.","i":3795,"id":"revenue.time-to-value","lv":"core","ph":"time to value ttv time to value ttv time to value time from a defined start until the customer reaches a meaningful outcome time from a defined start until the customer reaches a meaningful outcome who owns the recovery plan if time to value moves in the wrong direction you will see time to value in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here time to value means time from a defined start until the customer reaches a meaningful outcome revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Time to value","t":"Time to value","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/time-to-value/","ui":"Who owns the recovery plan if time to value moves in the wrong direction?"},{"a":["time-box"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A fixed maximum period allocated to an activity or discussion.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A hard limit on how long something can take.","i":3796,"id":"bizpitch.timebox","lv":"core","ph":"timebox time box time box timebox timebox a hard limit on how long something can take a fixed maximum period allocated to an activity or discussion timebox the company background to three minutes you will see timebox in business pitches proposals executive summaries and decision decks when the discussion reaches business presentation delivery it helps a reader interpret business presentation delivery without confusing the measure decision role or evidence being discussed here timebox means a fixed maximum period allocated to an activity or discussion business pitching and presentation materials business pitches decks and decision materials business presentation delivery startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Timebox","t":"Timebox","tp":"Business presentation delivery","tpid":"business-pitching-artifacts.presentation-delivery","u":"terms/timebox/","ui":"Timebox the company background to three minutes."},{"a":["LLM token"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A unit into which text is divided for model processing and billing; it is not always a word.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A small chunk of text used by a language model.","i":3797,"id":"product.token","lv":"core","ph":"token llm token llm token token token a small chunk of text used by a language model a unit into which text is divided for model processing and billing it is not always a word api cost is partly based on input and output tokens you will see token in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here token means a unit into which text is divided for model processing and billing it is not always a word product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology workflow process format genre model global context dependent","sn":"Token","t":"Token","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/token/","ui":"API cost is partly based on input and output tokens."},{"a":["token sale","ICO"],"amb":["ICO"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Raising capital through the sale or issuance of digital tokens; legal treatment depends on structure and jurisdiction.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Raise money by selling digital tokens.","i":3798,"id":"startup.token-financing","lv":"specialist","ph":"token financing token sale ico ico token financing token sale token financing raise money by selling digital tokens raising capital through the sale or issuance of digital tokens legal treatment depends on structure and jurisdiction token financing can trigger securities consumer and financial regulation you will see token financing in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding instruments and exemptions in funding instruments and exemptions a loose definition can change rights obligations approval disclosure or enforceability here token financing means raising capital through the sale or issuance of digital tokens legal treatment depends on structure and jurisdiction startups venture and fundraising startup formation venture capital and fundraising funding instruments and exemptions initial coin offering startup investor finance corporate fundraising financing due diligence governance finance commerce right contract law equipment technology organisation party global context dependent","sn":"Token financing","t":"Token financing","tp":"Funding instruments & exemptions","tpid":"startup-venture-fundraising.funding-instruments","u":"terms/token-financing/","ui":"Token financing can trigger securities, consumer and financial regulation."},{"a":["communication tone"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The situational emotional manner used in a specific communication.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The situational emotional manner used in a specific communication.","i":3799,"id":"marketing.tone","lv":"core","ph":"tone communication tone communication tone tone tone the situational emotional manner used in a specific communication the situational emotional manner used in a specific communication can we make tone specific enough that another team could use it correctly you will see tone in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here tone means the situational emotional manner used in a specific communication marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Tone","t":"Tone","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/tone/","ui":"Can we make tone specific enough that another team could use it correctly?"},{"a":["leadership tone"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The ethical and control culture signalled by board and senior leadership behaviour.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The ethical and control culture signalled by board and senior leadership behaviour.","i":3800,"id":"governance.tone-at-the-top","lv":"core","ph":"tone at the top leadership tone leadership tone tone at the top tone at the top the ethical and control culture signalled by board and senior leadership behaviour the ethical and control culture signalled by board and senior leadership behaviour the board paper must state who owns and approves tone at the top you will see tone at the top in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here tone at the top means the ethical and control culture signalled by board and senior leadership behaviour corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party risk ethics access global context dependent","sn":"Tone at the top","t":"Tone at the top","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/tone-at-the-top/","ui":"The board paper must state who owns and approves tone at the top."},{"a":["voice and tone"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The consistent character and manner of a brand's language.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The consistent character and manner of a brand's language.","i":3801,"id":"marketing.tone-of-voice","lv":"core","ph":"tone of voice voice and tone tone of voice voice and tone tone of voice the consistent character and manner of a brands language the consistent character and manner of a brands language keep tone of voice consistent between the deck talk track and follow up you will see tone of voice in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here tone of voice means the consistent character and manner of a brands language marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Tone of voice","t":"Tone of voice","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/tone-of-voice/","ui":"Keep tone of voice consistent between the deck, talk track and follow-up."},{"a":["function calling"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An AI system's ability to call software functions, search, databases or external services.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The AI can use other software to do work.","i":3802,"id":"product.tool-use","lv":"working","ph":"tool use function calling function calling tool use tool use the ai can use other software to do work an ai systems ability to call software functions search databases or external services tool use is restricted by user permissions you will see tool use in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here tool use means an ai systems ability to call software functions search databases or external services product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Tool use","t":"Tool use","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/tool-use/","ui":"Tool use is restricted by user permissions."},{"a":["largest-customer share"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The proportion of revenue generated by the largest customer.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The proportion of revenue generated by the largest customer.","i":3803,"id":"revenue.top-customer-concentration","lv":"working","ph":"top customer concentration largest customer share largest customer share top customer concentration top customer concentration the proportion of revenue generated by the largest customer the proportion of revenue generated by the largest customer keep top customer concentration on the dashboard but show the definition and reporting period beside it you will see top customer concentration in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here top customer concentration means the proportion of revenue generated by the largest customer revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce global context dependent","sn":"Top-customer concentration","t":"Top-customer concentration","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/top-customer-concentration/","ui":"Keep top-customer concentration on the dashboard, but show the definition and reporting period beside it."},{"a":["top-down plan"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A forecast derived from high-level market, capacity or management assumptions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A forecast derived from high-level market, capacity or management assumptions.","i":3804,"id":"bizfinance.top-down-forecast","lv":"core","ph":"top down forecast top down plan top down forecast top down plan top down forecast a forecast derived from high level market capacity or management assumptions a forecast derived from high level market capacity or management assumptions state the period currency and accounting basis for top down forecast you will see top down forecast in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here top down forecast means a forecast derived from high level market capacity or management assumptions finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process format genre model global context dependent","sn":"Top-down forecast","t":"Top-down forecast","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/top-down-forecast/","ui":"State the period, currency and accounting basis for top-down forecast."},{"a":["top-down sizing"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Estimating market size by starting with a broad published total and narrowing it through filters or assumptions.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Start with a big market number and narrow it down.","i":3805,"id":"strategy.top-down-market-sizing","lv":"core","ph":"top down market sizing top down sizing top down market sizing top down sizing top down market sizing start with a big market number and narrow it down estimating market size by starting with a broad published total and narrowing it through filters or assumptions the top down market sizing depends on three aggressive filters you will see top down market sizing in strategy decks market analyses business plans and planning workshops when the discussion reaches market sizing and growth it helps a reader interpret market sizing and growth without confusing the measure decision role or evidence being discussed here top down market sizing means estimating market size by starting with a broad published total and narrowing it through filters or assumptions strategy markets and business models strategy market analysis and business models market sizing and growth startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Top-down market sizing","t":"Top-down market sizing","tp":"Market sizing & growth","tpid":"strategy-market-models.market-sizing","u":"terms/top-down-market-sizing/","ui":"The top-down market sizing depends on three aggressive filters."},{"a":["TOFU"],"amb":["top of funnel"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Early awareness or acquisition stages before deeper evaluation.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Early awareness or acquisition stages before deeper evaluation.","i":3806,"id":"marketing.top-of-funnel","lv":"core","ph":"top of funnel tofu tofu top of funnel top of funnel early awareness or acquisition stages before deeper evaluation early awareness or acquisition stages before deeper evaluation can we separate sustainable movement in top of funnel from a one off campaign effect you will see top of funnel in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here top of funnel means early awareness or acquisition stages before deeper evaluation marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle awareness stage startup business corporate marketing sales market research marketing growth reporting format genre model status decision global context dependent","sn":"Top of funnel","t":"Top of funnel","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/top-of-funnel/","ui":"Can we separate sustainable movement in top of funnel from a one-off campaign effect?"},{"a":["TOM awareness"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The first brand recalled in response to a category prompt.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The first brand recalled in response to a category prompt.","i":3807,"id":"marketing.top-of-mind-awareness","lv":"core","ph":"top of mind awareness tom awareness tom awareness top of mind awareness top of mind awareness the first brand recalled in response to a category prompt the first brand recalled in response to a category prompt can we show the uncertainty around top of mind awareness instead of presenting one clean number you will see top of mind awareness in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here top of mind awareness means the first brand recalled in response to a category prompt marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Top-of-mind awareness","t":"Top-of-mind awareness","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/top-of-mind-awareness/","ui":"Can we show the uncertainty around top-of-mind awareness instead of presenting one clean number?"},{"a":["top-up financing"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Additional financing that increases an existing round or fills a remaining funding need.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Extra money added to complete the plan.","i":3808,"id":"startup.top-up-round","lv":"working","ph":"top up round top up financing top up financing top up round top up round extra money added to complete the plan additional financing that increases an existing round or fills a remaining funding need the top up round closes the remaining runway gap you will see top up round in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here top up round means additional financing that increases an existing round or fills a remaining funding need startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Top-up round","t":"Top-up round","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/top-up-round/","ui":"The top-up round closes the remaining runway gap."},{"a":["impact boundary"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The parts of the organisation or value chain where a material issue occurs.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The parts of the organisation or value chain where a material issue occurs.","i":3809,"id":"sustainability.topic-boundary","lv":"working","ph":"topic boundary impact boundary impact boundary topic boundary topic boundary the parts of the organisation or value chain where a material issue occurs the parts of the organisation or value chain where a material issue occurs can we separate the target for topic boundary from measured performance you will see topic boundary in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here topic boundary means the parts of the organisation or value chain where a material issue occurs sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance organisation party risk ethics access global context dependent","sn":"Topic boundary","t":"Topic boundary","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/topic-boundary/","ui":"Can we separate the target for topic boundary from measured performance?"},{"a":["label title"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide title naming the subject without stating the conclusion.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A slide title that only names the subject.","i":3810,"id":"bizpitch.topic-title","lv":"core","ph":"topic title label title label title topic title topic title a slide title that only names the subject a slide title naming the subject without stating the conclusion a topic title is useful for navigation but weak as an argument you will see topic title in business pitches proposals executive summaries and decision decks when the discussion reaches business presentation delivery it helps a reader interpret business presentation delivery without confusing the measure decision role or evidence being discussed here topic title means a slide title naming the subject without stating the conclusion business pitching and presentation materials business pitches decks and decision materials business presentation delivery startup business corporate investor sales planning pitching submission decision document artifact global context dependent","sn":"Topic title","t":"Topic title","tp":"Business presentation delivery","tpid":"business-pitching-artifacts.presentation-delivery","u":"terms/topic-title/","ui":"A topic title is useful for navigation but weak as an argument."},{"a":["TAM","total available market"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The total annual demand or revenue opportunity if a product captured every customer within a clearly defined market.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The biggest theoretically relevant market.","i":3811,"id":"strategy.total-addressable-market","lv":"core","ph":"total addressable market tam total available market tam total addressable market total available market total addressable market the biggest theoretically relevant market the total annual demand or revenue opportunity if a product captured every customer within a clearly defined market the tam must use a stated boundary and method you will see total addressable market in strategy decks market analyses business plans and planning workshops when the discussion reaches market sizing and growth it helps a reader interpret market sizing and growth without confusing the measure decision role or evidence being discussed here total addressable market means the total annual demand or revenue opportunity if a product captured every customer within a clearly defined market strategy markets and business models strategy market analysis and business models market sizing and growth serviceable available market startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent business foundation startup","sn":"Total addressable market","t":"Total addressable market","tp":"Market sizing & growth","tpid":"strategy-market-models.market-sizing","u":"terms/total-addressable-market/","ui":"The TAM must use a stated boundary and method."},{"a":["TCV"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The total contracted value across the full term, subject to stated inclusions and assumptions.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The total contracted value across the full term, subject to stated inclusions and assumptions.","i":3812,"id":"revenue.total-contract-value","lv":"core","ph":"total contract value tcv tcv total contract value total contract value the total contracted value across the full term subject to stated inclusions and assumptions the total contracted value across the full term subject to stated inclusions and assumptions the draft mentions total contract value but the scope and jurisdiction are still unclear you will see total contract value in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here total contract value means the total contracted value across the full term subject to stated inclusions and assumptions revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics annual contract value startup business corporate sales finance product go to market sales contracting customer success renewal document artifact metric standard specification finance commerce right contract law global context dependent","sn":"Total contract value","t":"Total contract value","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/total-contract-value/","ui":"The draft mentions total contract value, but the scope and jurisdiction are still unclear."},{"a":["TCO"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The full defined cost of acquiring, operating, supporting and disposing of an asset or service.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The full defined cost of acquiring, operating, supporting and disposing of an asset or service.","i":3813,"id":"operations.total-cost-of-ownership","lv":"core","ph":"total cost of ownership tco tco total cost of ownership total cost of ownership the full defined cost of acquiring operating supporting and disposing of an asset or service the full defined cost of acquiring operating supporting and disposing of an asset or service the rfp must state how total cost of ownership will be evaluated you will see total cost of ownership in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here total cost of ownership means the full defined cost of acquiring operating supporting and disposing of an asset or service operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process status decision global context dependent","sn":"Total cost of ownership","t":"Total cost of ownership","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/total-cost-of-ownership/","ui":"The RFP must state how total cost of ownership will be evaluated."},{"a":["multifactor productivity"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Output efficiency relative to combined inputs such as labour and capital.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Output efficiency relative to combined inputs such as labour and capital.","i":3814,"id":"bizfinance.total-factor-productivity","lv":"specialist","ph":"total factor productivity multifactor productivity multifactor productivity total factor productivity total factor productivity output efficiency relative to combined inputs such as labour and capital output efficiency relative to combined inputs such as labour and capital how are we defining total factor productivity in this deck you will see total factor productivity in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here total factor productivity means output efficiency relative to combined inputs such as labour and capital finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce equipment technology global context dependent","sn":"Total factor productivity","t":"Total factor productivity","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/total-factor-productivity/","ui":"How are we defining total factor productivity in this deck?"},{"a":["TLC"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A fuller landed-cost calculation including all defined acquisition and logistics components.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A fuller landed-cost calculation including all defined acquisition and logistics components.","i":3815,"id":"operations.total-landed-cost","lv":"working","ph":"total landed cost tlc tlc total landed cost total landed cost a fuller landed cost calculation including all defined acquisition and logistics components a fuller landed cost calculation including all defined acquisition and logistics components what breaks upstream or downstream if total landed cost changes you will see total landed cost in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here total landed cost means a fuller landed cost calculation including all defined acquisition and logistics components operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Total landed cost","t":"Total landed cost","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/total-landed-cost/","ui":"What breaks upstream or downstream if total landed cost changes?"},{"a":["TRIR"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A rate of recordable workplace incidents under a defined formula.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A rate of recordable workplace incidents under a defined formula.","i":3816,"id":"sustainability.total-recordable-incident-rate","lv":"working","ph":"total recordable incident rate trir total recordable incident rate trir total recordable incident rate a rate of recordable workplace incidents under a defined formula a rate of recordable workplace incidents under a defined formula keep total recordable incident rate on the dashboard but show the definition and reporting period beside it you will see total recordable incident rate in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here total recordable incident rate means a rate of recordable workplace incidents under a defined formula sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification risk ethics access global context dependent","sn":"Total recordable incident rate","t":"Total recordable incident rate","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/total-recordable-incident-rate/","ui":"Keep total recordable incident rate on the dashboard, but show the definition and reporting period beside it."},{"a":["total reward"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The combined value of pay, benefits, recognition and employee experience.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The combined value of pay, benefits, recognition and employee experience.","i":3817,"id":"people.total-rewards","lv":"core","ph":"total rewards total reward total reward total rewards total rewards the combined value of pay benefits recognition and employee experience the combined value of pay benefits recognition and employee experience the announcement should not get ahead of the agreed process for total rewards you will see total rewards in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here total rewards means the combined value of pay benefits recognition and employee experience people organisation and change organisation design people systems and change performance pay and rewards startup business corporate people operations people planning employment performance management change management role person organisation party global context dependent","sn":"Total rewards","t":"Total rewards","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/total-rewards/","ui":"The announcement should not get ahead of the agreed process for total rewards."},{"a":["TSR"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Share-price change plus distributions over a period.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Share-price change plus distributions over a period.","i":3818,"id":"reporting.total-shareholder-return","lv":"core","ph":"total shareholder return tsr total shareholder return tsr total shareholder return share price change plus distributions over a period share price change plus distributions over a period can we explain the movement in total shareholder return without hiding the underlying driver you will see total shareholder return in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here total shareholder return means share price change plus distributions over a period corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce global context dependent","sn":"Total shareholder return","t":"Total shareholder return","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/total-shareholder-return/","ui":"Can we explain the movement in total shareholder return without hiding the underlying driver?"},{"a":["active processing time"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Time during which a person or machine actively works on an item.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Time during which a person or machine actively works on an item.","i":3819,"id":"operations.touch-time","lv":"working","ph":"touch time active processing time active processing time touch time touch time time during which a person or machine actively works on an item time during which a person or machine actively works on an item how are we defining touch time in this deck you will see touch time in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here touch time means time during which a person or machine actively works on an item operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process global context dependent","sn":"Touch time","t":"Touch time","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/touch-time/","ui":"How are we defining touch time in this deck?"},{"a":["TOWS"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A framework that combines SWOT factors to generate strategic options.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A tool that turns SWOT findings into possible actions.","i":3820,"id":"strategy.tows-matrix","lv":"working","ph":"tows matrix tows tows tows matrix tows matrix a tool that turns swot findings into possible actions a framework that combines swot factors to generate strategic options use the tows matrix to connect strengths with actual opportunities you will see tows matrix in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here tows matrix means a framework that combines swot factors to generate strategic options strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"TOWS matrix","t":"TOWS matrix","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/tows-matrix/","ui":"Use the TOWS matrix to connect strengths with actual opportunities."},{"a":["chain traceability"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Ability to follow the history, location or use of a product, material or batch.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Ability to follow the history, location or use of a product, material or batch.","i":3821,"id":"operations.traceability","lv":"core","ph":"traceability chain traceability chain traceability traceability traceability ability to follow the history location or use of a product material or batch ability to follow the history location or use of a product material or batch the operating plan needs an owner and service level for traceability you will see traceability in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here traceability means ability to follow the history location or use of a product material or batch operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Traceability","t":"Traceability","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/traceability/","ui":"The operating plan needs an owner and service level for traceability."},{"a":["requirements traceability matrix","RTM"],"amb":["RTM"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A table linking requirements to design, tests or evidence.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A table linking requirements to design, tests or evidence.","i":3822,"id":"operations.traceability-matrix","lv":"working","ph":"traceability matrix requirements traceability matrix rtm requirements traceability matrix rtm traceability matrix traceability matrix a table linking requirements to design tests or evidence a table linking requirements to design tests or evidence the team needs one controlled copy of traceability matrix with an owner and date you will see traceability matrix in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here traceability matrix means a table linking requirements to design tests or evidence operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action route to market business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process format genre model global context dependent","sn":"Traceability matrix","t":"Traceability matrix","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/traceability-matrix/","ui":"The team needs one controlled copy of traceability matrix, with an owner and date."},{"a":["startup traction"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Evidence that a venture is gaining meaningful customer, user, revenue, product or market momentum.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Proof that the startup is moving beyond an idea.","i":3823,"id":"startup.traction","lv":"core","ph":"traction startup traction startup traction traction traction proof that the startup is moving beyond an idea evidence that a venture is gaining meaningful customer user revenue product or market momentum the strongest traction is paid retention not press coverage you will see traction in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup traction burn and capital efficiency it helps a reader interpret startup traction burn and capital efficiency without confusing the measure decision role or evidence being discussed here traction means evidence that a venture is gaining meaningful customer user revenue product or market momentum startups venture and fundraising startup formation venture capital and fundraising startup traction burn and capital efficiency startup investor finance corporate fundraising financing due diligence governance metric standard specification role person finance commerce format genre model organisation party global context dependent startup","sn":"Traction","t":"Traction","tp":"Startup traction, burn & capital efficiency","tpid":"startup-venture-fundraising.startup-metrics","u":"terms/traction/","ui":"The strongest traction is paid retention, not press coverage."},{"a":["proof slide"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide presenting evidence that customers, users, revenue or other meaningful signals are growing.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that shows the idea is already gaining momentum.","i":3824,"id":"bizpitch.traction-slide","lv":"core","ph":"traction slide proof slide proof slide traction slide traction slide the slide that shows the idea is already gaining momentum a slide presenting evidence that customers users revenue or other meaningful signals are growing put the strongest verified traction on one slide you will see traction slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here traction slide means a slide presenting evidence that customers users revenue or other meaningful signals are growing business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact role person global context dependent","sn":"Traction slide","t":"Traction slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/traction-slide/","ui":"Put the strongest verified traction on one slide."},{"a":["channel marketing"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Marketing aimed at distributors, retailers or channel partners rather than only end consumers.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Marketing aimed at distributors, retailers or channel partners rather than only end consumers.","i":3825,"id":"marketing.trade-marketing","lv":"working","ph":"trade marketing channel marketing channel marketing trade marketing trade marketing marketing aimed at distributors retailers or channel partners rather than only end consumers marketing aimed at distributors retailers or channel partners rather than only end consumers define trade marketing before we compare campaign performance you will see trade marketing in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing strategy and planning it helps a reader interpret marketing strategy and planning without confusing the measure decision role or evidence being discussed here trade marketing means marketing aimed at distributors retailers or channel partners rather than only end consumers marketing brand and growth brand marketing media and growth marketing strategy and planning startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model global context dependent","sn":"Trade marketing","t":"Trade marketing","tp":"Marketing strategy & planning","tpid":"marketing-brand-growth.marketing-strategy","u":"terms/trade-marketing/","ui":"Define trade marketing before we compare campaign performance."},{"a":["compromise","strategic trade-off"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A deliberate acceptance of less in one area to gain more in another.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","sales","marketing","product"],"e":"Choosing one benefit means giving up another.","i":3826,"id":"strategy.trade-off","lv":"core","ph":"trade off compromise strategic trade off compromise strategic trade off trade off trade off choosing one benefit means giving up another a deliberate acceptance of less in one area to gain more in another the strategy needs an explicit customisation versus scale trade off you will see trade off in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here trade off means a deliberate acceptance of less in one area to gain more in another strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor sales marketing product planning pitching submission decision strategy market research metric standard specification equipment technology format genre model global context dependent business","sn":"Trade-off","t":"Trade-off","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/trade-off/","ui":"The strategy needs an explicit customisation-versus-scale trade-off."},{"a":["labor union"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"An organisation of workers formed to protect and advance their interests.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"An organisation of workers formed to protect and advance their interests.","i":3827,"id":"sustainability.trade-union","lv":"core","ph":"trade union labor union labor union trade union trade union an organisation of workers formed to protect and advance their interests an organisation of workers formed to protect and advance their interests which standard and reporting period govern trade union you will see trade union in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here trade union means an organisation of workers formed to protect and advance their interests sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance role person organisation party risk ethics access global context dependent","sn":"Trade union","t":"Trade union","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/trade-union/","ui":"Which standard and reporting period govern trade union?"},{"a":["trade mark"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A sign capable of distinguishing goods or services and protected under applicable law.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A sign capable of distinguishing goods or services and protected under applicable law.","i":3828,"id":"marketing.trademark","lv":"core","ph":"trademark trade mark trade mark trademark trademark a sign capable of distinguishing goods or services and protected under applicable law a sign capable of distinguishing goods or services and protected under applicable law the work feels inconsistent because the team is using trademark in three different ways you will see trademark in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here trademark means a sign capable of distinguishing goods or services and protected under applicable law marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting right contract law format genre model global context dependent","sn":"Trademark","t":"Trademark","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/trademark/","ui":"The work feels inconsistent because the team is using trademark in three different ways."},{"a":["Nice class"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A category of goods or services used in trademark registration systems.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A category of goods or services used in trademark registration systems.","i":3829,"id":"marketing.trademark-class","lv":"working","ph":"trademark class nice class nice class trademark class trademark class a category of goods or services used in trademark registration systems a category of goods or services used in trademark registration systems how are we defining trademark class in this deck you will see trademark class in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here trademark class means a category of goods or services used in trademark registration systems marketing brand and growth brand marketing media and growth brand architecture and portfolio startup business corporate marketing sales market research marketing growth reporting metric standard specification equipment technology format genre model global context dependent","sn":"Trademark class","t":"Trademark class","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/trademark-class/","ui":"How are we defining trademark class in this deck?"},{"a":["market halt"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Temporary suspension of trading in a security.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Temporary suspension of trading in a security.","i":3830,"id":"reporting.trading-halt","lv":"core","ph":"trading halt market halt market halt trading halt trading halt temporary suspension of trading in a security temporary suspension of trading in a security the draft mentions trading halt but the scope and jurisdiction are still unclear you will see trading halt in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here trading halt means temporary suspension of trading in a security corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce equipment technology global context dependent","sn":"Trading halt","t":"Trading halt","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/trading-halt/","ui":"The draft mentions trading halt, but the scope and jurisdiction are still unclear."},{"a":["open window"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A period when designated insiders may trade, subject to policy and law.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A period when designated insiders may trade, subject to policy and law.","i":3831,"id":"reporting.trading-window","lv":"working","ph":"trading window open window open window trading window trading window a period when designated insiders may trade subject to policy and law a period when designated insiders may trade subject to policy and law do not describe trading window as agreed until the operative document says so you will see trading window in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here trading window means a period when designated insiders may trade subject to policy and law corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce right contract law global context dependent","sn":"Trading window","t":"Trading window","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/trading-window/","ui":"Do not describe trading window as agreed until the operative document says so."},{"a":["RAG status"],"amb":["RAG status"],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Red, amber and green indication of performance or risk.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Red, amber and green indication of performance or risk.","i":3832,"id":"reporting.traffic-light-status","lv":"core","ph":"traffic light status rag status rag status traffic light status traffic light status red amber and green indication of performance or risk red amber and green indication of performance or risk can we circulate traffic light status with the assumptions and open questions marked you will see traffic light status in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here traffic light status means red amber and green indication of performance or risk corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers red amber green status corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party risk ethics access status decision global context dependent","sn":"Traffic-light status","t":"Traffic-light status","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/traffic-light-status/","ui":"Can we circulate traffic-light status with the assumptions and open questions marked?"},{"a":["source"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The attributed origin of a visit, user or conversion.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The attributed origin of a visit, user or conversion.","i":3833,"id":"marketing.traffic-source","lv":"core","ph":"traffic source source source traffic source traffic source the attributed origin of a visit user or conversion the attributed origin of a visit user or conversion how are we defining traffic source in this deck you will see traffic source in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here traffic source means the attributed origin of a visit user or conversion marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification role person format genre model global context dependent","sn":"Traffic source","t":"Traffic source","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/traffic-source/","ui":"How are we defining traffic source in this deck?"},{"a":["model training"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The process of fitting a machine-learning model using data and an optimisation method.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The model learns from data.","i":3834,"id":"product.training","lv":"core","ph":"training model training model training training training the model learns from data the process of fitting a machine learning model using data and an optimisation method training uses de identified historical examples you will see training in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here training means the process of fitting a machine learning model using data and an optimisation method product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology workflow process format genre model global context dependent","sn":"Training","t":"Training","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/training/","ui":"Training uses de-identified historical examples."},{"a":["training dataset"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Data used to fit a machine-learning model.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Examples the model learns from.","i":3835,"id":"product.training-data","lv":"core","ph":"training data training dataset training data training dataset training data examples the model learns from data used to fit a machine learning model the training data does not represent smaller customers well you will see training data in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here training data means data used to fit a machine learning model product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model global context dependent","sn":"Training data","t":"Training data","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/training-data/","ui":"The training data does not represent smaller customers well."},{"a":["learning hours"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Learning time completed per employee or workforce.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Learning time completed per employee or workforce.","i":3836,"id":"people.training-hours","lv":"core","ph":"training hours learning hours learning hours training hours training hours learning time completed per employee or workforce learning time completed per employee or workforce the number is useful only if everyone calculates training hours the same way you will see training hours in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here training hours means learning time completed per employee or workforce people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification role person organisation party global context dependent","sn":"Training hours","t":"Training hours","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/training-hours/","ui":"The number is useful only if everyone calculates training hours the same way."},{"a":["learning plan"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A plan for learning needed to perform after change.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A plan for learning needed to perform after change.","i":3837,"id":"people.training-plan","lv":"core","ph":"training plan learning plan learning plan training plan training plan a plan for learning needed to perform after change a plan for learning needed to perform after change can we circulate training plan with the assumptions and open questions marked you will see training plan in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here training plan means a plan for learning needed to perform after change people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management document artifact organisation party global context dependent","sn":"Training plan","t":"Training plan","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/training-plan/","ui":"Can we circulate training plan with the assumptions and open questions marked?"},{"a":["take-rate model"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model earning a fee each time a transaction occurs.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The business earns money from each transaction.","i":3838,"id":"strategy.transaction-fee-model","lv":"core","ph":"transaction fee model take rate model take rate model transaction fee model transaction fee model the business earns money from each transaction a model earning a fee each time a transaction occurs the transaction fee model depends on volume and take rate you will see transaction fee model in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here transaction fee model means a model earning a fee each time a transaction occurs strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Transaction-fee model","t":"Transaction-fee model","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/transaction-fee-model/","ui":"The transaction-fee model depends on volume and take rate."},{"a":["contract consideration"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Consideration expected for a contract, adjusted as required by the applicable accounting standard.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Consideration expected for a contract, adjusted as required by the applicable accounting standard.","i":3839,"id":"bizfinance.transaction-price","lv":"working","ph":"transaction price contract consideration contract consideration transaction price transaction price consideration expected for a contract adjusted as required by the applicable accounting standard consideration expected for a contract adjusted as required by the applicable accounting standard keep transaction price on the dashboard but show the definition and reporting period beside it you will see transaction price in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here transaction price means consideration expected for a contract adjusted as required by the applicable accounting standard finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce right contract law global context dependent","sn":"Transaction price","t":"Transaction price","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/transaction-price/","ui":"Keep transaction price on the dashboard, but show the definition and reporting period beside it."},{"a":["intercompany pricing"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Pricing of transactions between related entities, subject to tax and documentation rules.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Pricing of transactions between related entities, subject to tax and documentation rules.","i":3840,"id":"bizfinance.transfer-pricing","lv":"working","ph":"transfer pricing intercompany pricing intercompany pricing transfer pricing transfer pricing pricing of transactions between related entities subject to tax and documentation rules pricing of transactions between related entities subject to tax and documentation rules can we circulate transfer pricing with the assumptions and open questions marked you will see transfer pricing in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here transfer pricing means pricing of transactions between related entities subject to tax and documentation rules finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"Transfer pricing","t":"Transfer pricing","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/transfer-pricing/","ui":"Can we circulate transfer pricing with the assumptions and open questions marked?"},{"a":["business transformation"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A substantial coordinated change to strategy, operating model, technology or culture.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","investor","marketing","product","people","operations"],"e":"A substantial coordinated change to strategy, operating model, technology or culture.","i":3841,"id":"people.transformation","lv":"core","ph":"transformation business transformation business transformation transformation transformation a substantial coordinated change to strategy operating model technology or culture a substantial coordinated change to strategy operating model technology or culture can we identify the groups most affected by transformation before the rollout you will see transformation in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here transformation means a substantial coordinated change to strategy operating model technology or culture people organisation and change organisation design people systems and change culture transformation and change startup business corporate investor marketing product people operations strategy market research planning pitching people planning employment performance management change management metric standard specification equipment technology format genre model organisation party global context dependent corporate","sn":"Transformation","t":"Transformation","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/transformation/","ui":"Can we identify the groups most affected by transformation before the rollout?"},{"a":["transformation management office","TMO"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A central team coordinating a major transformation programme.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A central team coordinating a major transformation programme.","i":3842,"id":"people.transformation-office","lv":"working","ph":"transformation office transformation management office tmo tmo transformation management office transformation office transformation office a central team coordinating a major transformation programme a central team coordinating a major transformation programme can we test the claim about transformation office against employee data and lived experience you will see transformation office in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here transformation office means a central team coordinating a major transformation programme people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Transformation office","t":"Transformation office","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/transformation-office/","ui":"Can we test the claim about transformation office against employee data and lived experience?"},{"a":["change programme pitch"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A presentation seeking support for a large organisational, technological or operating change.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A proposal for a major change across the organisation.","i":3843,"id":"bizpitch.transformation-pitch","lv":"working","ph":"transformation pitch change programme pitch change programme pitch transformation pitch transformation pitch a proposal for a major change across the organisation a presentation seeking support for a large organisational technological or operating change the transformation pitch needs a believable adoption plan not only future state diagrams you will see transformation pitch in business pitches proposals executive summaries and decision decks when the discussion reaches business pitch formats and situations it helps a reader interpret business pitch formats and situations without confusing the measure decision role or evidence being discussed here transformation pitch means a presentation seeking support for a large organisational technological or operating change business pitching and presentation materials business pitches decks and decision materials business pitch formats and situations startup business corporate investor sales planning pitching submission decision organisation party global context dependent","sn":"Transformation pitch","t":"Transformation pitch","tp":"Business pitch formats & situations","tpid":"business-pitching-artifacts.pitch-types","u":"terms/transformation-pitch/","ui":"The transformation pitch needs a believable adoption plan, not only future-state diagrams."},{"a":["change roadmap"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A sequenced plan of change initiatives, milestones and dependencies.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A sequenced plan of change initiatives, milestones and dependencies.","i":3844,"id":"people.transformation-roadmap","lv":"core","ph":"transformation roadmap change roadmap change roadmap transformation roadmap transformation roadmap a sequenced plan of change initiatives milestones and dependencies a sequenced plan of change initiatives milestones and dependencies what behaviour should be different after transformation roadmap you will see transformation roadmap in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here transformation roadmap means a sequenced plan of change initiatives milestones and dependencies people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management document artifact organisation party global context dependent","sn":"Transformation roadmap","t":"Transformation roadmap","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/transformation-roadmap/","ui":"What behaviour should be different after transformation roadmap?"},{"a":["climate-transition financing"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Finance supporting credible movement of high-emitting activities toward lower emissions.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Finance supporting credible movement of high-emitting activities toward lower emissions.","i":3845,"id":"sustainability.transition-finance","lv":"core","ph":"transition finance climate transition financing climate transition financing transition finance transition finance finance supporting credible movement of high emitting activities toward lower emissions finance supporting credible movement of high emitting activities toward lower emissions the board will ask what happens if transition finance moves outside tolerance you will see transition finance in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here transition finance means finance supporting credible movement of high emitting activities toward lower emissions sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Transition finance","t":"Transition finance","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/transition-finance/","ui":"The board will ask what happens if transition finance moves outside tolerance."},{"a":["decarbonisation pathway"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A sequence or model of changes needed to reach a climate objective.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A sequence or model of changes needed to reach a climate objective.","i":3846,"id":"sustainability.transition-pathway","lv":"core","ph":"transition pathway decarbonisation pathway decarbonisation pathway transition pathway transition pathway a sequence or model of changes needed to reach a climate objective a sequence or model of changes needed to reach a climate objective which standard and reporting period govern transition pathway you will see transition pathway in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here transition pathway means a sequence or model of changes needed to reach a climate objective sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology format genre model risk ethics access global context dependent","sn":"Transition pathway","t":"Transition pathway","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/transition-pathway/","ui":"Which standard and reporting period govern transition pathway?"},{"a":["climate transition plan"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A time-bound plan for adapting strategy, operations and finance toward climate goals.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A time-bound plan for adapting strategy, operations and finance toward climate goals.","i":3847,"id":"sustainability.transition-plan","lv":"core","ph":"transition plan climate transition plan climate transition plan transition plan transition plan a time bound plan for adapting strategy operations and finance toward climate goals a time bound plan for adapting strategy operations and finance toward climate goals keep transition plan on the dashboard but show the definition and reporting period beside it you will see transition plan in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here transition plan means a time bound plan for adapting strategy operations and finance toward climate goals sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact metric standard specification format genre model risk ethics access global context dependent","sn":"Transition plan","t":"Transition plan","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/transition-plan/","ui":"Keep transition plan on the dashboard, but show the definition and reporting period beside it."},{"a":["climate-transition risk"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Risk arising from policy, technology, market or social changes during the shift to a lower-carbon economy.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Risk arising from policy, technology, market or social changes during the shift to a lower-carbon economy.","i":3848,"id":"sustainability.transition-risk","lv":"core","ph":"transition risk climate transition risk climate transition risk transition risk transition risk risk arising from policy technology market or social changes during the shift to a lower carbon economy risk arising from policy technology market or social changes during the shift to a lower carbon economy the control is not complete until we can evidence how transition risk is monitored you will see transition risk in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here transition risk means risk arising from policy technology market or social changes during the shift to a lower carbon economy sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact equipment technology format genre model risk ethics access global context dependent","sn":"Transition risk","t":"Transition risk","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/transition-risk/","ui":"The control is not complete until we can evidence how transition risk is monitored."},{"a":["climate risk premium"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Additional return demanded for exposure to climate-transition uncertainty.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Additional return demanded for exposure to climate-transition uncertainty.","i":3849,"id":"sustainability.transition-risk-premium","lv":"specialist","ph":"transition risk premium climate risk premium climate risk premium transition risk premium transition risk premium additional return demanded for exposure to climate transition uncertainty additional return demanded for exposure to climate transition uncertainty add transition risk premium to the risk register with an owner and mitigation you will see transition risk premium in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here transition risk premium means additional return demanded for exposure to climate transition uncertainty sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Transition risk premium","t":"Transition risk premium","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/transition-risk-premium/","ui":"Add transition risk premium to the risk register with an owner and mitigation."},{"a":["interim state"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The temporary operating condition between current and future models.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"The temporary operating condition between current and future models.","i":3850,"id":"people.transition-state","lv":"working","ph":"transition state interim state interim state transition state transition state the temporary operating condition between current and future models the temporary operating condition between current and future models what behaviour should be different after transition state you will see transition state in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here transition state means the temporary operating condition between current and future models people organisation and change organisation design people systems and change culture transformation and change startup business corporate people operations people planning employment performance management change management equipment technology format genre model organisation party global context dependent","sn":"Transition state","t":"Transition state","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/transition-state/","ui":"What behaviour should be different after transition state?"},{"a":["transportation waste"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Unnecessary movement of materials or items.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Unnecessary movement of materials or items.","i":3851,"id":"operations.transport-waste","lv":"working","ph":"transport waste transportation waste transport waste transportation waste transport waste unnecessary movement of materials or items unnecessary movement of materials or items the process map needs an exception path for transport waste you will see transport waste in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here transport waste means unnecessary movement of materials or items operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Transport waste","t":"Transport waste","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/transport-waste/","ui":"The process map needs an exception path for transport waste."},{"a":["corporate treasury"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The function managing cash, liquidity, funding, banking and financial risk.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The function managing cash, liquidity, funding, banking and financial risk.","i":3852,"id":"bizfinance.treasury","lv":"core","ph":"treasury corporate treasury corporate treasury treasury treasury the function managing cash liquidity funding banking and financial risk the function managing cash liquidity funding banking and financial risk how are we defining treasury in this deck you will see treasury in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here treasury means the function managing cash liquidity funding banking and financial risk finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce organisation party risk ethics access global context dependent","sn":"Treasury","t":"Treasury","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/treasury/","ui":"How are we defining treasury in this deck?"},{"a":["TMS"],"amb":["TMS"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Software supporting cash, payments, liquidity and financial-risk management.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Software supporting cash, payments, liquidity and financial-risk management.","i":3853,"id":"bizfinance.treasury-management-system","lv":"working","ph":"treasury management system tms tms treasury management system treasury management system software supporting cash payments liquidity and financial risk management software supporting cash payments liquidity and financial risk management compare treasury management system with the same cohort and period before drawing a conclusion you will see treasury management system in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here treasury management system means software supporting cash payments liquidity and financial risk management finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity tag manager startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology workflow process risk ethics access global context dependent","sn":"Treasury management system","t":"Treasury management system","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/treasury-management-system/","ui":"Compare treasury management system with the same cohort and period before drawing a conclusion."},{"a":["treasury stock"],"amb":["Treasury shares","treasury stock"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A company's own issued shares that it has repurchased and holds, subject to applicable law.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","investor","finance","corporate","business","people"],"e":"A company's own issued shares that it has repurchased and holds, subject to applicable law.","i":3854,"id":"governance.treasury-shares","lv":"working","ph":"treasury shares treasury stock treasury shares treasury stock treasury shares a companys own issued shares that it has repurchased and holds subject to applicable law a companys own issued shares that it has repurchased and holds subject to applicable law counsel wants treasury shares clarified before anyone signs you will see treasury shares in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here treasury shares means a companys own issued shares that it has repurchased and holds subject to applicable law corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting treasury stock startup investor finance corporate business people fundraising financing due diligence governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Treasury shares","t":"Treasury shares","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/treasury-shares/","ui":"Counsel wants treasury shares clarified before anyone signs."},{"a":["treasury shares"],"amb":["Treasury shares","treasury stock"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A company's own shares repurchased and held, treated according to the applicable framework.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A company's own shares repurchased and held, treated according to the applicable framework.","i":3855,"id":"bizfinance.treasury-stock","lv":"working","ph":"treasury stock treasury shares treasury shares treasury stock treasury stock a companys own shares repurchased and held treated according to the applicable framework a companys own shares repurchased and held treated according to the applicable framework can you walk me through how treasury stock works in the model you will see treasury stock in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here treasury stock means a companys own shares repurchased and held treated according to the applicable framework finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity treasury shares startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce format genre model organisation party global context dependent","sn":"Treasury stock","t":"Treasury stock","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/treasury-stock/","ui":"Can you walk me through how treasury stock works in the model?"},{"a":["experiment group"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The group receiving the tested intervention or variant.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"The group that receives the change being tested.","i":3856,"id":"product.treatment-group","lv":"core","ph":"treatment group experiment group experiment group treatment group treatment group the group that receives the change being tested the group receiving the tested intervention or variant the treatment group sees the new onboarding flow you will see treatment group in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here treatment group means the group receiving the tested intervention or variant product technology and innovation product management technology and innovation experiments testing and rollout startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Treatment group","t":"Treatment group","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/treatment-group/","ui":"The treatment group sees the new onboarding flow."},{"a":["performance trend"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The direction of change in a measure over time.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The direction of change in a measure over time.","i":3857,"id":"reporting.trend","lv":"core","ph":"trend performance trend performance trend trend trend the direction of change in a measure over time the direction of change in a measure over time the team needs one controlled copy of trend with an owner and date you will see trend in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here trend means the direction of change in a measure over time corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Trend","t":"Trend","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/trend/","ui":"The team needs one controlled copy of trend, with an owner and date."},{"a":["first trial"],"amb":["Trial"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Initial use or purchase of a brand or product.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Initial use or purchase of a brand or product.","i":3858,"id":"marketing.trial.marketing-brand-growth-research-brand-tracking","lv":"core","ph":"trial first trial first trial trial trial initial use or purchase of a brand or product initial use or purchase of a brand or product can we show the uncertainty around trial instead of presenting one clean number you will see trial in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here trial means initial use or purchase of a brand or product marketing brand and growth brand marketing media and growth research awareness and brand tracking trial startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Trial","t":"Trial","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/trial--marketing-trial-marketing-brand-growth-research-brand-tracking/","ui":"Can we show the uncertainty around trial instead of presenting one clean number?"},{"a":["free trial","evaluation period"],"amb":["Free trial","Trial"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Temporary access allowing a prospective customer to evaluate a product or service.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Temporary access allowing a prospective customer to evaluate a product or service.","i":3859,"id":"revenue.trial.revenue-sales-gtm-sales-process","lv":"core","ph":"trial free trial evaluation period evaluation period free trial trial trial temporary access allowing a prospective customer to evaluate a product or service temporary access allowing a prospective customer to evaluate a product or service who can verify trial on the buyers side you will see trial in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here trial means temporary access allowing a prospective customer to evaluate a product or service revenue sales and go to market go to market sales pricing and customer success sales process and qualification trial free trial startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce workflow process global context dependent","sn":"Trial","t":"Trial","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/trial--revenue-trial-revenue-sales-gtm-sales-process/","ui":"Who can verify trial on the buyer’s side?"},{"a":["TB"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A listing of ledger account balances used to support preparation and checking of financial statements.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A listing of ledger account balances used to support preparation and checking of financial statements.","i":3860,"id":"bizfinance.trial-balance","lv":"working","ph":"trial balance tb tb trial balance trial balance a listing of ledger account balances used to support preparation and checking of financial statements a listing of ledger account balances used to support preparation and checking of financial statements how are we defining trial balance in this deck you will see trial balance in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here trial balance means a listing of ledger account balances used to support preparation and checking of financial statements finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce global context dependent","sn":"Trial balance","t":"Trial balance","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/trial-balance/","ui":"How are we defining trial balance in this deck?"},{"a":["product tribe"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A grouping of related squads or teams in some agile organisation models.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A grouping of related squads or teams in some agile organisation models.","i":3861,"id":"people.tribe","lv":"working","ph":"tribe product tribe product tribe tribe tribe a grouping of related squads or teams in some agile organisation models a grouping of related squads or teams in some agile organisation models can we test the claim about tribe against employee data and lived experience you will see tribe in organisation plans workforce reviews change programmes and people reports when the discussion reaches organisation design and structures in organisation design and structures the definition can change who is affected accountable protected or entitled to act here tribe means a grouping of related squads or teams in some agile organisation models people organisation and change organisation design people systems and change organisation design and structures startup business corporate people operations people planning employment performance management change management equipment technology format genre model organisation party global context dependent","sn":"Tribe","t":"Tribe","tp":"Organisation design & structures","tpid":"people-organisation-change.organisation-design","u":"terms/tribe/","ui":"Can we test the claim about tribe against employee data and lived experience?"},{"a":["TBL","people-planet-profit"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A framework considering people, planet and profit.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A framework considering people, planet and profit.","i":3862,"id":"sustainability.triple-bottom-line","lv":"core","ph":"triple bottom line tbl people planet profit people planet profit tbl triple bottom line triple bottom line a framework considering people planet and profit a framework considering people planet and profit the sustainability report needs the method exclusions and assurance status for triple bottom line you will see triple bottom line in sustainability reports impact decks climate plans and assurance materials when the discussion reaches esg sustainability and impact foundations in esg sustainability and impact foundations the reporting boundary method period and evidence can materially change the claim here triple bottom line means a framework considering people planet and profit sustainability impact and esg sustainability climate impact and esg reporting esg sustainability and impact foundations corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact format genre model risk ethics access global context dependent","sn":"Triple bottom line","t":"Triple bottom line","tp":"ESG, sustainability & impact foundations","tpid":"sustainability-impact-esg.esg-foundations","u":"terms/triple-bottom-line/","ui":"The sustainability report needs the method, exclusions and assurance status for triple bottom line."},{"a":["organisational trust"],"amb":["trust"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Willingness to rely on others under uncertainty and perceived vulnerability.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Willingness to rely on others under uncertainty and perceived vulnerability.","i":3863,"id":"people.trust","lv":"core","ph":"trust organisational trust organisational trust trust trust willingness to rely on others under uncertainty and perceived vulnerability willingness to rely on others under uncertainty and perceived vulnerability what behaviour should be different after trust you will see trust in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here trust means willingness to rely on others under uncertainty and perceived vulnerability people organisation and change organisation design people systems and change culture transformation and change brand trust startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Trust","t":"Trust","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/trust/","ui":"What behaviour should be different after trust?"},{"a":["business turnaround"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A programme intended to stabilise and improve a distressed or underperforming organisation.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A plan to rescue and improve a struggling organisation.","i":3864,"id":"strategy.turnaround","lv":"working","ph":"turnaround business turnaround business turnaround turnaround turnaround a plan to rescue and improve a struggling organisation a programme intended to stabilise and improve a distressed or underperforming organisation the turnaround prioritises cash customers and operating discipline you will see turnaround in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here turnaround means a programme intended to stabilise and improve a distressed or underperforming organisation strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Turnaround","t":"Turnaround","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/turnaround/","ui":"The turnaround prioritises cash, customers and operating discipline."},{"a":["total value to paid-in"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Total value to paid-in capital, combining distributed and remaining value relative to contributed capital.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Realised and unrealised fund value compared with money invested.","i":3865,"id":"startup.tvpi","lv":"specialist","ph":"tvpi total value to paid in total value to paid in tvpi tvpi realised and unrealised fund value compared with money invested total value to paid in capital combining distributed and remaining value relative to contributed capital tvpi depends partly on valuation of unsold holdings you will see tvpi in fundraising decks data rooms term sheets and investor conversations when the discussion reaches exits liquidity and investor returns in exits liquidity and investor returns a loose definition can change rights obligations approval disclosure or enforceability here tvpi means total value to paid in capital combining distributed and remaining value relative to contributed capital startups venture and fundraising startup formation venture capital and fundraising exits liquidity and investor returns startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"TVPI","t":"TVPI","tp":"Exits, liquidity & investor returns","tpid":"startup-venture-fundraising.exits-returns","u":"terms/tvpi/","ui":"TVPI depends partly on valuation of unsold holdings."},{"a":["two-sided platform"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A market in which a platform serves two interdependent participant groups whose value depends on the other side.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Two groups need each other through one platform.","i":3866,"id":"strategy.two-sided-market","lv":"working","ph":"two sided market two sided platform two sided market two sided platform two sided market two groups need each other through one platform a market in which a platform serves two interdependent participant groups whose value depends on the other side pricing one side at zero may help the two sided market reach liquidity you will see two sided market in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here two sided market means a market in which a platform serves two interdependent participant groups whose value depends on the other side strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification equipment technology format genre model global context dependent","sn":"Two-sided market","t":"Two-sided market","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/two-sided-market/","ui":"Pricing one side at zero may help the two-sided market reach liquidity."},{"a":["UBO"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The natural person who ultimately owns or controls an entity under applicable rules.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The natural person who ultimately owns or controls an entity under applicable rules.","i":3867,"id":"governance.ultimate-beneficial-owner","lv":"core","ph":"ultimate beneficial owner ubo ubo ultimate beneficial owner ultimate beneficial owner the natural person who ultimately owns or controls an entity under applicable rules the natural person who ultimately owns or controls an entity under applicable rules counsel wants ultimate beneficial owner clarified before anyone signs you will see ultimate beneficial owner in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here ultimate beneficial owner means the natural person who ultimately owns or controls an entity under applicable rules corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Ultimate beneficial owner","t":"Ultimate beneficial owner","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/ultimate-beneficial-owner/","ui":"Counsel wants ultimate beneficial owner clarified before anyone signs."},{"a":["family brand"],"amb":["umbrella brand"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A brand name used across multiple related offers or categories.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A brand name used across multiple related offers or categories.","i":3868,"id":"marketing.umbrella-brand","lv":"working","ph":"umbrella brand family brand family brand umbrella brand umbrella brand a brand name used across multiple related offers or categories a brand name used across multiple related offers or categories tie umbrella brand to observable choices in message design and behaviour you will see umbrella brand in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here umbrella brand means a brand name used across multiple related offers or categories marketing brand and growth brand marketing media and growth brand architecture and portfolio parent brand startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Umbrella brand","t":"Umbrella brand","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/umbrella-brand/","ui":"Tie umbrella brand to observable choices in message, design and behaviour."},{"a":["UNGC"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A voluntary initiative based on principles concerning human rights, labour, environment and anti-corruption.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A voluntary initiative based on principles concerning human rights, labour, environment and anti-corruption.","i":3869,"id":"sustainability.un-global-compact","lv":"core","ph":"un global compact ungc un global compact ungc un global compact a voluntary initiative based on principles concerning human rights labour environment and anti corruption a voluntary initiative based on principles concerning human rights labour environment and anti corruption can we separate the target for un global compact from measured performance you will see un global compact in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here un global compact means a voluntary initiative based on principles concerning human rights labour environment and anti corruption sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance right contract law format genre model risk ethics access global context dependent","sn":"UN Global Compact","t":"UN Global Compact","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/un-global-compact/","ui":"Can we separate the target for uN Global Compact from measured performance?"},{"a":["UNGPs"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A framework for state duties and business responsibility regarding human rights.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A structured way to state duties and business responsibility regarding human rights.","i":3870,"id":"sustainability.un-guiding-principles-on-business-and-human-rights","lv":"core","ph":"un guiding principles on business and human rights ungps un guiding principles on business and human rights ungps un guiding principles on business and human rights a structured way to state duties and business responsibility regarding human rights a framework for state duties and business responsibility regarding human rights which standard and reporting period govern un guiding principles on business and human rights you will see un guiding principles on business and human rights in sustainability reports impact decks climate plans and assurance materials when the discussion reaches sustainability standards and frameworks in sustainability standards and frameworks a loose definition can change rights obligations approval disclosure or enforceability here un guiding principles on business and human rights means a framework for state duties and business responsibility regarding human rights sustainability impact and esg sustainability climate impact and esg reporting sustainability standards and frameworks corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance right contract law format genre model risk ethics access global context dependent","sn":"UN Guiding Principles on Business and Human Rights","t":"UN Guiding Principles on Business and Human Rights","tp":"Sustainability standards & frameworks","tpid":"sustainability-impact-esg.esg-frameworks","u":"terms/un-guiding-principles-on-business-and-human-rights/","ui":"Which standard and reporting period govern uN Guiding Principles on Business and Human Rights?"},{"a":["raw pay gap"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Raw difference in pay between groups without statistical controls.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Raw difference in pay between groups without statistical controls.","i":3871,"id":"people.unadjusted-pay-gap","lv":"working","ph":"unadjusted pay gap raw pay gap raw pay gap unadjusted pay gap unadjusted pay gap raw difference in pay between groups without statistical controls raw difference in pay between groups without statistical controls the number is useful only if everyone calculates unadjusted pay gap the same way you will see unadjusted pay gap in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here unadjusted pay gap means raw difference in pay between groups without statistical controls people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Unadjusted pay gap","t":"Unadjusted pay gap","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/unadjusted-pay-gap/","ui":"The number is useful only if everyone calculates unadjusted pay gap the same way."},{"a":["spontaneous awareness"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Recall measured without showing respondents brand names.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Recall measured without showing respondents brand names.","i":3872,"id":"marketing.unaided-awareness","lv":"core","ph":"unaided awareness spontaneous awareness spontaneous awareness unaided awareness unaided awareness recall measured without showing respondents brand names recall measured without showing respondents brand names can we show the uncertainty around unaided awareness instead of presenting one clean number you will see unaided awareness in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here unaided awareness means recall measured without showing respondents brand names marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Unaided awareness","t":"Unaided awareness","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/unaided-awareness/","ui":"Can we show the uncertainty around unaided awareness instead of presenting one clean number?"},{"a":["unanimous consent"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A written decision approved by every required decision-maker.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A written decision approved by every required decision-maker.","i":3873,"id":"governance.unanimous-written-consent","lv":"working","ph":"unanimous written consent unanimous consent unanimous consent unanimous written consent unanimous written consent a written decision approved by every required decision maker a written decision approved by every required decision maker the board paper must state who owns and approves unanimous written consent you will see unanimous written consent in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here unanimous written consent means a written decision approved by every required decision maker corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law status decision global context dependent","sn":"Unanimous written consent","t":"Unanimous written consent","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/unanimous-written-consent/","ui":"The board paper must state who owns and approves unanimous written consent."},{"a":["disaggregation"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Separating a combined offer into independently chosen or priced components.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product","sales","finance"],"e":"Split a package into separate things customers can choose.","i":3874,"id":"strategy.unbundling","lv":"working","ph":"unbundling disaggregation disaggregation unbundling unbundling split a package into separate things customers can choose separating a combined offer into independently chosen or priced components unbundling exposes which service customers actually value you will see unbundling in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here unbundling means separating a combined offer into independently chosen or priced components strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product sales finance strategy market research planning pitching go to market sales contracting customer success renewal metric standard specification equipment technology format genre model global context dependent","sn":"Unbundling","t":"Unbundling","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/unbundling/","ui":"Unbundling exposes which service customers actually value."},{"a":["estimation uncertainty note"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Explanation of measurement uncertainty, assumptions and limitations.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Explanation of measurement uncertainty, assumptions and limitations.","i":3875,"id":"sustainability.uncertainty-disclosure","lv":"core","ph":"uncertainty disclosure estimation uncertainty note estimation uncertainty note uncertainty disclosure uncertainty disclosure explanation of measurement uncertainty assumptions and limitations explanation of measurement uncertainty assumptions and limitations do not describe uncertainty disclosure as assured beyond the scope of the engagement you will see uncertainty disclosure in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenwashing evidence and assurance in greenwashing evidence and assurance a loose definition can change rights obligations approval disclosure or enforceability here uncertainty disclosure means explanation of measurement uncertainty assumptions and limitations sustainability impact and esg sustainability climate impact and esg reporting greenwashing evidence and assurance corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance document artifact metric standard specification risk ethics access global context dependent","sn":"Uncertainty disclosure","t":"Uncertainty disclosure","tp":"Greenwashing, evidence & assurance","tpid":"sustainability-impact-esg.greenwashing-assurance","u":"terms/uncertainty-disclosure/","ui":"Do not describe uncertainty disclosure as assured beyond the scope of the engagement."},{"a":["under-subscribed"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Describes a round or offering in which investor commitments fall short of the target amount.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The round has less investor demand than planned.","i":3876,"id":"startup.undersubscribed","lv":"working","ph":"undersubscribed under subscribed under subscribed undersubscribed undersubscribed the round has less investor demand than planned describes a round or offering in which investor commitments fall short of the target amount the undersubscribed round may need a lower target or bridge you will see undersubscribed in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here undersubscribed means describes a round or offering in which investor commitments fall short of the target amount startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance role person finance commerce workflow process organisation party global context dependent","sn":"Undersubscribed","t":"Undersubscribed","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/undersubscribed/","ui":"The undersubscribed round may need a lower target or bridge."},{"a":["covenant"],"amb":["Covenant","undertaking"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A formal promise or commitment, often used as a synonym for covenant.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A formal promise or commitment, often used as a synonym for covenant.","i":3877,"id":"governance.undertaking","lv":"working","ph":"undertaking covenant covenant undertaking undertaking a formal promise or commitment often used as a synonym for covenant a formal promise or commitment often used as a synonym for covenant the draft mentions undertaking but the scope and jurisdiction are still unclear you will see undertaking in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here undertaking means a formal promise or commitment often used as a synonym for covenant corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language covenant startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Undertaking","t":"Undertaking","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/undertaking/","ui":"The draft mentions undertaking, but the scope and jurisdiction are still unclear."},{"a":["available line"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Committed financing not yet borrowed.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Committed financing not yet borrowed.","i":3878,"id":"bizfinance.undrawn-commitment","lv":"working","ph":"undrawn commitment available line available line undrawn commitment undrawn commitment committed financing not yet borrowed committed financing not yet borrowed state the period currency and accounting basis for undrawn commitment you will see undrawn commitment in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here undrawn commitment means committed financing not yet borrowed finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Undrawn commitment","t":"Undrawn commitment","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/undrawn-commitment/","ui":"State the period, currency and accounting basis for undrawn commitment."},{"a":["available facility"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Committed borrowing capacity not yet used.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Committed borrowing capacity not yet used.","i":3879,"id":"bizfinance.undrawn-facility","lv":"working","ph":"undrawn facility available facility available facility undrawn facility undrawn facility committed borrowing capacity not yet used committed borrowing capacity not yet used compare undrawn facility with the same cohort and period before drawing a conclusion you will see undrawn facility in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here undrawn facility means committed borrowing capacity not yet used finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce global context dependent","sn":"Undrawn facility","t":"Undrawn facility","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/undrawn-facility/","ui":"Compare undrawn facility with the same cohort and period before drawing a conclusion."},{"a":["unfair edge"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A hard-to-copy asset or condition that materially improves a venture's position.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Something valuable competitors cannot easily buy or copy.","i":3880,"id":"strategy.unfair-advantage","lv":"working","ph":"unfair advantage unfair edge unfair advantage unfair edge unfair advantage something valuable competitors cannot easily buy or copy a hard to copy asset or condition that materially improves a ventures position passion is not an unfair advantage you will see unfair advantage in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here unfair advantage means a hard to copy asset or condition that materially improves a ventures position strategy markets and business models strategy market analysis and business models business model canvas and lean canvas startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification equipment technology format genre model global context dependent startup","sn":"Unfair advantage","t":"Unfair advantage","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/unfair-advantage/","ui":"Passion is not an unfair advantage."},{"a":["adverse variance"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A variance worsening the selected outcome relative to plan.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A variance worsening the selected outcome relative to plan.","i":3881,"id":"bizfinance.unfavourable-variance","lv":"working","ph":"unfavourable variance adverse variance adverse variance unfavourable variance unfavourable variance a variance worsening the selected outcome relative to plan a variance worsening the selected outcome relative to plan finance will reconcile unfavourable variance before the board pack goes out you will see unfavourable variance in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here unfavourable variance means a variance worsening the selected outcome relative to plan finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Unfavourable variance","t":"Unfavourable variance","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/unfavourable-variance/","ui":"Finance will reconcile unfavourable variance before the board pack goes out."},{"a":["billion-dollar startup"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A privately held startup valued at at least one billion US dollars in a financing or secondary transaction.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A private startup valued at one billion dollars or more.","i":3882,"id":"startup.unicorn","lv":"core","ph":"unicorn billion dollar startup billion dollar startup unicorn unicorn a private startup valued at one billion dollars or more a privately held startup valued at at least one billion us dollars in a financing or secondary transaction unicorn status is a valuation label not proof of durable economics you will see unicorn in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here unicorn means a privately held startup valued at at least one billion us dollars in a financing or secondary transaction startups venture and fundraising startup formation venture capital and fundraising startup stages and company states startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party status decision global context dependent","sn":"Unicorn","t":"Unicorn","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/unicorn/","ui":"Unicorn status is a valuation label, not proof of durable economics."},{"a":["USP"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A single distinctive benefit or claim positioned as a primary reason to choose the offer.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A single distinctive benefit or claim positioned as a primary reason to choose the offer.","i":3883,"id":"marketing.unique-selling-proposition","lv":"core","ph":"unique selling proposition usp unique selling proposition usp unique selling proposition a single distinctive benefit or claim positioned as a primary reason to choose the offer a single distinctive benefit or claim positioned as a primary reason to choose the offer what evidence makes unique selling proposition believable you will see unique selling proposition in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here unique selling proposition means a single distinctive benefit or claim positioned as a primary reason to choose the offer marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Unique selling proposition","t":"Unique selling proposition","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/unique-selling-proposition/","ui":"What evidence makes unique selling proposition believable?"},{"a":["UVP"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A value proposition emphasising why the offer is meaningfully different from alternatives.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","investor","marketing","product","sales"],"e":"A value proposition emphasising why the offer is meaningfully different from alternatives.","i":3884,"id":"marketing.unique-value-proposition","lv":"core","ph":"unique value proposition uvp unique value proposition uvp unique value proposition a value proposition emphasising why the offer is meaningfully different from alternatives a value proposition emphasising why the offer is meaningfully different from alternatives can we make unique value proposition specific enough that another team could use it correctly you will see unique value proposition in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here unique value proposition means a value proposition emphasising why the offer is meaningfully different from alternatives marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate investor marketing product sales strategy market research planning pitching marketing growth reporting format genre model global context dependent","sn":"Unique value proposition","t":"Unique value proposition","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/unique-value-proposition/","ui":"Can we make unique value proposition specific enough that another team could use it correctly?"},{"a":["unique user"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A deduplicated visitor estimate under a stated identity and time window.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A deduplicated visitor estimate under a stated identity and time window.","i":3885,"id":"marketing.unique-visitor","lv":"core","ph":"unique visitor unique user unique user unique visitor unique visitor a deduplicated visitor estimate under a stated identity and time window a deduplicated visitor estimate under a stated identity and time window keep unique visitor on the dashboard but show the definition and reporting period beside it you will see unique visitor in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here unique visitor means a deduplicated visitor estimate under a stated identity and time window marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model organisation party global context dependent","sn":"Unique visitor","t":"Unique visitor","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/unique-visitor/","ui":"Keep unique visitor on the dashboard, but show the definition and reporting period beside it."},{"a":["contribution per unit"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Revenue per unit minus specified variable costs per unit.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Revenue per unit minus specified variable costs per unit.","i":3886,"id":"bizfinance.unit-contribution","lv":"core","ph":"unit contribution contribution per unit contribution per unit unit contribution unit contribution revenue per unit minus specified variable costs per unit revenue per unit minus specified variable costs per unit the number is useful only if everyone calculates unit contribution the same way you will see unit contribution in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here unit contribution means revenue per unit minus specified variable costs per unit finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Unit contribution","t":"Unit contribution","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/unit-contribution/","ui":"The number is useful only if everyone calculates unit contribution the same way."},{"a":["per-unit economics"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Revenue, cost and contribution analysed for one customer, order, product or other defined economic unit.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Revenue, cost and contribution analysed for one customer, order, product or other defined economic unit.","i":3887,"id":"bizfinance.unit-economics","lv":"core","ph":"unit economics per unit economics per unit economics unit economics unit economics revenue cost and contribution analysed for one customer order product or other defined economic unit revenue cost and contribution analysed for one customer order product or other defined economic unit how are we defining unit economics in this deck you will see unit economics in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here unit economics means revenue cost and contribution analysed for one customer order product or other defined economic unit finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification role person finance commerce global context dependent business foundation business","sn":"Unit economics","t":"Unit economics","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/unit-economics/","ui":"How are we defining unit economics in this deck?"},{"a":["unit model"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A model connecting unit revenue, variable costs, acquisition and retention assumptions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A model connecting unit revenue, variable costs, acquisition and retention assumptions.","i":3888,"id":"bizfinance.unit-economics-model","lv":"core","ph":"unit economics model unit model unit economics model unit model unit economics model a model connecting unit revenue variable costs acquisition and retention assumptions a model connecting unit revenue variable costs acquisition and retention assumptions run a downside case for unit economics model before the review you will see unit economics model in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here unit economics model means a model connecting unit revenue variable costs acquisition and retention assumptions finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Unit-economics model","t":"Unit-economics model","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/unit-economics-model/","ui":"Run a downside case for unit-economics model before the review."},{"a":["unit-economics page"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide connecting revenue and variable costs at the level of a customer, order or other economic unit.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that shows whether one customer or sale makes economic sense.","i":3889,"id":"bizpitch.unit-economics-slide","lv":"working","ph":"unit economics slide unit economics page unit economics page unit economics slide unit economics slide the slide that shows whether one customer or sale makes economic sense a slide connecting revenue and variable costs at the level of a customer order or other economic unit the unit economics slide should define the unit before showing the ratio you will see unit economics slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here unit economics slide means a slide connecting revenue and variable costs at the level of a customer order or other economic unit business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact role person global context dependent","sn":"Unit economics slide","t":"Unit economics slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/unit-economics-slide/","ui":"The unit economics slide should define the unit before showing the ratio."},{"a":["academic spinout"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A company formed to commercialise research or intellectual property originating at a university.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A startup built from university research.","i":3890,"id":"startup.university-spinout","lv":"working","ph":"university spinout academic spinout academic spinout university spinout university spinout a startup built from university research a company formed to commercialise research or intellectual property originating at a university the university spinout is negotiating licence terms you will see university spinout in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here university spinout means a company formed to commercialise research or intellectual property originating at a university startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"University spinout","t":"University spinout","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/university-spinout/","ui":"The university spinout is negotiating licence terms."},{"a":["asset beta"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Beta adjusted to remove the effect of financial leverage under chosen assumptions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Beta adjusted to remove the effect of financial leverage under chosen assumptions.","i":3891,"id":"bizfinance.unlevered-beta","lv":"specialist","ph":"unlevered beta asset beta asset beta unlevered beta unlevered beta beta adjusted to remove the effect of financial leverage under chosen assumptions beta adjusted to remove the effect of financial leverage under chosen assumptions the range matters more than a false point estimate for unlevered beta you will see unlevered beta in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here unlevered beta means beta adjusted to remove the effect of financial leverage under chosen assumptions finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce workflow process global context dependent","sn":"Unlevered beta","t":"Unlevered beta","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/unlevered-beta/","ui":"The range matters more than a false point estimate for unlevered beta."},{"a":["UFCF"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Cash flow before financing effects, commonly used in enterprise valuation models.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Cash flow before financing effects, commonly used in enterprise valuation models.","i":3892,"id":"bizfinance.unlevered-free-cash-flow","lv":"working","ph":"unlevered free cash flow ufcf ufcf unlevered free cash flow unlevered free cash flow cash flow before financing effects commonly used in enterprise valuation models cash flow before financing effects commonly used in enterprise valuation models keep unlevered free cash flow on the dashboard but show the definition and reporting period beside it you will see unlevered free cash flow in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here unlevered free cash flow means cash flow before financing effects commonly used in enterprise valuation models finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Unlevered free cash flow","t":"Unlevered free cash flow","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/unlevered-free-cash-flow/","ui":"Keep unlevered free cash flow on the dashboard, but show the definition and reporting period beside it."},{"a":["uncapped liability"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Liability not subject to an agreed monetary cap for specified claims.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Liability not subject to an agreed monetary cap for specified claims.","i":3893,"id":"revenue.unlimited-liability","lv":"working","ph":"unlimited liability uncapped liability uncapped liability unlimited liability unlimited liability liability not subject to an agreed monetary cap for specified claims liability not subject to an agreed monetary cap for specified claims the draft mentions unlimited liability but the scope and jurisdiction are still unclear you will see unlimited liability in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here unlimited liability means liability not subject to an agreed monetary cap for specified claims revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Unlimited liability","t":"Unlimited liability","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/unlimited-liability/","ui":"The draft mentions unlimited liability, but the scope and jurisdiction are still unclear."},{"a":["non-listed company"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A company whose shares are not listed on a public stock exchange.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A company whose shares are not listed on a public stock exchange.","i":3894,"id":"governance.unlisted-company","lv":"core","ph":"unlisted company non listed company non listed company unlisted company unlisted company a company whose shares are not listed on a public stock exchange a company whose shares are not listed on a public stock exchange the draft mentions unlisted company but the scope and jurisdiction are still unclear you will see unlisted company in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here unlisted company means a company whose shares are not listed on a public stock exchange corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Unlisted company","t":"Unlisted company","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/unlisted-company/","ui":"The draft mentions unlisted company, but the scope and jurisdiction are still unclear."},{"a":["unserved need"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A need not adequately addressed by current alternatives.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Something important that current solutions do not solve well.","i":3895,"id":"strategy.unmet-need","lv":"core","ph":"unmet need unserved need unmet need unserved need unmet need something important that current solutions do not solve well a need not adequately addressed by current alternatives the unmet need is strongest in regulated teams you will see unmet need in strategy decks market analyses business plans and planning workshops when the discussion reaches needs jobs and value propositions it helps a reader interpret needs jobs and value propositions without confusing the measure decision role or evidence being discussed here unmet need means a need not adequately addressed by current alternatives strategy markets and business models strategy market analysis and business models needs jobs and value propositions startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Unmet need","t":"Unmet need","tp":"Needs, jobs & value propositions","tpid":"strategy-market-models.customer-needs","u":"terms/unmet-need/","ui":"The unmet need is strongest in regulated teams."},{"a":["clean opinion"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"An audit opinion stating that the financial statements are presented fairly in all material respects under the framework.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"An audit opinion stating that the financial statements are presented fairly in all material respects under the framework.","i":3896,"id":"governance.unmodified-opinion","lv":"core","ph":"unmodified opinion clean opinion clean opinion unmodified opinion unmodified opinion an audit opinion stating that the financial statements are presented fairly in all material respects under the framework an audit opinion stating that the financial statements are presented fairly in all material respects under the framework the team needs one controlled copy of unmodified opinion with an owner and date you will see unmodified opinion in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here unmodified opinion means an audit opinion stating that the financial statements are presented fairly in all material respects under the framework corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law format genre model global context dependent","sn":"Unmodified opinion","t":"Unmodified opinion","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/unmodified-opinion/","ui":"The team needs one controlled copy of unmodified opinion, with an owner and date."},{"a":["unpriced financing"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Informal term for financing through instruments such as SAFEs or convertible notes that defer the final equity price.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The investment converts later instead of setting a share price now.","i":3897,"id":"startup.unpriced-round","lv":"core","ph":"unpriced round unpriced financing unpriced financing unpriced round unpriced round the investment converts later instead of setting a share price now informal term for financing through instruments such as safes or convertible notes that defer the final equity price an unpriced round is not valuation free its conversion terms still matter you will see unpriced round in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here unpriced round means informal term for financing through instruments such as safes or convertible notes that defer the final equity price startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Unpriced round","t":"Unpriced round","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/unpriced-round/","ui":"An unpriced round is not valuation-free; its conversion terms still matter."},{"a":["uncollateralised debt"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Debt without a specific security interest over assets.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Debt without a specific security interest over assets.","i":3898,"id":"bizfinance.unsecured-debt","lv":"core","ph":"unsecured debt uncollateralised debt uncollateralised debt unsecured debt unsecured debt debt without a specific security interest over assets debt without a specific security interest over assets can you walk me through how unsecured debt works in the model you will see unsecured debt in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here unsecured debt means debt without a specific security interest over assets finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology global context dependent","sn":"Unsecured debt","t":"Unsecured debt","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/unsecured-debt/","ui":"Can you walk me through how unsecured debt works in the model?"},{"a":["opt out"],"amb":["Opt-out"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A mechanism for stopping future marketing communications.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A mechanism for stopping future marketing communications.","i":3899,"id":"marketing.unsubscribe","lv":"core","ph":"unsubscribe opt out opt out unsubscribe unsubscribe a mechanism for stopping future marketing communications a mechanism for stopping future marketing communications can we state who receives the right created by unsubscribe and when it applies you will see unsubscribe in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here unsubscribe means a mechanism for stopping future marketing communications marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns opt out startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Unsubscribe","t":"Unsubscribe","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/unsubscribe/","ui":"Can we state who receives the right created by unsubscribe, and when it applies?"},{"a":["underused capability"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Failure to use people's knowledge, skills or ideas.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Failure to use people's knowledge, skills or ideas.","i":3900,"id":"operations.unused-talent","lv":"working","ph":"unused talent underused capability underused capability unused talent unused talent failure to use peoples knowledge skills or ideas failure to use peoples knowledge skills or ideas can we remove the ambiguity around unused talent before the process changes you will see unused talent in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here unused talent means failure to use peoples knowledge skills or ideas operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Unused talent","t":"Unused talent","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/unused-talent/","ui":"Can we remove the ambiguity around unused talent before the process changes?"},{"a":["gross pipeline"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Total opportunity value without probability adjustment.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Total opportunity value without probability adjustment.","i":3901,"id":"revenue.unweighted-pipeline","lv":"core","ph":"unweighted pipeline gross pipeline gross pipeline unweighted pipeline unweighted pipeline total opportunity value without probability adjustment total opportunity value without probability adjustment compare unweighted pipeline with the same cohort and period before drawing a conclusion you will see unweighted pipeline in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here unweighted pipeline means total opportunity value without probability adjustment revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce format genre model global context dependent","sn":"Unweighted pipeline","t":"Unweighted pipeline","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/unweighted-pipeline/","ui":"Compare unweighted pipeline with the same cohort and period before drawing a conclusion."},{"a":["valuation up-round"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A financing completed at a higher company valuation than the previous priced round.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The new round values the company higher than before.","i":3902,"id":"startup.up-round","lv":"core","ph":"up round valuation up round up round valuation up round up round the new round values the company higher than before a financing completed at a higher company valuation than the previous priced round the up round still creates dilution despite the higher valuation you will see up round in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here up round means a financing completed at a higher company valuation than the previous priced round startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Up round","t":"Up round","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/up-round/","ui":"The up round still creates dilution despite the higher valuation."},{"a":["advance payment"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Payment due before delivery or service begins.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Payment due before delivery or service begins.","i":3903,"id":"revenue.upfront-payment","lv":"core","ph":"upfront payment advance payment advance payment upfront payment upfront payment payment due before delivery or service begins payment due before delivery or service begins the draft mentions upfront payment but the scope and jurisdiction are still unclear you will see upfront payment in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here upfront payment means payment due before delivery or service begins revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Upfront payment","t":"Upfront payment","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/upfront-payment/","ui":"The draft mentions upfront payment, but the scope and jurisdiction are still unclear."},{"a":["incremental response modelling"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Modelling designed to estimate which individuals are likely to change behaviour because of an intervention.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Modelling designed to estimate which individuals are likely to change behaviour because of an intervention.","i":3904,"id":"marketing.uplift-modelling","lv":"specialist","ph":"uplift modelling incremental response modelling incremental response modelling uplift modelling uplift modelling modelling designed to estimate which individuals are likely to change behaviour because of an intervention modelling designed to estimate which individuals are likely to change behaviour because of an intervention compare uplift modelling with the same cohort and period before drawing a conclusion you will see uplift modelling in brand decks campaign plans research reports and performance reviews when the discussion reaches attribution incrementality and effectiveness it helps a reader interpret attribution incrementality and effectiveness without confusing the measure decision role or evidence being discussed here uplift modelling means modelling designed to estimate which individuals are likely to change behaviour because of an intervention marketing brand and growth brand marketing media and growth attribution incrementality and effectiveness startup business corporate marketing sales market research marketing growth reporting equipment technology format genre model global context dependent","sn":"Uplift modelling","t":"Uplift modelling","tp":"Attribution, incrementality & effectiveness","tpid":"marketing-brand-growth.attribution-incrementality","u":"terms/uplift-modelling/","ui":"Compare uplift modelling with the same cohort and period before drawing a conclusion."},{"a":["upgrade sale"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Selling a higher-priced, larger or more capable version to an existing customer.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Selling a higher-priced, larger or more capable version to an existing customer.","i":3905,"id":"revenue.upsell","lv":"core","ph":"upsell upgrade sale upgrade sale upsell upsell selling a higher priced larger or more capable version to an existing customer selling a higher priced larger or more capable version to an existing customer keep upsell on the dashboard but show the definition and reporting period beside it you will see upsell in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here upsell means selling a higher priced larger or more capable version to an existing customer revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Upsell","t":"Upsell","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/upsell/","ui":"Keep upsell on the dashboard, but show the definition and reporting period beside it."},{"a":["high case"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A scenario based on more favourable assumptions or outcomes.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A scenario based on more favourable assumptions or outcomes.","i":3906,"id":"bizfinance.upside-case","lv":"core","ph":"upside case high case high case upside case upside case a scenario based on more favourable assumptions or outcomes a scenario based on more favourable assumptions or outcomes can you walk me through how upside case works in the model you will see upside case in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here upside case means a scenario based on more favourable assumptions or outcomes finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Upside case","t":"Upside case","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/upside-case/","ui":"Can you walk me through how upside case works in the model?"},{"a":["supply side"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Activities and suppliers closer to raw materials or inputs.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Activities and suppliers closer to raw materials or inputs.","i":3907,"id":"operations.upstream","lv":"core","ph":"upstream supply side supply side upstream upstream activities and suppliers closer to raw materials or inputs activities and suppliers closer to raw materials or inputs can we show the capacity constraint behind upstream you will see upstream in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here upstream means activities and suppliers closer to raw materials or inputs operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process status decision global context dependent","sn":"Upstream","t":"Upstream","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/upstream/","ui":"Can we show the capacity constraint behind upstream?"},{"a":["upstream Scope 3"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Value-chain emissions associated with purchased inputs and activities before the organisation's operations.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Value-chain emissions associated with purchased inputs and activities before the organisation's operations.","i":3908,"id":"sustainability.upstream-emissions","lv":"core","ph":"upstream emissions upstream scope 3 upstream emissions upstream scope 3 upstream emissions value chain emissions associated with purchased inputs and activities before the organisations operations value chain emissions associated with purchased inputs and activities before the organisations operations the number is useful only if everyone calculates upstream emissions the same way you will see upstream emissions in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here upstream emissions means value chain emissions associated with purchased inputs and activities before the organisations operations sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance metric standard specification organisation party risk ethics access global context dependent","sn":"Upstream emissions","t":"Upstream emissions","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/upstream-emissions/","ui":"The number is useful only if everyone calculates upstream emissions the same way."},{"a":["system uptime","availability time"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The period or percentage of time a system is operational.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","product","technology","operations","procurement","sales"],"e":"The period or percentage of time a system is operational.","i":3909,"id":"operations.uptime","lv":"core","ph":"uptime system uptime availability time availability time system uptime uptime uptime the period or percentage of time a system is operational the period or percentage of time a system is operational how are we defining uptime in this deck you will see uptime in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the scope can change what data may be used who may access it and which controls are required here uptime means the period or percentage of time a system is operational operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints startup business corporate product technology operations procurement sales product discovery product development testing launch operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Uptime","t":"Uptime","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/uptime/","ui":"How are we defining uptime in this deck?"},{"a":["countdown claim"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A claim that an offer or opportunity will end soon, which requires truthful support.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A claim that an offer or opportunity will end soon, which requires truthful support.","i":3910,"id":"marketing.urgency-claim","lv":"core","ph":"urgency claim countdown claim countdown claim urgency claim urgency claim a claim that an offer or opportunity will end soon which requires truthful support a claim that an offer or opportunity will end soon which requires truthful support the draft mentions urgency claim but the scope and jurisdiction are still unclear you will see urgency claim in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here urgency claim means a claim that an offer or opportunity will end soon which requires truthful support marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Urgency claim","t":"Urgency claim","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/urgency-claim/","ui":"The draft mentions urgency claim, but the scope and jurisdiction are still unclear."},{"a":["U.S. GAAP"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"United States generally accepted accounting principles, whose authoritative nongovernmental source is the FASB Codification.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"United States generally accepted accounting principles, whose authoritative nongovernmental source is the FASB Codification.","i":3911,"id":"bizfinance.us-gaap","lv":"core","ph":"us gaap u s gaap u s gaap us gaap us gaap united states generally accepted accounting principles whose authoritative nongovernmental source is the fasb codification united states generally accepted accounting principles whose authoritative nongovernmental source is the fasb codification which accounting policy governs us gaap you will see us gaap in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here us gaap means united states generally accepted accounting principles whose authoritative nongovernmental source is the fasb codification finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce global context dependent","sn":"US GAAP","t":"US GAAP","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/us-gaap/","ui":"Which accounting policy governs US GAAP?"},{"a":["usability testing"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A study observing people attempting tasks with a product or prototype to identify usability problems.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Watch people use the product and see where they struggle.","i":3912,"id":"product.usability-test","lv":"core","ph":"usability test usability testing usability test usability testing usability test watch people use the product and see where they struggle a study observing people attempting tasks with a product or prototype to identify usability problems the usability test found that no one noticed the save state you will see usability test in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here usability test means a study observing people attempting tasks with a product or prototype to identify usability problems product technology and innovation product management technology and innovation product discovery and research startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Usability test","t":"Usability test","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/usability-test/","ui":"The usability test found that no one noticed the save state."},{"a":["U&A study"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Research combining behaviour, category usage and attitudes.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Research combining behaviour, category usage and attitudes.","i":3913,"id":"marketing.usage-and-attitudes-study","lv":"working","ph":"usage and attitudes study u and a study u and a study usage and attitudes study usage and attitudes study research combining behaviour category usage and attitudes research combining behaviour category usage and attitudes the finding on usage and attitudes study is directional not universal you will see usage and attitudes study in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here usage and attitudes study means research combining behaviour category usage and attitudes marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Usage and attitudes study","t":"Usage and attitudes study","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/usage-and-attitudes-study/","ui":"The finding on usage and attitudes study is directional, not universal."},{"a":["consumption pricing"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Pricing linked to measured consumption of a service or resource.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Pricing linked to measured consumption of a service or resource.","i":3914,"id":"revenue.usage-based-pricing","lv":"core","ph":"usage based pricing consumption pricing consumption pricing usage based pricing usage based pricing pricing linked to measured consumption of a service or resource pricing linked to measured consumption of a service or resource lets test whether usage based pricing still works for the smallest and largest customers you will see usage based pricing in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here usage based pricing means pricing linked to measured consumption of a service or resource revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Usage-based pricing","t":"Usage-based pricing","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/usage-based-pricing/","ui":"Let’s test whether usage-based pricing still works for the smallest and largest customers."},{"a":["consumption model","metered billing"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A model charging according to measured consumption, transactions or activity.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Customers pay based on how much they use.","i":3915,"id":"strategy.usage-based-pricing-model","lv":"core","ph":"usage based pricing model consumption model metered billing consumption model metered billing usage based pricing model usage based pricing model customers pay based on how much they use a model charging according to measured consumption transactions or activity usage based pricing aligns cost with value but makes revenue less predictable you will see usage based pricing model in strategy decks market analyses business plans and planning workshops when the discussion reaches business and revenue models it helps a reader interpret business and revenue models without confusing the measure decision role or evidence being discussed here usage based pricing model means a model charging according to measured consumption transactions or activity strategy markets and business models strategy market analysis and business models business and revenue models startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Usage-based pricing model","t":"Usage-based pricing model","tp":"Business & revenue models","tpid":"strategy-market-models.business-models","u":"terms/usage-based-pricing-model/","ui":"Usage-based pricing aligns cost with value but makes revenue less predictable."},{"a":["consumption expansion"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Growth in billable consumption by an existing customer.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Growth in billable consumption by an existing customer.","i":3916,"id":"revenue.usage-expansion","lv":"working","ph":"usage expansion consumption expansion consumption expansion usage expansion usage expansion growth in billable consumption by an existing customer growth in billable consumption by an existing customer keep usage expansion on the dashboard but show the definition and reporting period beside it you will see usage expansion in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here usage expansion means growth in billable consumption by an existing customer revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Usage expansion","t":"Usage expansion","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/usage-expansion/","ui":"Keep usage expansion on the dashboard, but show the definition and reporting period beside it."},{"a":["consumption revenue"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Revenue generated according to measured customer consumption.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Revenue generated according to measured customer consumption.","i":3917,"id":"revenue.usage-revenue","lv":"core","ph":"usage revenue consumption revenue consumption revenue usage revenue usage revenue revenue generated according to measured customer consumption revenue generated according to measured customer consumption keep usage revenue on the dashboard but show the definition and reporting period beside it you will see usage revenue in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here usage revenue means revenue generated according to measured customer consumption revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification role person finance commerce global context dependent","sn":"Usage revenue","t":"Usage revenue","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/usage-revenue/","ui":"Keep usage revenue on the dashboard, but show the definition and reporting period beside it."},{"a":["use rights"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Contractual permission defining how, where, by whom and for how long something may be used.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Contractual permission defining how, where, by whom and for how long something may be used.","i":3918,"id":"revenue.usage-rights","lv":"core","ph":"usage rights use rights usage rights use rights usage rights contractual permission defining how where by whom and for how long something may be used contractual permission defining how where by whom and for how long something may be used do not describe usage rights as agreed until the operative document says so you will see usage rights in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here usage rights means contractual permission defining how where by whom and for how long something may be used revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product go to market sales contracting customer success renewal document artifact finance commerce right contract law global context dependent","sn":"Usage rights","t":"Usage rights","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/usage-rights/","ui":"Do not describe usage rights as agreed until the operative document says so."},{"a":["application","application scenario"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A specific situation describing who uses a product, for what goal and under what conditions.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","investor","marketing","product","sales","finance"],"e":"A specific situation describing who uses a product, for what goal and under what conditions.","i":3919,"id":"revenue.use-case","lv":"core","ph":"use case application application scenario application application scenario use case use case a specific situation describing who uses a product for what goal and under what conditions a specific situation describing who uses a product for what goal and under what conditions do not move the opportunity until use case is confirmed you will see use case in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here use case means a specific situation describing who uses a product for what goal and under what conditions revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate investor marketing product sales finance strategy market research planning pitching go to market sales contracting customer success renewal finance commerce workflow process global context dependent","sn":"Use case","t":"Use case","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/use-case/","ui":"Do not move the opportunity until use case is confirmed."},{"a":["use case segment"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Grouping demand by the situation or job for which the product is used.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Group customers by what they use the product for.","i":3920,"id":"strategy.use-case-segmentation","lv":"core","ph":"use case segmentation use case segment use case segment use case segmentation use case segmentation group customers by what they use the product for grouping demand by the situation or job for which the product is used use case segmentation reveals a high value compliance workflow you will see use case segmentation in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here use case segmentation means grouping demand by the situation or job for which the product is used strategy markets and business models strategy market analysis and business models customers users and segmentation startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Use-case segmentation","t":"Use-case segmentation","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/use-case-segmentation/","ui":"Use-case segmentation reveals a high-value compliance workflow."},{"a":["use-of-proceeds slide"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide showing how newly raised or approved capital will be allocated.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that explains where the money will go.","i":3921,"id":"bizpitch.use-of-funds-slide","lv":"core","ph":"use of funds slide use of proceeds slide use of funds slide use of proceeds slide use of funds slide the slide that explains where the money will go a slide showing how newly raised or approved capital will be allocated link every use of funds to a milestone you will see use of funds slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here use of funds slide means a slide showing how newly raised or approved capital will be allocated business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact equipment technology organisation party global context dependent","sn":"Use of funds slide","t":"Use of funds slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/use-of-funds-slide/","ui":"Link every use of funds to a milestone."},{"a":["Scope 3 Category 11"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A Scope 3 category covering emissions arising from customers' use of products.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A Scope 3 category covering emissions arising from customers' use of products.","i":3922,"id":"sustainability.use-of-sold-products","lv":"working","ph":"use of sold products scope 3 category 11 scope 3 category 11 use of sold products use of sold products a scope 3 category covering emissions arising from customers use of products a scope 3 category covering emissions arising from customers use of products which standard and reporting period govern use of sold products you will see use of sold products in sustainability reports impact decks climate plans and assurance materials when the discussion reaches greenhouse gas accounting in greenhouse gas accounting the reporting boundary method period and evidence can materially change the claim here use of sold products means a scope 3 category covering emissions arising from customers use of products sustainability impact and esg sustainability climate impact and esg reporting greenhouse gas accounting corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance role person risk ethics access global context dependent","sn":"Use of sold products","t":"Use of sold products","tp":"Greenhouse-gas accounting","tpid":"sustainability-impact-esg.emissions-accounting","u":"terms/use-of-sold-products/","ui":"Which standard and reporting period govern use of sold products?"},{"a":["visitor"],"amb":["User"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A person or device identity counted by an analytics system under its identity method.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A person or device identity counted by an analytics system under its identity method.","i":3923,"id":"marketing.user.analytics-user","lv":"core","ph":"user visitor user visitor user a person or device identity counted by an analytics system under its identity method a person or device identity counted by an analytics system under its identity method keep user on the dashboard but show the definition and reporting period beside it you will see user in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here user means a person or device identity counted by an analytics system under its identity method marketing brand and growth brand marketing media and growth digital marketing metrics user startup business corporate marketing sales market research marketing growth reporting metric standard specification role person equipment technology workflow process format genre model organisation party global context dependent","sn":"User","t":"User","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/user--marketing-user-analytics-user/","ui":"Keep user on the dashboard, but show the definition and reporting period beside it."},{"a":["end user"],"amb":["End user","User"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A person who directly uses a product or service, whether or not they buy it.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","investor","marketing","product","sales","finance"],"e":"A person who directly uses a product or service, whether or not they buy it.","i":3924,"id":"revenue.user.product-user","lv":"core","ph":"user end user end user user user a person who directly uses a product or service whether or not they buy it a person who directly uses a product or service whether or not they buy it the chart names user but it does not show the actual responsibility you will see user in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here user means a person who directly uses a product or service whether or not they buy it revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles customer user end user startup business corporate investor marketing product sales finance strategy market research planning pitching go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"User","t":"User","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/user--revenue-user-product-user/","ui":"The chart names user, but it does not show the actual responsibility."},{"a":["task flow"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A representation of the steps a user takes to complete a task or reach an outcome.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A map of the user's steps through the product.","i":3925,"id":"product.user-flow","lv":"core","ph":"user flow task flow task flow user flow user flow a map of the users steps through the product a representation of the steps a user takes to complete a task or reach an outcome the user flow has two unnecessary approval loops you will see user flow in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here user flow means a representation of the steps a user takes to complete a task or reach an outcome product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations role person equipment technology global context dependent","sn":"User flow","t":"User flow","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/user-flow/","ui":"The user flow has two unnecessary approval loops."},{"a":["product persona"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A research-based representation of a recurring user type and its needs or behaviours.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A useful picture of a typical user.","i":3926,"id":"strategy.user-persona","lv":"core","ph":"user persona product persona product persona user persona user persona a useful picture of a typical user a research based representation of a recurring user type and its needs or behaviours the user persona does not represent every individual user you will see user persona in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here user persona means a research based representation of a recurring user type and its needs or behaviours strategy markets and business models strategy market analysis and business models customers users and segmentation startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"User persona","t":"User persona","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/user-persona/","ui":"The user persona does not represent every individual user."},{"a":["UX research"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Systematic study of users, contexts, behaviours and needs to inform product decisions.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Research how people behave and what they need.","i":3927,"id":"product.user-research","lv":"core","ph":"user research ux research user research ux research user research research how people behave and what they need systematic study of users contexts behaviours and needs to inform product decisions user research should include people excluded by the current design you will see user research in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here user research means systematic study of users contexts behaviours and needs to inform product decisions product technology and innovation product management technology and innovation product discovery and research startup business corporate product technology product discovery product development testing launch operations document artifact role person equipment technology status decision global context dependent startup","sn":"User research","t":"User research","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/user-research/","ui":"User research should include people excluded by the current design."},{"a":["story","agile story"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A short requirement framed around a user, need and intended benefit.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","investor","marketing","product","technology"],"e":"A simple statement of what a user needs and why.","i":3928,"id":"product.user-story","lv":"core","ph":"user story story agile story agile story story user story user story a simple statement of what a user needs and why a short requirement framed around a user need and intended benefit the user story is too broad for one sprint you will see user story in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here user story means a short requirement framed around a user need and intended benefit product technology and innovation product management technology and innovation requirements stories and service design startup business corporate investor marketing product technology strategy market research planning pitching product discovery product development testing launch operations role person equipment technology global context dependent","sn":"User story","t":"User story","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/user-story/","ui":"The user story is too broad for one sprint."},{"a":["utilization rate"],"amb":["utilization rate"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The proportion of available capacity being used.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The proportion of available capacity being used.","i":3929,"id":"operations.utilisation","lv":"core","ph":"utilisation utilization rate utilisation utilization rate utilisation the proportion of available capacity being used the proportion of available capacity being used how are we defining utilisation in this deck you will see utilisation in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here utilisation means the proportion of available capacity being used operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints capacity utilisation business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Utilisation","t":"Utilisation","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/utilisation/","ui":"How are we defining utilisation in this deck?"},{"a":[],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A campaign parameter naming the campaign.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A campaign parameter naming the campaign.","i":3930,"id":"marketing.utm-campaign","lv":"core","ph":"utm campaign utm campaign utm campaign a campaign parameter naming the campaign a campaign parameter naming the campaign compare utm campaign with the same cohort and period before drawing a conclusion you will see utm campaign in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here utm campaign means a campaign parameter naming the campaign marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"UTM campaign","t":"UTM campaign","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/utm-campaign/","ui":"Compare uTM campaign with the same cohort and period before drawing a conclusion."},{"a":[],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A campaign parameter distinguishing creative, placement or link variants.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A campaign parameter distinguishing creative, placement or link variants.","i":3931,"id":"marketing.utm-content","lv":"working","ph":"utm content utm content utm content a campaign parameter distinguishing creative placement or link variants a campaign parameter distinguishing creative placement or link variants the number is useful only if everyone calculates utm content the same way you will see utm content in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here utm content means a campaign parameter distinguishing creative placement or link variants marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"UTM content","t":"UTM content","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/utm-content/","ui":"The number is useful only if everyone calculates uTM content the same way."},{"a":[],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A campaign parameter naming the marketing medium.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A campaign parameter naming the marketing medium.","i":3932,"id":"marketing.utm-medium","lv":"core","ph":"utm medium utm medium utm medium a campaign parameter naming the marketing medium a campaign parameter naming the marketing medium how are we defining utm medium in this deck you will see utm medium in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here utm medium means a campaign parameter naming the marketing medium marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"UTM medium","t":"UTM medium","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/utm-medium/","ui":"How are we defining uTM medium in this deck?"},{"a":[],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A campaign parameter naming where traffic originated.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A campaign parameter naming where traffic originated.","i":3933,"id":"marketing.utm-source","lv":"core","ph":"utm source utm source utm source a campaign parameter naming where traffic originated a campaign parameter naming where traffic originated keep utm source on the dashboard but show the definition and reporting period beside it you will see utm source in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here utm source means a campaign parameter naming where traffic originated marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"UTM source","t":"UTM source","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/utm-source/","ui":"Keep uTM source on the dashboard, but show the definition and reporting period beside it."},{"a":[],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A campaign parameter often used for paid-search keyword or audience detail.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A campaign parameter often used for paid-search keyword or audience detail.","i":3934,"id":"marketing.utm-term","lv":"working","ph":"utm term utm term utm term a campaign parameter often used for paid search keyword or audience detail a campaign parameter often used for paid search keyword or audience detail the number is useful only if everyone calculates utm term the same way you will see utm term in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here utm term means a campaign parameter often used for paid search keyword or audience detail marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"UTM term","t":"UTM term","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/utm-term/","ui":"The number is useful only if everyone calculates uTM term the same way."},{"a":["open-role rate"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Unfilled positions divided by total authorised or available positions.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Unfilled positions divided by total authorised or available positions.","i":3935,"id":"people.vacancy-rate","lv":"core","ph":"vacancy rate open role rate open role rate vacancy rate vacancy rate unfilled positions divided by total authorised or available positions unfilled positions divided by total authorised or available positions keep vacancy rate on the dashboard but show the definition and reporting period beside it you will see vacancy rate in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here vacancy rate means unfilled positions divided by total authorised or available positions people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification organisation party global context dependent","sn":"Vacancy rate","t":"Vacancy rate","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/vacancy-rate/","ui":"Keep vacancy rate on the dashboard, but show the definition and reporting period beside it."},{"a":["validate"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Evidence that an output or process is fit for intended use under defined conditions.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Evidence that an output or process is fit for intended use under defined conditions.","i":3936,"id":"operations.validation","lv":"core","ph":"validation validate validate validation validation evidence that an output or process is fit for intended use under defined conditions evidence that an output or process is fit for intended use under defined conditions which requirement does validation fail or satisfy you will see validation in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here validation means evidence that an output or process is fit for intended use under defined conditions operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action verification business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent startup","sn":"Validation","t":"Validation","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/validation/","ui":"Which requirement does validation fail or satisfy?"},{"a":["validation set"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"Data used during model development to tune choices and estimate performance.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Data used to improve and check the model during development.","i":3937,"id":"product.validation-data","lv":"working","ph":"validation data validation set validation data validation set validation data data used to improve and check the model during development data used during model development to tune choices and estimate performance the validation data is separate from the final test set you will see validation data in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here validation data means data used during model development to tune choices and estimate performance product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology format genre model global context dependent","sn":"Validation data","t":"Validation data","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/validation-data/","ui":"The validation data is separate from the final test set."},{"a":["value assessment"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The process or result of estimating the economic value of a company, asset or security.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"The process or result of estimating the economic value of a company, asset or security.","i":3938,"id":"bizfinance.valuation","lv":"core","ph":"valuation value assessment valuation value assessment valuation the process or result of estimating the economic value of a company asset or security the process or result of estimating the economic value of a company asset or security the range matters more than a false point estimate for valuation you will see valuation in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here valuation means the process or result of estimating the economic value of a company asset or security finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology workflow process organisation party global context dependent","sn":"Valuation","t":"Valuation","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/valuation/","ui":"The range matters more than a false point estimate for valuation."},{"a":["cap"],"amb":["cap"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A conversion term that sets a maximum company valuation for calculating the price at which a convertible instrument turns into equity.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A ceiling used to calculate how many shares an early investor receives.","i":3939,"id":"startup.valuation-cap","lv":"core","ph":"valuation cap cap cap valuation cap valuation cap a ceiling used to calculate how many shares an early investor receives a conversion term that sets a maximum company valuation for calculating the price at which a convertible instrument turns into equity the safe has a twelve million dollar valuation cap you will see valuation cap in fundraising decks data rooms term sheets and investor conversations when the discussion reaches valuation and conversion mechanics in valuation and conversion mechanics a loose definition can change rights obligations approval disclosure or enforceability here valuation cap means a conversion term that sets a maximum company valuation for calculating the price at which a convertible instrument turns into equity startups venture and fundraising startup formation venture capital and fundraising valuation and conversion mechanics pre money valuation ceiling startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent startup","sn":"Valuation cap","t":"Valuation cap","tp":"Valuation & conversion mechanics","tpid":"startup-venture-fundraising.valuation-conversion","u":"terms/valuation-cap/","ui":"The SAFE has a twelve-million-dollar valuation cap."},{"a":["reset"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A reduction or restructuring of valuation expectations, often through a down round or recapitalisation.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The company accepts a lower or reworked value.","i":3940,"id":"startup.valuation-reset","lv":"working","ph":"valuation reset reset reset valuation reset valuation reset the company accepts a lower or reworked value a reduction or restructuring of valuation expectations often through a down round or recapitalisation the valuation reset simplified the path to new capital you will see valuation reset in fundraising decks data rooms term sheets and investor conversations when the discussion reaches valuation and conversion mechanics in valuation and conversion mechanics a loose definition can change rights obligations approval disclosure or enforceability here valuation reset means a reduction or restructuring of valuation expectations often through a down round or recapitalisation startups venture and fundraising startup formation venture capital and fundraising valuation and conversion mechanics startup investor finance corporate fundraising financing due diligence governance finance commerce equipment technology organisation party global context dependent","sn":"Valuation reset","t":"Valuation reset","tp":"Valuation & conversion mechanics","tpid":"startup-venture-fundraising.valuation-conversion","u":"terms/valuation-reset/","ui":"The valuation reset simplified the path to new capital."},{"a":["value pricing"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Setting price in relation to the value perceived or realised by the customer.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Setting price in relation to the value perceived or realised by the customer.","i":3941,"id":"revenue.value-based-pricing","lv":"core","ph":"value based pricing value pricing value based pricing value pricing value based pricing setting price in relation to the value perceived or realised by the customer setting price in relation to the value perceived or realised by the customer the pricing slide needs to separate value based pricing from the commercial assumptions around it you will see value based pricing in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here value based pricing means setting price in relation to the value perceived or realised by the customer revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Value-based pricing","t":"Value-based pricing","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/value-based-pricing/","ui":"The pricing slide needs to separate value-based pricing from the commercial assumptions around it."},{"a":["value segment"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Grouping customers by current or potential economic value.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Group customers by how valuable the relationship may be.","i":3942,"id":"strategy.value-based-segmentation","lv":"working","ph":"value based segmentation value segment value based segmentation value segment value based segmentation group customers by how valuable the relationship may be grouping customers by current or potential economic value value based segmentation must not become an excuse for discriminatory service you will see value based segmentation in strategy decks market analyses business plans and planning workshops when the discussion reaches customers users and segmentation it helps a reader interpret customers users and segmentation without confusing the measure decision role or evidence being discussed here value based segmentation means grouping customers by current or potential economic value strategy markets and business models strategy market analysis and business models customers users and segmentation startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Value-based segmentation","t":"Value-based segmentation","tp":"Customers, users & segmentation","tpid":"strategy-market-models.customers-segments","u":"terms/value-based-segmentation/","ui":"Value-based segmentation must not become an excuse for discriminatory service."},{"a":["value-chain analysis"],"amb":["value-chain analysis"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The linked activities through which an organisation creates, delivers and supports value.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The steps that turn inputs into customer value.","i":3943,"id":"strategy.value-chain","lv":"core","ph":"value chain value chain analysis value chain value chain analysis value chain the steps that turn inputs into customer value the linked activities through which an organisation creates delivers and supports value map where margin and control sit in the value chain you will see value chain in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here value chain means the linked activities through which an organisation creates delivers and supports value strategy markets and business models strategy market analysis and business models strategy frameworks and analysis value chain analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Value chain","t":"Value chain","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/value-chain/","ui":"Map where margin and control sit in the value chain."},{"a":["value-chain review"],"amb":["value-chain analysis"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Examination of activities, costs and linkages to identify advantage or improvement opportunities.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Study each step to see where value is created or lost.","i":3944,"id":"strategy.value-chain-analysis","lv":"working","ph":"value chain analysis value chain review value chain analysis value chain review value chain analysis study each step to see where value is created or lost examination of activities costs and linkages to identify advantage or improvement opportunities value chain analysis shows implementation is the profit pool you will see value chain analysis in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here value chain analysis means examination of activities costs and linkages to identify advantage or improvement opportunities strategy markets and business models strategy market analysis and business models strategy frameworks and analysis value chain startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Value chain analysis","t":"Value chain analysis","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/value-chain-analysis/","ui":"Value chain analysis shows implementation is the profit pool."},{"a":["value-chain materiality"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Evaluation of impacts and risks across upstream and downstream relationships.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Evaluation of impacts and risks across upstream and downstream relationships.","i":3945,"id":"sustainability.value-chain-assessment","lv":"core","ph":"value chain assessment value chain materiality value chain assessment value chain materiality value chain assessment evaluation of impacts and risks across upstream and downstream relationships evaluation of impacts and risks across upstream and downstream relationships the sustainability report needs the method exclusions and assurance status for value chain assessment you will see value chain assessment in sustainability reports impact decks climate plans and assurance materials when the discussion reaches materiality and stakeholder impact in materiality and stakeholder impact different calculation boundaries periods or accounting treatments can change the number and the decision here value chain assessment means evaluation of impacts and risks across upstream and downstream relationships sustainability impact and esg sustainability climate impact and esg reporting materiality and stakeholder impact corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process risk ethics access global context dependent","sn":"Value-chain assessment","t":"Value-chain assessment","tp":"Materiality & stakeholder impact","tpid":"sustainability-impact-esg.materiality","u":"terms/value-chain-assessment/","ui":"The sustainability report needs the method, exclusions and assurance status for value-chain assessment."},{"a":["value assumption"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A testable belief that customers will perceive, adopt or pay for the proposed value.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A guess that customers will care enough to act.","i":3946,"id":"product.value-hypothesis","lv":"working","ph":"value hypothesis value assumption value assumption value hypothesis value hypothesis a guess that customers will care enough to act a testable belief that customers will perceive adopt or pay for the proposed value the value hypothesis is stronger for compliance teams you will see value hypothesis in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches product discovery and research it helps a reader interpret product discovery and research without confusing the measure decision role or evidence being discussed here value hypothesis means a testable belief that customers will perceive adopt or pay for the proposed value product technology and innovation product management technology and innovation product discovery and research startup business corporate product technology product discovery product development testing launch operations role person equipment technology global context dependent","sn":"Value hypothesis","t":"Value hypothesis","tp":"Product discovery & research","tpid":"product-technology-innovation.product-discovery","u":"terms/value-hypothesis/","ui":"The value hypothesis is stronger for compliance teams."},{"a":["customer value proposition","CVP","value prop"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A concise statement of the value an offer creates for a defined audience.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","investor","marketing","product","sales"],"e":"A concise statement of the value an offer creates for a defined audience.","i":3947,"id":"marketing.value-proposition","lv":"core","ph":"value proposition customer value proposition cvp value prop customer value proposition cvp value prop value proposition value proposition a concise statement of the value an offer creates for a defined audience a concise statement of the value an offer creates for a defined audience the team needs one controlled copy of value proposition with an owner and date you will see value proposition in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here value proposition means a concise statement of the value an offer creates for a defined audience marketing brand and growth brand marketing media and growth messaging proposition and voice positioning startup business corporate investor marketing product sales strategy market research planning pitching marketing growth reporting document artifact format genre model global context dependent business foundation startup","sn":"Value proposition","t":"Value proposition","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/value-proposition/","ui":"The team needs one controlled copy of value proposition, with an owner and date."},{"a":["VPC"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A framework linking customer jobs, pains and gains with products, pain relievers and gain creators.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A tool for matching what customers need with what the offer provides.","i":3948,"id":"strategy.value-proposition-canvas","lv":"core","ph":"value proposition canvas vpc value proposition canvas vpc value proposition canvas a tool for matching what customers need with what the offer provides a framework linking customer jobs pains and gains with products pain relievers and gain creators use the value proposition canvas after real customer research you will see value proposition canvas in strategy decks market analyses business plans and planning workshops when the discussion reaches business model canvas and lean canvas it helps a reader interpret business model canvas and lean canvas without confusing the measure decision role or evidence being discussed here value proposition canvas means a framework linking customer jobs pains and gains with products pain relievers and gain creators strategy markets and business models strategy market analysis and business models business model canvas and lean canvas startup business corporate investor marketing product strategy market research planning pitching document artifact metric standard specification role person equipment technology format genre model global context dependent","sn":"Value Proposition Canvas","t":"Value Proposition Canvas","tp":"Business Model Canvas & Lean Canvas","tpid":"strategy-market-models.canvas-models","u":"terms/value-proposition-canvas/","ui":"Use the Value Proposition Canvas after real customer research."},{"a":["value-based selling"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A sales approach connecting the offer to measurable customer outcomes and economic value.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A sales approach connecting the offer to measurable customer outcomes and economic value.","i":3949,"id":"revenue.value-selling","lv":"core","ph":"value selling value based selling value based selling value selling value selling a sales approach connecting the offer to measurable customer outcomes and economic value a sales approach connecting the offer to measurable customer outcomes and economic value who can verify value selling on the buyers side you will see value selling in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here value selling means a sales approach connecting the offer to measurable customer outcomes and economic value revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce workflow process global context dependent","sn":"Value selling","t":"Value selling","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/value-selling/","ui":"Who can verify value selling on the buyer’s side?"},{"a":["VSM"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A map of material and information flow used to identify value and waste.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A map of material and information flow used to identify value and waste.","i":3950,"id":"operations.value-stream-map","lv":"working","ph":"value stream map vsm value stream map vsm value stream map a map of material and information flow used to identify value and waste a map of material and information flow used to identify value and waste can we remove the ambiguity around value stream map before the process changes you will see value stream map in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here value stream map means a map of material and information flow used to identify value and waste operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Value-stream map","t":"Value-stream map","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/value-stream-map/","ui":"Can we remove the ambiguity around value-stream map before the process changes?"},{"a":["value-based sizing"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Estimating market potential from the economic value created and the share a provider could capture.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Estimate market size from the value the solution creates.","i":3951,"id":"strategy.value-theory-market-sizing","lv":"specialist","ph":"value theory market sizing value based sizing value based sizing value theory market sizing value theory market sizing estimate market size from the value the solution creates estimating market potential from the economic value created and the share a provider could capture the value theory sizing needs evidence for the capture rate you will see value theory market sizing in strategy decks market analyses business plans and planning workshops when the discussion reaches market sizing and growth it helps a reader interpret market sizing and growth without confusing the measure decision role or evidence being discussed here value theory market sizing means estimating market potential from the economic value created and the share a provider could capture strategy markets and business models strategy market analysis and business models market sizing and growth startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Value-theory market sizing","t":"Value-theory market sizing","tp":"Market sizing & growth","tpid":"strategy-market-models.market-sizing","u":"terms/value-theory-market-sizing/","ui":"The value-theory sizing needs evidence for the capture rate."},{"a":["core values","organisational values","company values"],"amb":["company values"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Stated principles intended to guide decisions and behaviour.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","investor","marketing","product","people","operations"],"e":"Stated principles intended to guide decisions and behaviour.","i":3952,"id":"people.values","lv":"core","ph":"values core values organisational values company values company values core values organisational values values values stated principles intended to guide decisions and behaviour stated principles intended to guide decisions and behaviour the change plan needs to show how people will be supported through values you will see values in organisation plans workforce reviews change programmes and people reports when the discussion reaches culture transformation and change in culture transformation and change the definition can change who is affected accountable protected or entitled to act here values means stated principles intended to guide decisions and behaviour people organisation and change organisation design people systems and change culture transformation and change brand values startup business corporate investor marketing product people operations strategy market research planning pitching people planning employment performance management change management organisation party status decision global context dependent","sn":"Values","t":"Values","tp":"Culture, transformation & change","tpid":"people-organisation-change.culture-change","u":"terms/values/","ui":"The change plan needs to show how people will be supported through values."},{"a":["feel-good metric","superficial metric"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A measure that looks impressive but offers little decision value.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","marketing","sales","people","operations"],"e":"A measure that looks impressive but offers little decision value.","i":3953,"id":"people.vanity-metric","lv":"core","ph":"vanity metric feel good metric superficial metric feel good metric superficial metric vanity metric vanity metric a measure that looks impressive but offers little decision value a measure that looks impressive but offers little decision value the number is useful only if everyone calculates vanity metric the same way you will see vanity metric in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals the definition can change who is affected accountable protected or entitled to act here vanity metric means a measure that looks impressive but offers little decision value people organisation and change organisation design people systems and change okrs kpis and performance goals startup business corporate marketing sales people operations market research marketing growth reporting people planning employment performance management change management metric standard specification organisation party status decision global context dependent","sn":"Vanity metric","t":"Vanity metric","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/vanity-metric/","ui":"The number is useful only if everyone calculates vanity metric the same way."},{"a":["incentive pay"],"amb":["incentive pay"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Pay that changes based on performance or outcomes.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Pay that changes based on performance or outcomes.","i":3954,"id":"revenue.variable-compensation","lv":"core","ph":"variable compensation incentive pay incentive pay variable compensation variable compensation pay that changes based on performance or outcomes pay that changes based on performance or outcomes how are we defining variable compensation in this deck you will see variable compensation in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here variable compensation means pay that changes based on performance or outcomes revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity variable pay startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Variable compensation","t":"Variable compensation","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/variable-compensation/","ui":"How are we defining variable compensation in this deck?"},{"a":["contingent consideration"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Contract consideration that varies because of discounts, refunds, bonuses, penalties or other conditions.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Contract consideration that varies because of discounts, refunds, bonuses, penalties or other conditions.","i":3955,"id":"bizfinance.variable-consideration","lv":"working","ph":"variable consideration contingent consideration contingent consideration variable consideration variable consideration contract consideration that varies because of discounts refunds bonuses penalties or other conditions contract consideration that varies because of discounts refunds bonuses penalties or other conditions can we state who receives the right created by variable consideration and when it applies you will see variable consideration in financial models budgets board packs and investor materials when the discussion reaches accounting policy gaap and adjustments in accounting policy gaap and adjustments a loose definition can change rights obligations approval disclosure or enforceability here variable consideration means contract consideration that varies because of discounts refunds bonuses penalties or other conditions finance accounting and valuation financial statements planning metrics and valuation accounting policy gaap and adjustments startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact metric standard specification finance commerce right contract law organisation party global context dependent","sn":"Variable consideration","t":"Variable consideration","tp":"Accounting policy, GAAP & adjustments","tpid":"finance-accounting-valuation.accounting-policy","u":"terms/variable-consideration/","ui":"Can we state who receives the right created by variable consideration, and when it applies?"},{"a":["volume-dependent cost"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A cost that changes with activity volume under the chosen range and classification.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A cost that changes with activity volume under the chosen range and classification.","i":3956,"id":"bizfinance.variable-cost","lv":"core","ph":"variable cost volume dependent cost variable cost volume dependent cost variable cost a cost that changes with activity volume under the chosen range and classification a cost that changes with activity volume under the chosen range and classification keep variable cost on the dashboard but show the definition and reporting period beside it you will see variable cost in financial models budgets board packs and investor materials when the discussion reaches margins break even and unit economics in margins break even and unit economics different calculation boundaries periods or accounting treatments can change the number and the decision here variable cost means a cost that changes with activity volume under the chosen range and classification finance accounting and valuation financial statements planning metrics and valuation margins break even and unit economics startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce global context dependent","sn":"Variable cost","t":"Variable cost","tp":"Margins, break-even & unit economics","tpid":"finance-accounting-valuation.margins-unit-economics","u":"terms/variable-cost/","ui":"Keep variable cost on the dashboard, but show the definition and reporting period beside it."},{"a":["incentive pay"],"amb":["incentive pay"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Compensation dependent on performance, results or conditions.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Compensation dependent on performance, results or conditions.","i":3957,"id":"people.variable-pay","lv":"core","ph":"variable pay incentive pay incentive pay variable pay variable pay compensation dependent on performance results or conditions compensation dependent on performance results or conditions the announcement should not get ahead of the agreed process for variable pay you will see variable pay in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here variable pay means compensation dependent on performance results or conditions people organisation and change organisation design people systems and change performance pay and rewards variable compensation startup business corporate people operations people planning employment performance management change management organisation party global context dependent","sn":"Variable pay","t":"Variable pay","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/variable-pay/","ui":"The announcement should not get ahead of the agreed process for variable pay."},{"a":["deviation","plan variance"],"amb":["Deviation"],"ar":"People, organisation & change","arid":"people-organisation-change","d":"The difference between actual and planned performance.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","finance","investor","people","operations"],"e":"The difference between actual and planned performance.","i":3958,"id":"people.variance","lv":"core","ph":"variance deviation plan variance deviation plan variance variance variance the difference between actual and planned performance the difference between actual and planned performance the number is useful only if everyone calculates variance the same way you will see variance in organisation plans workforce reviews change programmes and people reports when the discussion reaches okrs kpis and performance goals in okrs kpis and performance goals different calculation boundaries periods or accounting treatments can change the number and the decision here variance means the difference between actual and planned performance people organisation and change organisation design people systems and change okrs kpis and performance goals deviation startup business corporate finance investor people operations accounting planning forecasting valuation reporting financing people planning employment performance management change management document artifact organisation party global context dependent business foundation","sn":"Variance","t":"Variance","tp":"OKRs, KPIs & performance goals","tpid":"people-organisation-change.goals-performance","u":"terms/variance/","ui":"The number is useful only if everyone calculates variance the same way."},{"a":["budget variance analysis"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Investigation of why actual results differ from plan or comparison.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Investigation of why actual results differ from plan or comparison.","i":3959,"id":"bizfinance.variance-analysis","lv":"core","ph":"variance analysis budget variance analysis budget variance analysis variance analysis variance analysis investigation of why actual results differ from plan or comparison investigation of why actual results differ from plan or comparison state the period currency and accounting basis for variance analysis you will see variance analysis in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here variance analysis means investigation of why actual results differ from plan or comparison finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Variance analysis","t":"Variance analysis","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/variance-analysis/","ui":"State the period, currency and accounting basis for variance analysis."},{"a":["plan-versus-actual chart"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A chart showing differences between actual, budget, forecast or prior-period values.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A chart showing where results differ from plan.","i":3960,"id":"bizpitch.variance-chart","lv":"working","ph":"variance chart plan versus actual chart plan versus actual chart variance chart variance chart a chart showing where results differ from plan a chart showing differences between actual budget forecast or prior period values add explanations beside the largest variance chart bars you will see variance chart in business pitches proposals executive summaries and decision decks when the discussion reaches business charts and exhibits it helps a reader interpret business charts and exhibits without confusing the measure decision role or evidence being discussed here variance chart means a chart showing differences between actual budget forecast or prior period values business pitching and presentation materials business pitches decks and decision materials business charts and exhibits startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Variance chart","t":"Variance chart","tp":"Business charts & exhibits","tpid":"business-pitching-artifacts.business-charts","u":"terms/variance-chart/","ui":"Add explanations beside the largest variance chart bars."},{"a":["variance commentary"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"An explanation of difference between actual and planned performance.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"An explanation of difference between actual and planned performance.","i":3961,"id":"reporting.variance-explanation","lv":"core","ph":"variance explanation variance commentary variance commentary variance explanation variance explanation an explanation of difference between actual and planned performance an explanation of difference between actual and planned performance the team needs one controlled copy of variance explanation with an owner and date you will see variance explanation in annual reports earnings decks filings and investor presentations when the discussion reaches board packs dashboards and decision papers in board packs dashboards and decision papers a loose definition can change rights obligations approval disclosure or enforceability here variance explanation means an explanation of difference between actual and planned performance corporate reporting and investor relations corporate reporting board information and investor relations board packs dashboards and decision papers corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce organisation party global context dependent","sn":"Variance explanation","t":"Variance explanation","tp":"Board packs, dashboards & decision papers","tpid":"corporate-reporting-ir.board-reporting","u":"terms/variance-explanation/","ui":"The team needs one controlled copy of variance explanation, with an owner and date."},{"a":["test variant"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"One version of an experience, message or product included in a test.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"One of the versions being compared.","i":3962,"id":"product.variant","lv":"core","ph":"variant test variant test variant variant variant one of the versions being compared one version of an experience message or product included in a test variant b reduces form fields by half you will see variant in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches experiments testing and rollout it helps a reader interpret experiments testing and rollout without confusing the measure decision role or evidence being discussed here variant means one version of an experience message or product included in a test product technology and innovation product management technology and innovation experiments testing and rollout startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Variant","t":"Variant","tp":"Experiments, testing & rollout","tpid":"product-technology-innovation.experimentation","u":"terms/variant/","ui":"Variant B reduces form fields by half."},{"a":["contract variation"],"amb":["contract variation"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A change to contractual scope or terms, commonly used in construction and Commonwealth practice.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A change to contractual scope or terms, commonly used in construction and Commonwealth practice.","i":3963,"id":"governance.variation","lv":"core","ph":"variation contract variation contract variation variation variation a change to contractual scope or terms commonly used in construction and commonwealth practice a change to contractual scope or terms commonly used in construction and commonwealth practice can we state who receives the right created by variation and when it applies you will see variation in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here variation means a change to contractual scope or terms commonly used in construction and commonwealth practice corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language change order startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Variation","t":"Variation","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/variation/","ui":"Can we state who receives the right created by variation, and when it applies?"},{"a":["vector store"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A database designed to store and search vector representations such as embeddings.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A database used to find items with similar numeric meaning.","i":3964,"id":"product.vector-database","lv":"working","ph":"vector database vector store vector database vector store vector database a database used to find items with similar numeric meaning a database designed to store and search vector representations such as embeddings the vector database stores document chunks and access controls you will see vector database in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches ai product and model operations in ai product and model operations the scope can change what data may be used who may access it and which controls are required here vector database means a database designed to store and search vector representations such as embeddings product technology and innovation product management technology and innovation ai product and model operations startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Vector database","t":"Vector database","tp":"AI product & model operations","tpid":"product-technology-innovation.ai-product","u":"terms/vector-database/","ui":"The vector database stores document chunks and access controls."},{"a":["sprint velocity"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"The amount of estimated work a team completes over a period, useful for local planning but vulnerable to gaming.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"How much estimated work a team usually finishes.","i":3965,"id":"product.velocity","lv":"working","ph":"velocity sprint velocity sprint velocity velocity velocity how much estimated work a team usually finishes the amount of estimated work a team completes over a period useful for local planning but vulnerable to gaming velocity is not a performance target you will see velocity in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here velocity means the amount of estimated work a team completes over a period useful for local planning but vulnerable to gaming product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology product discovery product development testing launch operations document artifact equipment technology workflow process organisation party global context dependent","sn":"Velocity","t":"Velocity","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/velocity/","ui":"Velocity is not a performance target."},{"a":["supplier"],"amb":["Supplier","vendor"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A supplier or seller, with usage varying by organisation and context.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A supplier or seller, with usage varying by organisation and context.","i":3966,"id":"operations.vendor","lv":"core","ph":"vendor supplier supplier vendor vendor a supplier or seller with usage varying by organisation and context a supplier or seller with usage varying by organisation and context the operating plan needs an owner and service level for vendor you will see vendor in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here vendor means a supplier or seller with usage varying by organisation and context operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks supplier supplier business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person workflow process organisation party global context dependent","sn":"Vendor","t":"Vendor","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/vendor/","ui":"The operating plan needs an owner and service level for vendor."},{"a":["third-party privacy risk"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Privacy exposure created by suppliers or service providers handling data.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Privacy exposure created by suppliers or service providers handling data.","i":3967,"id":"governance.vendor-privacy-risk","lv":"working","ph":"vendor privacy risk third party privacy risk third party privacy risk vendor privacy risk vendor privacy risk privacy exposure created by suppliers or service providers handling data privacy exposure created by suppliers or service providers handling data counsel wants vendor privacy risk clarified before anyone signs you will see vendor privacy risk in board papers contracts policies risk registers and compliance reports when the discussion reaches privacy data protection and cybersecurity compliance in privacy data protection and cybersecurity compliance a loose definition can change rights obligations approval disclosure or enforceability here vendor privacy risk means privacy exposure created by suppliers or service providers handling data corporate governance legal and compliance governance contracts compliance and enterprise risk privacy data protection and cybersecurity compliance startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law equipment technology risk ethics access global context dependent","sn":"Vendor privacy risk","t":"Vendor privacy risk","tp":"Privacy, data protection & cybersecurity compliance","tpid":"governance-legal-compliance.privacy-data","u":"terms/vendor-privacy-risk/","ui":"Counsel wants vendor privacy risk clarified before anyone signs."},{"a":["VC-backed startup"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A startup financed partly by investors seeking high growth and substantial returns from equity ownership.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A startup funded by venture investors who expect rapid growth.","i":3968,"id":"startup.venture-backed-startup","lv":"core","ph":"venture backed startup vc backed startup vc backed startup venture backed startup venture backed startup a startup funded by venture investors who expect rapid growth a startup financed partly by investors seeking high growth and substantial returns from equity ownership the venture backed startup is planning another round before reaching profitability you will see venture backed startup in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here venture backed startup means a startup financed partly by investors seeking high growth and substantial returns from equity ownership startups venture and fundraising startup formation venture capital and fundraising startup stages and company states startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party status decision global context dependent","sn":"Venture-backed startup","t":"Venture-backed startup","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/venture-backed-startup/","ui":"The venture-backed startup is planning another round before reaching profitability."},{"a":["company builder"],"amb":["company builder"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A person or organisation actively creating and developing new ventures, often synonymous with venture studio.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A team that helps create companies from the beginning.","i":3969,"id":"startup.venture-builder","lv":"working","ph":"venture builder company builder company builder venture builder venture builder a team that helps create companies from the beginning a person or organisation actively creating and developing new ventures often synonymous with venture studio the venture builder contributes product and hiring capacity you will see venture builder in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here venture builder means a person or organisation actively creating and developing new ventures often synonymous with venture studio startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem venture studio startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Venture builder","t":"Venture builder","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/venture-builder/","ui":"The venture builder contributes product and hiring capacity."},{"a":["VC"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Equity investment in high-growth private companies, typically through professionally managed funds.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Investment funds backing private companies expected to grow rapidly.","i":3970,"id":"startup.venture-capital","lv":"core","ph":"venture capital vc vc venture capital venture capital investment funds backing private companies expected to grow rapidly equity investment in high growth private companies typically through professionally managed funds venture capital is suitable only when the return profile fits you will see venture capital in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here venture capital means equity investment in high growth private companies typically through professionally managed funds startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Venture capital","t":"Venture capital","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/venture-capital/","ui":"Venture capital is suitable only when the return profile fits."},{"a":["VC firm"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An organisation managing funds that invest in startups and growth companies.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A professional firm that invests in startups.","i":3971,"id":"startup.venture-capital-firm","lv":"core","ph":"venture capital firm vc firm vc firm venture capital firm venture capital firm a professional firm that invests in startups an organisation managing funds that invest in startups and growth companies the venture capital firm focuses on climate software you will see venture capital firm in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here venture capital firm means an organisation managing funds that invest in startups and growth companies startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Venture capital firm","t":"Venture capital firm","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/venture-capital-firm/","ui":"The venture capital firm focuses on climate software."},{"a":["VC method"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A startup valuation method working backward from an assumed exit value and target investor return.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A startup valuation method working backward from an assumed exit value and target investor return.","i":3972,"id":"bizfinance.venture-capital-method","lv":"working","ph":"venture capital method vc method vc method venture capital method venture capital method a startup valuation method working backward from an assumed exit value and target investor return a startup valuation method working backward from an assumed exit value and target investor return the range matters more than a false point estimate for venture capital method you will see venture capital method in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here venture capital method means a startup valuation method working backward from an assumed exit value and target investor return finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing role person finance commerce equipment technology workflow process global context dependent","sn":"Venture-capital method","t":"Venture-capital method","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/venture-capital-method/","ui":"The range matters more than a false point estimate for venture-capital method."},{"a":["venture loan","startup debt"],"amb":["venture loan"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Debt financing provided to venture-backed companies, often with warrants or covenants.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","investor","finance","corporate","business"],"e":"Debt financing provided to venture-backed companies, often with warrants or covenants.","i":3973,"id":"bizfinance.venture-debt","lv":"core","ph":"venture debt venture loan startup debt startup debt venture debt venture loan venture debt debt financing provided to venture backed companies often with warrants or covenants debt financing provided to venture backed companies often with warrants or covenants can we state who receives the right created by venture debt and when it applies you will see venture debt in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here venture debt means debt financing provided to venture backed companies often with warrants or covenants finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure venture debt round startup investor finance corporate business fundraising financing due diligence governance accounting planning forecasting valuation reporting finance commerce right contract law global context dependent startup","sn":"Venture debt","t":"Venture debt","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/venture-debt/","ui":"Can we state who receives the right created by venture debt, and when it applies?"},{"a":["venture loan"],"amb":["venture loan"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A debt financing provided to a venture-backed company, often alongside or between equity rounds.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A startup borrows money instead of selling more equity.","i":3974,"id":"startup.venture-debt-round","lv":"working","ph":"venture debt round venture loan venture debt round venture loan venture debt round a startup borrows money instead of selling more equity a debt financing provided to a venture backed company often alongside or between equity rounds the venture debt round extends runway but adds repayment risk you will see venture debt round in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding rounds and stages in funding rounds and stages a loose definition can change rights obligations approval disclosure or enforceability here venture debt round means a debt financing provided to a venture backed company often alongside or between equity rounds startups venture and fundraising startup formation venture capital and fundraising funding rounds and stages venture debt startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Venture debt round","t":"Venture debt round","tp":"Funding rounds & stages","tpid":"startup-venture-fundraising.funding-rounds","u":"terms/venture-debt-round/","ui":"The venture debt round extends runway but adds repayment risk."},{"a":["VC fund"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A pooled investment vehicle formed to invest in venture-backed companies.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A pool of money used to invest in startups.","i":3975,"id":"startup.venture-fund","lv":"core","ph":"venture fund vc fund vc fund venture fund venture fund a pool of money used to invest in startups a pooled investment vehicle formed to invest in venture backed companies the venture fund has a ten year life you will see venture fund in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor and fund types in investor and fund types a loose definition can change rights obligations approval disclosure or enforceability here venture fund means a pooled investment vehicle formed to invest in venture backed companies startups venture and fundraising startup formation venture capital and fundraising investor and fund types startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party global context dependent","sn":"Venture fund","t":"Venture fund","tp":"Investor & fund types","tpid":"startup-venture-fundraising.investor-types","u":"terms/venture-fund/","ui":"The venture fund has a ten-year life."},{"a":["startup studio","company builder"],"amb":["company builder"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An organisation that repeatedly originates, funds and builds startups using shared resources and operators.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A company that creates several startups using a shared team.","i":3976,"id":"startup.venture-studio","lv":"working","ph":"venture studio startup studio company builder company builder startup studio venture studio venture studio a company that creates several startups using a shared team an organisation that repeatedly originates funds and builds startups using shared resources and operators the venture studio owns meaningful equity in each new company you will see venture studio in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founders and startup ecosystem it helps a reader interpret founders and startup ecosystem without confusing the measure decision role or evidence being discussed here venture studio means an organisation that repeatedly originates funds and builds startups using shared resources and operators startups venture and fundraising startup formation venture capital and fundraising founders and startup ecosystem venture builder startup investor finance corporate fundraising financing due diligence governance role person finance commerce equipment technology organisation party global context dependent","sn":"Venture studio","t":"Venture studio","tp":"Founders & startup ecosystem","tpid":"startup-venture-fundraising.founders-ecosystem","u":"terms/venture-studio/","ui":"The venture studio owns meaningful equity in each new company."},{"a":["forum"],"amb":["forum"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"The geographic place where proceedings or hearings occur.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"The geographic place where proceedings or hearings occur.","i":3977,"id":"governance.venue","lv":"working","ph":"venue forum forum venue venue the geographic place where proceedings or hearings occur the geographic place where proceedings or hearings occur can we state who receives the right created by venue and when it applies you will see venue in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here venue means the geographic place where proceedings or hearings occur corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language jurisdiction startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Venue","t":"Venue","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/venue/","ui":"Can we state who receives the right created by venue, and when it applies?"},{"a":["verbal agreement"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"An informal indication that a buyer intends to proceed, before binding execution.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"An informal indication that a buyer intends to proceed, before binding execution.","i":3978,"id":"revenue.verbal-commit","lv":"working","ph":"verbal commit verbal agreement verbal agreement verbal commit verbal commit an informal indication that a buyer intends to proceed before binding execution an informal indication that a buyer intends to proceed before binding execution the account plan should show how verbal commit affects the next step you will see verbal commit in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here verbal commit means an informal indication that a buyer intends to proceed before binding execution revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce format genre model global context dependent","sn":"Verbal commit","t":"Verbal commit","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/verbal-commit/","ui":"The account plan should show how verbal commit affects the next step."},{"a":["verbal brand"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The system governing a brand's language, naming, tone and recurring verbal devices.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The system governing a brand's language, naming, tone and recurring verbal devices.","i":3979,"id":"marketing.verbal-identity","lv":"working","ph":"verbal identity verbal brand verbal brand verbal identity verbal identity the system governing a brands language naming tone and recurring verbal devices the system governing a brands language naming tone and recurring verbal devices can we show how verbal identity changes the audiences experience not just the language you will see verbal identity in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here verbal identity means the system governing a brands language naming tone and recurring verbal devices marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting equipment technology format genre model organisation party global context dependent","sn":"Verbal identity","t":"Verbal identity","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/verbal-identity/","ui":"Can we show how verbal identity changes the audience’s experience, not just the language?"},{"a":["verify","disclosure verification"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Checking disclosed information against evidence and controls.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["business","corporate","operations","procurement","sales","investor","finance"],"e":"Checking disclosed information against evidence and controls.","i":3980,"id":"reporting.verification","lv":"core","ph":"verification verify disclosure verification disclosure verification verification verify verification checking disclosed information against evidence and controls checking disclosed information against evidence and controls can we state who receives the right created by verification and when it applies you will see verification in annual reports earnings decks filings and investor presentations when the discussion reaches disclosure materiality and market conduct in disclosure materiality and market conduct a loose definition can change rights obligations approval disclosure or enforceability here verification means checking disclosed information against evidence and controls corporate reporting and investor relations corporate reporting board information and investor relations disclosure materiality and market conduct validation business corporate operations procurement sales investor finance operations procurement quality control risk management delivery reporting governance investor relations disclosure document artifact metric standard specification finance commerce status decision global context dependent","sn":"Verification","t":"Verification","tp":"Disclosure, materiality & market conduct","tpid":"corporate-reporting-ir.disclosure","u":"terms/verification/","ui":"Can we state who receives the right created by verification, and when it applies?"},{"a":["source control","revision control"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Tracking and managing changes to documents, code or configurations.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","product","technology","operations","procurement","sales"],"e":"Tracking and managing changes to documents, code or configurations.","i":3981,"id":"operations.version-control","lv":"core","ph":"version control source control revision control revision control source control version control version control tracking and managing changes to documents code or configurations tracking and managing changes to documents code or configurations how are we defining version control in this deck you will see version control in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here version control means tracking and managing changes to documents code or configurations operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems startup business corporate product technology operations procurement sales product discovery product development testing launch operations procurement quality control risk management delivery document artifact metric standard specification equipment technology workflow process global context dependent","sn":"Version control","t":"Version control","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/version-control/","ui":"How are we defining version control in this deck?"},{"a":["industry vertical"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A market organised around a specific industry or customer domain.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A market focused on one industry, such as legal or healthcare.","i":3982,"id":"strategy.vertical","lv":"core","ph":"vertical industry vertical industry vertical vertical vertical a market focused on one industry such as legal or healthcare a market organised around a specific industry or customer domain the product began in the legal vertical you will see vertical in strategy decks market analyses business plans and planning workshops when the discussion reaches markets industries and categories it helps a reader interpret markets industries and categories without confusing the measure decision role or evidence being discussed here vertical means a market organised around a specific industry or customer domain strategy markets and business models strategy market analysis and business models markets industries and categories startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Vertical","t":"Vertical","tp":"Markets, industries & categories","tpid":"strategy-market-models.market-definition","u":"terms/vertical/","ui":"The product began in the legal vertical."},{"a":["integrate vertically"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"Expansion into upstream suppliers or downstream distribution previously handled by others.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Owning more steps before or after the current business.","i":3983,"id":"strategy.vertical-integration","lv":"working","ph":"vertical integration integrate vertically integrate vertically vertical integration vertical integration owning more steps before or after the current business expansion into upstream suppliers or downstream distribution previously handled by others the acquisition creates vertical integration into fulfilment you will see vertical integration in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here vertical integration means expansion into upstream suppliers or downstream distribution previously handled by others strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model global context dependent","sn":"Vertical integration","t":"Vertical integration","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/vertical-integration/","ui":"The acquisition creates vertical integration into fulfilment."},{"a":["equity vesting","award vesting"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Earning ownership of an award or benefit over time or conditions.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","investor","finance","corporate","business","people","operations"],"e":"Earning ownership of an award or benefit over time or conditions.","i":3984,"id":"people.vesting","lv":"core","ph":"vesting equity vesting award vesting award vesting equity vesting vesting vesting earning ownership of an award or benefit over time or conditions earning ownership of an award or benefit over time or conditions the people plan needs to explain how vesting affects roles and decisions you will see vesting in organisation plans workforce reviews change programmes and people reports when the discussion reaches performance pay and rewards in performance pay and rewards a loose definition can change rights obligations approval disclosure or enforceability here vesting means earning ownership of an award or benefit over time or conditions people organisation and change organisation design people systems and change performance pay and rewards cliff startup investor finance corporate business people operations fundraising financing due diligence governance people planning employment performance management change management role person organisation party status decision global context dependent startup","sn":"Vesting","t":"Vesting","tp":"Performance, pay & rewards","tpid":"people-organisation-change.performance-rewards","u":"terms/vesting/","ui":"The people plan needs to explain how vesting affects roles and decisions."},{"a":["vesting terms"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The timetable and conditions under which equity becomes vested.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The plan showing when equity is earned.","i":3985,"id":"startup.vesting-schedule","lv":"core","ph":"vesting schedule vesting terms vesting schedule vesting terms vesting schedule the plan showing when equity is earned the timetable and conditions under which equity becomes vested the vesting schedule has monthly vesting after the cliff you will see vesting schedule in fundraising decks data rooms term sheets and investor conversations when the discussion reaches founder and employee equity in founder and employee equity a loose definition can change rights obligations approval disclosure or enforceability here vesting schedule means the timetable and conditions under which equity becomes vested startups venture and fundraising startup formation venture capital and fundraising founder and employee equity startup investor finance corporate fundraising financing due diligence governance document artifact role person finance commerce organisation party global context dependent","sn":"Vesting schedule","t":"Vesting schedule","tp":"Founder & employee equity","tpid":"startup-venture-fundraising.founder-equity","u":"terms/vesting-schedule/","ui":"The vesting schedule has monthly vesting after the cliff."},{"a":["blocking right"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Authority to block a proposed action.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Authority to block a proposed action.","i":3986,"id":"people.veto-right","lv":"core","ph":"veto right blocking right blocking right veto right veto right authority to block a proposed action authority to block a proposed action can we test the claim about veto right against employee data and lived experience you will see veto right in organisation plans workforce reviews change programmes and people reports when the discussion reaches roles responsibility and decision rights in roles responsibility and decision rights the definition can change who is affected accountable protected or entitled to act here veto right means authority to block a proposed action people organisation and change organisation design people systems and change roles responsibility and decision rights startup business corporate people operations people planning employment performance management change management role person right contract law organisation party global context dependent","sn":"Veto right","t":"Veto right","tp":"Roles, responsibility & decision rights","tpid":"people-organisation-change.roles-accountability","u":"terms/veto-right/","ui":"Can we test the claim about veto right against employee data and lived experience?"},{"a":["deputy chair"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A director designated to support or substitute for the board chair.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A director designated to support or substitute for the board chair.","i":3987,"id":"governance.vice-chair","lv":"working","ph":"vice chair deputy chair deputy chair vice chair vice chair a director designated to support or substitute for the board chair a director designated to support or substitute for the board chair the minutes should record the decision on vice chair not reconstruct it later you will see vice chair in board papers contracts policies risk registers and compliance reports when the discussion reaches boards directors and committees in boards directors and committees a loose definition can change rights obligations approval disclosure or enforceability here vice chair means a director designated to support or substitute for the board chair corporate governance legal and compliance governance contracts compliance and enterprise risk boards directors and committees startup business corporate investor finance people governance contracting compliance risk management reporting role person right contract law organisation party global context dependent","sn":"Vice chair","t":"Vice chair","tp":"Boards, directors & committees","tpid":"governance-legal-compliance.board-governance","u":"terms/vice-chair/","ui":"The minutes should record the decision on vice chair, not reconstruct it later."},{"a":["video ads"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Paid video distributed across television, streaming, social, websites or apps.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Paid video distributed across television, streaming, social, websites or apps.","i":3988,"id":"marketing.video-advertising","lv":"core","ph":"video advertising video ads video ads video advertising video advertising paid video distributed across television streaming social websites or apps paid video distributed across television streaming social websites or apps can we trace video advertising back to a decision the team can act on you will see video advertising in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here video advertising means paid video distributed across television streaming social websites or apps marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Video advertising","t":"Video advertising","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/video-advertising/","ui":"Can we trace video advertising back to a decision the team can act on?"},{"a":["VTC"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A conversion attributed to an ad exposure without an intervening measured click, under a specified window.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A conversion attributed to an ad exposure without an intervening measured click, under a specified window.","i":3989,"id":"marketing.view-through-conversion","lv":"working","ph":"view through conversion vtc view through conversion vtc view through conversion a conversion attributed to an ad exposure without an intervening measured click under a specified window a conversion attributed to an ad exposure without an intervening measured click under a specified window compare view through conversion with the same cohort and period before drawing a conclusion you will see view through conversion in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here view through conversion means a conversion attributed to an ad exposure without an intervening measured click under a specified window marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"View-through conversion","t":"View-through conversion","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/view-through-conversion/","ui":"Compare view-through conversion with the same cohort and period before drawing a conclusion."},{"a":["viewable ad impression"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"An impression meeting specified visibility and duration criteria under the applicable standard.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"An impression meeting specified visibility and duration criteria under the applicable standard.","i":3990,"id":"marketing.viewable-impression","lv":"core","ph":"viewable impression viewable ad impression viewable ad impression viewable impression viewable impression an impression meeting specified visibility and duration criteria under the applicable standard an impression meeting specified visibility and duration criteria under the applicable standard compare viewable impression with the same cohort and period before drawing a conclusion you will see viewable impression in brand decks campaign plans research reports and performance reviews when the discussion reaches digital marketing metrics in digital marketing metrics a loose definition can change rights obligations approval disclosure or enforceability here viewable impression means an impression meeting specified visibility and duration criteria under the applicable standard marketing brand and growth brand marketing media and growth digital marketing metrics startup business corporate marketing sales market research marketing growth reporting metric standard specification format genre model global context dependent","sn":"Viewable impression","t":"Viewable impression","tp":"Digital marketing metrics","tpid":"marketing-brand-growth.digital-measurement","u":"terms/viewable-impression/","ui":"Compare viewable impression with the same cohort and period before drawing a conclusion."},{"a":["K-factor","viral factor"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Average number of additional users generated by each existing user under a stated method.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","investor","finance","corporate","business","marketing","sales"],"e":"Average number of additional users generated by each existing user under a stated method.","i":3991,"id":"marketing.viral-coefficient","lv":"working","ph":"viral coefficient k factor viral factor k factor viral coefficient viral factor viral coefficient average number of additional users generated by each existing user under a stated method average number of additional users generated by each existing user under a stated method the growth review needs to show the trade off behind viral coefficient you will see viral coefficient in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here viral coefficient means average number of additional users generated by each existing user under a stated method marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup investor finance corporate business marketing sales fundraising financing due diligence governance market research marketing growth reporting metric standard specification role person workflow process format genre model global context dependent","sn":"Viral coefficient","t":"Viral coefficient","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/viral-coefficient/","ui":"The growth review needs to show the trade-off behind viral coefficient."},{"a":["viral loop time"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Average time required for one referral or viral generation cycle.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Average time required for one referral or viral generation cycle.","i":3992,"id":"marketing.viral-cycle-time","lv":"working","ph":"viral cycle time viral loop time viral cycle time viral loop time viral cycle time average time required for one referral or viral generation cycle average time required for one referral or viral generation cycle how are we defining viral cycle time in this deck you will see viral cycle time in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here viral cycle time means average time required for one referral or viral generation cycle marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting metric standard specification workflow process format genre model global context dependent","sn":"Viral cycle time","t":"Viral cycle time","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/viral-cycle-time/","ui":"How are we defining viral cycle time in this deck?"},{"a":["user referral loop"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A growth loop in which users cause other users to join or engage.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A growth loop in which users cause other users to join or engage.","i":3993,"id":"marketing.viral-loop","lv":"core","ph":"viral loop user referral loop user referral loop viral loop viral loop a growth loop in which users cause other users to join or engage a growth loop in which users cause other users to join or engage the growth review needs to show the trade off behind viral loop you will see viral loop in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here viral loop means a growth loop in which users cause other users to join or engage marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent","sn":"Viral loop","t":"Viral loop","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/viral-loop/","ui":"The growth review needs to show the trade-off behind viral loop."},{"a":["viral growth"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The degree to which use or sharing causes further adoption.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The degree to which use or sharing causes further adoption.","i":3994,"id":"marketing.virality","lv":"core","ph":"virality viral growth viral growth virality virality the degree to which use or sharing causes further adoption the degree to which use or sharing causes further adoption compare virality with the baseline cohort before calling it growth you will see virality in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here virality means the degree to which use or sharing causes further adoption marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Virality","t":"Virality","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/virality/","ui":"Compare virality with the baseline cohort before calling it growth."},{"a":["VDR"],"amb":["VDR","virtual data room"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An online platform used to control access to confidential diligence documents.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A secure online deal-document system.","i":3995,"id":"startup.virtual-data-room","lv":"core","ph":"virtual data room vdr vdr virtual data room virtual data room a secure online deal document system an online platform used to control access to confidential diligence documents the virtual data room logs downloads and access you will see virtual data room in fundraising decks data rooms term sheets and investor conversations when the discussion reaches investor diligence and data rooms in investor diligence and data rooms a loose definition can change rights obligations approval disclosure or enforceability here virtual data room means an online platform used to control access to confidential diligence documents startups venture and fundraising startup formation venture capital and fundraising investor diligence and data rooms data room startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce equipment technology organisation party global context dependent","sn":"Virtual data room","t":"Virtual data room","tp":"Investor diligence & data rooms","tpid":"startup-venture-fundraising.diligence-data-room","u":"terms/virtual-data-room/","ui":"The virtual data room logs downloads and access."},{"a":["vision statement"],"amb":["vision statement"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A description of the future state an organisation aims to help create.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The future the organisation wants to make real.","i":3996,"id":"strategy.vision","lv":"core","ph":"vision vision statement vision vision statement vision the future the organisation wants to make real a description of the future state an organisation aims to help create the vision should be ambitious without becoming untestable fog you will see vision in strategy decks market analyses business plans and planning workshops when the discussion reaches purpose goals and strategic direction it helps a reader interpret purpose goals and strategic direction without confusing the measure decision role or evidence being discussed here vision means a description of the future state an organisation aims to help create strategy markets and business models strategy market analysis and business models purpose goals and strategic direction mission brand vision startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent business foundation","sn":"Vision","t":"Vision","tp":"Purpose, goals & strategic direction","tpid":"strategy-market-models.purpose-goals","u":"terms/vision/","ui":"The vision should be ambitious without becoming untestable fog."},{"a":["future vision slide"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide describing the future state the company aims to create.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that shows the bigger future the company wants to build.","i":3997,"id":"bizpitch.vision-slide","lv":"core","ph":"vision slide future vision slide future vision slide vision slide vision slide the slide that shows the bigger future the company wants to build a slide describing the future state the company aims to create the vision slide should follow from the evidence not float above it you will see vision slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here vision slide means a slide describing the future state the company aims to create business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact organisation party global context dependent","sn":"Vision slide","t":"Vision slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/vision-slide/","ui":"The vision slide should follow from the evidence, not float above it."},{"a":["brand visuals"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"The visual elements and rules used to make a brand recognisable and coherent.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"The visual elements and rules used to make a brand recognisable and coherent.","i":3998,"id":"marketing.visual-identity","lv":"core","ph":"visual identity brand visuals brand visuals visual identity visual identity the visual elements and rules used to make a brand recognisable and coherent the visual elements and rules used to make a brand recognisable and coherent tie visual identity to observable choices in message design and behaviour you will see visual identity in brand decks campaign plans research reports and performance reviews when the discussion reaches brand foundations and identity it helps a reader interpret brand foundations and identity without confusing the measure decision role or evidence being discussed here visual identity means the visual elements and rules used to make a brand recognisable and coherent marketing brand and growth brand marketing media and growth brand foundations and identity startup business corporate marketing sales market research marketing growth reporting format genre model organisation party global context dependent","sn":"Visual identity","t":"Visual identity","tp":"Brand foundations & identity","tpid":"marketing-brand-growth.brand-foundations","u":"terms/visual-identity/","ui":"Tie visual identity to observable choices in message, design and behaviour."},{"a":["VoC"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Systematic collection and use of customer needs, feedback and experience.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Systematic collection and use of customer needs, feedback and experience.","i":3999,"id":"revenue.voice-of-customer","lv":"core","ph":"voice of customer voc voc voice of customer voice of customer systematic collection and use of customer needs feedback and experience systematic collection and use of customer needs feedback and experience who owns the recovery plan if voice of customer moves in the wrong direction you will see voice of customer in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches onboarding adoption and customer success it helps a reader interpret onboarding adoption and customer success without confusing the measure decision role or evidence being discussed here voice of customer means systematic collection and use of customer needs feedback and experience revenue sales and go to market go to market sales pricing and customer success onboarding adoption and customer success startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce equipment technology global context dependent","sn":"Voice of customer","t":"Voice of customer","tp":"Onboarding, adoption & customer success","tpid":"revenue-sales-gtm.customer-success","u":"terms/voice-of-customer/","ui":"Who owns the recovery plan if voice of customer moves in the wrong direction?"},{"a":["writing principles"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Rules defining how a brand's language should consistently behave.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Rules defining how a brand's language should consistently behave.","i":4000,"id":"marketing.voice-principles","lv":"working","ph":"voice principles writing principles voice principles writing principles voice principles rules defining how a brands language should consistently behave rules defining how a brands language should consistently behave the brief needs to say which audience should remember voice principles you will see voice principles in brand decks campaign plans research reports and performance reviews when the discussion reaches messaging proposition and voice in messaging proposition and voice a loose definition can change rights obligations approval disclosure or enforceability here voice principles means rules defining how a brands language should consistently behave marketing brand and growth brand marketing media and growth messaging proposition and voice startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Voice principles","t":"Voice principles","tp":"Messaging, proposition & voice","tpid":"marketing-brand-growth.messaging","u":"terms/voice-principles/","ui":"The brief needs to say which audience should remember voice principles."},{"a":["quantity discount"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A price reduction based on purchasing larger quantities or usage.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A price reduction based on purchasing larger quantities or usage.","i":4001,"id":"revenue.volume-discount","lv":"core","ph":"volume discount quantity discount quantity discount volume discount volume discount a price reduction based on purchasing larger quantities or usage a price reduction based on purchasing larger quantities or usage can we model volume discount across the main usage scenarios you will see volume discount in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here volume discount means a price reduction based on purchasing larger quantities or usage revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce global context dependent","sn":"Volume discount","t":"Volume discount","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/volume-discount/","ui":"Can we model volume discount across the main usage scenarios?"},{"a":["block pricing"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Pricing where one rate applies to all usage based on the total volume band reached.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Pricing where one rate applies to all usage based on the total volume band reached.","i":4002,"id":"revenue.volume-pricing","lv":"working","ph":"volume pricing block pricing block pricing volume pricing volume pricing pricing where one rate applies to all usage based on the total volume band reached pricing where one rate applies to all usage based on the total volume band reached keep volume pricing on the dashboard but show the definition and reporting period beside it you will see volume pricing in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here volume pricing means pricing where one rate applies to all usage based on the total volume band reached revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Volume pricing","t":"Volume pricing","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/volume-pricing/","ui":"Keep volume pricing on the dashboard, but show the definition and reporting period beside it."},{"a":["VCM"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A market for credits purchased outside mandatory compliance obligations.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A market for credits purchased outside mandatory compliance obligations.","i":4003,"id":"sustainability.voluntary-carbon-market","lv":"core","ph":"voluntary carbon market vcm vcm voluntary carbon market voluntary carbon market a market for credits purchased outside mandatory compliance obligations a market for credits purchased outside mandatory compliance obligations can we state who receives the right created by voluntary carbon market and when it applies you will see voluntary carbon market in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here voluntary carbon market means a market for credits purchased outside mandatory compliance obligations sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance right contract law format genre model risk ethics access global context dependent","sn":"Voluntary carbon market","t":"Voluntary carbon market","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/voluntary-carbon-market/","ui":"Can we state who receives the right created by voluntary carbon market, and when it applies?"},{"a":["active churn"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Customer loss caused by an intentional decision to leave or cancel.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Customer loss caused by an intentional decision to leave or cancel.","i":4004,"id":"revenue.voluntary-churn","lv":"core","ph":"voluntary churn active churn active churn voluntary churn voluntary churn customer loss caused by an intentional decision to leave or cancel customer loss caused by an intentional decision to leave or cancel the number is useful only if everyone calculates voluntary churn the same way you will see voluntary churn in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches retention churn and expansion it helps a reader interpret retention churn and expansion without confusing the measure decision role or evidence being discussed here voluntary churn means customer loss caused by an intentional decision to leave or cancel revenue sales and go to market go to market sales pricing and customer success retention churn and expansion startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce status decision global context dependent","sn":"Voluntary churn","t":"Voluntary churn","tp":"Retention, churn & expansion","tpid":"revenue-sales-gtm.retention-expansion","u":"terms/voluntary-churn/","ui":"The number is useful only if everyone calculates voluntary churn the same way."},{"a":["voluntary attrition"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Employee departures initiated by the employee.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Employee departures initiated by the employee.","i":4005,"id":"people.voluntary-turnover","lv":"core","ph":"voluntary turnover voluntary attrition voluntary attrition voluntary turnover voluntary turnover employee departures initiated by the employee employee departures initiated by the employee how are we defining voluntary turnover in this deck you will see voluntary turnover in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here voluntary turnover means employee departures initiated by the employee people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management metric standard specification role person organisation party global context dependent","sn":"Voluntary turnover","t":"Voluntary turnover","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/voluntary-turnover/","ui":"How are we defining voluntary turnover in this deck?"},{"a":["ballot"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A formal expression of approval, rejection or choice.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A formal expression of approval, rejection or choice.","i":4006,"id":"governance.vote","lv":"core","ph":"vote ballot ballot vote vote a formal expression of approval rejection or choice a formal expression of approval rejection or choice the board paper must state who owns and approves vote you will see vote in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here vote means a formal expression of approval rejection or choice corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law status decision global context dependent","sn":"Vote","t":"Vote","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/vote/","ui":"The board paper must state who owns and approves vote."},{"a":["shareholder vote"],"amb":["shareholder vote"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A shareholder's right to vote on specified corporate matters.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A shareholder's right to vote on specified corporate matters.","i":4007,"id":"governance.voting-right","lv":"core","ph":"voting right shareholder vote shareholder vote voting right voting right a shareholders right to vote on specified corporate matters a shareholders right to vote on specified corporate matters can we state who receives the right created by voting right and when it applies you will see voting right in board papers contracts policies risk registers and compliance reports when the discussion reaches shares shareholders and voting in shares shareholders and voting a loose definition can change rights obligations approval disclosure or enforceability here voting right means a shareholders right to vote on specified corporate matters corporate governance legal and compliance governance contracts compliance and enterprise risk shares shareholders and voting voting rights startup business corporate investor finance people governance contracting compliance risk management reporting metric standard specification right contract law global context dependent","sn":"Voting right","t":"Voting right","tp":"Shares, shareholders & voting","tpid":"governance-legal-compliance.shareholder-rights","u":"terms/voting-right/","ui":"Can we state who receives the right created by voting right, and when it applies?"},{"a":["shareholder vote"],"amb":["shareholder vote"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Rights to vote on shareholder or security-holder matters.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"The decisions a shareholder can vote on.","i":4008,"id":"startup.voting-rights","lv":"core","ph":"voting rights shareholder vote shareholder vote voting rights voting rights the decisions a shareholder can vote on rights to vote on shareholder or security holder matters voting rights differ between common and preferred stock you will see voting rights in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet control and investor rights in term sheet control and investor rights a loose definition can change rights obligations approval disclosure or enforceability here voting rights means rights to vote on shareholder or security holder matters startups venture and fundraising startup formation venture capital and fundraising term sheet control and investor rights voting right startup investor finance corporate fundraising financing due diligence governance finance commerce right contract law equipment technology organisation party global context dependent","sn":"Voting rights","t":"Voting rights","tp":"Term-sheet control & investor rights","tpid":"startup-venture-fundraising.term-sheet-control","u":"terms/voting-rights/","ui":"Voting rights differ between common and preferred stock."},{"a":["security weakness"],"amb":["Vulnerability"],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A weakness that can be exploited to compromise security.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A flaw attackers may use.","i":4009,"id":"product.vulnerability.product-technology-innovation-reliability-security","lv":"core","ph":"vulnerability security weakness security weakness vulnerability vulnerability a flaw attackers may use a weakness that can be exploited to compromise security the critical vulnerability has a forty eight hour remediation target you will see vulnerability in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here vulnerability means a weakness that can be exploited to compromise security product technology and innovation product management technology and innovation reliability security and resilience vulnerability startup business corporate product technology product discovery product development testing launch operations right contract law equipment technology global context dependent","sn":"Vulnerability","t":"Vulnerability","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/vulnerability--product-vulnerability-product-technology-innovation-reliability-security/","ui":"The critical vulnerability has a forty-eight-hour remediation target."},{"a":["climate vulnerability"],"amb":["Vulnerability"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"The degree to which an asset, population or system is susceptible to harm.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"The degree to which an asset, population or system is susceptible to harm.","i":4010,"id":"sustainability.vulnerability.sustainability-impact-esg-climate-risk","lv":"core","ph":"vulnerability climate vulnerability climate vulnerability vulnerability vulnerability the degree to which an asset population or system is susceptible to harm the degree to which an asset population or system is susceptible to harm can we separate the likelihood of vulnerability from its potential impact you will see vulnerability in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate risk scenarios and resilience in climate risk scenarios and resilience different calculation boundaries periods or accounting treatments can change the number and the decision here vulnerability means the degree to which an asset population or system is susceptible to harm sustainability impact and esg sustainability climate impact and esg reporting climate risk scenarios and resilience vulnerability corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance equipment technology risk ethics access global context dependent","sn":"Vulnerability","t":"Vulnerability","tp":"Climate risk, scenarios & resilience","tpid":"sustainability-impact-esg.climate-risk","u":"terms/vulnerability--sustainability-vulnerability-sustainability-impact-esg-climate-risk/","ui":"Can we separate the likelihood of vulnerability from its potential impact?"},{"a":["at-risk group"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A group facing heightened exposure to harm or barriers, requiring context-specific definition.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A group facing heightened exposure to harm or barriers, requiring context-specific definition.","i":4011,"id":"sustainability.vulnerable-group","lv":"working","ph":"vulnerable group at risk group at risk group vulnerable group vulnerable group a group facing heightened exposure to harm or barriers requiring context specific definition a group facing heightened exposure to harm or barriers requiring context specific definition the sustainability report needs the method exclusions and assurance status for vulnerable group you will see vulnerable group in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here vulnerable group means a group facing heightened exposure to harm or barriers requiring context specific definition sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Vulnerable group","t":"Vulnerable group","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/vulnerable-group/","ui":"The sustainability report needs the method, exclusions and assurance status for vulnerable group."},{"a":["delay waste"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Lost time while people, material or information wait for the next step.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Lost time while people, material or information wait for the next step.","i":4012,"id":"operations.waiting-waste","lv":"working","ph":"waiting waste delay waste delay waste waiting waste waiting waste lost time while people material or information wait for the next step lost time while people material or information wait for the next step can we remove the ambiguity around waiting waste before the process changes you will see waiting waste in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here waiting waste means lost time while people material or information wait for the next step operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Waiting waste","t":"Waiting waste","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/waiting-waste/","ui":"Can we remove the ambiguity around waiting waste before the process changes?"},{"a":["covenant waiver","contractual waiver"],"amb":["Waiver"],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Intentional relinquishment or non-enforcement of a right, often limited by a no-waiver clause.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","finance","investor","people"],"e":"Intentional relinquishment or non-enforcement of a right, often limited by a no-waiver clause.","i":4013,"id":"governance.waiver.legal-waiver","lv":"core","ph":"waiver covenant waiver contractual waiver contractual waiver covenant waiver waiver waiver intentional relinquishment or non enforcement of a right often limited by a no waiver clause intentional relinquishment or non enforcement of a right often limited by a no waiver clause do not describe waiver as agreed until the operative document says so you will see waiver in board papers contracts policies risk registers and compliance reports when the discussion reaches core contract language in core contract language a loose definition can change rights obligations approval disclosure or enforceability here waiver means intentional relinquishment or non enforcement of a right often limited by a no waiver clause corporate governance legal and compliance governance contracts compliance and enterprise risk core contract language waiver startup business corporate finance investor people accounting planning forecasting valuation reporting financing governance contracting compliance risk management document artifact right contract law global context dependent","sn":"Waiver","t":"Waiver","tp":"Core contract language","tpid":"governance-legal-compliance.contracts-core","u":"terms/waiver--governance-waiver-legal-waiver/","ui":"Do not describe waiver as agreed until the operative document says so."},{"a":["requirement waiver"],"amb":["Waiver"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Approved permission not to meet a requirement in a defined case, subject to authority.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Approved permission not to meet a requirement in a defined case, subject to authority.","i":4014,"id":"operations.waiver.quality-waiver","lv":"working","ph":"waiver requirement waiver requirement waiver waiver waiver approved permission not to meet a requirement in a defined case subject to authority approved permission not to meet a requirement in a defined case subject to authority can we distinguish prevention from inspection in the way we handle waiver you will see waiver in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here waiver means approved permission not to meet a requirement in a defined case subject to authority operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action waiver business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Waiver","t":"Waiver","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/waiver--operations-waiver-quality-waiver/","ui":"Can we distinguish prevention from inspection in the way we handle waiver?"},{"a":["process walkthrough"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Tracing a transaction or process from start to finish to understand controls.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Tracing a transaction or process from start to finish to understand controls.","i":4015,"id":"governance.walkthrough","lv":"core","ph":"walkthrough process walkthrough process walkthrough walkthrough walkthrough tracing a transaction or process from start to finish to understand controls tracing a transaction or process from start to finish to understand controls do not describe walkthrough as assured beyond the scope of the engagement you will see walkthrough in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here walkthrough means tracing a transaction or process from start to finish to understand controls corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate investor finance people governance contracting compliance risk management reporting right contract law workflow process global context dependent","sn":"Walkthrough","t":"Walkthrough","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/walkthrough/","ui":"Do not describe walkthrough as assured beyond the scope of the engagement."},{"a":["cross the wall"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Bringing an investor inside confidentiality restrictions by sharing non-public information under controls.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Bringing an investor inside confidentiality restrictions by sharing non-public information under controls.","i":4016,"id":"reporting.wall-crossing","lv":"specialist","ph":"wall crossing cross the wall cross the wall wall crossing wall crossing bringing an investor inside confidentiality restrictions by sharing non public information under controls bringing an investor inside confidentiality restrictions by sharing non public information under controls investor relations will rehearse the explanation of wall crossing before the results call you will see wall crossing in annual reports earnings decks filings and investor presentations when the discussion reaches investor relations and capital markets communication in investor relations and capital markets communication a loose definition can change rights obligations approval disclosure or enforceability here wall crossing means bringing an investor inside confidentiality restrictions by sharing non public information under controls corporate reporting and investor relations corporate reporting board information and investor relations investor relations and capital markets communication corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification role person finance commerce global context dependent","sn":"Wall crossing","t":"Wall crossing","tp":"Investor relations & capital-markets communication","tpid":"corporate-reporting-ir.investor-relations","u":"terms/wall-crossing/","ui":"Investor relations will rehearse the explanation of wall crossing before the results call."},{"a":["closed platform"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A platform ecosystem that restricts external access to data, inventory or measurement.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A platform ecosystem that restricts external access to data, inventory or measurement.","i":4017,"id":"marketing.walled-garden","lv":"working","ph":"walled garden closed platform closed platform walled garden walled garden a platform ecosystem that restricts external access to data inventory or measurement a platform ecosystem that restricts external access to data inventory or measurement can we circulate walled garden with the assumptions and open questions marked you will see walled garden in brand decks campaign plans research reports and performance reviews when the discussion reaches channels media and distribution in channels media and distribution a loose definition can change rights obligations approval disclosure or enforceability here walled garden means a platform ecosystem that restricts external access to data inventory or measurement marketing brand and growth brand marketing media and growth channels media and distribution startup business corporate marketing sales market research marketing growth reporting document artifact metric standard specification equipment technology format genre model global context dependent","sn":"Walled garden","t":"Walled garden","tp":"Channels, media & distribution","tpid":"marketing-brand-growth.channels-media","u":"terms/walled-garden/","ui":"Can we circulate walled garden with the assumptions and open questions marked?"},{"a":["storage facility"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A facility for storing and handling inventory.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A facility for storing and handling inventory.","i":4018,"id":"operations.warehouse","lv":"core","ph":"warehouse storage facility storage facility warehouse warehouse a facility for storing and handling inventory a facility for storing and handling inventory the operating plan needs an owner and service level for warehouse you will see warehouse in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here warehouse means a facility for storing and handling inventory operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Warehouse","t":"Warehouse","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/warehouse/","ui":"The operating plan needs an owner and service level for warehouse."},{"a":["warm intro"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An introduction made by a trusted mutual contact.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Someone trusted connects the founder to an investor.","i":4019,"id":"startup.warm-introduction","lv":"core","ph":"warm introduction warm intro warm intro warm introduction warm introduction someone trusted connects the founder to an investor an introduction made by a trusted mutual contact the warm introduction improved response but did not replace fit you will see warm introduction in fundraising decks data rooms term sheets and investor conversations when the discussion reaches fundraising process and investor pipeline in fundraising process and investor pipeline a loose definition can change rights obligations approval disclosure or enforceability here warm introduction means an introduction made by a trusted mutual contact startups venture and fundraising startup formation venture capital and fundraising fundraising process and investor pipeline startup investor finance corporate fundraising financing due diligence governance finance commerce workflow process organisation party global context dependent startup","sn":"Warm introduction","t":"Warm introduction","tp":"Fundraising process & investor pipeline","tpid":"startup-venture-fundraising.fundraising-process","u":"terms/warm-introduction/","ui":"The warm introduction improved response but did not replace fit."},{"a":["warm approach"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Contact enabled by prior interaction, relevance or a trusted introduction.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Contact enabled by prior interaction, relevance or a trusted introduction.","i":4020,"id":"revenue.warm-outreach","lv":"core","ph":"warm outreach warm approach warm approach warm outreach warm outreach contact enabled by prior interaction relevance or a trusted introduction contact enabled by prior interaction relevance or a trusted introduction who can verify warm outreach on the buyers side you will see warm outreach in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales process and qualification it helps a reader interpret sales process and qualification without confusing the measure decision role or evidence being discussed here warm outreach means contact enabled by prior interaction relevance or a trusted introduction revenue sales and go to market go to market sales pricing and customer success sales process and qualification startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce workflow process global context dependent","sn":"Warm outreach","t":"Warm outreach","tp":"Sales process & qualification","tpid":"revenue-sales-gtm.sales-process","u":"terms/warm-outreach/","ui":"Who can verify warm outreach on the buyer’s side?"},{"a":["warm recovery site"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A partially equipped recovery location requiring some setup before use.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A partially equipped recovery location requiring some setup before use.","i":4021,"id":"operations.warm-site","lv":"working","ph":"warm site warm recovery site warm recovery site warm site warm site a partially equipped recovery location requiring some setup before use a partially equipped recovery location requiring some setup before use the board will ask what happens if warm site moves outside tolerance you will see warm site in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here warm site means a partially equipped recovery location requiring some setup before use operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Warm site","t":"Warm site","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/warm-site/","ui":"The board will ask what happens if warm site moves outside tolerance."},{"a":["stock warrant"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A security or contractual right to purchase shares at a specified price under stated conditions.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A right to buy company shares later at a set price.","i":4022,"id":"startup.warrant","lv":"working","ph":"warrant stock warrant stock warrant warrant warrant a right to buy company shares later at a set price a security or contractual right to purchase shares at a specified price under stated conditions the lender receives warrant coverage with the loan you will see warrant in fundraising decks data rooms term sheets and investor conversations when the discussion reaches funding instruments and exemptions in funding instruments and exemptions a loose definition can change rights obligations approval disclosure or enforceability here warrant means a security or contractual right to purchase shares at a specified price under stated conditions startups venture and fundraising startup formation venture capital and fundraising funding instruments and exemptions startup investor finance corporate fundraising financing due diligence governance document artifact finance commerce right contract law equipment technology organisation party global context dependent","sn":"Warrant","t":"Warrant","tp":"Funding instruments & exemptions","tpid":"startup-venture-fundraising.funding-instruments","u":"terms/warrant/","ui":"The lender receives warrant coverage with the loan."},{"a":["warrant kicker"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Warrants granted alongside financing, often expressed relative to debt or investment amount.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","investor","finance","corporate","business"],"e":"Warrants granted alongside financing, often expressed relative to debt or investment amount.","i":4023,"id":"bizfinance.warrant-coverage","lv":"working","ph":"warrant coverage warrant kicker warrant coverage warrant kicker warrant coverage warrants granted alongside financing often expressed relative to debt or investment amount warrants granted alongside financing often expressed relative to debt or investment amount can you walk me through how warrant coverage works in the model you will see warrant coverage in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here warrant coverage means warrants granted alongside financing often expressed relative to debt or investment amount finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup investor finance corporate business fundraising financing due diligence governance accounting planning forecasting valuation reporting finance commerce global context dependent","sn":"Warrant coverage","t":"Warrant coverage","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/warrant-coverage/","ui":"Can you walk me through how warrant coverage works in the model?"},{"a":["contractual warranty"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A contractual assurance about facts, performance, quality or authority.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product","investor","people"],"e":"A contractual assurance about facts, performance, quality or authority.","i":4024,"id":"revenue.warranty","lv":"core","ph":"warranty contractual warranty contractual warranty warranty warranty a contractual assurance about facts performance quality or authority a contractual assurance about facts performance quality or authority do not describe warranty as agreed until the operative document says so you will see warranty in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches commercial terms and deal structure in commercial terms and deal structure a loose definition can change rights obligations approval disclosure or enforceability here warranty means a contractual assurance about facts performance quality or authority revenue sales and go to market go to market sales pricing and customer success commercial terms and deal structure startup business corporate sales finance product investor people go to market sales contracting customer success renewal governance compliance risk management reporting document artifact finance commerce right contract law global context dependent","sn":"Warranty","t":"Warranty","tp":"Commercial terms & deal structure","tpid":"revenue-sales-gtm.commercial-contracts","u":"terms/warranty/","ui":"Do not describe warranty as agreed until the operative document says so."},{"a":["warranty document"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A document recording warranty coverage for a product or work.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A document that records warranty coverage for a product or work.","i":4025,"id":"governance.warranty-certificate","lv":"working","ph":"warranty certificate warranty document warranty certificate warranty document warranty certificate a document that records warranty coverage for a product or work a document recording warranty coverage for a product or work do not describe warranty certificate as agreed until the operative document says so you will see warranty certificate in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here warranty certificate means a document recording warranty coverage for a product or work corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Warranty certificate","t":"Warranty certificate","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/warranty-certificate/","ui":"Do not describe warranty certificate as agreed until the operative document says so."},{"a":["warranty case"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A customer's request for remedy under warranty terms.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A customer's request for remedy under warranty terms.","i":4026,"id":"operations.warranty-claim","lv":"core","ph":"warranty claim warranty case warranty case warranty claim warranty claim a customers request for remedy under warranty terms a customers request for remedy under warranty terms can we state who receives the right created by warranty claim and when it applies you will see warranty claim in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches quality systems and corrective action in quality systems and corrective action a loose definition can change rights obligations approval disclosure or enforceability here warranty claim means a customers request for remedy under warranty terms operations procurement and supply chain operations sourcing procurement and supply chain quality systems and corrective action business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification role person right contract law workflow process global context dependent","sn":"Warranty claim","t":"Warranty claim","tp":"Quality systems & corrective action","tpid":"operations-procurement-supply-chain.quality-management","u":"terms/warranty-claim/","ui":"Can we state who receives the right created by warranty claim, and when it applies?"},{"a":["muda"],"amb":["Waste"],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Activity consuming resources without creating required value.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Activity consuming resources without creating required value.","i":4027,"id":"operations.waste.operations-procurement-supply-chain-continuous-improvement","lv":"core","ph":"waste muda muda waste waste activity consuming resources without creating required value activity consuming resources without creating required value show where waste happens in the operating model and who receives the handoff you will see waste in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches lean quality improvement and root cause in lean quality improvement and root cause the definition can change ownership capacity process cost or safety decisions here waste means activity consuming resources without creating required value operations procurement and supply chain operations sourcing procurement and supply chain lean quality improvement and root cause waste business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Waste","t":"Waste","tp":"Lean, quality improvement & root cause","tpid":"operations-procurement-supply-chain.continuous-improvement","u":"terms/waste--operations-waste-operations-procurement-supply-chain-continuous-improvement/","ui":"Show where waste happens in the operating model and who receives the handoff."},{"a":["discarded material"],"amb":["Waste"],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Material or substance discarded or required to be discarded.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Material or substance discarded or required to be discarded.","i":4028,"id":"sustainability.waste.sustainability-impact-esg-nature-circularity","lv":"core","ph":"waste discarded material discarded material waste waste material or substance discarded or required to be discarded material or substance discarded or required to be discarded state the boundary and evidence behind waste before publishing the claim you will see waste in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here waste means material or substance discarded or required to be discarded sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity waste corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Waste","t":"Waste","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/waste--sustainability-waste-sustainability-impact-esg-nature-circularity/","ui":"State the boundary and evidence behind waste before publishing the claim."},{"a":["diversion from landfill"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Waste redirected from disposal through reuse, recycling or recovery.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Waste redirected from disposal through reuse, recycling or recovery.","i":4029,"id":"sustainability.waste-diversion","lv":"core","ph":"waste diversion diversion from landfill diversion from landfill waste diversion waste diversion waste redirected from disposal through reuse recycling or recovery waste redirected from disposal through reuse recycling or recovery the sustainability report needs the method exclusions and assurance status for waste diversion you will see waste diversion in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here waste diversion means waste redirected from disposal through reuse recycling or recovery sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Waste diversion","t":"Waste diversion","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/waste-diversion/","ui":"The sustainability report needs the method, exclusions and assurance status for waste diversion."},{"a":["consumed water"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Water withdrawn and not returned to the original basin or available for reuse.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Water withdrawn and not returned to the original basin or available for reuse.","i":4030,"id":"sustainability.water-consumption","lv":"core","ph":"water consumption consumed water consumed water water consumption water consumption water withdrawn and not returned to the original basin or available for reuse water withdrawn and not returned to the original basin or available for reuse can we separate the target for water consumption from measured performance you will see water consumption in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here water consumption means water withdrawn and not returned to the original basin or available for reuse sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Water consumption","t":"Water consumption","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/water-consumption/","ui":"Can we separate the target for water consumption from measured performance?"},{"a":["water-use footprint"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Water use and impact associated with an organisation, product or activity under a stated method.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Water use and impact associated with an organisation, product or activity under a stated method.","i":4031,"id":"sustainability.water-footprint","lv":"core","ph":"water footprint water use footprint water footprint water use footprint water footprint water use and impact associated with an organisation product or activity under a stated method water use and impact associated with an organisation product or activity under a stated method state the boundary and evidence behind water footprint before publishing the claim you will see water footprint in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here water footprint means water use and impact associated with an organisation product or activity under a stated method sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance workflow process organisation party risk ethics access global context dependent","sn":"Water footprint","t":"Water footprint","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/water-footprint/","ui":"State the boundary and evidence behind water footprint before publishing the claim."},{"a":["basin water stress"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A condition in which demand or quality pressure strains available water resources.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A condition in which demand or quality pressure strains available water resources.","i":4032,"id":"sustainability.water-stress","lv":"core","ph":"water stress basin water stress basin water stress water stress water stress a condition in which demand or quality pressure strains available water resources a condition in which demand or quality pressure strains available water resources the sustainability report needs the method exclusions and assurance status for water stress you will see water stress in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here water stress means a condition in which demand or quality pressure strains available water resources sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Water stress","t":"Water stress","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/water-stress/","ui":"The sustainability report needs the method, exclusions and assurance status for water stress."},{"a":["water abstraction"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Water taken from surface, groundwater or another source.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Water taken from surface, groundwater or another source.","i":4033,"id":"sustainability.water-withdrawal","lv":"core","ph":"water withdrawal water abstraction water abstraction water withdrawal water withdrawal water taken from surface groundwater or another source water taken from surface groundwater or another source state the boundary and evidence behind water withdrawal before publishing the claim you will see water withdrawal in sustainability reports impact decks climate plans and assurance materials when the discussion reaches nature resources and circularity in nature resources and circularity the reporting boundary method period and evidence can materially change the claim here water withdrawal means water taken from surface groundwater or another source sustainability impact and esg sustainability climate impact and esg reporting nature resources and circularity corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Water withdrawal","t":"Water withdrawal","tp":"Nature, resources & circularity","tpid":"sustainability-impact-esg.nature-circularity","u":"terms/water-withdrawal/","ui":"State the boundary and evidence behind water withdrawal before publishing the claim."},{"a":["distribution waterfall"],"amb":["Distribution waterfall","Waterfall"],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A sequential allocation calculation showing how value or cash is distributed across priorities.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A sequential allocation calculation showing how value or cash is distributed across priorities.","i":4034,"id":"bizfinance.waterfall","lv":"core","ph":"waterfall distribution waterfall distribution waterfall waterfall waterfall a sequential allocation calculation showing how value or cash is distributed across priorities a sequential allocation calculation showing how value or cash is distributed across priorities can we expose the assumptions driving waterfall instead of hard coding them you will see waterfall in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here waterfall means a sequential allocation calculation showing how value or cash is distributed across priorities finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics distribution waterfall waterfall chart startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology format genre model global context dependent","sn":"Waterfall","t":"Waterfall","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/waterfall/","ui":"Can we expose the assumptions driving waterfall instead of hard-coding them?"},{"a":["waterfall","bridge waterfall"],"amb":["Waterfall"],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A chart showing how sequential positive and negative changes move a starting value to an ending value.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A chart that explains how one number changes into another.","i":4035,"id":"bizpitch.waterfall-chart","lv":"working","ph":"waterfall chart waterfall bridge waterfall bridge waterfall waterfall waterfall chart waterfall chart a chart that explains how one number changes into another a chart showing how sequential positive and negative changes move a starting value to an ending value use a waterfall chart to reconcile last years profit with this years you will see waterfall chart in business pitches proposals executive summaries and decision decks when the discussion reaches business charts and exhibits it helps a reader interpret business charts and exhibits without confusing the measure decision role or evidence being discussed here waterfall chart means a chart showing how sequential positive and negative changes move a starting value to an ending value business pitching and presentation materials business pitches decks and decision materials business charts and exhibits waterfall startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Waterfall chart","t":"Waterfall chart","tp":"Business charts & exhibits","tpid":"business-pitching-artifacts.business-charts","u":"terms/waterfall-chart/","ui":"Use a waterfall chart to reconcile last year's profit with this year's."},{"a":["SWOT weakness"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"An internal limitation or condition that hinders performance or strategy.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"Something inside the organisation that makes success harder.","i":4036,"id":"strategy.weakness","lv":"core","ph":"weakness swot weakness swot weakness weakness weakness something inside the organisation that makes success harder an internal limitation or condition that hinders performance or strategy dependence on one supplier is a weakness you will see weakness in strategy decks market analyses business plans and planning workshops when the discussion reaches strategy frameworks and analysis it helps a reader interpret strategy frameworks and analysis without confusing the measure decision role or evidence being discussed here weakness means an internal limitation or condition that hinders performance or strategy strategy markets and business models strategy market analysis and business models strategy frameworks and analysis startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Weakness","t":"Weakness","tp":"Strategy frameworks & analysis","tpid":"strategy-market-models.strategy-frameworks","u":"terms/weakness/","ui":"Dependence on one supplier is a weakness."},{"a":["event callback"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"An automated message sent by one system to another when a defined event occurs.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"One system tells another that something happened.","i":4037,"id":"product.webhook","lv":"working","ph":"webhook event callback event callback webhook webhook one system tells another that something happened an automated message sent by one system to another when a defined event occurs the webhook fires when the payment succeeds you will see webhook in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches software delivery and architecture it helps a reader interpret software delivery and architecture without confusing the measure decision role or evidence being discussed here webhook means an automated message sent by one system to another when a defined event occurs product technology and innovation product management technology and innovation software delivery and architecture startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Webhook","t":"Webhook","tp":"Software delivery & architecture","tpid":"product-technology-innovation.software-delivery","u":"terms/webhook/","ui":"The webhook fires when the payment succeeds."},{"a":["WAU"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Unique users meeting the activity definition during a week.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Unique users meeting the activity definition during a week.","i":4038,"id":"marketing.weekly-active-users","lv":"core","ph":"weekly active users wau wau weekly active users weekly active users unique users meeting the activity definition during a week unique users meeting the activity definition during a week can we separate sustainable movement in weekly active users from a one off campaign effect you will see weekly active users in brand decks campaign plans research reports and performance reviews when the discussion reaches growth funnels loops and lifecycle it helps a reader interpret growth funnels loops and lifecycle without confusing the measure decision role or evidence being discussed here weekly active users means unique users meeting the activity definition during a week marketing brand and growth brand marketing media and growth growth funnels loops and lifecycle startup business corporate marketing sales market research marketing growth reporting role person format genre model global context dependent","sn":"Weekly active users","t":"Weekly active users","tp":"Growth funnels, loops & lifecycle","tpid":"marketing-brand-growth.growth-funnels","u":"terms/weekly-active-users/","ui":"Can we separate sustainable movement in weekly active users from a one-off campaign effect?"},{"a":["weighted average adjustment"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"An anti-dilution adjustment reflecting both the lower price and number of shares issued.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A down-round adjustment that considers price and size.","i":4039,"id":"startup.weighted-average-anti-dilution","lv":"working","ph":"weighted average anti dilution weighted average adjustment weighted average adjustment weighted average anti dilution weighted average anti dilution a down round adjustment that considers price and size an anti dilution adjustment reflecting both the lower price and number of shares issued broad based weighted average anti dilution is the proposed standard you will see weighted average anti dilution in fundraising decks data rooms term sheets and investor conversations when the discussion reaches term sheet economics in term sheet economics a loose definition can change rights obligations approval disclosure or enforceability here weighted average anti dilution means an anti dilution adjustment reflecting both the lower price and number of shares issued startups venture and fundraising startup formation venture capital and fundraising term sheet economics startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party global context dependent","sn":"Weighted-average anti-dilution","t":"Weighted-average anti-dilution","tp":"Term-sheet economics","tpid":"startup-venture-fundraising.term-sheet-economics","u":"terms/weighted-average-anti-dilution/","ui":"Broad-based weighted-average anti-dilution is the proposed standard."},{"a":["WACC"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Blended required return of debt and equity capital under a stated capital structure.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Blended required return of debt and equity capital under a stated capital structure.","i":4040,"id":"bizfinance.weighted-average-cost-of-capital","lv":"core","ph":"weighted average cost of capital wacc wacc weighted average cost of capital weighted average cost of capital blended required return of debt and equity capital under a stated capital structure blended required return of debt and equity capital under a stated capital structure how sensitive is weighted average cost of capital to the discount rate and terminal assumptions you will see weighted average cost of capital in financial models budgets board packs and investor materials when the discussion reaches valuation methods and enterprise value in valuation methods and enterprise value a loose definition can change rights obligations approval disclosure or enforceability here weighted average cost of capital means blended required return of debt and equity capital under a stated capital structure finance accounting and valuation financial statements planning metrics and valuation valuation methods and enterprise value startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology workflow process global context dependent","sn":"Weighted average cost of capital","t":"Weighted average cost of capital","tp":"Valuation methods & enterprise value","tpid":"finance-accounting-valuation.valuation-methods","u":"terms/weighted-average-cost-of-capital/","ui":"How sensitive is weighted average cost of capital to the discount rate and terminal assumptions?"},{"a":["probability-weighted pipeline"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Pipeline value multiplied by assigned probabilities, often by stage or opportunity.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Pipeline value multiplied by assigned probabilities, often by stage or opportunity.","i":4041,"id":"revenue.weighted-pipeline","lv":"working","ph":"weighted pipeline probability weighted pipeline probability weighted pipeline weighted pipeline weighted pipeline pipeline value multiplied by assigned probabilities often by stage or opportunity pipeline value multiplied by assigned probabilities often by stage or opportunity compare weighted pipeline with the same cohort and period before drawing a conclusion you will see weighted pipeline in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches sales forecasting and productivity it helps a reader interpret sales forecasting and productivity without confusing the measure decision role or evidence being discussed here weighted pipeline means pipeline value multiplied by assigned probabilities often by stage or opportunity revenue sales and go to market go to market sales pricing and customer success sales forecasting and productivity startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce format genre model status decision global context dependent","sn":"Weighted pipeline","t":"Weighted pipeline","tp":"Sales forecasting & productivity","tpid":"revenue-sales-gtm.sales-forecasting","u":"terms/weighted-pipeline/","ui":"Compare weighted pipeline with the same cohort and period before drawing a conclusion."},{"a":["weighted evaluation"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Evaluation that assigns different importance to criteria.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Evaluation that assigns different importance to criteria.","i":4042,"id":"operations.weighted-scoring","lv":"core","ph":"weighted scoring weighted evaluation weighted evaluation weighted scoring weighted scoring evaluation that assigns different importance to criteria evaluation that assigns different importance to criteria can we separate a mandatory requirement in weighted scoring from a scored preference you will see weighted scoring in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches procurement evaluation and award in procurement evaluation and award a loose definition can change rights obligations approval disclosure or enforceability here weighted scoring means evaluation that assigns different importance to criteria operations procurement and supply chain operations sourcing procurement and supply chain procurement evaluation and award business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process status decision global context dependent","sn":"Weighted scoring","t":"Weighted scoring","tp":"Procurement evaluation & award","tpid":"operations-procurement-supply-chain.procurement-decisions","u":"terms/weighted-scoring/","ui":"Can we separate a mandatory requirement in weighted scoring from a scored preference?"},{"a":["survey weights"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Adjustment of observations to better represent a target population or design.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Adjustment of observations to better represent a target population or design.","i":4043,"id":"marketing.weighting","lv":"working","ph":"weighting survey weights survey weights weighting weighting adjustment of observations to better represent a target population or design adjustment of observations to better represent a target population or design can we show the uncertainty around weighting instead of presenting one clean number you will see weighting in brand decks campaign plans research reports and performance reviews when the discussion reaches research awareness and brand tracking it helps a reader interpret research awareness and brand tracking without confusing the measure decision role or evidence being discussed here weighting means adjustment of observations to better represent a target population or design marketing brand and growth brand marketing media and growth research awareness and brand tracking startup business corporate marketing sales market research marketing growth reporting format genre model global context dependent","sn":"Weighting","t":"Weighting","tp":"Research, awareness & brand tracking","tpid":"marketing-brand-growth.research-brand-tracking","u":"terms/weighting/","ui":"Can we show the uncertainty around weighting instead of presenting one clean number?"},{"a":["playing field"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"The markets, customers, products, channels or geographies an organisation chooses to serve.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"The places and customers the organisation chooses to compete for.","i":4044,"id":"strategy.where-to-play","lv":"core","ph":"where to play playing field playing field where to play where to play the places and customers the organisation chooses to compete for the markets customers products channels or geographies an organisation chooses to serve the where to play choice excludes low margin custom work you will see where to play in strategy decks market analyses business plans and planning workshops when the discussion reaches strategic choices and advantage it helps a reader interpret strategic choices and advantage without confusing the measure decision role or evidence being discussed here where to play means the markets customers products channels or geographies an organisation chooses to serve strategy markets and business models strategy market analysis and business models strategic choices and advantage startup business corporate investor marketing product strategy market research planning pitching metric standard specification role person equipment technology format genre model organisation party global context dependent","sn":"Where to play","t":"Where to play","tp":"Strategic choices & advantage","tpid":"strategy-market-models.strategy-choices","u":"terms/where-to-play/","ui":"The where-to-play choice excludes low-margin custom work."},{"a":["market whisper"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"An informal market expectation differing from published consensus.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"An informal market expectation differing from published consensus.","i":4045,"id":"reporting.whisper-number","lv":"specialist","ph":"whisper number market whisper market whisper whisper number whisper number an informal market expectation differing from published consensus an informal market expectation differing from published consensus can we reconcile whisper number to the reported numbers you will see whisper number in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here whisper number means an informal market expectation differing from published consensus corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce format genre model global context dependent","sn":"Whisper number","t":"Whisper number","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/whisper-number/","ui":"Can we reconcile whisper number to the reported numbers?"},{"a":["reporting person"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A person who reports suspected wrongdoing and may receive legal protection.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A person who reports suspected wrongdoing and may receive legal protection.","i":4046,"id":"governance.whistleblower","lv":"core","ph":"whistleblower reporting person reporting person whistleblower whistleblower a person who reports suspected wrongdoing and may receive legal protection a person who reports suspected wrongdoing and may receive legal protection counsel wants whistleblower clarified before anyone signs you will see whistleblower in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here whistleblower means a person who reports suspected wrongdoing and may receive legal protection corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting document artifact role person right contract law global context dependent","sn":"Whistleblower","t":"Whistleblower","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/whistleblower/","ui":"Counsel wants whistleblower clarified before anyone signs."},{"a":["speak-up reporting"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Reporting suspected misconduct through internal or external channels.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"Reporting suspected misconduct through internal or external channels.","i":4047,"id":"governance.whistleblowing","lv":"core","ph":"whistleblowing speak up reporting speak up reporting whistleblowing whistleblowing reporting suspected misconduct through internal or external channels reporting suspected misconduct through internal or external channels attach the latest whistleblowing to the decision pack before the meeting you will see whistleblowing in board papers contracts policies risk registers and compliance reports when the discussion reaches regulatory ethics and conduct compliance in regulatory ethics and conduct compliance a loose definition can change rights obligations approval disclosure or enforceability here whistleblowing means reporting suspected misconduct through internal or external channels corporate governance legal and compliance governance contracts compliance and enterprise risk regulatory ethics and conduct compliance startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent corporate","sn":"Whistleblowing","t":"Whistleblowing","tp":"Regulatory, ethics & conduct compliance","tpid":"governance-legal-compliance.regulatory-compliance","u":"terms/whistleblowing/","ui":"Attach the latest whistleblowing to the decision pack before the meeting."},{"a":["private-label"],"amb":["Private label","White-label"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"A product made by one organisation and branded or sold by another as its own.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"A product made by one organisation and branded or sold by another as its own.","i":4048,"id":"revenue.white-label","lv":"core","ph":"white label private label private label white label white label a product made by one organisation and branded or sold by another as its own a product made by one organisation and branded or sold by another as its own the go to market plan needs to explain how white label turns into repeatable demand you will see white label in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches go to market models and channels it helps a reader interpret go to market models and channels without confusing the measure decision role or evidence being discussed here white label means a product made by one organisation and branded or sold by another as its own revenue sales and go to market go to market sales pricing and customer success go to market models and channels private label white label brand white label product startup business corporate sales finance product go to market sales contracting customer success renewal finance commerce equipment technology format genre model organisation party global context dependent","sn":"White-label","t":"White-label","tp":"Go-to-market models & channels","tpid":"revenue-sales-gtm.go-to-market-models","u":"terms/white-label/","ui":"The go-to-market plan needs to explain how white-label turns into repeatable demand."},{"a":["white label"],"amb":["White-label"],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"A brand applied by a seller to a product made by another company for rebranding.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"A brand applied by a seller to a product made by another company for rebranding.","i":4049,"id":"marketing.white-label-brand","lv":"core","ph":"white label brand white label white label white label brand white label brand a brand applied by a seller to a product made by another company for rebranding a brand applied by a seller to a product made by another company for rebranding the brand brief needs a concrete definition of white label brand you will see white label brand in brand decks campaign plans research reports and performance reviews when the discussion reaches brand architecture and portfolio in brand architecture and portfolio a loose definition can change rights obligations approval disclosure or enforceability here white label brand means a brand applied by a seller to a product made by another company for rebranding marketing brand and growth brand marketing media and growth brand architecture and portfolio white label white label product startup business corporate marketing sales market research marketing growth reporting format genre model organisation party global context dependent","sn":"White-label brand","t":"White-label brand","tp":"Brand architecture & portfolio","tpid":"marketing-brand-growth.brand-architecture","u":"terms/white-label-brand/","ui":"The brand brief needs a concrete definition of white-label brand."},{"a":["white label"],"amb":["White-label"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A product made by one organisation and sold under another organisation's brand.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"One company makes it; another sells it under its own name.","i":4050,"id":"strategy.white-label-product","lv":"core","ph":"white label product white label white label white label product white label product one company makes it another sells it under its own name a product made by one organisation and sold under another organisations brand the white label product opens distribution but weakens brand visibility you will see white label product in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here white label product means a product made by one organisation and sold under another organisations brand strategy markets and business models strategy market analysis and business models competition differentiation and moats white label white label brand startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"White-label product","t":"White-label product","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/white-label-product/","ui":"The white-label product opens distribution but weakens brand visibility."},{"a":["whitepaper"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"An evidence-led document explaining a problem, technology, policy or proposed approach, often used to educate or build authority.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A detailed document that teaches readers about a problem or solution.","i":4051,"id":"bizpitch.white-paper","lv":"working","ph":"white paper whitepaper white paper whitepaper white paper a detailed document that teaches readers about a problem or solution an evidence led document explaining a problem technology policy or proposed approach often used to educate or build authority the white paper should disclose the basis of its claims you will see white paper in business pitches proposals executive summaries and decision decks when the discussion reaches business deck types it helps a reader interpret business deck types without confusing the measure decision role or evidence being discussed here white paper means an evidence led document explaining a problem technology policy or proposed approach often used to educate or build authority business pitching and presentation materials business pitches decks and decision materials business deck types startup business corporate investor sales planning pitching submission decision document artifact equipment technology global context dependent","sn":"White paper","t":"White paper","tp":"Business deck types","tpid":"business-pitching-artifacts.deck-types","u":"terms/white-paper/","ui":"The white paper should disclose the basis of its claims."},{"a":["market gap"],"amb":["White space"],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"An underserved segment, need or area where existing offers are weak or absent.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A part of the market that is not well served.","i":4052,"id":"strategy.white-space","lv":"core","ph":"white space market gap market gap white space white space a part of the market that is not well served an underserved segment need or area where existing offers are weak or absent the white space disappears when substitutes are included you will see white space in strategy decks market analyses business plans and planning workshops when the discussion reaches market sizing and growth it helps a reader interpret market sizing and growth without confusing the measure decision role or evidence being discussed here white space means an underserved segment need or area where existing offers are weak or absent strategy markets and business models strategy market analysis and business models market sizing and growth whitespace startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"White space","t":"White space","tp":"Market sizing & growth","tpid":"strategy-market-models.market-sizing","u":"terms/white-space/","ui":"The white space disappears when substitutes are included."},{"a":["white space"],"amb":["White space"],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Potential unmet revenue opportunity within an existing account, segment or territory.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"Potential unmet revenue opportunity within an existing account, segment or territory.","i":4053,"id":"revenue.whitespace","lv":"working","ph":"whitespace white space white space whitespace whitespace potential unmet revenue opportunity within an existing account segment or territory potential unmet revenue opportunity within an existing account segment or territory who can verify whitespace on the buyers side you will see whitespace in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches buyer account and deal roles it helps a reader interpret buyer account and deal roles without confusing the measure decision role or evidence being discussed here whitespace means potential unmet revenue opportunity within an existing account segment or territory revenue sales and go to market go to market sales pricing and customer success buyer account and deal roles white space startup business corporate sales finance product go to market sales contracting customer success renewal role person finance commerce format genre model global context dependent","sn":"Whitespace","t":"Whitespace","tp":"Buyer, account & deal roles","tpid":"revenue-sales-gtm.buyer-roles","u":"terms/whitespace/","ui":"Who can verify whitespace on the buyer’s side?"},{"a":["wholesale distributor"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"An intermediary selling goods in bulk to retailers or other businesses.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"An intermediary selling goods in bulk to retailers or other businesses.","i":4054,"id":"operations.wholesaler","lv":"core","ph":"wholesaler wholesale distributor wholesale distributor wholesaler wholesaler an intermediary selling goods in bulk to retailers or other businesses an intermediary selling goods in bulk to retailers or other businesses can we show the capacity constraint behind wholesaler you will see wholesaler in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches supply chain roles and networks in supply chain roles and networks the definition can change ownership capacity process cost or safety decisions here wholesaler means an intermediary selling goods in bulk to retailers or other businesses operations procurement and supply chain operations sourcing procurement and supply chain supply chain roles and networks business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Wholesaler","t":"Wholesaler","tp":"Supply chain roles & networks","tpid":"operations-procurement-supply-chain.supply-chain","u":"terms/wholesaler/","ui":"Can we show the capacity constraint behind wholesaler?"},{"a":["WOS"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A subsidiary whose equity is entirely owned by its parent or group.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A subsidiary whose equity is entirely owned by its parent or group.","i":4055,"id":"governance.wholly-owned-subsidiary","lv":"working","ph":"wholly owned subsidiary wos wholly owned subsidiary wos wholly owned subsidiary a subsidiary whose equity is entirely owned by its parent or group a subsidiary whose equity is entirely owned by its parent or group the draft mentions wholly owned subsidiary but the scope and jurisdiction are still unclear you will see wholly owned subsidiary in board papers contracts policies risk registers and compliance reports when the discussion reaches company forms and group structures in company forms and group structures a loose definition can change rights obligations approval disclosure or enforceability here wholly owned subsidiary means a subsidiary whose equity is entirely owned by its parent or group corporate governance legal and compliance governance contracts compliance and enterprise risk company forms and group structures startup business corporate investor finance people governance contracting compliance risk management reporting right contract law organisation party global context dependent","sn":"Wholly owned subsidiary","t":"Wholly owned subsidiary","tp":"Company forms & group structures","tpid":"governance-legal-compliance.company-forms","u":"terms/wholly-owned-subsidiary/","ui":"The draft mentions wholly owned subsidiary, but the scope and jurisdiction are still unclear."},{"a":["timing slide"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A slide explaining why market, technology, behaviour or regulation makes the opportunity timely.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"The slide that explains why this moment matters.","i":4056,"id":"bizpitch.why-now-slide","lv":"core","ph":"why now slide timing slide timing slide why now slide why now slide the slide that explains why this moment matters a slide explaining why market technology behaviour or regulation makes the opportunity timely the why now slide needs a real shift not a slogan you will see why now slide in business pitches proposals executive summaries and decision decks when the discussion reaches business deck sections it helps a reader interpret business deck sections without confusing the measure decision role or evidence being discussed here why now slide means a slide explaining why market technology behaviour or regulation makes the opportunity timely business pitching and presentation materials business pitches decks and decision materials business deck sections startup business corporate investor sales planning pitching submission decision document artifact equipment technology format genre model global context dependent startup","sn":"Why now slide","t":"Why now slide","tp":"Business deck sections","tpid":"business-pitching-artifacts.deck-sections","u":"terms/why-now-slide/","ui":"The why now slide needs a real shift, not a slogan."},{"a":["WTP"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The maximum price a customer would accept under stated conditions.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","investor","marketing","product","sales","finance"],"e":"The maximum price a customer would accept under stated conditions.","i":4057,"id":"revenue.willingness-to-pay","lv":"core","ph":"willingness to pay wtp willingness to pay wtp willingness to pay the maximum price a customer would accept under stated conditions the maximum price a customer would accept under stated conditions the pricing slide needs to separate willingness to pay from the commercial assumptions around it you will see willingness to pay in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches pricing and commercial packaging it helps a reader interpret pricing and commercial packaging without confusing the measure decision role or evidence being discussed here willingness to pay means the maximum price a customer would accept under stated conditions revenue sales and go to market go to market sales pricing and customer success pricing and commercial packaging startup business corporate investor marketing product sales finance strategy market research planning pitching go to market sales contracting customer success renewal role person finance commerce global context dependent","sn":"Willingness to pay","t":"Willingness to pay","tp":"Pricing & commercial packaging","tpid":"revenue-sales-gtm.pricing-packaging","u":"terms/willingness-to-pay/","ui":"The pricing slide needs to separate willingness to pay from the commercial assumptions around it."},{"a":["close rate"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"The proportion of eligible opportunities won, with the denominator needing an explicit definition.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","sales","finance","product"],"e":"The proportion of eligible opportunities won, with the denominator needing an explicit definition.","i":4058,"id":"revenue.win-rate","lv":"core","ph":"win rate close rate close rate win rate win rate the proportion of eligible opportunities won with the denominator needing an explicit definition the proportion of eligible opportunities won with the denominator needing an explicit definition how are we defining win rate in this deck you will see win rate in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches funnel pipeline and opportunity stages it helps a reader interpret funnel pipeline and opportunity stages without confusing the measure decision role or evidence being discussed here win rate means the proportion of eligible opportunities won with the denominator needing an explicit definition revenue sales and go to market go to market sales pricing and customer success funnel pipeline and opportunity stages startup business corporate sales finance product go to market sales contracting customer success renewal metric standard specification finance commerce format genre model global context dependent business","sn":"Win rate","t":"Win rate","tp":"Funnel, pipeline & opportunity stages","tpid":"revenue-sales-gtm.funnel-pipeline","u":"terms/win-rate/","ui":"How are we defining win rate in this deck?"},{"a":["winning theme"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A repeatable, evidence-backed reason the buyer should select a bidder.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A clear reason this bidder is the best choice.","i":4059,"id":"bizpitch.win-theme","lv":"working","ph":"win theme winning theme win theme winning theme win theme a clear reason this bidder is the best choice a repeatable evidence backed reason the buyer should select a bidder each win theme needs buyer relevance and proof you will see win theme in business pitches proposals executive summaries and decision decks when the discussion reaches proposals bids and tender materials it helps a reader interpret proposals bids and tender materials without confusing the measure decision role or evidence being discussed here win theme means a repeatable evidence backed reason the buyer should select a bidder business pitching and presentation materials business pitches decks and decision materials proposals bids and tender materials startup business corporate investor sales planning pitching submission decision role person global context dependent","sn":"Win theme","t":"Win theme","tp":"Proposals, bids & tender materials","tpid":"business-pitching-artifacts.proposal-materials","u":"terms/win-theme/","ui":"Each win theme needs buyer relevance and proof."},{"a":["winding down"],"amb":["wind-down"],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"The controlled process of ceasing operations, settling obligations and distributing remaining assets.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"Close the company in an orderly way.","i":4060,"id":"startup.wind-down","lv":"working","ph":"wind down winding down wind down winding down wind down close the company in an orderly way the controlled process of ceasing operations settling obligations and distributing remaining assets the wind down plan prioritises employees customers and creditors you will see wind down in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here wind down means the controlled process of ceasing operations settling obligations and distributing remaining assets startups venture and fundraising startup formation venture capital and fundraising startup stages and company states shutdown startup investor finance corporate fundraising financing due diligence governance metric standard specification finance commerce workflow process organisation party status decision global context dependent","sn":"Wind-down","t":"Wind-down","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/wind-down/","ui":"The wind-down plan prioritises employees, customers and creditors."},{"a":["winner take all"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A market tendency in which one firm can capture most value because of strong scale, network or switching effects.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"One company may end up dominating most of the market.","i":4061,"id":"strategy.winner-takes-all","lv":"working","ph":"winner takes all winner take all winner take all winner takes all winner takes all one company may end up dominating most of the market a market tendency in which one firm can capture most value because of strong scale network or switching effects the winner takes all claim is not credible in a local services market you will see winner takes all in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here winner takes all means a market tendency in which one firm can capture most value because of strong scale network or switching effects strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model organisation party global context dependent","sn":"Winner-takes-all","t":"Winner-takes-all","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/winner-takes-all/","ui":"The winner-takes-all claim is not credible in a local services market."},{"a":["winner take most"],"amb":[],"ar":"Strategy, markets & business models","arid":"strategy-market-models","d":"A market tendency in which a few leaders capture disproportionate value without complete monopoly.","di":"Strategy, market analysis & business models","diid":"strategy-market-models","dm":["startup","business","corporate","investor","marketing","product"],"e":"A small number of leaders take most of the market.","i":4062,"id":"strategy.winner-takes-most","lv":"working","ph":"winner takes most winner take most winner take most winner takes most winner takes most a small number of leaders take most of the market a market tendency in which a few leaders capture disproportionate value without complete monopoly network effects may create a winner takes most structure you will see winner takes most in strategy decks market analyses business plans and planning workshops when the discussion reaches competition differentiation and moats it helps a reader interpret competition differentiation and moats without confusing the measure decision role or evidence being discussed here winner takes most means a market tendency in which a few leaders capture disproportionate value without complete monopoly strategy markets and business models strategy market analysis and business models competition differentiation and moats startup business corporate investor marketing product strategy market research planning pitching metric standard specification equipment technology format genre model global context dependent","sn":"Winner-takes-most","t":"Winner-takes-most","tp":"Competition, differentiation & moats","tpid":"strategy-market-models.competition","u":"terms/winner-takes-most/","ui":"Network effects may create a winner-takes-most structure."},{"a":["low-fidelity layout"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A low-detail representation of interface structure and content hierarchy.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A simple sketch of how a screen is arranged.","i":4063,"id":"product.wireframe","lv":"core","ph":"wireframe low fidelity layout low fidelity layout wireframe wireframe a simple sketch of how a screen is arranged a low detail representation of interface structure and content hierarchy review the wireframe before visual styling you will see wireframe in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches requirements stories and service design it helps a reader interpret requirements stories and service design without confusing the measure decision role or evidence being discussed here wireframe means a low detail representation of interface structure and content hierarchy product technology and innovation product management technology and innovation requirements stories and service design startup business corporate product technology product discovery product development testing launch operations equipment technology global context dependent","sn":"Wireframe","t":"Wireframe","tp":"Requirements, stories & service design","tpid":"product-technology-innovation.requirements-design","u":"terms/wireframe/","ui":"Review the wireframe before visual styling."},{"a":["suspend guidance"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"Remove previously issued guidance because it is no longer reliable or appropriate.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"Remove previously issued guidance because it is no longer reliable or appropriate.","i":4064,"id":"reporting.withdraw-guidance","lv":"core","ph":"withdraw guidance suspend guidance suspend guidance withdraw guidance withdraw guidance remove previously issued guidance because it is no longer reliable or appropriate remove previously issued guidance because it is no longer reliable or appropriate define withdraw guidance before comparing it across periods you will see withdraw guidance in annual reports earnings decks filings and investor presentations when the discussion reaches earnings releases calls and guidance in earnings releases calls and guidance a loose definition can change rights obligations approval disclosure or enforceability here withdraw guidance means remove previously issued guidance because it is no longer reliable or appropriate corporate reporting and investor relations corporate reporting board information and investor relations earnings releases calls and guidance corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Withdraw guidance","t":"Withdraw guidance","tp":"Earnings releases, calls & guidance","tpid":"corporate-reporting-ir.earnings","u":"terms/withdraw-guidance/","ui":"Define withdraw guidance before comparing it across periods."},{"a":["performative activism"],"amb":[],"ar":"Marketing, brand & growth","arid":"marketing-brand-growth","d":"Pejorative term for performative use of social-justice language without material commitment.","di":"Brand, marketing, media & growth","diid":"marketing-brand-growth","dm":["startup","business","corporate","marketing","sales"],"e":"Pejorative term for performative use of social-justice language without material commitment.","i":4065,"id":"marketing.woke-washing","lv":"working","ph":"woke washing performative activism performative activism woke washing woke washing pejorative term for performative use of social justice language without material commitment pejorative term for performative use of social justice language without material commitment the draft mentions woke washing but the scope and jurisdiction are still unclear you will see woke washing in brand decks campaign plans research reports and performance reviews when the discussion reaches marketing disclosure consent and dark patterns in marketing disclosure consent and dark patterns a loose definition can change rights obligations approval disclosure or enforceability here woke washing means pejorative term for performative use of social justice language without material commitment marketing brand and growth brand marketing media and growth marketing disclosure consent and dark patterns startup business corporate marketing sales market research marketing growth reporting format genre model risk ethics access global context dependent","sn":"Woke-washing","t":"Woke-washing","tp":"Marketing disclosure, consent & dark patterns","tpid":"marketing-brand-growth.marketing-ethics","u":"terms/woke-washing/","ui":"The draft mentions woke-washing, but the scope and jurisdiction are still unclear."},{"a":["WIP inventory"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Partly completed goods or work held between production stages.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Partly completed goods or work held between production stages.","i":4066,"id":"operations.work-in-process-inventory","lv":"core","ph":"work in process inventory wip inventory wip inventory work in process inventory work in process inventory partly completed goods or work held between production stages partly completed goods or work held between production stages how are we defining work in process inventory in this deck you will see work in process inventory in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches inventory demand and supply planning in inventory demand and supply planning different calculation boundaries periods or accounting treatments can change the number and the decision here work in process inventory means partly completed goods or work held between production stages operations procurement and supply chain operations sourcing procurement and supply chain inventory demand and supply planning business corporate operations procurement sales operations procurement quality control risk management delivery document artifact metric standard specification workflow process status decision global context dependent","sn":"Work-in-process inventory","t":"Work-in-process inventory","tp":"Inventory, demand & supply planning","tpid":"operations-procurement-supply-chain.inventory-planning","u":"terms/work-in-process-inventory/","ui":"How are we defining work-in-process inventory in this deck?"},{"a":["WIP"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Started work that has not yet been completed.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Started work that has not yet been completed.","i":4067,"id":"operations.work-in-progress","lv":"core","ph":"work in progress wip wip work in progress work in progress started work that has not yet been completed started work that has not yet been completed the number is useful only if everyone calculates work in progress the same way you will see work in progress in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints the definition can change ownership capacity process cost or safety decisions here work in progress means started work that has not yet been completed operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Work in progress","t":"Work in progress","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/work-in-progress/","ui":"The number is useful only if everyone calculates work in progress the same way."},{"a":["WIP limit"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A cap on the number of items allowed in a workflow state at one time.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"A rule limiting how much work is open at once.","i":4068,"id":"product.work-in-progress-limit","lv":"core","ph":"work in progress limit wip limit wip limit work in progress limit work in progress limit a rule limiting how much work is open at once a cap on the number of items allowed in a workflow state at one time the wip limit forces the team to finish before starting more you will see work in progress limit in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches agile and scrum delivery it helps a reader interpret agile and scrum delivery without confusing the measure decision role or evidence being discussed here work in progress limit means a cap on the number of items allowed in a workflow state at one time product technology and innovation product management technology and innovation agile and scrum delivery startup business corporate product technology product discovery product development testing launch operations equipment technology workflow process global context dependent","sn":"Work in progress limit","t":"Work in progress limit","tp":"Agile & Scrum delivery","tpid":"product-technology-innovation.agile-scrum","u":"terms/work-in-progress-limit/","ui":"The WIP limit forces the team to finish before starting more."},{"a":["job instruction"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A detailed instruction for completing a specific task.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"A detailed instruction for completing a specific task.","i":4069,"id":"operations.work-instruction","lv":"core","ph":"work instruction job instruction job instruction work instruction work instruction a detailed instruction for completing a specific task a detailed instruction for completing a specific task show where work instruction happens in the operating model and who receives the handoff you will see work instruction in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here work instruction means a detailed instruction for completing a specific task operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Work instruction","t":"Work instruction","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/work-instruction/","ui":"Show where work instruction happens in the operating model and who receives the handoff."},{"a":["task order","job order"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A document authorising specified work under a broader agreement.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A document authorising specified work under a broader agreement.","i":4070,"id":"governance.work-order","lv":"core","ph":"work order task order job order job order task order work order work order a document authorising specified work under a broader agreement a document authorising specified work under a broader agreement can we state who receives the right created by work order and when it applies you will see work order in board papers contracts policies risk registers and compliance reports when the discussion reaches commercial agreements and supporting documents in commercial agreements and supporting documents a loose definition can change rights obligations approval disclosure or enforceability here work order means a document authorising specified work under a broader agreement corporate governance legal and compliance governance contracts compliance and enterprise risk commercial agreements and supporting documents startup business corporate investor finance people governance contracting compliance risk management reporting document artifact right contract law global context dependent","sn":"Work order","t":"Work order","tp":"Commercial agreements & supporting documents","tpid":"governance-legal-compliance.commercial-documents","u":"terms/work-order/","ui":"Can we state who receives the right created by work order, and when it applies?"},{"a":["job simulation"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"A task intended to demonstrate job-relevant ability.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"A task intended to demonstrate job-relevant ability.","i":4071,"id":"people.work-sample","lv":"core","ph":"work sample job simulation job simulation work sample work sample a task intended to demonstrate job relevant ability a task intended to demonstrate job relevant ability keep work sample on the dashboard but show the definition and reporting period beside it you will see work sample in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here work sample means a task intended to demonstrate job relevant ability people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact metric standard specification workflow process organisation party global context dependent","sn":"Work sample","t":"Work sample","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/work-sample/","ui":"Keep work sample on the dashboard, but show the definition and reporting period beside it."},{"a":["manual workaround"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"A temporary alternative method used when the normal process or system is unavailable.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","investor","marketing","product","operations","procurement","sales"],"e":"A temporary alternative method used when the normal process or system is unavailable.","i":4072,"id":"operations.workaround","lv":"core","ph":"workaround manual workaround manual workaround workaround workaround a temporary alternative method used when the normal process or system is unavailable a temporary alternative method used when the normal process or system is unavailable the control is not complete until we can evidence how workaround is monitored you will see workaround in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches business continuity and operational resilience in business continuity and operational resilience the scope can change what data may be used who may access it and which controls are required here workaround means a temporary alternative method used when the normal process or system is unavailable operations procurement and supply chain operations sourcing procurement and supply chain business continuity and operational resilience startup business corporate investor marketing product operations procurement sales strategy market research planning pitching operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Workaround","t":"Workaround","tp":"Business continuity & operational resilience","tpid":"operations-procurement-supply-chain.resilience-continuity","u":"terms/workaround/","ui":"The control is not complete until we can evidence how workaround is monitored."},{"a":["employee voice"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"Mechanisms through which workers express views and influence workplace decisions.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"Mechanisms through which workers express views and influence workplace decisions.","i":4073,"id":"sustainability.worker-voice","lv":"core","ph":"worker voice employee voice employee voice worker voice worker voice mechanisms through which workers express views and influence workplace decisions mechanisms through which workers express views and influence workplace decisions state the boundary and evidence behind worker voice before publishing the claim you will see worker voice in sustainability reports impact decks climate plans and assurance materials when the discussion reaches social impact rights and just transition in social impact rights and just transition a loose definition can change rights obligations approval disclosure or enforceability here worker voice means mechanisms through which workers express views and influence workplace decisions sustainability impact and esg sustainability climate impact and esg reporting social impact rights and just transition corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance role person risk ethics access status decision global context dependent","sn":"Worker voice","t":"Worker voice","tp":"Social impact, rights & just transition","tpid":"sustainability-impact-esg.social-impact","u":"terms/worker-voice/","ui":"State the boundary and evidence behind worker voice before publishing the claim."},{"a":["work flow"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The sequence through which work, information or approvals move.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"The sequence through which work, information or approvals move.","i":4074,"id":"operations.workflow","lv":"core","ph":"workflow work flow work flow workflow workflow the sequence through which work information or approvals move the sequence through which work information or approvals move show where workflow happens in the operating model and who receives the handoff you will see workflow in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here workflow means the sequence through which work information or approvals move operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process status decision global context dependent","sn":"Workflow","t":"Workflow","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/workflow/","ui":"Show where workflow happens in the operating model and who receives the handoff."},{"a":["automated workflow"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"Software-driven movement of work through defined steps and rules.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["business","corporate","operations","procurement","sales"],"e":"Software-driven movement of work through defined steps and rules.","i":4075,"id":"operations.workflow-automation","lv":"core","ph":"workflow automation automated workflow automated workflow workflow automation workflow automation software driven movement of work through defined steps and rules software driven movement of work through defined steps and rules can we remove the ambiguity around workflow automation before the process changes you will see workflow automation in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches processes procedures and operating systems in processes procedures and operating systems the definition can change ownership capacity process cost or safety decisions here workflow automation means software driven movement of work through defined steps and rules operations procurement and supply chain operations sourcing procurement and supply chain processes procedures and operating systems business corporate operations procurement sales operations procurement quality control risk management delivery metric standard specification equipment technology workflow process global context dependent","sn":"Workflow automation","t":"Workflow automation","tp":"Processes, procedures & operating systems","tpid":"operations-procurement-supply-chain.process-systems","u":"terms/workflow-automation/","ui":"Can we remove the ambiguity around workflow automation before the process changes?"},{"a":["people forecast"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"An estimate of future headcount, skills and labour cost.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"An estimate of future headcount, skills and labour cost.","i":4076,"id":"people.workforce-forecast","lv":"working","ph":"workforce forecast people forecast people forecast workforce forecast workforce forecast an estimate of future headcount skills and labour cost an estimate of future headcount skills and labour cost the people plan needs to explain how workforce forecast affects roles and decisions you will see workforce forecast in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here workforce forecast means an estimate of future headcount skills and labour cost people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact workflow process organisation party global context dependent","sn":"Workforce forecast","t":"Workforce forecast","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/workforce-forecast/","ui":"The people plan needs to explain how workforce forecast affects roles and decisions."},{"a":["labour mix"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Distribution of employees, contractors, locations, levels or skills.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Distribution of employees, contractors, locations, levels or skills.","i":4077,"id":"people.workforce-mix","lv":"core","ph":"workforce mix labour mix labour mix workforce mix workforce mix distribution of employees contractors locations levels or skills distribution of employees contractors locations levels or skills compare workforce mix with the same cohort and period before drawing a conclusion you will see workforce mix in organisation plans workforce reviews change programmes and people reports when the discussion reaches retention engagement and workforce metrics in retention engagement and workforce metrics the scope can change what data may be used who may access it and which controls are required here workforce mix means distribution of employees contractors locations levels or skills people organisation and change organisation design people systems and change retention engagement and workforce metrics startup business corporate people operations people planning employment performance management change management document artifact metric standard specification role person right contract law organisation party global context dependent","sn":"Workforce mix","t":"Workforce mix","tp":"Retention, engagement & workforce metrics","tpid":"people-organisation-change.people-metrics","u":"terms/workforce-mix/","ui":"Compare workforce mix with the same cohort and period before drawing a conclusion."},{"a":["strategic workforce planning"],"amb":[],"ar":"People, organisation & change","arid":"people-organisation-change","d":"Forecasting and shaping the people and capabilities needed to deliver strategy.","di":"Organisation design, people systems & change","diid":"people-organisation-change","dm":["startup","business","corporate","people","operations"],"e":"Forecasting and shaping the people and capabilities needed to deliver strategy.","i":4078,"id":"people.workforce-planning","lv":"core","ph":"workforce planning strategic workforce planning strategic workforce planning workforce planning workforce planning forecasting and shaping the people and capabilities needed to deliver strategy forecasting and shaping the people and capabilities needed to deliver strategy can we test the claim about workforce planning against employee data and lived experience you will see workforce planning in organisation plans workforce reviews change programmes and people reports when the discussion reaches headcount hiring and workforce planning in headcount hiring and workforce planning a loose definition can change rights obligations approval disclosure or enforceability here workforce planning means forecasting and shaping the people and capabilities needed to deliver strategy people organisation and change organisation design people systems and change headcount hiring and workforce planning startup business corporate people operations people planning employment performance management change management document artifact metric standard specification equipment technology workflow process format genre model organisation party global context dependent corporate","sn":"Workforce planning","t":"Workforce planning","tp":"Headcount, hiring & workforce planning","tpid":"people-organisation-change.workforce-planning","u":"terms/workforce-planning/","ui":"Can we test the claim about workforce planning against employee data and lived experience?"},{"a":["net working capital"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Current assets minus current liabilities, or an operational variant that must be explicitly defined.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Current assets minus current liabilities, or an operational variant that must be explicitly defined.","i":4079,"id":"bizfinance.working-capital","lv":"core","ph":"working capital net working capital net working capital working capital working capital current assets minus current liabilities or an operational variant that must be explicitly defined current assets minus current liabilities or an operational variant that must be explicitly defined the number is useful only if everyone calculates working capital the same way you will see working capital in financial models budgets board packs and investor materials when the discussion reaches assets liabilities and equity in assets liabilities and equity different calculation boundaries periods or accounting treatments can change the number and the decision here working capital means current assets minus current liabilities or an operational variant that must be explicitly defined finance accounting and valuation financial statements planning metrics and valuation assets liabilities and equity startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce equipment technology global context dependent corporate","sn":"Working capital","t":"Working capital","tp":"Assets, liabilities & equity","tpid":"finance-accounting-valuation.balance-sheet","u":"terms/working-capital/","ui":"The number is useful only if everyone calculates working capital the same way."},{"a":["working capital line"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Financing intended to support short-term operating cash needs.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Financing intended to support short-term operating cash needs.","i":4080,"id":"bizfinance.working-capital-facility","lv":"core","ph":"working capital facility working capital line working capital facility working capital line working capital facility financing intended to support short term operating cash needs financing intended to support short term operating cash needs state the period currency and accounting basis for working capital facility you will see working capital facility in financial models budgets board packs and investor materials when the discussion reaches debt credit and capital structure in debt credit and capital structure a loose definition can change rights obligations approval disclosure or enforceability here working capital facility means financing intended to support short term operating cash needs finance accounting and valuation financial statements planning metrics and valuation debt credit and capital structure startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology global context dependent","sn":"Working-capital facility","t":"Working-capital facility","tp":"Debt, credit & capital structure","tpid":"finance-accounting-valuation.financing-debt","u":"terms/working-capital-facility/","ui":"State the period, currency and accounting basis for working-capital facility."},{"a":["working-capital change"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Change in receivables, payables, inventory and other operating balances affecting cash.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Change in receivables, payables, inventory and other operating balances affecting cash.","i":4081,"id":"bizfinance.working-capital-movement","lv":"core","ph":"working capital movement working capital change working capital change working capital movement working capital movement change in receivables payables inventory and other operating balances affecting cash change in receivables payables inventory and other operating balances affecting cash the number is useful only if everyone calculates working capital movement the same way you will see working capital movement in financial models budgets board packs and investor materials when the discussion reaches cash flow and liquidity in cash flow and liquidity different calculation boundaries periods or accounting treatments can change the number and the decision here working capital movement means change in receivables payables inventory and other operating balances affecting cash finance accounting and valuation financial statements planning metrics and valuation cash flow and liquidity startup business corporate finance investor accounting planning forecasting valuation reporting financing finance commerce equipment technology global context dependent","sn":"Working-capital movement","t":"Working-capital movement","tp":"Cash flow & liquidity","tpid":"finance-accounting-valuation.cash-flow","u":"terms/working-capital-movement/","ui":"The number is useful only if everyone calculates working-capital movement the same way."},{"a":["NWC schedule"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"A model forecasting receivables, inventory, payables and related cash effects.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"A model forecasting receivables, inventory, payables and related cash effects.","i":4082,"id":"bizfinance.working-capital-schedule","lv":"working","ph":"working capital schedule nwc schedule nwc schedule working capital schedule working capital schedule a model forecasting receivables inventory payables and related cash effects a model forecasting receivables inventory payables and related cash effects the team needs one controlled copy of working capital schedule with an owner and date you will see working capital schedule in financial models budgets board packs and investor materials when the discussion reaches financial models and model mechanics in financial models and model mechanics different calculation boundaries periods or accounting treatments can change the number and the decision here working capital schedule means a model forecasting receivables inventory payables and related cash effects finance accounting and valuation financial statements planning metrics and valuation financial models and model mechanics startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce equipment technology format genre model global context dependent","sn":"Working-capital schedule","t":"Working-capital schedule","tp":"Financial models & model mechanics","tpid":"finance-accounting-valuation.financial-models","u":"terms/working-capital-schedule/","ui":"The team needs one controlled copy of working-capital schedule, with an owner and date."},{"a":["NWC turnover"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Revenue divided by average working capital under a stated method.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Revenue divided by average working capital under a stated method.","i":4083,"id":"bizfinance.working-capital-turnover","lv":"working","ph":"working capital turnover nwc turnover nwc turnover working capital turnover working capital turnover revenue divided by average working capital under a stated method revenue divided by average working capital under a stated method how are we defining working capital turnover in this deck you will see working capital turnover in financial models budgets board packs and investor materials when the discussion reaches financial ratios and operating efficiency in financial ratios and operating efficiency different calculation boundaries periods or accounting treatments can change the number and the decision here working capital turnover means revenue divided by average working capital under a stated method finance accounting and valuation financial statements planning metrics and valuation financial ratios and operating efficiency startup business corporate finance investor accounting planning forecasting valuation reporting financing metric standard specification finance commerce equipment technology workflow process global context dependent","sn":"Working-capital turnover","t":"Working-capital turnover","tp":"Financial ratios & operating efficiency","tpid":"finance-accounting-valuation.ratios-efficiency","u":"terms/working-capital-turnover/","ui":"How are we defining working-capital turnover in this deck?"},{"a":["workpapers","audit workpapers"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"Records documenting procedures, evidence, judgements and conclusions.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","finance","investor","people"],"e":"Records documenting procedures, evidence, judgements and conclusions.","i":4084,"id":"governance.working-papers","lv":"core","ph":"working papers workpapers audit workpapers audit workpapers working papers workpapers working papers records documenting procedures evidence judgements and conclusions records documenting procedures evidence judgements and conclusions the team needs one controlled copy of working papers with an owner and date you will see working papers in board papers contracts policies risk registers and compliance reports when the discussion reaches audit assurance and evidence in audit assurance and evidence a loose definition can change rights obligations approval disclosure or enforceability here working papers means records documenting procedures evidence judgements and conclusions corporate governance legal and compliance governance contracts compliance and enterprise risk audit assurance and evidence startup business corporate finance investor people accounting planning forecasting valuation reporting financing governance contracting compliance risk management document artifact right contract law workflow process global context dependent","sn":"Working papers","t":"Working papers","tp":"Audit, assurance & evidence","tpid":"governance-legal-compliance.audit-assurance","u":"terms/working-papers/","ui":"The team needs one controlled copy of working papers, with an owner and date."},{"a":["workshop session"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A meeting in which participants actively develop, solve or decide rather than receive a finished presentation.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A meeting for doing the work together.","i":4085,"id":"bizpitch.working-session","lv":"core","ph":"working session workshop session working session workshop session working session a meeting for doing the work together a meeting in which participants actively develop solve or decide rather than receive a finished presentation use the working session to build the option criteria you will see working session in business pitches proposals executive summaries and decision decks when the discussion reaches business presentation delivery it helps a reader interpret business presentation delivery without confusing the measure decision role or evidence being discussed here working session means a meeting in which participants actively develop solve or decide rather than receive a finished presentation business pitching and presentation materials business pitches decks and decision materials business presentation delivery startup business corporate investor sales planning pitching submission decision business concept global context dependent","sn":"Working session","t":"Working session","tp":"Business presentation delivery","tpid":"business-pitching-artifacts.presentation-delivery","u":"terms/working-session/","ui":"Use the working session to build the option criteria."},{"a":["work plan"],"amb":[],"ar":"Business pitching & presentation materials","arid":"business-pitching-materials","d":"A structured plan of activities, timing, owners, dependencies and outputs.","di":"Business pitches, decks & decision materials","diid":"business-pitching-artifacts","dm":["startup","business","corporate","investor","sales"],"e":"A plan showing what work happens, when and by whom.","i":4086,"id":"bizpitch.workplan","lv":"core","ph":"workplan work plan work plan workplan workplan a plan showing what work happens when and by whom a structured plan of activities timing owners dependencies and outputs align the workplan with the fee schedule you will see workplan in business pitches proposals executive summaries and decision decks when the discussion reaches proposals bids and tender materials it helps a reader interpret proposals bids and tender materials without confusing the measure decision role or evidence being discussed here workplan means a structured plan of activities timing owners dependencies and outputs business pitching and presentation materials business pitches decks and decision materials proposals bids and tender materials startup business corporate investor sales planning pitching submission decision document artifact role person global context dependent","sn":"Workplan","t":"Workplan","tp":"Proposals, bids & tender materials","tpid":"business-pitching-artifacts.proposal-materials","u":"terms/workplan/","ui":"Align the workplan with the fee schedule."},{"a":["stress case"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"An intentionally severe scenario used to test resilience, not necessarily the most probable outcome.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"An intentionally severe scenario used to test resilience, not necessarily the most probable outcome.","i":4087,"id":"bizfinance.worst-case","lv":"core","ph":"worst case stress case stress case worst case worst case an intentionally severe scenario used to test resilience not necessarily the most probable outcome an intentionally severe scenario used to test resilience not necessarily the most probable outcome finance will reconcile worst case before the board pack goes out you will see worst case in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here worst case means an intentionally severe scenario used to test resilience not necessarily the most probable outcome finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Worst case","t":"Worst case","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/worst-case/","ui":"Finance will reconcile worst case before the board pack goes out."},{"a":["consent in writing"],"amb":[],"ar":"Corporate governance, legal & compliance","arid":"governance-legal-compliance","d":"A decision approved in writing without a physical or live meeting, where permitted.","di":"Governance, contracts, compliance & enterprise risk","diid":"governance-legal-compliance","dm":["startup","business","corporate","investor","finance","people"],"e":"A decision approved in writing without a physical or live meeting, where permitted.","i":4088,"id":"governance.written-consent","lv":"core","ph":"written consent consent in writing consent in writing written consent written consent a decision approved in writing without a physical or live meeting where permitted a decision approved in writing without a physical or live meeting where permitted the minutes should record the decision on written consent not reconstruct it later you will see written consent in board papers contracts policies risk registers and compliance reports when the discussion reaches resolutions meetings and authority in resolutions meetings and authority a loose definition can change rights obligations approval disclosure or enforceability here written consent means a decision approved in writing without a physical or live meeting where permitted corporate governance legal and compliance governance contracts compliance and enterprise risk resolutions meetings and authority startup business corporate investor finance people governance contracting compliance risk management reporting right contract law status decision global context dependent","sn":"Written consent","t":"Written consent","tp":"Resolutions, meetings & authority","tpid":"governance-legal-compliance.governance-actions","u":"terms/written-consent/","ui":"The minutes should record the decision on written consent, not reconstruct it later."},{"a":["eXtensible Business Reporting Language"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"A structured data language used for machine-readable business and financial reporting.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"A structured data language used for machine-readable business and financial reporting.","i":4089,"id":"reporting.xbrl","lv":"core","ph":"xbrl extensible business reporting language extensible business reporting language xbrl xbrl a structured data language used for machine readable business and financial reporting a structured data language used for machine readable business and financial reporting the team needs one controlled copy of xbrl with an owner and date you will see xbrl in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here xbrl means a structured data language used for machine readable business and financial reporting corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce equipment technology global context dependent","sn":"XBRL","t":"XBRL","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/xbrl/","ui":"The team needs one controlled copy of XBRL, with an owner and date."},{"a":["annual close"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"The process of finalising accounting records for a financial year.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"How finalising accounting records for a financial year.","i":4090,"id":"bizfinance.year-end-close","lv":"core","ph":"year end close annual close annual close year end close year end close how finalising accounting records for a financial year the process of finalising accounting records for a financial year can we remove the ambiguity around year end close before the process changes you will see year end close in financial models budgets board packs and investor materials when the discussion reaches financial statements and accounting records it helps a reader interpret financial statements and accounting records without confusing the measure decision role or evidence being discussed here year end close means the process of finalising accounting records for a financial year finance accounting and valuation financial statements planning metrics and valuation financial statements and accounting records startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process status decision global context dependent","sn":"Year-end close","t":"Year-end close","tp":"Financial statements & accounting records","tpid":"finance-accounting-valuation.financial-statements","u":"terms/year-end-close/","ui":"Can we remove the ambiguity around year-end close before the process changes?"},{"a":["YoY growth"],"amb":[],"ar":"Revenue, sales & go-to-market","arid":"revenue-sales-gtm","d":"Change compared with the same period one year earlier.","di":"Go-to-market, sales, pricing & customer success","diid":"revenue-sales-gtm","dm":["startup","business","corporate","investor","marketing","product","sales","finance"],"e":"Change compared with the same period one year earlier.","i":4091,"id":"revenue.year-over-year-growth","lv":"core","ph":"year over year growth yoy growth year over year growth yoy growth year over year growth change compared with the same period one year earlier change compared with the same period one year earlier keep year over year growth on the dashboard but show the definition and reporting period beside it you will see year over year growth in go to market plans sales forecasts account reviews and commercial proposals when the discussion reaches recurring revenue and contract metrics it helps a reader interpret recurring revenue and contract metrics without confusing the measure decision role or evidence being discussed here year over year growth means change compared with the same period one year earlier revenue sales and go to market go to market sales pricing and customer success recurring revenue and contract metrics startup business corporate investor marketing product sales finance strategy market research planning pitching go to market sales contracting customer success renewal metric standard specification finance commerce global context dependent","sn":"Year-over-year growth","t":"Year-over-year growth","tp":"Recurring revenue & contract metrics","tpid":"revenue-sales-gtm.revenue-metrics","u":"terms/year-over-year-growth/","ui":"Keep year-over-year growth on the dashboard, but show the definition and reporting period beside it."},{"a":["YTD"],"amb":[],"ar":"Corporate reporting & investor relations","arid":"corporate-reporting-ir","d":"The period from the start of the current financial year to the reporting date.","di":"Corporate reporting, board information & investor relations","diid":"corporate-reporting-ir","dm":["corporate","investor","finance","business"],"e":"The period from the start of the current financial year to the reporting date.","i":4092,"id":"reporting.year-to-date","lv":"core","ph":"year to date ytd year to date ytd year to date the period from the start of the current financial year to the reporting date the period from the start of the current financial year to the reporting date which version of year to date should the board treat as current you will see year to date in annual reports earnings decks filings and investor presentations when the discussion reaches corporate reports and securities filings in corporate reports and securities filings a loose definition can change rights obligations approval disclosure or enforceability here year to date means the period from the start of the current financial year to the reporting date corporate reporting and investor relations corporate reporting board information and investor relations corporate reports and securities filings corporate investor finance business reporting governance investor relations disclosure document artifact metric standard specification finance commerce global context dependent","sn":"Year to date","t":"Year to date","tp":"Corporate reports & securities filings","tpid":"corporate-reporting-ir.filings-reports","u":"terms/year-to-date/","ui":"Which version of year to date should the board treat as current?"},{"a":["process yield"],"amb":[],"ar":"Operations, procurement & supply chain","arid":"operations-procurement-supply-chain","d":"The proportion of output meeting requirements.","di":"Operations, sourcing, procurement & supply chain","diid":"operations-procurement-supply-chain","dm":["startup","business","corporate","finance","investor","operations","procurement","sales"],"e":"The proportion of output meeting requirements.","i":4093,"id":"operations.yield","lv":"core","ph":"yield process yield process yield yield yield the proportion of output meeting requirements the proportion of output meeting requirements how are we defining yield in this deck you will see yield in operating plans procurement packs supplier reviews and supply chain reports when the discussion reaches capacity flow and constraints in capacity flow and constraints different calculation boundaries periods or accounting treatments can change the number and the decision here yield means the proportion of output meeting requirements operations procurement and supply chain operations sourcing procurement and supply chain capacity flow and constraints startup business corporate finance investor operations procurement sales accounting planning forecasting valuation reporting financing operations procurement quality control risk management delivery metric standard specification workflow process global context dependent","sn":"Yield","t":"Yield","tp":"Capacity, flow & constraints","tpid":"operations-procurement-supply-chain.flow-capacity","u":"terms/yield/","ui":"How are we defining yield in this deck?"},{"a":["zebra startup"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"A mission-oriented business framed as balancing sustainable economics and social benefit, often contrasted with unicorn growth logic.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A company seeking both sustainable business and social value.","i":4094,"id":"startup.zebra-company","lv":"specialist","ph":"zebra company zebra startup zebra company zebra startup zebra company a company seeking both sustainable business and social value a mission oriented business framed as balancing sustainable economics and social benefit often contrasted with unicorn growth logic the zebra company label still needs concrete governance and economics you will see zebra company in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here zebra company means a mission oriented business framed as balancing sustainable economics and social benefit often contrasted with unicorn growth logic startups venture and fundraising startup formation venture capital and fundraising startup stages and company states startup investor finance corporate fundraising financing due diligence governance finance commerce organisation party status decision global context dependent","sn":"Zebra company","t":"Zebra company","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/zebra-company/","ui":"The zebra-company label still needs concrete governance and economics."},{"a":["ZBB"],"amb":[],"ar":"Finance, accounting & valuation","arid":"finance-accounting-valuation","d":"Budgeting that requires expenditures to be justified from a fresh base rather than automatically carried forward.","di":"Financial statements, planning, metrics & valuation","diid":"finance-accounting-valuation","dm":["startup","business","corporate","finance","investor"],"e":"Budgeting that requires expenditures to be justified from a fresh base rather than automatically carried forward.","i":4095,"id":"bizfinance.zero-based-budgeting","lv":"working","ph":"zero based budgeting zbb zbb zero based budgeting zero based budgeting budgeting that requires expenditures to be justified from a fresh base rather than automatically carried forward budgeting that requires expenditures to be justified from a fresh base rather than automatically carried forward state the period currency and accounting basis for zero based budgeting you will see zero based budgeting in financial models budgets board packs and investor materials when the discussion reaches budgets forecasts and scenarios in budgets forecasts and scenarios different calculation boundaries periods or accounting treatments can change the number and the decision here zero based budgeting means budgeting that requires expenditures to be justified from a fresh base rather than automatically carried forward finance accounting and valuation financial statements planning metrics and valuation budgets forecasts and scenarios startup business corporate finance investor accounting planning forecasting valuation reporting financing document artifact finance commerce workflow process global context dependent","sn":"Zero-based budgeting","t":"Zero-based budgeting","tp":"Budgets, forecasts & scenarios","tpid":"finance-accounting-valuation.planning-forecasting","u":"terms/zero-based-budgeting/","ui":"State the period, currency and accounting basis for zero-based budgeting."},{"a":["zero-emission"],"amb":[],"ar":"Sustainability, impact & ESG","arid":"sustainability-impact-esg","d":"A claim of no emissions within a precisely defined boundary.","di":"Sustainability, climate, impact & ESG reporting","diid":"sustainability-impact-esg","dm":["corporate","business","investor","sustainability","finance","operations"],"e":"A claim of no emissions within a precisely defined boundary.","i":4096,"id":"sustainability.zero-emissions","lv":"core","ph":"zero emissions zero emission zero emission zero emissions zero emissions a claim of no emissions within a precisely defined boundary a claim of no emissions within a precisely defined boundary which standard and reporting period govern zero emissions you will see zero emissions in sustainability reports impact decks climate plans and assurance materials when the discussion reaches climate targets transition and carbon claims in climate targets transition and carbon claims the reporting boundary method period and evidence can materially change the claim here zero emissions means a claim of no emissions within a precisely defined boundary sustainability impact and esg sustainability climate impact and esg reporting climate targets transition and carbon claims corporate business investor sustainability finance operations strategy risk management sustainability reporting disclosure assurance risk ethics access global context dependent","sn":"Zero emissions","t":"Zero emissions","tp":"Climate targets, transition & carbon claims","tpid":"sustainability-impact-esg.climate-targets","u":"terms/zero-emissions/","ui":"Which standard and reporting period govern zero emissions?"},{"a":["zero-trust architecture"],"amb":[],"ar":"Product, technology & innovation","arid":"product-technology-innovation","d":"A security approach that continually verifies access rather than trusting users or devices based only on network location.","di":"Product management, technology & innovation","diid":"product-technology-innovation","dm":["startup","business","corporate","product","technology"],"e":"Never assume access is safe just because it is inside the network.","i":4097,"id":"product.zero-trust","lv":"working","ph":"zero trust zero trust architecture zero trust zero trust architecture zero trust never assume access is safe just because it is inside the network a security approach that continually verifies access rather than trusting users or devices based only on network location zero trust requires identity device and context checks you will see zero trust in product strategy decks roadmaps experiments and architecture reviews when the discussion reaches reliability security and resilience in reliability security and resilience the scope can change what data may be used who may access it and which controls are required here zero trust means a security approach that continually verifies access rather than trusting users or devices based only on network location product technology and innovation product management technology and innovation reliability security and resilience startup business corporate product technology product discovery product development testing launch operations role person right contract law equipment technology global context dependent","sn":"Zero trust","t":"Zero trust","tp":"Reliability, security & resilience","tpid":"product-technology-innovation.reliability-security","u":"terms/zero-trust/","ui":"Zero trust requires identity, device and context checks."},{"a":["zombie company"],"amb":[],"ar":"Startups, venture & fundraising","arid":"startup-venture-fundraising","d":"Informal term for a company that survives but lacks meaningful growth, exit prospects or a clear route to investor returns.","di":"Startup formation, venture capital & fundraising","diid":"startup-venture-fundraising","dm":["startup","investor","finance","corporate"],"e":"A startup still operating but unlikely to grow or exit meaningfully.","i":4098,"id":"startup.zombie-startup","lv":"working","ph":"zombie startup zombie company zombie company zombie startup zombie startup a startup still operating but unlikely to grow or exit meaningfully informal term for a company that survives but lacks meaningful growth exit prospects or a clear route to investor returns the fund is deciding whether to keep supporting the zombie startup you will see zombie startup in fundraising decks data rooms term sheets and investor conversations when the discussion reaches startup stages and company states it helps a reader interpret startup stages and company states without confusing the measure decision role or evidence being discussed here zombie startup means informal term for a company that survives but lacks meaningful growth exit prospects or a clear route to investor returns startups venture and fundraising startup formation venture capital and fundraising startup stages and company states startup investor finance corporate fundraising financing due diligence governance role person finance commerce organisation party status decision global context dependent","sn":"Zombie startup","t":"Zombie startup","tp":"Startup stages & company states","tpid":"startup-venture-fundraising.startup-stages","u":"terms/zombie-startup/","ui":"The fund is deciding whether to keep supporting the zombie 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