Essential RevOps Glossary: Key Terms and Acronyms Explained
New to RevOps? Our comprehensive glossary covers essential terms and acronyms to help you navigate the field confidently.
Haris Odobasic
Revenue Operations (RevOps) has many acronyms and terms. Here a list with definitions.
Account Expansion: Strategies to increase revenue from existing customers through upselling, cross-selling, or other methods.
Account-Based Marketing (ABM): A focused strategy where marketing and sales collaborate for personalized experiences for high-value accounts.
Annual Recurring Revenue (ARR): Yearly revenue expected from ongoing customer subscriptions or services.
Average Contract Value (ACV): The average annual value of customer contracts, indicating the typical deal size.
Bookings: The total value of all new contracts signed over a specific period, used as a growth indicator.
Churn Rate: Percentage of customers or subscribers discontinuing their service over a given period.
Customer Acquisition Cost (CAC): Total cost associated with acquiring a new customer.
Customer Lifetime Value (CLV): Estimated total revenue expected from a customer throughout their relationship.
Customer Success: Efforts to ensure customers achieve desired outcomes using a product or service.
Deal Desk: A team or process managing complex sales deals for compliance and profitability.
Demand Generation: Targeted marketing programs to drive awareness and interest in products or services.
Forecast Accuracy: Measure of how closely sales forecasts align with actual sales.
Go-To-Market Strategy (GTM): An action plan specifying how to reach target customers and gain competitive advantage.
Gross Margin: Revenue minus cost of goods sold, divided by revenue, expressed as a percentage.
Key Performance Indicator (KPI): A measurable value indicating effectiveness in achieving key business objectives.
Lead Conversion Rate: Percentage of leads that convert into customers.
Lead Scoring: Methodology for ranking prospects based on perceived value and purchase likelihood.
Marketing Qualified Lead (MQL): A lead likely to become a customer based on specific marketing criteria.
Net Promoter Score (NPS): Metric measuring customer loyalty based on their likelihood to recommend a product or service.
Pipeline Coverage: Metric comparing sales pipeline size to sales quota to estimate business potential.
Product-Led Growth (PLG): A strategy where the product is the main driver of customer acquisition and expansion.
Qualified Lead: A prospect interested in a product and meeting criteria to be a potential customer.
Quota: Sales target based on revenue or units sold for a salesperson or team.
Revenue Operations (RevOps): Function focused on maximizing revenue by aligning sales, marketing, and support. (Short
definition)
Retention Rate: Percentage of customers retained over a specific period, indicative of satisfaction and loyalty.
Sales Automation: Using software to automate repetitive tasks in the sales process.
Sales Enablement: Providing the sales team with necessary information, content, and tools for effective selling.
Sales Forecasting: Predicting future sales for resource management and planning.
Sales Pipeline: The process followed by sales teams to convert prospects into customers.
Sales Qualified Lead (SQL): A prospect vetted by marketing and sales, ready for direct sales engagement.
Sales Velocity: The rate at which prospects move through the sales pipeline to generate revenue.
Service Level Agreement (SLA): Contract detailing expected service levels between a provider and client.
Total Contract Value (TCV): Cumulative value of a contract, including all recurring and one-time charges.
Upselling: Encouraging customers to purchase a higher-end product than originally intended.
Win Rate: Percentage of sales opportunities that result in a successful sale.
Revenue Operations (RevOps) has many acronyms and terms. Here a list with definitions.
Account Expansion: Strategies to increase revenue from existing customers through upselling, cross-selling, or other methods.
Account-Based Marketing (ABM): A focused strategy where marketing and sales collaborate for personalized experiences for high-value accounts.
Annual Recurring Revenue (ARR): Yearly revenue expected from ongoing customer subscriptions or services.
Average Contract Value (ACV): The average annual value of customer contracts, indicating the typical deal size.
Bookings: The total value of all new contracts signed over a specific period, used as a growth indicator.
Churn Rate: Percentage of customers or subscribers discontinuing their service over a given period.
Customer Acquisition Cost (CAC): Total cost associated with acquiring a new customer.
Customer Lifetime Value (CLV): Estimated total revenue expected from a customer throughout their relationship.
Customer Success: Efforts to ensure customers achieve desired outcomes using a product or service.
Deal Desk: A team or process managing complex sales deals for compliance and profitability.
Demand Generation: Targeted marketing programs to drive awareness and interest in products or services.
Forecast Accuracy: Measure of how closely sales forecasts align with actual sales.
Go-To-Market Strategy (GTM): An action plan specifying how to reach target customers and gain competitive advantage.
Gross Margin: Revenue minus cost of goods sold, divided by revenue, expressed as a percentage.
Key Performance Indicator (KPI): A measurable value indicating effectiveness in achieving key business objectives.
Lead Conversion Rate: Percentage of leads that convert into customers.
Lead Scoring: Methodology for ranking prospects based on perceived value and purchase likelihood.
Marketing Qualified Lead (MQL): A lead likely to become a customer based on specific marketing criteria.
Net Promoter Score (NPS): Metric measuring customer loyalty based on their likelihood to recommend a product or service.
Pipeline Coverage: Metric comparing sales pipeline size to sales quota to estimate business potential.
Product-Led Growth (PLG): A strategy where the product is the main driver of customer acquisition and expansion.
Qualified Lead: A prospect interested in a product and meeting criteria to be a potential customer.
Quota: Sales target based on revenue or units sold for a salesperson or team.
Revenue Operations (RevOps): Function focused on maximizing revenue by aligning sales, marketing, and support. (Short
definition)
Retention Rate: Percentage of customers retained over a specific period, indicative of satisfaction and loyalty.
Sales Automation: Using software to automate repetitive tasks in the sales process.
Sales Enablement: Providing the sales team with necessary information, content, and tools for effective selling.
Sales Forecasting: Predicting future sales for resource management and planning.
Sales Pipeline: The process followed by sales teams to convert prospects into customers.
Sales Qualified Lead (SQL): A prospect vetted by marketing and sales, ready for direct sales engagement.
Sales Velocity: The rate at which prospects move through the sales pipeline to generate revenue.
Service Level Agreement (SLA): Contract detailing expected service levels between a provider and client.
Total Contract Value (TCV): Cumulative value of a contract, including all recurring and one-time charges.
Upselling: Encouraging customers to purchase a higher-end product than originally intended.
Win Rate: Percentage of sales opportunities that result in a successful sale.
Revenue Operations (RevOps) has many acronyms and terms. Here a list with definitions.
Account Expansion: Strategies to increase revenue from existing customers through upselling, cross-selling, or other methods.
Account-Based Marketing (ABM): A focused strategy where marketing and sales collaborate for personalized experiences for high-value accounts.
Annual Recurring Revenue (ARR): Yearly revenue expected from ongoing customer subscriptions or services.
Average Contract Value (ACV): The average annual value of customer contracts, indicating the typical deal size.
Bookings: The total value of all new contracts signed over a specific period, used as a growth indicator.
Churn Rate: Percentage of customers or subscribers discontinuing their service over a given period.
Customer Acquisition Cost (CAC): Total cost associated with acquiring a new customer.
Customer Lifetime Value (CLV): Estimated total revenue expected from a customer throughout their relationship.
Customer Success: Efforts to ensure customers achieve desired outcomes using a product or service.
Deal Desk: A team or process managing complex sales deals for compliance and profitability.
Demand Generation: Targeted marketing programs to drive awareness and interest in products or services.
Forecast Accuracy: Measure of how closely sales forecasts align with actual sales.
Go-To-Market Strategy (GTM): An action plan specifying how to reach target customers and gain competitive advantage.
Gross Margin: Revenue minus cost of goods sold, divided by revenue, expressed as a percentage.
Key Performance Indicator (KPI): A measurable value indicating effectiveness in achieving key business objectives.
Lead Conversion Rate: Percentage of leads that convert into customers.
Lead Scoring: Methodology for ranking prospects based on perceived value and purchase likelihood.
Marketing Qualified Lead (MQL): A lead likely to become a customer based on specific marketing criteria.
Net Promoter Score (NPS): Metric measuring customer loyalty based on their likelihood to recommend a product or service.
Pipeline Coverage: Metric comparing sales pipeline size to sales quota to estimate business potential.
Product-Led Growth (PLG): A strategy where the product is the main driver of customer acquisition and expansion.
Qualified Lead: A prospect interested in a product and meeting criteria to be a potential customer.
Quota: Sales target based on revenue or units sold for a salesperson or team.
Revenue Operations (RevOps): Function focused on maximizing revenue by aligning sales, marketing, and support. (Short
definition)
Retention Rate: Percentage of customers retained over a specific period, indicative of satisfaction and loyalty.
Sales Automation: Using software to automate repetitive tasks in the sales process.
Sales Enablement: Providing the sales team with necessary information, content, and tools for effective selling.
Sales Forecasting: Predicting future sales for resource management and planning.
Sales Pipeline: The process followed by sales teams to convert prospects into customers.
Sales Qualified Lead (SQL): A prospect vetted by marketing and sales, ready for direct sales engagement.
Sales Velocity: The rate at which prospects move through the sales pipeline to generate revenue.
Service Level Agreement (SLA): Contract detailing expected service levels between a provider and client.
Total Contract Value (TCV): Cumulative value of a contract, including all recurring and one-time charges.
Upselling: Encouraging customers to purchase a higher-end product than originally intended.
Win Rate: Percentage of sales opportunities that result in a successful sale.
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