Reference
Glossary of Terms
Not sure about a term on the site? This page keeps definitions short and plain-language.
- MRR (Monthly Recurring Revenue)
- Predictable monthly revenue from subscriptions or recurring contracts.
- NRR (Net Revenue Retention)
- OEE (Overall Equipment Effectiveness)
- Standard measure of manufacturing performance combining availability, performance, and quality.
- Downtime
- Time when a system or line is not producing due to failures, changeovers, or planned stops.
- Cycle Time
- The time it takes to complete a process or step end-to-end. Lower is generally better.
- Defect/Scrap Rate
- Percentage of units failing quality standards and requiring rework or discard.
- Win Rate
- The share of qualified opportunities that convert to closed-won deals over a period.
- How much revenue you keep and expand from existing customers over time (including upgrades and downgrades).
- ACV (Annual Contract Value)
- The yearly value of a contract or subscription, used to benchmark pricing and growth.
- GM (Gross Margin)
- Revenue minus direct costs (COGS), as a percentage. A key measure of unit economics.
- OKRs (Objectives and Key Results)
- A simple framework to set goals and track measurable results each quarter.
- RACI
- A way to clarify roles: who is Responsible, Accountable, Consulted, and Informed for each initiative.
- QBR (Quarterly Business Review)
- A structured quarterly meeting to review results, decisions, and what to adjust next.
- ELT (Executive Leadership Team)
- The core executive team (CEO, CFO, COO, etc.) that sponsors and governs high-impact work.
- CFO (Chief Financial Officer)
- Executive responsible for financial strategy and reporting, often the sponsor for pricing and ROI initiatives.
- Deal Desk
- A small team/process that helps structure complex pricing and terms for big or strategic deals.
- Change Control
- Documenting what’s changing, why, who approved it, and when it goes live to avoid surprises.
- PMO (Project/Program Management Office)
- Function that standardizes governance, reporting, and delivery practices across initiatives.
- DPA (Data Processing Addendum)
- A contract that defines how personal data is processed and protected between parties.
- SoW / MSA
- Statement of Work (SoW) defines scope and deliverables; Master Services Agreement (MSA) sets the overall commercial/legal terms.
- SLA (Service Level Agreement)
- Committed response or delivery times for services, often with priority tiers.
- Baseline
- Your starting point for a metric before changes, so you can measure improvement accurately.