Glossary
| Term | Definition |
| Account / Accounts | Primary revenue source, categorized by prospect, lead, etc. |
| Account type | Account type refers to the categorization of customers based on specific criteria such as company size or industry. |
| Account/People Details Panel | The detailed view of all account or people fields, which is viewable when clicking on a link from the grid. |
| Annual recurring Revenue (ARR) | The annualized value of a company's recurring revenue from subscriptions or contracts often used to measure the health and growth of subscription-based businesses |
| Automation | The use of technology to streamline manual tasks and processes. |
| Bucket Rule | Custom Rule |
| Capacity | The maximum amount of work or output a system, organization, or individual can produce. |
| Capacity Planning | The process of determining the optimal level of capacity required to meet future demand. |
| Carried Quota | In a Carried Quota model, sales reps are assigned specific revenue targets or quotas to achieve within a given period. It's a way to incentivize consistent performance and reward high-achieving sales reps. |
| Category | The grouping of fields for purpose of the details panel layout. The categories are set when creating/editing entities and fields. The categories must be created and input by a tenant admin. |
| Child Company | A subsidiary company owned or controlled by a parent company. |
| Churn Rate | The percentage of customers or subscribers who stop using a company’s product or service within a given period. |
| Clean Domain | A data domain that is free from errors. |
| Committed | A state indicating a firm commitment to a particular course of action or outcome. |
| Company | The entity that employs. |
| Conversion Rate | The percentage of potential customers who take a desired action such as making a purchase. |
| Corp family | A hierarchical structure within an organization, where a parent company owns or controls multiple subsidiary companies. A way to organize accounts based on their relationships to each other. |
| Custom Integration | A tailored integration. |
| Customer Acquisition Cost (CAC) | The total amount of money a company spends to acquire a new customer. |
| Customer Lifetime Value (CLV) | The total revenue that a customer is expected to generate for a company over the entire duration of their relationship with that company. |
| Customer Satisfaction Scores (CSAT) | CSAT is a metric used to evaluate how satisfied customers are with a company. |
| Customer Success Operations Manager | Focuses on customer retention and expansion by supporting customer success teams. |
| Effective Headcount | Effective Headcount refers to your productive capacity. It is different from the actual headcount, which is the total number of people on your team. For example, if a new hire is ramping up at 50% capacity, their effective headcount would be .5. This means they are contributing half the productivity of a fully ramped employee. |
| Go-to-market (GTM) | GTM is the strategy used to bring a product to market. |
| Gross Revenue Retention (GRR) | GRR measures how much of a company's monthly recurring revenue (MRR) is retained each month after subtracting the effects of churn and downgrades. A high GRR indicates that a company has a strong product-market fit and satisfied customers |
| Headcount | Effective headcount and actual headcount. |
| Hierarchy | Structured organization of accounts. |
| Holdover | An arrangement permitting a departing rep to continue working on ongoing opportunities. |
| Ideal Customer Profile (ICP) | This typically refers to a detailed description of the characteristics and criteria that define the ideal type of customer for a company. |
| Industry | Refers to the specific sector or market that a company operates in. |
| Key Performance Indicators (KPIs) | Quantifiable metrics used to evaluate the performance and effectiveness of various aspects of revenue-generating activities across the organization |
| Key Sales Objectives (KSOs) | Specific goals established to drive revenue growth and sales performance. |
| Label | The specified label for fields is displayed in the Fullcast UI. Level is set when creating/editing entities and fields. The label must be input by a tenant admin. |
| Lead / Leads | A potential prospect that has shown some level of interest in a company’s product or service. |
| Lead Scoring | A methodology used to rank prospects based on their potential value to the company, often involving criteria such as engagement, demographic information, and behavioral data. |
| Leads | Potential customers who have shown some level of interest in a company’s product or service. Person Record |
| Lifetime Value (LTV) | See Customer Lifetime Value. |
| Location | The geographical area where the customer is situated. |
| Marketing Operations Manager | Ensures marketing strategies and campaigns are efficiently executed and aligned with revenue goals |
| Metrics | Quantifiable measures used to assess performance, track progress, and evaluate the effectiveness of revenue operations initiatives. |
| Models | Conceptual frameworks that help you understand various aspects of your GTM plan. |
| Monthly Recurring Revenue (MRR) | The predictable revenue a company expects to receive every month from its subscription services, excluding any one-time fees or variable revenue. |
| Net Revenue Retention (NRR) | A measure of revenue growth or shrinkage from existing customers, taking into account upgrades, downgrades, and churn. |
| Objective Key Results (OKRs) | A goal-setting framework that defines clear, measurable results to track progress and performance. |
| Overlay Ratio | Overlay ratio refers to the relationship between the number of employees in a core role (like Account Executives) and teh number of employees needed in supporting roles (like Managers or SDRs). It is a simple calculation to determine the necessary staffing for a team based on a specific ratio. For example, if you want a manager for every eight reps, and you have 80 reps, you would need 10 managers (80 reps / 8 reps/manager = 10 managers). |
| Parent Company | Company that owns or controls one or more subsidiary companies. |
| Pipeline | The Pipeline model is a visual representation or structured process that tracks potential sales opportunities as they move through various stages of the sales cycle. It helps organizations understand the health of their sales processes, forecast future revenue, and identify potential bottlenecks or areas for improvement. |
| Productivity Profile | Productivity profile describes the time it would take for a person in a specific role to become fully productive. They can be ramp-based, which means that productivity will increase in increments over time. |
| Prospect | Ann account you’re trying to sell to |
| Prospect / Prospects | An account that is in the process of being sold |
| Quota | A predetermined sales target assigned to reps or teams. |
| Report | Something providing information on key performance indicators (KPIs), metrics, and trends related to revenue operations. |
| Revenue Forecasting | The process of estimating future revenue based on historical data, market trends, and sales pipeline information. |
| RevOps Analyst | Provides data analysis and insights to support strategic decision-making across sales, marketing, and customer success. |
| RevOps Director | Oversees the entire RevOps function, ensuring alignment and collaboration across teams to drive revenue growth. |
| Role | A pre-defined user/person profile that typically corresponds to a job title or GTM role. Role configuration entails setting up ramp profiles as well as permissions. Once roles are defined, users may be assigned to a specific role within nodes in territory, team, or product hierarchies. Note: People records are imported into the Fullcast app via a data integration such as CRM, and may be given role-based assignments without having a user in the Fullcast platform. |
| Routing Policy | Routing policies monitor and categorize incoming leads, opportunities, accounts, contacts, and cases. |
| Rule of 78 | The Rule of 78 is a simple formula used to project annual recurring revenue (ARR) for subscription-based businesses. It helps in understanding the cumulative effect of acquiring new monthly recurring revenue (MRR) consistently over a year. |
| Sales Enablement Manager | Supports the sales team by providing training, content, and tools needed to sell efficiently. |
| Sales Operations Manager | Supports the sales team by managing sales processes, tools, and data. |
| Scenario Planning | Scenario planning is the process of modeling out various possible events or scenarios that can take place in the future. When putting together the Go-To-Market Model for an organization, scenario planning is a key tool used early in the process to determine the best course of action when it comes to the allocation of available resources to extract the maximum returns for the company. |
| Seasonality | Refers to the predictable fluctuations in revenue or activity that occur throughout the year. It's how your business typically performs at different times of the year. For example, a retail store might experience higher sales during the holiday season compared to other times of the year. |
| Segment | A combination of customers, products, or employees and at least one categorical element. |
| Standard User (Non-tenant Admin) | A user with specific access and permissions for reading and writing data. |
| Targets | Specific goals. |
| TBx (TBH, TBR, TBT) | See to be hired, to be replaced, and to be transferred as applicable. |
| Tenant Admin | A user that has full access to the modules of the Fullcast platform, as well as read/write permissions for all modules. |
| Territory / Territories | A grouping of geographical information |
| Timeseries | A specific revenue goal or objective that is set over a period of time. |
| To be hired (TBH) | A position that needs to be filled by hiring a new employee. |
| To be replaced (TBR) | An employee who will attrit and needs to be replaced. |
| To be transferred (TBT) | An employee who will move and needs to be replaced. |
| Waterfall | The waterfall model is a systematic approach to generating revenue. It involves identifying revenue streams, breaking them down into stages with clear objectives, allocating resources, guiding prospects through each stage using tools and strategies, monitoring progress, and analyzing data for continuous improvement. |