An account is an organization or company that you want to track—for example, a customer or prospect.
Business-to-business sales are defined as sales between companies and organizations.
A contact is a person that is associated with an account that you want to track.
Customer Relationship Management (CRM) solutions are used to as systems of record and organization to develop and manage relations between companies and their customers.
Deployment (of Segments)
To move a Segment from Leadspace to a target external system. Segments can be manually or automatically deployed to be used to define audience profiles for ad targeting. For example, you can deploy a Segment to a SaaS platform such as LinkedIn or Facebook to align your audience targeting.
The Leadspace platform supports creating Segments for companies and people by criteria filtering. The act of criteria filtering to create a new Segment is called discovery and is supported by API and in Leadspace Studio.
A FIT Model is a propensity to close model deployed on the Leadspace platform that is used to identify and classify the accounts in a company's CRM and MAP solution that are most likely to purchase based on a comparison to who the company has successfully sold to in the past. FIT Models can be built for specific sales conclusions including new sales, cross-sell and upsell.
The process by which the Leadspace platform can update individual account and people records with demographic, firmographic, technographic and metric or model based data. The Leadspace platform can perform enrichment manually, by event trigger and with time-based rules. Enrichment can be done by API or in Leadspace Studio.
Sales funnel management is the process of managing each prospective customer or prospect through the sales process. The most effective sales teams align the sales process with the buyer's journey and engage in best practices for both pipeline management and sales funnel management based on being able to identify individual customer and prospect profiles.
Ideal Customer Profile
The default criteria that identifies a target customer that your company has historically been most successful selling solution to and supporting.
Intent data is web tracking activity or interest data that provides insights to actions taken by individuals or companies. First-party Intent is data you acquire directly through your owned media, marketing and sales systems. First-party intent signal examples may include website visits, email responses, content downloads, and LinkedIn follows.
Marketing Automation Platform (MAP) solutions are used as a systems of record and organization by companies in order to scale modern B2B marketing practices that leverage Internet based communication between companies and their customers and prospects.
AI modeling includes the creation, training, and deployment of machine learning algorithms that emulate decision-making based on available data. Leadspace models provide the foundation for optimizing sales and marketing processes by providing real-time and predictive analytics to understand your best customers, identify whitespace opportunities and to optimize your sales funnel.
Profiles represent the definition of records associated with accounts and people that interact with a company. Profiles under active management by Leadspace can be updated manually, by event trigger and with time-based rules. Leadspace can actively manage profiles in your CRM and MAP solutions to keep them normalized, integrated and regularly updated.
Segments are reusable lists of accounts and contacts. Segments can be defined in Leadspace by filtering accounts and/or contacts with available firmographic, demographic, technographic and metric option to match your specific criteria. Segments can be deployed to external systems to coordinate sales and marketing campaigns.
Leadspace Studio is a SaaS-based tool used by business professionals to interact with the Leadspace platform. Studio users can define and deploy Segments, discover whitespace opportunities and proactively manage and align their sales and marketing campaigns.
Total Addressable Market (TAM) is the universe of companies that meet a company defined set of criteria for who they sell to or want to sell to based on a combination of firmographic, demographic, technographic, and model driven data that includes intent, engagement and propensity to purchase.
For sales forecasting and marketing demand generation, a territory or region is a collection of accounts and prospects that is associated with sales revenue opportunities by a company.
Whitespace is a general business term used to describe the market opportunity that exists for new, upsell, cross-sell and renewal business from customers and prospects. The Leadspace platform helps companies identify whitespace and proactively manage whitespace opportunities as part of sales funnel optimization.