Glossary

The ability to view levels of the hierarchy within the various modules of the Fullcast platform. Access is delegated via Role-based Coverage Assignments.

The customers and potential customers your team is responsible for. For example, as a Sales Manager, you need to understand the different types of accounts (e.g., strategic, key, target) to allocate resources effectively and tailor sales strategies.

Account type refers to the categorization of customers based on specific criteria such as company size or industry.

Term used in contracts to indicate an assignee within Fullcast.

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.

A person who has one or more operational assignment such as in territories, teams, or they are a participant in a routing queue. Assignees are not required to have login permissions to Fullcast and only consume one license regardless of the number of assignments they have.

Term used in contracts to indicate a user within Fullcast.

Using technology to automate repetitive sales tasks.

The account that Fullcast identifies as the best match based on defined rules.

Automated rules to categorize or assign leads based on specific criteria.

The amount of work your team can handle effectively.

Determining the resources needed to meet current and future sales demands.

The portion of a salesperson's quota that carries over from a previous period.

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.

A subsidiary or division of a company.

The percentage of customers who stop doing business with your company.

A data domain that is free from errors.

A state indicating a firm agreement to a particular course of action or outcome.

The business your team sells to.

The percentage of potential customers who take a desired action such as making a purchase.

A group of related companies or subsidiaries.

Type of calculation you can perform with a roll-up summary field that counts the number of related records.

An account field in Fullcast that indicates the node the account is currently in whether it is in a proposed state or committed state.

A tailored integration.

A custom job is a more complex integration process. Custom jobs are used for scenarios that involve custom logic, specific data transformations, or integrations with non-standard Salesforce objects.

The total cost of acquiring a new customer.

The total revenue that a customer is expected to generate over their relationship with your company.

A measure of customer satisfaction with your company or products.

A customer service support person who ensures customers achieve their desired outcomes and receive maximum value from Fullcast.

A role focused on optimizing the customer success process.

A read-only field in Salesforce that gets its value from a formula or expression you define. The value of a formula field is calculated automatically whenever it's accessed or dependent fields change.

An account field in Fullcast that indicates the most recent node the account was in before a proposed changed.

The number of salespeople actively contributing to sales goals.

GTM is the strategy used to bring a product to market.

The percentage of recurring revenue retained from existing customers, excluding upsells.

The number of employees in your sales team.

Structured organization of accounts.

An arrangement permitting a departing rep to continue working on ongoing opportunities.

A description of your ideal customer.

A system that manages and verifies digital identities for Fullcast authentication as part of the SSO process.

The sector in which customers operate.

Quantifiable metrics used to evaluate the performance and effectiveness of various aspects of revenue-generating activities across the organization.

Specific goals established to drive revenue growth and sales performance.

Potential customers who have expressed interest in your products or services.

Assigning points to leads based on their demographics, behavior, and engagement.

The primary unit for billing the number of active assignees within Fullcast. A license is consumed the moment a person is given an active assignment (a territory, target, or participation in a routing queue).

The total revenue a customer is expected to generate of their relationship with your company.

Ensures marketing strategies and campaigns are efficiently executed and aligned with revenue goals.

Type of calculation you can perform with a roll-up summary field that displays the maximum value from a specific field on the related records.

Quantifiable measures used to assess performance, track progress, and evaluate the effectiveness of revenue operations initiatives.

Type of calculation you can perform with a roll-up summary field that displays the minimum value from a specific field on the related records.

Conceptual frameworks that help you understand various aspects of your GTM plan.

The predictable revenue a company expects to receive every month from its subscription services, excluding any one-time fees or variable revenue.

A measure of revenue growth or shrinkage from existing customers, taking into account upgrades, downgrades, and churn.

An element within a hierarchical structure, specifically used for assigning accounts to segments and territories. There are three node hierarchies in Fullcast: territories, teams, and products.

A goal-setting framework that defines clear, measurable results to track progress and performance.

Overlay ratio refers to the relationship between the number of employees in a core role (like Account Executives) and the number of employees needed in supporting roles (like Managers or SDRs).

A larger company that owns a subsidiary or division.

A centralized view of all information about an account and its key contacts.

Any individual identified as a record within Fullcast who may or may not have login permissions. A person does not consume a license unless they have an active assignment.

A visual representation or structured process that tracks potential sales opportunities as they move through various stages of the sales cycle.

A component of a policy that helps match records from Salesforce to the correct policy queue in Fullcast.

The Apex action that is called in a Salesforce Flow which allows you to call Fullcast routing.

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.

An account field in Fullcast that indicates the proposed territory change status.

A potential customer who has been qualified as a good fit.

A predetermined sales target assigned to reps or teams.

A summary providing information on key performance indicators (KPIs), metrics, and trends related to revenue operations.

A user that has access to view all information in Fullcast and can create reports. Users with this access cannot edit, but may be granted additional read and write permissions determined by the roles they are assigned in Teams, Territories, and Product.

The process of estimating future revenue based on historical data, market trends, and sales pipeline information.

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.

A user with specific read and write access determined by the role they are assigned in Teams, Territories, and Product.

A custom field in Salesforce that aggregates data from a group of related child records and displays the result on a parent record.

A set of rules that determine how leads or opportunities are assigned to salespeople.

A way to track on a given record which policy was used to route it.

A 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.

Supports the sales team by providing training, content, and tools needed to sell efficiently.

Supports the sales team by managing sales processes, tools, and data.

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.

An open standard protocol that automates the exchange of user identity information between Fullcast and your SAML IdP.

The predictable fluctuations in revenue or activity that occur throughout the year.

A territory that can be divided into subsets of consumers, businesses, or countries that have, or are perceived to have, common needs, interests, and priorities.

A standard job is a pre-configured integration process that allows users to customize certain aspects of the import and export process such as adding fields, creating new objects or entities, and adding new Salesforce connections.

Type of calculation you can perform with a roll-up summary field that  adds up the values in a specific field on the related records.

A user with full access to Fullcast platform settings and user management. Users with this permission can invite new users and designate permissions for Role Based Access User, and Reporting. Additional access is configured based on any roles the user is assigned within territories, teams, or product.

An expression defined in a Fullcast routing policy that uses specific syntax to match incoming tag values, determining which policy runs.

A combined string of multiple record field values created within a Salesforce Flow.

The actual string generated by the flow at runtime for a specific record, like demo, tech, high. This value is passed to Fullcast.

Measurable goals that you set for your team or individual salespeople to achieve within a defined period.

Place holder for to-be-hired, to-be-replaced, and to-be-transferred.

A user that has full access to the modules of the Fullcast platform, as well as read and write permissions for all modules.

A designated area or market segment that a salesperson or sales team is responsible for managing and generating sales within.

A set of data points collected over time that track the performance of a sales metric.

A placeholder for a future employee. It represents a planned new position within your organization. This placeholder helps forecast increased lead generation, allocate resources for onboarding and training, set realistic sales targets, and determine the necessary infrastructure for the new hire.

An existing employee who is transitioning to a new role within the organization. While they are moving internally, their current position will need to be field.

An existing employee who is schedule to move into the seat from a different team or department within the organization. This placeholder helps determine replacement timelines, assess client impact, plan for hiring, and ensure smooth client transitions.

An account field in Fullcast that indicates the proposed node the account will move to.

An individual with a unique login ID to the Fullcast platform. There are four user permission types: tenant admin, sys admin, role based access user, and reporting.

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.