The Tech Sales Encyclopedia
Every salesperson working the tech space should be familiar with each of the terms below. Half of sales is just speaking the language. We hope this will become a helpful resource to you and will keep it updated on a continued basis, so please let us know if there is something you believe we should add!
An API (Application Programming Interface) is a set of commands that developers can use to access specified functionality of a mobile device. Ex: An application could use an API to enable a device’s camera for a certain application so a user can photograph directly through that application.
An Aggregator is a service that collects content from multiple sources, and pulls that content into a single place that is easier to access than the many original sources. Ex: Reddit.com, Google News
Agile development is the process of building software by creating bite-sized chunks of the final product in a limited amount of time, called a sprint. After a sprint is completed, team members select another chunk of the project to work towards in a new sprint until the client is satisfied all requirements of the product have been met. Agile development is frequently used on large applications, or on applications where requirements may change during the actual building process. In this way the new requirements identified can simply become part of a new sprint in the project’s development – and large portions of work previously completed can still be utilized.
An Alpha build is an early build of a product meant for testing purposes to correct major bugs that may affect the final product. After a majority of bugs have been corrected, an Alpha build of a product will go to the Beta build stage of completion.
Authentication is the way a user is recognized by a device or service. Typically Authentication is provided by a user’s password, date of birth, answer to a security question, or biometrics such as iris scan or fingerprint.
An Avatar is a graphical representation of a person.
Bandwidth is the amount of data that can be sent over a cellular or wifi connection in a certain time frame.
A Beta build is a testing build of a product that has minor bugs or issues still to be corrected before a product’s final release, but does not contain any major bugs that still need to be addressed such as in the preceding alpha build. Typically a Beta build will be refined until the final product is polished and ready to be released to users in a release candidate.
Bluetooth is a technology used to connect a user’s device to other Bluetooth enabled devices that may be close to their physical location. Some uses of Bluetooth include file sharing, contact sharing, and streaming music to headphones wirelessly.
Buffering is a short pause when a user loads a media file. The pause is used to load the initial pieces of that file for improved uninterrupted playback to the user.
A CMS (Content Management System) is a system commonly used to easily access or load new or updated content into an application or website, so the application doesn’t need to have an update built to simply include new content. Wordpress is an example of a CMS.
A CRM (Customer Relationship Manager) is a system that allows you to easily store and manage all information related to a company's deals, customers, prospects, sales-pipelines, and accounts. SalesForce is an example of a popular CRM.
CSS (Cascading Style Sheets) is a language used to attribute styles to HTML elements, and make changing multiple elements of a website faster since a developer only must change the CSS once, instead of changing each individual HTML tag individually without CSS.
When something is Cached on a mobile device, it means a copy of that content is stored in the device’s memory so that that content can be loaded again quickly as opposed to having to reload commonly used data such as a favorite web page over and over.
A Code Bug is an issue with a piece of software being built. Developers attempt to fix any code bugs prior to the release candidate of a project in the alpha build and beta builds.
A piece of software that is Cloud-Based means that the software is deployed and run on a remote server, not the end-user’s hard drive. There is no requirement for the end-user to download any software, but they must be connected to the internet to access the web-based product.
Crowdfunding is when a company solicits donations from persons outside of their company to fund a particular project, usually with a promise of certain rewards for different levels of money donated. ex: Kickstarter.com, indiegogo.com
Crowdsourcing means that a company or individual reaches out to others in the community to help them solve a particular issue. Crowdsourcing is common with applications that have a social nature background, such as review sites, and other systems where users generate (or submit from another source) the majority of content on the system. Ex: Yelp.com, mashable.com, reddit.com
A deck is another term that refers to slides or a PowerPoint presentation.
A demo is a live demonstration of the features and functionality of a piece of technology given either over the internet or in-person.
A EULA (short for End User License Agreement) is the license used in most software containing the legal terms and conditions binding the user of the software and the software’s maker.
EOD stands for end-of-day and is typically used in the context of giving someone a deadline or expectation that something will be completed before the close of the workday.
Freemium is a business model where users can get a piece of software for free, while advanced features cost the user a certain price.
Geo-Fencing is a technology that allows a user of a system to create digital boundaries around a physical location in the real world, typically in order to activate a predefined action when a device enters that area. Ex: “As soon as I walked within a mile of the downtown area, the app started sending me coupons for downtown businesses.”
HTML (Hypertext Markup Language) is a standardized language used to mark web text files in order to change their style and attributes. HTML is typically the language websites are created from.
Lean processes can be summed up by the idea that any expenditure of resources toward any other goal than adding value to a product is wasted resources, and therefore should not take place.
Legacy Software is software that is older than current software, that may or may not still be supported by its manufacturer. Typically Legacy Software is still being used because it contains critical business needs for an enterprise.
An MVP (Minimum Viable Product) is software which has only the features which are needed to bring a first version to market.
Master Services Agreement
A Master Services Agreement (MSA) is an agreement between a company and its clients defining their work relationship.
Mobile Optimized Design
Mobile Optimized Design refers to a website that has been built to solely cater to viewers using mobile devices. Although Mobile Optimized Design is similar to Responsive Design, the two should not be confused as Responsive Design can potentially cater to many more screen sizes than a Mobile Optimized Site.
A Monetization Strategy is the plan an application’s owner has on how they will start generating revenue from their application. Common strategies include in-app advertising, in-app purchasing of digital goods, or subscription models.
MRR (monthly recurring revenue) is the total expected revenue earned on a monthly basis from all active subscriptions/licenses of a product.
NFC (Near Field Communication) is an off shoot of RFID technology, NFC allows a user’s mobile device to communicate over short distances with another NFC capable device through the use of high frequency radio waves. NFC is currently gaining popularity as a form of payments for real world goods through the use of different mobile payment applications.
A Native Application is an application that has been written for a specific OS, typically using that OS’s standard SDK (Software Development Kit). Native applications usually can act faster and with more robust features than a web application.
OS (Operating System) is the underlying programming that a mobile device uses to run applications. The OS controls a device’s most basic operations. Ex: iOS (iPhone, iPad), Android (Galaxy S4, Nexus 4)
An Open Source piece of software means that the original source code for the software is free to use, redistribute, and may be modified freely.
OTE stands for On-Track-Earnings. On-Track-Earnings is the total yearly compensation a salesperson can make if they meet given sales quotas. OTE calculates any base pay plus any commissions earned resulting from closed deals.
Project Scope is the work that needs to be accomplished to deliver a product, service, or result with specified features and functions.
Proof of Concept
A Proof of Concept is a prototype meant to demonstrate a principle, or prove a concept or theory is feasible before creating an actual working model of the product.
A prototype or TapThrough, is an interactive representation of an application that a client or user can actually interact with as though it was a real product. Typically prototypes are completed in wireframe form (without final graphics & artwork), and can be loaded onto the actual device that the final application is targeted for.
Python is a general purpose, high-level programming language which allows programmers to write functions in fewer lines of code than other languages such as C.
QA (Quality Assurance) is the process by which products are reviewed to make sure their are no errors in that product. The QA process typically includes review of content, text, and user testing for a product.
A quota represents the total volume of revenue earned by sales deals expected to be closed by an individual sales rep during a designated time period (usually quarterly).
Responsive Design is a design process that tries to give user’s of a website the best viewing and user experience no matter what type of device they are accessing the site with or the screen size of that device. Responsively designed sites may cut out complicated web content and interactions that could potentially be problematic on smaller mobile based screens.
Ruby is an object-oriented general purpose programming language who focus is power and simplicity.
An RFP (Request For Proposal) is an non-contractual offer of services outlining a potential business relationship between the company and prospect.
An SDK (Software Development Kit) allows a developer to program software through the use of a set of standardized tools for a particular platform or OS. In the mobile world almost each mobile OS has its own SDK which is separate and different from those used by its competitors.
An SDR (Sales Development Rep) is a member of a sales team primarily responsible for outbound lead generation. Any prospect obtained by an SDR is qualified and handed to an inside sales rep to become an opportunity.
SMS (Short Messaging Service) is a messaging technology that allows two users to send text based messages to one another up to 160 characters. Some phones will turn a message longer than 160 characters into an MMS message automatically before sending it.
SSL (Secure Sockets Layer) is a form of encryption used to secure digital communications over the internet. Many web retailers use SSL to create safe environments for their shoppers who provide personal financial information for a transaction.
SaaS (Software as a Service) is a model in which software is subscribed to via a web interface for a period of time rather than purchased outright on a disc or other means from its maker.
Scalability refers to a systems ability to work properly when the system grows to accommodate significantly more users than it was initially.
Scrum is a flavor of agile development, where a scrum master interacts between a product owner and the employee designing the product in the attempt to remove all obstacles from that employees work, and making sure the agile team stays within the set agile development structure.
Server (aka Web Server, or Backend)
A Server when discussed in mobile terminology, is the hardware and/or software a mobile device or application communicates with to upload and download the data being requested by a mobile application.
Skeuomorphism is a design style where the new design of an object keeps certain features for decorative purposes of an original design where those features were functional. Ex: A plastic baseball bat that appears to have wood graining in its surface texture.
A splash screen is the first page of an application that shows itself while the content of an application is being loaded. Typically splash screens will feature the logo of the application or company representing it, as well as some eye-catching graphics.
A Sprint is when a team gets works together for a period of time to work toward a common set of user stories typically on an agile based development project.
Statement of Work
A Statement of Work (SOW) is a written document attached to a Master Services Agreement that is signed by the company and the client which specifies the work to be performed by the company on behalf of the client.
A territory is a segmented geographic region assigned to a sales rep or sales team. They are responsible for all leads in that given area exclusively.
User Experience (UX)
User experience attempts to identify behavior, emotional feeling, attitude, and more about the product a user is interacting with. User experience includes all aspects of a user’s contact with a service or system – good, or bad. Ex: “I love the way my new car drives, but the navigation system is difficult to navigate.”
User Interface (UI)
User Interface is the graphical interface in which a person interacts with a digital product. It includes everything the user can view and touch in a product.
VOIP (Voice Over Internet Protocol) allows a user to use voice communication over a data signal. Although all cellular voice communication is technically VOIP, the term is commonly used in conjunction with technology such as Skype, and Google Voice.
VPN (Virtual Private Network) technology allows users to connect to a remote network that they may not physically be close to. Typically this technology is used for employees that need to have access to certain material on a corporate network while they are off-site.
Waterfall development is a process where all requirements and their implementations are figured out in advance of the project’s development. Waterfall development can be more formal of a process than agile, since requirement change during the Waterfall process could result in significant portions of work needing to be redesigned when the new requirements are added.
A Web App is an application which lives on the internet, which can be accessed through a devices browser. Much like hybrid apps, Web Apps do not have full access to all resources of a device like a native app does.
YRR (yearly recurring revenue) is the total expected revenue earned on a yearly basis from all active subscriptions/licenses of a product.
iOS is an operating system created by Apple and runs on Apple’s mobile devices, such as the iPad and iPhone.