Terminology Glossary
Definitions of key terms and concepts relative to my work.
A/B Testing
A method of comparing two versions of a web page against each other.
Read more →ABM
Account-Based Marketing: a strategic approach to business marketing.
Read more →ACV
Annual Contract Value: The average annualized revenue per customer contract.
Read more →API
Application Programming Interface: Mechanism for two software components to communicate.
Read more →ARR
Annual Recurring Revenue: The value of recurring revenue optimized for a year.
Read more →ARR per FTE
Annual Recurring Revenue per Full-Time Employee.
Read more →B2B SaaS
Business-to-Business Software as a Service.
Read more →Benchmarking
Comparing one's business processes and performance metrics to industry bests.
Read more →Bootstrapping
Building a company from the ground up with nothing but personal savings.
Read more →Brand Positioning
Designing the company’s offering and image to occupy a distinctive place.
Read more →Burn Rate
The rate at which a company spends its supply of cash over time.
Read more →Buyer Persona
A semi-fictional representation of your ideal customer.
Read more →CAC
Customer Acquisition Cost: The cost to acquire a new customer.
Read more →Churn Rate
The percentage of subscribers who discontinue their subscriptions.
Read more →Content Marketing
Creating and distributing valuable, relevant, and consistent content.
Read more →CRO
Conversion Rate Optimization: Increasing the percentage of users who perform a desired action.
Read more →Cross-Selling
Selling an additional product or service to an existing customer.
Read more →Customer Advocacy
Customer-focused customer service and marketing.
Read more →Customer Feedback Loop
A system for gathering, analyzing, and acting on customer feedback.
Read more →Customer Journey
The complete sum of experiences that customers go through when interacting with your company.
Read more →Customer Retention
Actions taken to reduce customer defections.
Read more →Customer Success
Ensuring customers achieve their desired outcomes while using your product.
Read more →Data Analytics
The process of examining data sets to draw conclusions.
Read more →Data Privacy
The relationship between the collection and dissemination of data.
Read more →Demand Generation
Targeted marketing programs to drive awareness and interest.
Read more →Demo Request
A strong intent signal where a prospect asks to see the product.
Read more →DevOps
Practices that combine software development and IT operations.
Read more →Dogfooding
Eating your own dog food: Using your own product.
Read more →Freemium Model
Offering basic services for free while charging for premium features.
Read more →Growth Hacking
Rapid experimentation to identify the most efficient ways to grow.
Read more →Growth Metrics
KPIs used to track and assess the growth of a business.
Read more →GTM
Go-To-Market: The plan for connecting a product with its customers.
Read more →Ideal Customer Profile (ICP)
A description of the company that would get the most value from your product.
Read more →Inbound Marketing
Attracting customers by creating valuable content and experiences.
Read more →Integration
Connecting software applications to share data.
Read more →KPI
Key Performance Indicator: A measurable value that demonstrates effectiveness.
Read more →Lead Generation
The initiation of consumer interest or inquiry into products.
Read more →Lead Scoring
Ranking leads to determine their sales-readiness.
Read more →LTV
Lifetime Value: The total revenue a single customer generates.
Read more →Market Segmentation
Dividing a broad market into subsets of consumers.
Read more →MRR
Monthly Recurring Revenue.
Read more →North Star metric
The single metric that best captures the core value your product delivers.
Read more →NPS
Net Promoter Score: A measure of customer loyalty.
Read more →Onboarding
The mechanism through which new users get proficient.
Read more →Outbound Marketing
Pushing messaging out to potential customers.
Read more →Product-Led Growth
PLG: Relying on the product itself as the primary driver of acquisition.
Read more →Product-Market Fit
Being in a good market with a product that can satisfy that market.
Read more →Revenue Expansion
Generating more revenue from existing customers.
Read more →SaaS
Software as a Service.
Read more →SaaS Metrics
Standardized metrics for measuring SaaS health.
Read more →Sales Funnel
The buying process that companies lead customers through.
Read more →Sales-Led Growth
SLG: Using a sales team to drive revenue growth.
Read more →SEO
Search Engine Optimization.
Read more →Trial Conversion
The rate at which trial users become paying customers.
Read more →Unicorn
A startup company valued at over $1 billion.
Read more →Upselling
Persuading a customer to buy something additional or more expensive.
Read more →User Experience
UX: How a user interacts with and experiences a product.
Read more →Venture Capital
Private equity financing provided to startups.
Read more →Viral Loop
A mechanism that encourages users to refer others.
Read more →Word of Mouth
Organic sharing of information about a product.
Read more →