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Reference files to accompany An Introduction to the Art of Presales

Acronyms

Sales, organisation and technology related

1POC – First point of contact
AI – Artificial intelligence
ALTAI - Assessment List for Trustworthy Artificial Intelligence
a.k.a. – Also known as
API – Application programming interface [software data exchange method]
AR – Augmented reality

B2B – Business-to-business [sales]
B2C – Business-to-consumer [sales]
BANT – Budget, authority, needs, timeframe [sales qualification method]
BCS – The British computing society, a chartered institute for IT
BDR – Business development representative
BPO – Business process off-shoring; business process outsourcing
BSM – Business service management
C2C – Cradle to cradle [sustainability / circular economy concept]
CDO – Chief diversity officer
CEO – Chief executive officer
CFO – Chief financial officer
CHRO – Chief human resources officer 
CRM – Customer relationship management
CRM - Content resource management
CSF – Critical success factor
CSI – Continual service improvement
CRO – Chief revenue officer
CSRO – Chief security risk officer
D2C - Direct-to-consumer [sales]. See also: B2B, B2C, O2O
DOU – Document of understanding. See also: MOU
EBIT – Earnings before interest and taxes [margin]
EOL – End of life. Meaning the date after which product is no longer supported
ERP – Enterprise resource planning
ESG – Environmental, sustainability, governance [framework for companies]
ESM – Enterprise service management
FSB –Financial Stability Board
GBS – Global business services
GRI – Global reporting initiative [set of sustainability standards]
GRC – Governance, risk and compliance [policy/ process]
NDA – Non-disclosure agreement
HA – High availability [as applies to software/ data centre]
ICT – Information and communication technology [field of study]
INVEST – Independent, negotiable, valuable, estimable, small, testable [requirement]
IoT – Internet of things
IoRT – Internet of robotic things
ISO –   International standards organisation
ITAM – Information technology asset management
ITIL – Sorry this isn’t an acronym, but I thought you might look it up here. If you wonder where the word comes from, it used to be derived from IT Infrastructure Library but is “definitely not an acronym anymore”. ITIL is a business and IT framework for companies, and the latest version is ITIL 4 (as at February 2021).
ITSM – IT service management
KPI – Key performance indicator
LCA – Lifecycle assessment [sustainability / circular economy methodology]
LLD – Low level design; low level documentation
MAC – Move add change
MBO – Management by objectives
MEDDICC – Metrics, economic buyer, decision criteria, decision process, identification of pain, champion and competition. Used in sales qualification.
MI – Management information
ML – Machine learning
MoSCoW – Must have, should have, could have, would have. A scoring method that shows how important a requirement is.


MOU – Memorandum of understanding [legal document]
MQL – Marketing qualified lead
MSP – Managed Service Provider
MTTR – Mean time to repair; mean time to recovery
MVP – Minimum viable product 
NLG – Natural language generation
NLP – Natural language processing [technical term]
NLP – Neuro-linguisting programming [psychology term]
O2O - Online-to-offline [retail]. See also: B2C, D2C, B2B
OKR – Objectives and key results
OLA – Operational level agreement [internal agreement]
OOTB – Out of the box. Also: OOB
PCF – Pre-Approval Control Functions
PCR – Process change request
PRC – Project change request
PDP – Personal development plan
PDPDO – Plan, discover, prepare, deploy, operate
POC – Proof of concept
POT – Proof of technology
POV – Proof of value
PQQ – Pre-qualification questionnaire [part of procurement process]
QBR – Quarterly business review
QoS – Quality of service
RACI – Responsible, accountable, consulted, and informed
RFI – Request for information
RFP – Request for proposal
RFSP – Regulated financial service provider 
RFT – Request for tender
RFX - Request for [something]
RIDAC – Risks, issues, decisions, actions, changes
RM – Resource model
RMA – Return material authorization
ROI – Return on investment
RPA – Robotic process automation
SaaS – Service as a software
SAFe – Scaled agile framework
SAM – Software asset management
SD – Service desk
SDG – [UN] Sustainable development goal
SDLC – Systems development lifecycle
SDR – Sales development representative [a sales person]
SFDC - Salesforce [software]
SFP – Strategic financial plan
SIAM – Service integration and management
SIAM - security, infrastructure, asset management
SID – Shared information data [model]
SIEM – service, incident, event management
SLA – Service level agreement (many OLAs)
SME – Subject matter expert
SME – Small-to-medium enterprises [segment of companies; smaller than ‘enterprises’]
SOW – Statement of work [legal document]
SPIN - Situation, problem, implication, need-pay off [sales methodology]
SQL – Sales qualified lead (a subset of MQLs: marketing qualified leads)
SQL - Structured query language (a database)
SRM – Service request management
SW – Software 
SWOT – Strengths, weaknesses, opportunities, threats
TCFD – Task force on climate-related financial disclosures. See also: FSB
TLA – Three letter acronym
TOI – Transfer of information
TQM – Total quality management
VR – Virtual reality





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  • Home
  • Services
    • Sustainable Presales
    • Reach Your Sales Target Programme
    • Art consulting
  • The Future of Sales
    • Your Journey with Us
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  • Downloads
  • About us
    • Sustainability
    • Values
    • Customers and projects
    • Latest news
    • Media kit