Glossary

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.

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

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.

Using technology to automate repetitive sales tasks.

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.

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 role focused on optimizing the customer success process.

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.

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 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

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

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.

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

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.

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.

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

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.

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.

A user with specific access and permissions for reading and writing data.

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/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.

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.