Reference files to accompany An Introduction to the Art of Presales
Acronyms
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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 |