Finance & Business

Average Revenue Per User (ARPU): The average revenue generated per active customer node during a designated timeframe (e.g. monthly).
Bottom To Top View (BTTV): A reverse-engineered financial evaluation starting from target net profit and revenue goals to calculate required top-funnel traffic and ad spend.
Break (BEP): The sales volume level where total margins equal fixed business costs, indicating zero net-loss.
Burn: The rate at which a company consumes outside investment capital before reaching profitability.
Business Framework (Biz FW): The primary operational strategy used to manage overall gross margins, brand value, and company expansion direction.
Business Funnel (Biz Funnel): A top-level unit economic pipeline tracking overall user registration to ultimate long-term customer equity.
Business Ops (Biz Ops): Coordinating inter-departmental goals, partner alignments, and general corporate strategy to drive growth.
Business Pipeline (Biz Pipe): The strategic growth index tracking prospective company-level, joint partnerships, and enterprise contract queues.
Business Pipeline Leakage (BPL Leakage): Loss of strategic partnership and expansion opportunities during negotiation cycles.
Business Tunnel (Biz Tunnel): A highly linear, structured channel mapping direct corporate partnership acquisitions from initial intro to signed deal.
CEO (Chief Executive Officer) (CEO): The primary corporate officer leading overarching company development, budget allocation, and strategic operational goals.
CFO (Chief Financial Officer) (CFO): The executive responsible for managing cash flow trends, accounting balances, investment models, and corporate tax reports.
Contribution Margin (CM): The selling price of a product minus its direct variable costs.
Contribution Margin 1 (Direct Product Gross Margin) (CM1): Revenue minus direct platform hosting, server cost, and transaction merchant fees.
Contribution Margin 2 (Marketing-Adjusted Margin) (CM2): CM1 score minus all variable marketing costs, ad buys, and agency creative fees.
Contribution Margin 3 (Sales & Success-Adjusted Margin) (CM3): CM2 score minus variable human sales, SDR commissions, and customer support salaries.
Contribution Margin 4 (Technology & Admin Overhead Margin) (CM4): CM3 score minus fixed software licenses, engineering tools, and core office overhead.
CSO (Chief Strategy Officer) (CSO): The strategist in charge of partner alignment, programmatic SEO scaling plans, and business integrations.
Currency: Handling and settling transactions in custom currencies to capture international market share.
Customer Acquisition Cost (CAC): The comprehensive financial cost incurred to acquire a single new cumulative customer.
Customer Lifetime Value (LTV): The cumulative revenue or gross profit earned from an average client throughout their entire business association.
DoD (Day-over-Day) (DoD): The direct rate of output change compared side-by-side with the immediate preceding operational day.
Double Down (DoubleDown): Moving budgets quickly into high-performing ad sets to maximize total conversion gains.
Eagle Eye View (EEV): A high-level, holistic strategic perspective evaluating an entire business ecosystem, market landscape, or multi-channel revenue pipeline from 30,000 feet.
GMS: The total gross value of merchandise sold on a digital marketplace before returns and fees are processed.
GTM: A comprehensive plan outlining how to launch new products, target ideal buyer profiles, and grow revenue.
Key Performance Indicator (KPI): A critical high-level metric used to measure progress toward main business goals.
Macro Lens View (MLV-Macro): A broad structural evaluation examining industry-wide trends, economic cycles, demographic shifts, and category-level benchmarks.
MoM (Month-over-Month) (MoM): The growth rate metric comparing current month accomplishments directly with the prior calendar month outcomes.
Net Revenue Retention (NRR): The percentage of recurring revenue retained from existing customers, including expansion sales.
QoQ (Quarter-over-Quarter) (QoQ): Financial and user-base scale changes measured across two successive 3-month operating blocks.
Revenue (Top-Line Growth) (Revenue): The gross amount of money brought into a company by its sales of goods or services.
TCOS: The total production, shipping, platform fees, and marketing cost spent to secure sales.
Value Proposition Design (VP): The core promise of value to be delivered to customers, justifying their purchase.
WoW (Week-over-Week) (WoW): The percentage variance of key performance metrics when measured against the previous week's performance.
Year-over-Year Growth Rate (YoY): Calculates the annual growth comparison across specific performance parameters.
YoY (Year-over-Year) (YoY): The metric removing seasonal fluctuations by comparing performance outcomes in a current period with the same period last year.

Marketing

ACOS (Advertising Cost of Sales) (ACOS): An e-commerce metric tracking ad cost percentage calculated directly relative to ad revenue.
Ad Account Structure (Acct Struct): The organized tier layout inside ad managers separating budget levels, pixel triggers, and test creatives.
Ad Deals (AdDeals): Direct, private programmatic ad purchase contracts bypassed from standard real-time auctions to secure specific placements.
Ad Exchange (AdEx): The digital marketplace where advertisers bid on and buy ad space from publishers via dynamic programmatic real-time auctions.
Ad Formats (Formats): The delivery styles of ad campaigns, including video, image galleries, standard banners, or programmatic carousels.
Ad Group Structure (Group Struct): The naming and setup strategy of targeting buckets, demographics, and keyword sets under a singular campaign node.
Ad Set Structure (Set Struct): The targeting, placement layout, and daily budget parameters configured inside professional ad engines.
Aspect Ratios (Aspects): The proportional dimension bounds (e.g., 9:16 portrait, 1:1 square, 16:9 landscape) of display creatives.
Attributions (Attribution): The rules used to attribute purchase credit across early touchpoints (first-click, linear, final-click).
Audience Filtration (Filtration): Removing low-intent users or past buyers from active paid search audiences to save budget.
Audience Layering (Layering): Combining target criteria (e.g. location AND job role AND behavior) to narrow and sharpen ad targeting.
Audience Segmentation (Seg): Splitting an broad ad target audience into narrow target groups based on demographics or behavior.
Bid Strrategies (Bids): Managing how ad networks bid in ad auctions (e.g. key cost caps, target CPA, maximum views).
Bounce Rate (Website Performance Metric) (Bounce Rate): The percentage of single-page session visits where a user exits without triggering secondary action queries.
Campaign: A coordinated, goal-driven series of advertising distributions aiming to secure brand conversions.
Campaign Goal (Goal): The targeted volume and cost-per-acquisition milestone set for a specific media purchase timeline.
Campaign Objective (Objective): The main optimization goal chosen in your ad account setup, such as views, lead forms, or sales.
Campaign Structure (Camp Struct): How ad accounts group advertising campaigns, target metrics, platforms, and creatives into clear branches.
Channel: A specific medium or platform where a business interacts with, buys traffic from, or communicates with target leads.
Cluster: Grouping prospective contacts together based on shared web actions and demographics.
Conversions API (CAPI) (CAPI): An advanced server-to-server tracking link (Conversions API) passing client purchase events directly to ad consoles without relying on cookies.
Cost Per Install (CPI): The specific cost an advertiser pays to yield one physical application setup or installation.
Cost Per Lead (CPL): The cost spent to generate a single profile of an interested prospect (name, email, phone).
Cost Per Mille (Cost Per Thousand Impressions) (CPM): The cost an advertiser pays for one thousand views or impressions of an advertisement.
Cost Per Qualified Lead (CPQL): The direct budget cost incurred to yield one Marketing or Sales Qualified Lead (MQL/SQL).
Cost Per Registration (CPR): The ad cost consumed to get a customer to sign up or create a registered profile on a platform.
CRO (Conversion Rate Optimization) (CRO): The experimental process of optimizing website elements, checkout forms, and branding layouts to get more users to convert.
CTR: The percentage of users who clicked on a displayed copy asset relative to overall impressions.
Custom Audience (Cust Aud): An ad target list of users who have already interacted with your brand (visited your site, filled forms).
Customer Journey Mapping (CJM): Visualizing the entire customer path from first touchpoint to conversion and retention.
Customer Touch Points (Touchpoints): The individual branding moments (social ad, email, brochure, SMS, call) a buyer clicks along their customer journey.
Device Brand (Brand): Targeting specific system users (e.g. Apple vs. Samsung) inside programmatic media-buying networks.
Device OS (OS): Filtering traffic delivery by phone or desktop software systems (iOS, Android, Windows) to run targeted campaigns.
Device Type: segmenting ad deliveries and web designs based on mobile devices, tablets, and desktops.
DSP (Demand-Side Platform) (DSP): Software allowing media buyers to purchase ad impressions across various publisher directories in an automated manner.
Dynamic Search Ads (DSA) (DSA): A Google Ads service where search landing pages are read to dynamically create ad copy match lists matching human searches.
Email Marketing & Retention Campaigns (Email Mktg): A personalized, direct-communication marketing channel using email to nurture and convert leads.
Funnel: The multi-stage linear customer progression model mapping steps from awareness to a concluded conversion deal.
Funnel Conversion Rate (FCR): The percentage of users who successfully progress through all intermediate stages of a conversion funnel.
GEC (Google Enhanced Conversions) (GEC): An ad data function that securely passes hashed first-party customer info (like emails) to Google Ads directories to improve attribution.
Geo: Targeting ad campaigns and content based on geographical regions, countries, or cities.
Geo Cluster: Grouping conversion zones based on geographic population densities to run local ad campaigns.
Geo Fencing (Geofence): Using GPS points or IP addresses to trigger dynamic ads when a user enters a specific area.
Growth Marketing (Growth Mktg): A scientific data-driven approach to marketing that optimizes the entire buyer journey.
Guerilla Marketing (Guerilla): unconventional, low-cost marketing tactics designed to create viral brand exposure and maximum organic word-of-mouth.
Hold Rate: The percentage of video ad viewers who watch at least 15 seconds or match complete run times.
Hook Rate (HR): The percentage of video ad views that stay active for at least three seconds of play.
Hooks (Ad Hooks) (Hooks): The starting 3 seconds of video or first copy line in ads designed to stop people scrolling and hold attention.
Ideal Consumer Profile (ICP Cons): The core description of individual retail consumers who yield the highest purchase volume and brand loyalty values.
Impressions (Ad Impression Metric) (IM): The total number of times an ad is loaded and shown to users, regardless of clicks.
Joint Venture Marketing & Partner ROI (JV ROI): The return on investment generated from strategic brand partnerships and collaborative affiliate promotions.
Link Click To Visit (ClicksToVisits): Matching raw campaign clicks to actual page loading sessions in analytics directories.
Link Click To Visit Rate (CTVR): The percentage of clicks that successfully loaded your landing page before bouncing.
Link Clicks (Clicks): The raw count of user click events registered on your call-to-action links in campaigns.
Location (Loc): Restricting media spend purely to exact zip codes or city points to minimize waste.
Lookalike Audience (LAL): An ad targeting segment made of new users whose behaviors closely match your current high-value customer profile.
Marketing Assets (Mktg Assets): The visual ad creatives, copy files, video b-rolls, and landing page designs deployed inside active media buying.
Marketing Customer Acquisition Cost (Marketing CAC): The portion of customer acquisition cost allocated exclusively to marketing assets and campaigns.
Marketing Framework (Mktg FW): The creative and technical strategy outline used to govern brand message distribution and media allocation channels.
Marketing Funnel (Mktg Funnel): A subset of the absolute conversion funnel focused strictly on audience discovery, clicks, and lead signups.
Marketing Mix (MMix): The combination of tactical channels, branding messages, pricing structures, and product assets used to drive consumer demand.
Marketing Ops (Mktg Ops): Directs tech installations, Conversions API (CAPI) matches, dashboard data, and asset delivery to keep channels moving.
Marketing Pipeline (Mktg Pipe): A systematic track capturing demand generation, ad impression queues, landing page clicks, and lead routing.
Marketing Pipeline Leakage (MPL Leakage): Loss of potential leads during early landing page visits, initial registration steps, or early email follow-ups.
Marketing Tunnel (Mktg Tunnel): A focused, direct-action marketing pathway that moves specific narrow traffic segments to instant buying goals.
Media Budgeting (Media Budget): Allocating total ad outlays across platforms, targeting tiers, and individual creative units to capture target ROAS.
Media Buying (Media Buy): The tactical trade practice of bidding on programmatic, search, or social ad spaces to distribute brand creative assets.
Media Inventory (Inventory): The aggregate ad space volume (views, side panels, stories) available on ad platforms for bidders to fill with copy.
Media Planning (Media Plan): The strategic layout process of targeting segments, selecting creative formats, and designating budgets to drive conversions.
Medium: The format used to convey a marketing message, such as digital static graphics, video creatives, or written columns.
MMA: Using data models to study revenue trends and calculate optimal balance points for marketing spend.
MMP: A third-party tool tracking and attributing app-install conversion events across ad networks.
MTA (MTA Detail): Analyzing the value of each advertising channel clicked by a customer before purchasing.
Multi Channel Marketing (MCM): Distributing marketing materials across separate, independent platforms without necessarily syncing data between them.
Multi-Touch Point Attribution (MTA): An attribution logic allocating revenue contributions across multiple marketing assets a customer clicked.
Omni Channel Marketing (Omni Mktg): A unified user experience strategy across all channels (web, social, email, physical) with synced messaging.
OmniChannel (Omnichannel): The integrated technological system routing customer behavioral data seamlessly across multiple advertising networks.
Performance Marketing (Perf Mktg): A results-oriented marketing strategy where advertisers pay only when specific transactions occur.
Pixels (Tracking Pixels) (Pixels): Miniature javascript lines embedded on web canvases to track client clicks and report conversion details back to ad platforms.
Programmatic Advertising (ProgAds): Using machine learning algorithms and software networks to automatically buy and optimize digital ad spaces.
Regression Audience (Reg Aud): A custom ad audience composed of historical buyers calculated as highly receptive to upselling.
Remarketing: Sending personal emails or letters to previous clients to win back subscription sign-ups.
Remarketing Audience (Remarket): Re-engaging historical or existing customers with fresh offers, up-sells, or pricing changes.
Retargeting: Showing follow-up ads to prospects who browsed your site but left before filling a form.
Retargeting Audience (Retarget): A targeting campaign showing ads specifically to users who visited key pages without converting.
Return on Ad Spend (ROAS) (ROAS): The amount of gross revenue a business earns for every dollar spent on advertising.
SSP (Supply-Side Platform) (SSP): An automated software platform helping publishers list, manage, and sell their ad inventory space to buyers.
TACOS: Measures ad costs relative to total gross business revenue to show overall growth momentum.
Tank: A sudden drop in campaign ROAS and CTR, signaling visual ad fatigue or target block saturation.
Thumbnail Ad Asset (Thumbnail): The static cover image of a video ad that displays in search directories before click plays register.
Thumbstop: Quick visual hooks designed to disrupt a user's natural social feed scrolling patterns.
Thumbstop Rate (TSR): The metric indicating how many impressions stayed on an ad creative rather than immediately bypassing it.
Top To Bottom View (TTBV): A top-down funnel evaluation tracking customer progression from top-of-funnel awareness (TOFU) down to bottom-of-funnel purchase (BOFU).
Tracking: The complete technical framework used to gather checkout logs, form triggers, and ad impressions.
View To Conversion (ViewConv): Attributing conversions to a user who saw an ad but did not click, instead converting later.
View To Conversion Rate (VTCR): The percentage of users who saw an ad and later completed a purchase without clicking.
Zero-Party Data Collection (ZPD): Customer data that a prospect intentionally and proactively shares with your brand directly.

Operations & Tech

Agile Framework (Agile FW): A project blueprint prioritizing iterative deployments, team sprints, daily standups, and adaptive scope lines.
Agile Process (Agile): An iterative workflow style focusing on rapid delivery checkpoints, cross-functional sprints, and quick adaptability.
Analytics: The systematic study, visualization, and modeling of dataset patterns to drive strategic business directions.
APIs (Application Programming Interfaces) (API): The programmatic code bridges allowing disparate database applications to securely exchange records and triggers.
CDO (Chief Data Officer) (CDO): The technical executive directing information storage pipelines, database structures, business intelligence analytics, and privacy rules.
COO (Chief Operating Officer) (COO): The general operations director coordinating team efficiency, service delivery, and tech stack configurations.
Customer Ops (CustOps): Supporting customer success flows, support tickets, and account setup configurations.
Customer Retention Rate (Retention): The percentage of historic paying customers who remain active clients over a given timeframe.
CXO (Chief Experience Officer) (CXO): The executive role dedicated to organizing client support portals, customer satisfaction scales, and service touchpoints.
Daily Active Users to Monthly Active Users Ratio (DAU/MAU): Measures of subscription platform customer stickiness and product engagement frequency.
DAU (Daily Active Users) (DAU): The total number of unique subscribers who log in and interact with your software interface inside a single 24-hour period.
DropOff Rate (Drop Rate): The percentage of users who exit a multi-step checkout step without proceeding to the next stage.
DropOffs (Dropoffs): Instances where users leave your checkout page or form in the middle of standard pipelines.
Experience Ops (ExpOps): Analyzing customer touchpoints across all channels to build high brand satisfaction and strong customer loyalty.
Fish Eye View (FEV): A wide-angle, peripheral analytical perspective that examines environmental forces, regulatory shifts, and emerging competitor threats surrounding core operations.
Framework (FW): A standardized procedural playbook or structural set of principles used to organize professional workflows.
Growth Ops (GrowthOps): A cross-department team working to find, test, and scale new growth opportunities across systems.
Inventory Management (Inv Mgmt): The technical system tracking programmatic stock availability, platform space distribution, and media purchase levels.
Matrix (Decision Matrix) (Matrix): A structured spreadsheet grid assessing multiple project paths against defined feasibility and budget parameters.
MAU (Monthly Active Users) (MAU): The baseline target of unique active user logins registered on a platform inside a standard calendar month.
Metrics: The raw data indicators used to measure, evaluate, and scale core operations over specified intervals.
Micro Lens View (MLV): An ultra-granular, deep-dive examination of individual technical components, specific code blocks, form fields, or line-item ad metrics.
Nomenclature: The standardized campaign-naming code patterns (e.g., Geo_Channel_Creative) used to ensure precise tracking structures.
Operation Customer Acquisition Cost (Operation CAC): The operational onboarding and administrative overhead required to configure a new client.
Operation Framework (Ops FW): The workflow maps, software tool configurations, and staff assignments that build up daily business production.
Operation Pipeline Leakages (OPL Leakage): Structural waste in team actions, server responses, or onboarding delays that hurts overall customer retention.
Operation Tunnel (Ops Tunnel): An automated technical pipeline designed to accelerate server environments, API setups, or user onboarding logs.
Performance Leakage (Perf Leak): Loss of operational output due to slow tools, manual handoffs, or data tracking.
Performance Optimization (Perf Opt): Fine-tuning operational steps and system tools to maximize net margins and output speed.
Platform: The overarching software framework or network hosting programmatic services and database calculations.
Process Ops (ProcOps): The ongoing effort to audit, improve, and automate everyday business workflows and tasks.
Product Ops (ProdOps): Providing product managers with user research, usage logs, and feedback loops to build better features.
QAU (Quarterly Active Users) (QAU): The metric representing active platform accounts measured over a 3-month operational business cycle.
Qualitative Metrics (Qual): Subjective benchmarks assessing customer sentiment, brand trust, team focus, and user experience feedback.
Quality Leakage (QL): A drop in quality standards as operations scale due to manual tasks and poor quality checks.
Quantitative Metrics (Quant): Exact numerical metrics that can be physically tracked, calculated, and modeled mathematically.
Revenue Ops (RevOps): Unifying marketing, sales, and success operations under a single data system to streamline growth paths.
Root Cause Analysis (RCA) (RCA): An investigation procedure finding the primary origin point of errors rather than just addressing simple symptoms.
Shrink (Budget Shrinkage) (Shrink): The loss of marketing spend yield due to platform ad fraud, unindexed clicks, or bot placements inside auction frameworks.
Sideway View (SVV): A cross-functional, lateral perspective examining horizontal workflows, inter-departmental handoffs, and peer benchmark performance.
SOP (Standard Operating Procedure) (SOP): A detailed set of step-by-step operating instructions used to ensure repeating precision across core workflows.
SOPs: A systematic directory listing active company standard operational playbooks in detail.
Team Building (Team Build): The ongoing effort of hiring, training, and building highly focused cross-functional teams.
Team Management (Team Mgmt): Directing daily tasks, tracking employee outputs, and keeping teams focused on company KPIs.
Tech Ops (TechOps): Managing core servers, API links, coding tools, and direct tech stack health.
Technical Customer Acquisition Cost (Tech CAC): The database setups, servers, APIs, and direct technology configuration costs of provisioning new accounts.
User Activation (The 'Aha!' Moment) (Activation): The moment a new user experiences the core value of your product for the first time.
User Journey Mapping (Journey Map): Charting a user's exact steps and touchpoints as they search for, purchase, and use your product.
User LifeCycle Management (ULM): Tracking customer progression down core funnel channels, from raw signups to repeat buyers.
User Reactivation (Reactivation): The process and metric of winning back previously lost or churned subscribers.
WAU (Weekly Active Users) (WAU): The unique count of subscribed users utilizing platform tools within any continuous 7-day period.
XML Sitemap Indexing Rate (XSIR): The percentage of programmatic directory URLs successfully crawled and indexed by search engine bots.
YAU (Yearly Active Users) (YAU): The annual scale indicator tracking unique active customer interactions across a 12-month period.

Sales

Average Intent Lead (AIL): A lead with baseline research activities, needing structured nurture series to warm up to active buying.
Average Quality Lead (AQL): An intermediate level lead matching general demographic filters but lacking urgent growth factors.
Cost Per Sales Lead (Sales-Ready Lead Cost) (CPSL): The cost spent to get a qualified contact to book or attend a live sales product demonstration.
CRM (Customer Relationship Management) (CRM): The database system tracking customer communications, sales pipelines, representative quotas, and contact info files.
High Intent Lead (HIL): A dynamic lead exhibiting deep interest, such as viewing pricing matrices or requesting quotes.
High Quality Lead (HQL): A lead representing a perfect ICP match, high budget alignment, and immediate decision-making power.
High-Ticket Sales Closures (HTS): The closing pipeline representing premium, ultra-high contract value transaction agreements.
Ideal Client Profile (ICP Client): The strategic checklist listing target business parameters used by consultants to qualify outbound pipeline campaigns.
Ideal Customer Profile (ICP Cust): An analytical description of targeted company sizes, software stacks, budgets, and niches that make up a premium B2B client.
Ideal User Profile (IUP): Defining the core habits, job roles, and software needs of high-value day-to-day platform users.
Lead-to-Opportunity Ratio (L2O): The percentage of raw marketing leads who are successfully qualified into sales opportunities.
Leakage: A loss of opportunities as they drop out of intermediate pipeline stages due to lack of follow-ups or bad matches.
Low Intent Lead (LIL): A lead showing minimal active interest, often dropping off immediately after basic informational form updates.
Low Quality Lead (LQL): A lead with low purchase intent or poor target criteria alignment, resulting in high pipeline waste.
Marketing Qualified Lead (MQL): A marketing-vetted lead deemed likely to convert into a sales opportunity.
Medium Intent Lead (MIL): A lead displaying moderate discovery signals, such as resource page downloads or reading blog guides.
Mid Quality Lead (MQL Mid): A pipeline lead meeting standard requirements but requiring additional marketing email nurture steps.
Pre Sales Qualified Lead (PSQL): A lead assessed by pre-sales teams as meeting technical and structural buying criteria before the core demo.
Product Qualified Leads (PQL) (PQL): A lead who has realized product value through a trial or free tier, showing purchase intent.
Qualification Rate (LQR): The percentage of inbound form submissions that pass ideal customer profile (ICP) filters.
Quota Attainment (Sales Quota Metric) (QA): The percentage of assigned billing goals closed by individual sales representatives.
Sales Assets: The customized decks, case studies, comparison spreadsheets, and ROI calculators utilized to validate proposals to buyers.
Sales Customer Acquisition Cost (Sales CAC): The chunk of total customer acquisition cost composed strictly of sales departments and commissions.
Sales Enablement (Enablement): Providing closing representatives with strategic content, interactive tools, and pipeline data to help convert deals.
Sales Framework (Sales FW): The strategic script, customer intake guidelines, and pricing matrix used by reps to negotiate closed contracts.
Sales Funnel: A structured timeline mapping customer steps from first outbound call, SDR qualification, and product demonstration to contract seal.
Sales Ops: The systems, tools, data management, and strategy coordination that help sales reps focus on closing deals.
Sales Pipeline (Sales Pipe): A visual, stage-by-stage pipeline listing active, raw, and closed-won opportunities assigned to sales representatives.
Sales Pipeline Leakage (SPL Leakage): Losing potential sales deals between early qualification bookings and deep quote commitments.
Sales Qualified Lead (SQL): A pre-vetted lead qualified by sales development reps as ready for a direct sales demo.
Sales Tunnel: An intensive, high-touch sales sequence designed to qualify and close high-priority enterprise prospects.
Shank (SDR Call Shank Rate) (Shank Rate): The percentage of scheduled prospect demo calls where the contact shows up but immediately cancels or lacks qualification.
Sore (SORE): An operational score measuring SDR call resistance, low reply rates, and bad phone numbers.
Win Rate (Sales Pipeline Win Rate) (WR): The percentage of high-intent sales pipeline opportunities closed won.