📖 Glossary
CRM key terms · toggle English / 한글
Core Entities
Lead
A prospective customer whose sales qualification has not yet been completed. Converted into Account + Contact + Opportunity via the Convert action.
Account
A B2B customer company (e.g. Nike, Hugo Boss). One Account can hold multiple Contacts and Opportunities.
Contact
An individual contact at the customer company. Marked as Champion (internal advocate) or Contact (general).
Opportunity
A specific sales deal that can lead to a contract. Includes Stage, ACV, Close Date, and Owner — the base unit for license issuance.
Sales Stages
Prospect
Initial contact before ICP review. Exploring whether a deal is feasible.
Qualified
ICP criteria confirmed. Budget, decision-maker, and adoption need are validated.
Proposal
Quotation or proposal sent. Customer is reviewing price and terms.
Negotiation
Negotiating terms, price, or contract scope. Closest stage before close.
Won 🏆
Deal confirmed. License issuance is automatically triggered in Clover Admin at this point.
Lost
Deal lost this cycle. Reason is logged for future strategy improvement.
Lead Status
New
Recently registered Lead. No first contact yet.
Contacted
First outreach complete. Assessing interest and budget range.
Qualified
ICP criteria passed. Ready to Convert to an Opportunity.
Disqualified
Currently doesn't meet ICP criteria. Kept on file for potential re-engagement.
Converted
Successfully converted. Account + Contact + Opportunity have been auto-created.
Lead Source
Event
Met at a conference, seminar, or trade show.
Referral
Introduced by an existing customer, partner, or internal staff. Highest conversion channel.
Inbound
Reached out through the website or contact form on their own initiative.
Cold Outreach
BD-initiated outreach to discover the lead. Used for new market development.
Key Metrics & Terms
ACV
Annual Contract Value
Contract value normalized to one year (for multi-year deals). A core metric for investor reporting and revenue forecasting.
ARR
Annual Recurring Revenue
Annual sum of subscription-based revenue. A key input for the Finance team's forecasting.
ICP
Ideal Customer Profile
Definition of the customer type that gets the highest value from our product. The basis for Lead → Opportunity conversion decisions.
Sales Cycle
Average days from Lead creation to Closed Won. Shorter = higher sales efficiency.
Pipeline
All Opportunities currently in progress. Amount and count per stage are visualized for revenue forecasting.
Owner
BD responsible for the Account/Opportunity. Each BD can only view/edit their own records (Row-level Access).
Convert
Automatically transforms a qualified Lead into Account + Contact + Opportunity. Existing Account search runs first to prevent duplicates.
License Stub
In the POC stage, the system only sends an issuance Request to CLO Admin instead of issuing the actual license. Triggered automatically at Won.
New vs Expansion vs Renewal
Deal type classification. New = first-time customer, Expansion = existing customer license growth, Renewal = existing license renewal. Used for Pipeline analysis and ARR change tracking.
Clover Admin
CLO Virtual Fashion · Internal
POC v1 · System picker after login
Change Stage
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