Sales & Marketing Flashcards
ACV
Annual Contract Value.
Average annualized revenue per customer contract. It excludes any one time fees. For example, if you had one customer who signed a 3 year contract for $36,000, your ACV is $12,000.
ATL
Above the Line.
The Fiscal Buyer.
BTL
Below the Line.
The User Buyer.
BVA
Business Value Accepted.
A stage in the sales process.
CFD
Customer Facing Deck.
Presentation designed for customers that provides customer success overview and approach. CFDs include project timelines and key outcomes and implementation roles and responsibilities.
FSR
Field Service Representative.
These are our Apptio sales reps often called Enterprise Sales Reps. These FSRs are the client facing roles of Apptio, knocking on doors, evangelizing our solutions to bring revenue to our company. They can also be thought of as the quarterback on the field to run the team and get sales deals closed.
GTM
Go to Market.
The selling motion for a product.
NDA
Non-Disclosure Agreement.
Documents used with prospects allowing us to share information with them with their promise not to share with the competition.
QAO
Qualified Accepted Opportunity.
A stage in the sales process.
QSR
Quarterly Sales Review.
SAL
Sales Accepted Lead.
A stage in the sales process.
SC
Solution Consultant.
These are the technical experts who support the Field Service Reps in meeting with clients, understanding their vision, building a roadmap and crafting Apptio solutions. In other companies, they are also called Sales Engineers or Solutions Engineers.
SDR
Sales Development Representative.
The SDR sits in our marketing organization and are the reps responsible for calling into target companies, introducing Apptio, and setting appointments for our Field Service Reps to meet with their senior level IT decision makers.
TSE
Technical Sales Engineer.
Our TSEs are the Technical Engineers assisting Solutions Consultants with building demos, Proof of Concepts, responding to RFPs, and in the sales cycle.
TQL
Tele-Qualified Lead.
The stage in the sales process where the prospect wishes to have a meeting. Then Sales accepts it for a SAL.
