Document that brings together the specific terms of the methodology.
To search for a specific term, press Ctrl+F.
Do not hesitate to tell us at soporte@salesplanet.io the terms you have doubts or we need to clarify.
·ACL
They stand for Average Customer Life. It is the average time between when the client becomes a client and ceases to be a client.
·ACP
They stand for Average Customer Pricing. It is the average price a customer pays.
AE:
Account Executive: Its function is to "close" the leads generated by the MDR and SDR. It is usually a Senior profile.
·SERVICE LEVEL AGREEMENT
It is the contract that specifies the duties of the service provider and what the user can demand. It includes data such as the guaranteed availability of the service, prices and compensation.
· ARPU
Acronym for Average revenue per user. It is the ACP minus the CAC.
·ARR
They stand for Annual Recurring Revenue. It is the money that your company will receive in the period of one year.
·MARKETING AUTOMATION
It refers to the procedures and technologies used so that repetitive marketing tasks (such as sending e-mails, for example) are done automatically.
B
·BREAK EVEN POINT
This is the point from which expenses begin to be offset by income.
C
·CAC
Is the Customer Acquisition Cost. It is calculated as the sum of all expenses (including salaries) divided by the number of new clients.
·CHURN
It is the rate of cancellation of the subscription. In other words: 10% churn per month means that 10 out of 100 subscribers have canceled their subscription in a month.
·CLOUD COMPUTING
The cloud is nothing more than a computer in a remote place, but that is why it is called in the cloud: because the type of computer or its location or who maintains it or its operating system is irrelevant to the user. Although there are things that may be less irrelevant -for example, the greater the distance from the computer, the more latency there will be-, it is about making the user only have to worry about working without considering any maintenance or fine-tuning of the hardware or software.
·CLOUD PORTABILITY
It means the possibility of moving user data to the cloud and between programs in the cloud.
·MIGRATION COST
Refers to the initial cost of implementing a SaaS. It depends on the size of the project. Many times it is nothing more than a data migration.
·CRC
They stand for Custormer Retention Cost.
CSM:
Customer Success Manager: Responsible for customer success. Its function is to ensure customer happiness and look for growth opportunities (up-cross selling)
· CTA
They are the acronym for Call to action. These are the messages that invite the user to perform an action. There is an example at the bottom of this post.
·CUSTOMER JOURNEY
A complete diary of the relationship with the customer, from the first contact until they cease to be a customer, including all their interactions with the page.
DAAS
Stands for Desktop as a Service. It is a service that allows the use of desktop operating systems hosted in virtual machines.
·E-MAIL/COLD CALL/COLD DOOR
It is approaching a client who is not expecting it, who has not had previous contact with the company.
·SALES FUNNEL
It is a way to measure and meet leads or potential customers. It ranges from attracting visitors to generating sales.
FREEMIUM
It is the mixture of Free and Premium. It means that a service can be used for free but with features cut from the paid version.
·IAAS
These are the acronyms for Infrastructure as a Service. It allows contracting infrastructure itself: servers, storage, processing time, etc.
·ICP
They stand for Ideal Customer Profile. It is a hypothetical profile of a client (person or organization) that receives a lot from our company and also contributes with value.
·INBOUND MARKETING
They are marketing actions prepared to attract customers instead of actively looking for them.
·LANDING PAGE
It is a single page, different from the rest of the web and that has a single purpose, such as inviting people to download a file, for example.
· LATENCY
It is the amount of time it takes a data packet to go from the sender to the receiver. The smaller it is, the better.
·LEAD GENERATION
Is the generation of interest in potential customers to convert them into Leads. It can be through ads or other methods that are not paid, such as SEO or being referred by other customers. ????LIFE.??????
??LIFE TIME VALUE
It is the amount of income that a provider can expect from a client until the service is cancelled. It is desirable that it be at least three times greater than the CAC.
·LVR
Stands for Lead Velocity Rate. Defines the growth of your business in terms of qualified Leads. It is calculated with the Leads of this month minus those of last month.
MDR
Marketing Development Representative: Marketing technician. In charge of payment campaigns, content, SEO positioning,...
MVP
MVP is an abbreviation for 'minimum viable product', and refers to the initial stage of creating the first workable (and saleable) version of your new business concept. It is a partial version of a product aimed at quickly discovering what the customer requests/needs/wants, using the least possible effort.
·MRR
They are the acronym for Monthly Recurring Revenue. It is income that a business can count on receiving every single month - a predictable revenue! To calculate your monthly recurring revenue, you simply multiply your total number of paying users by the average revenue per user.
·MSP
They stand for Minimum Sellable Product, It is based on the idea that less is more: The MMP describes the product with the smallest possible feature set that addresses the needs of the initial users (innovators and early adopters), and can hence be marketed and/or sold. The MMP is a tool to reduce time-to-market: It can be launched more quickly than a fat, feature-rich one.
MQL:
Marketing qualified leads (MQL) are those leads that have already passed some filters of the marketing team, passed through the first levels of your sales funnel and are ready to be converted into customers.
·NPS
It stands for Net Promoter Score. It is based on the question: How likely are you to recommend the company to an acquaintance? scored from 0 to 10. To get it, the detractors (6 points or less) are subtracted from the promoters (9 or 10 points) and a percentage is obtained, which can range from 100 (all promoters) to -100 (all detractors). If it is greater than 0 it is good and if it is greater than 50 it is excellent.
·NURTURING
Nurturing is the process of nurturing relationships with potential customers at each stage of the sales funnel. It focuses its efforts on listening to the client's needs and giving them the information and answers they need.
·NICHE
The niche is what encompasses your target audience. It can be a sector, a type of company or people who have a similar need, but what they all have to have as a whole are similar problems with similar motivations for resolution.
The concept is similar to the Target Persona, but what we do when we define the TP is to verbalize its characteristics to create the subsequent database.
Both the Niche and the Target Person must have a problem in common, which is the main concept to which we have to direct our communication.
·OUTBOUND
Refers to marketing tactics that are actively looking for the customer, for example advertising.
ONB:
Onboarding: Process that occurs when a client is generated.
PAAS
Stands for Platform as a Service. It allows creators to start installing their own apps without having to worry about setting up or installing the system they work on.
PQL
Stands for Product Qualified Lead, it is a potential customer who has shown their purchase intention, that is, a lead (a potential customer) who has shown, through the use of your product, that they have a lot of potential to buy from you .
·PRIVATE CLOUD
It is a cloud computing model that can only be used by a client. It is a type of private network, with the exception that it does not require maintenance because it is in the cloud. They differ because they offer fixed and exclusive resources to a client (for example, more gigabytes of RAM) and offer more security than the normal cloud.
·PUBLICITY
It is publicity generated by having done something worthy of appearing in the media and not by having paid for advertisements in them. In other words: publicity made by the news that we generate.
·RETARGETING - REMARKETING
These are the ads thatfollow you after visiting a website. It is used to remind users of your brand or their purchase intent.
SAAS
Stands for Software as a Service. It is a term that means that the user can use a software program over the Internet, maintained by a SaaS company, responsible for its creation and maintenance. The payment for use is usually monthly or annual and much cheaper than the purchase of the software, since the concept of purchase, by its very nature, is impossible: it is not bought, it is rented.
SDR:
Sales Development Representative: Hunter. It is dedicated to capturing leads directly (outbound). Among its functions may be to create the database of prospects, make strategies to get meetings and do follow-up. It is usually a junior profile that does opening tasks and first contacts.
·SEO/SEM
They are the acronym for Search Engine Optimization and Search Engine Marketing respectively.
SEO: It is an organic search strategy.
SEM: It is an organic and paid search strategy.
·SERVICE LIFE
It is calculated as 1/churn. If your company's churn is 20% per year, your customer's lifetime is 1/0.20, that is, 5 years.
SQL:
A sales-qualified lead (SQL) is a prospective customer who has moved through the sales pipeline ? from marketing-qualified lead through sales-accepted lead ? to a position where the sales team can now work on converting them into an active customer.
·Target Persona
It is formed by the person (Ideal Customer Role) and company (Ideal Customer Company) within your niche. It encompasses the entities that have similar characteristics, regardless of the sector, which will help us to generate the databases and detect where they are.
·VALUE GAP
It is the difference between what a client receives and what the client expected. If he receives the same as he expects, he will be satisfied, if he receive more, he will be delighted, and if he receives less, he will be disappointed.
·VPN
Stands for Virtual Private Network. The main purpose of a VPN is to hide your online activity. VPNs are often used to guard against hackers and snoops on public networks, but they're also useful for hiding your IP address, browsing activity, and personal data on any Wi-Fi network.