Glossary of business governance and management

Essential concepts

Governance

Organization of roles, responsibilities, decisions, and monitoring routines to guide the management and continuity of a company.Discover the related solution

Sales Governance

Structuring of the sales area through processes, indicators, responsibilities, and management rituals.Discover the related solution

Advisory Board

Strategic advisory space with external perspectives that support the business owner's decision-making without replacing management.Discover the related solution

Business ecosystem

A set of people, companies, and solutions connected to share knowledge, develop relationships, and build business opportunities.Discover the related solution

Valuation

Economic and financial assessment of a company based on performance, cash-generating capacity, prospects, and risks. It is not necessarily equivalent to the final sale price.Discover the related solution

M&A

Acronym for Mergers and Acquisitions: operations in which companies or equity interests are combined, purchased, or sold.Discover the related solution

Discounted Cash Flow (DCF)

Valuation method that estimates the present value of a company's future cash flows, considering a discount rate and explicit assumptions.Discover the related solution

Ideal Customer Profile (ICP)

Description of the type of customer most aligned with the company's value proposition and business model, used to guide acquisition and qualification.Discover the related solution

Key Performance Indicator (KPI)

A selected measure to track a company or departmental goal, with defined criteria, frequency, and owner.Discover the related solution

CRM

Customer relationship management and sales opportunities; also refers to systems that organize contacts, funnel stages, and interaction history.Discover the related solution

Sales funnel

Representation of the stages an opportunity goes through, from qualification to the purchase decision, to track conversions and sales priorities.Discover the related solution

Sales playbook

Record of processes, criteria, approaches, and routines that guide the sales team's performance.Discover the related solution