Glossary
Visitors on the website or any other medium although they didn’t share any type of personal/company information nor interest (sources).
Responsible: Marketing
Someone that expresses interest and shares more information that has:
Shared personal information but no company information
Registered on newsletter, events, etc
Responsible: Marketing
Someone that expresses interest and shares more information regarding the company that has:
Shared individual and company information
This is the point where the lead is ready to talk to an SDR
Responsible: Marketing
Someone that has engaged on a free trial or in our community version and has a score above a threshold taking into account: size, industry and country.
This is the point where the lead is ready to talk to an SDR
Responsible: Marketing and Product
Someone that the SDR has already talked to and fits the target profile, has the pain identified and the timing is right.
At this stage, the SDR will have already talked to the client and identified a potential opportunity (need, time, authority, budget)
This is the point where the lead is ready to talk to a closer
Responsible: Sales (SDR)
Forecasting Category (former "Confidence Level" on Zoho CRM):
Commit (former "Very Confident"): either a late-stage deal OR a well-progressed deal that the rep says will close as part of their forecast for the current quarter. All deals in Verbal Approval with a closing date in the current quarter must be selected as Commit
Best Case: upside or viable opportunities that could be accelerated to close in this quarter or are advancing with solid chances for us to eventually win. Rep has a solid amount of confidence on closing but may miss a key "SPICED" element such as decision-maker, timing, OR any other. Two things must be certain though, that we can solve their PAIN and they see IMPACT.
Early Stage: uncertainty on many key elements of the SPICED framework that limit the ability to have any higher confidence level or inclusion in committed forecast number.
Omitted: For just created opportunity or super early prospecting/discovery analysis. Opportunities may only exist because the company is in our ICP. Likely only "situation" or no elements of the SPICED framework have been identified/validated.
Forecasting Scenarios:
Optimistic:
Commit = 100%; Best Case = 50%; Early Stage = 10%
Base:
Commit = 90%; Best Case = 40%; Early Stage = 0%
Conservative:
Commit = 80%; Best Case = 35%; Early Stage = 0%
New Sale / Upsell contracts closed at t, but starting at t + 1 (i.e. closed in April, but starts in May)
How much (%) of the total contract has been consumed.
Synonym for "Company" used in the context of Logo Churn and New Logo.
Someone that was verified by the sales team (closer/hunter) that benefits from the product and passes the SLA of opportunity.
At this stage, the Closer will have already talked to the client and identified an opportunity (need, time, authority, budget)
Responsible: Sales (Closer)
Refer to Whimsical for more info regarding recurring revenue..
All contracts (Non-recurring such as Events and Professional services included)
Value of contracts on a yearly basis
Contracts that are > 12 months will be annualized
Contracts that are < 12 months won’t be annualized
Takes into account non-recurring businesses
"Amount" field in Zoho CRM fields
Back to our previous example Ex1 = $10k and Ex2 = $10k
Deprecated since Feb 2021
Only recurring contracts (events and professional services not included)
Value of contracts on a yearly basis
Contracts that are > 12 months will be annualized
Contracts that are < 12 months won’t be annualized
Ex1: 2 year contract worth $10k - Bookings ARR = $5k
Ex2: 6 month contract worth $10k - Bookings ARR = $10k
Amount of deals on the stage closed won
Includes all types (new sale, upsell, renewal)
Amount of deals on pipeline meaning the stage is not closed won or lost
Tasks still open with the current date being after the deadline to complete the task
Sales quota based on ACV
ACV / Deal Won
Takes into account all deals Closed Won divided by their supposed full price
(TCV (Amount) Closed Won / (TCV (Amount) Unit Price per Product x Seats Closed)
Only for New Sale deals
Only for Opportunity onwards
Closed won deals / (Closed Won + closed lost)
Only for closed Won Deals
Only for type New Sale deals
Sum of days spent on each stage
Only for type Renewal
Closed Won / (Closed Won + Closed Lost)
Can be by Amount ($) or by the logos (#)
All stages different from Closed Won and Closed Lost for types Upsell and Renewal
From opportunity onwards not including Closed Won and Closed Lost for type new sale
"Software as a service is a software licensing and delivery model in which software is licensed on a subscription basis and is centrally hosted.". Check this video for more info.
Customers who were acquired by the Sales Team. They could be SaaS (Gold, Silver, and Bronze) or Self-Managed (Pro and Enterprise).
Customers who haven't gone through the Sales Team. Exclusively SaaS (Gold, Silver, and Bronze).
30% open server
30% forums
20% stars
20% unique users creating issues
All the metrics below exclude Deals that went directly from Pre-Pipeline to Closed Lost.
How we get the Sales Territory
Count of New Sale Deals.
Count of New Sale Deals that left the Pre-Pipeline Stage.
Sum of Current Deal Amount of New Sale Deals in all Stages EXCEPT Pre-Pipeline.
Sum of Current Deal Amount of New Sale Deals in OPEN Stages EXCEPT Pre-Pipeline.
Snapshot Sum of Deal Amount when New Sale Deals were created.
We use the "Partner (Lookup)" field from the Deals module on Zoho CRM to define which partner is related to an opportunity and create the proper metrics on Zoho Analytics.
We also have a "Partner (Lookup)" field in the Accounts module on Zoho CRM but it's only used for visual reference by the Salespeople.
