Revenue Intelligence Glossary

A measure of how strong or at risk a customer account is based on usage, engagement, renewal signals, and overall relationship strength.

A unified view of account-level data, activity, stakeholders, risks, and opportunities that helps revenue teams make better decisions.

Analytics in MaxIQ are the data analysis tools that surface insights into pipeline movement, deal progression, and forecasting performance. Both system-defined and user-built views are available.

A composite signal that measures how actively and broadly key stakeholders in a buying group are engaging with your team across calls, emails, meetings, and content.

Signals that show a prospect may be actively researching or considering a solution.

The group of decision-makers and influencers involved in evaluating and approving a purchase.

A Category is the primary grouping used during forecasting to represent a type of forecast call, such as Commit, Most Likely, or Stretch. Categories define how reps and managers organise their submissions.

The use of machine learning or signal-based models to identify which customer accounts are at elevated risk of canceling, downgrading, or not renewing before those events occur.

The likelihood that a customer may reduce usage, fail to renew, or leave entirely.

A sales opportunity that has successfully converted into a signed deal.

A Collection is a structured grouping of related information associated with a record inside the MaxIQ Workspace. Collections organise context like notes, contacts, and action items in one place.

Columns on the MaxIQ forecasting screen display summarised data based on their assigned type and mapped view. Each column gives managers a fast read on pipeline stage, quota, or forecast call status.

Configurations in MaxIQ let admins control how data and components appear across the platform. This covers forecasting settings, homepage layouts, and which metrics are shown to which users.

The practice of recording, transcribing, and analyzing sales and customer calls using AI to extract insights about deal progression, buyer sentiment, and rep performance.

Conversion in MaxIQ measures the rate at which opportunities move from one pipeline stage to the next. It identifies exactly where deals stall and where the sales process loses momentum.

A numeric or categorical rating that summarises the overall health of a customer account by combining engagement, usage, and sentiment signals into a single, actionable indicator.

The total revenue a company can expect to earn from a customer account over the entire duration of the relationship.

Dashboards in MaxIQ are customisable analytical displays that combine key metrics, charts, and pipeline insights in one consolidated view. Admins publish dashboards. Users explore them.

A function or team that helps structure, review, and approve complex deals.

The process of moving an opportunity forward through the right actions, stakeholders, and milestones.

A real-time assessment of how likely a specific opportunity is to close based on engagement signals, deal activity, stakeholder involvement, and process milestones.

Structured, AI-derived insights about a specific sales opportunity including buyer behavior, competitive dynamics, risk signals, and recommended next actions.

MaxIQ's conversation intelligence capability that captures and analyzes meeting signals to improve deal and account visibility.

The level of active involvement of senior decision-makers within a customer or prospect organization in meetings, reviews, and strategic conversations with the selling team.

Revenue generated from existing customers through upsells, cross-sells, seat additions, or usage increases as distinct from new logo revenue.

Fields are the individual data attributes within a record. Name, Amount, Close Date, Stage, and Owner are all fields. MaxIQ reads fields from Salesforce to display and analyse deal data.

A measure of how closely a sales team's projected revenue commitments align with actual closed revenue within a given period.

A recurring review where sales leaders evaluate pipeline status, commit levels, and revenue expectations.

The coordination of strategy, process, data, and incentives across sales, marketing, and customer success teams to deliver a consistent and effective customer experience from first touch to renewal.

The structured transfer of account context, stakeholder relationships, commitments made, and strategic goals from one team or individual to another during a key transition in the customer lifecycle.

Clear insight into how customer context moves from sales to post-sales teams after a deal closes.

MaxIQ's deal and pipeline inspection capability that helps teams identify risks, gaps, and execution issues early.

Insights that connect signals across the full customer lifecycle, from pipeline creation to renewal and expansion.

A visual dashboard that tracks key performance indicators across pipeline, forecast, renewals, and customer growth.

End-to-end insight into how leads progress into pipeline, bookings, renewals, and expansion revenue.

Level represents a user's position in the organisational hierarchy in MaxIQ. Sales rep, manager, and director are different levels. Forecast rollups, views, and permissions can all be scoped by level.

The Linearity analytics view tracks revenue pacing throughout the quarter. It combines actual performance, forecasted revenue, and quota targets into one chart so sales leaders can spot risk and backend loading before it is too late to act.

A MaxIQ Admin has full platform access to configure forecasting rules, homepage layouts, playbooks, and system settings. Admins set up the environment that all other users operate within.

A MaxIQ User is a standard user who manages pipeline data, submits forecasts, reviews AI insights, and works with deals. Users interact with the platform the admin has configured.

A sales qualification framework used to evaluate deal quality, complexity, and likelihood to close.

The capture, analysis, and activation of insights from customer and prospect meetings to improve revenue outcomes.

The sales practice of building relationships with multiple stakeholders across different functions and seniority levels within a prospect or customer account.

A shared, co-created document that outlines the agreed-upon steps, milestones, owners, and timelines for both the selling team and the buying team.

A metric that measures the percentage of recurring revenue retained from existing customers over a period, including the effects of upgrades, expansions, downgrades, and churn.

The most relevant action a rep or team should take next to move a deal or account forward.

Non-Rolled Up refers to records that exist in the pipeline but have not yet been included in any forecasting call. Managers use this view to add missing deals before finalising the team forecast.

An overall assessment of whether an open deal is progressing well or showing warning signs.

A method of ranking deals based on risk, engagement, execution, and closing potential.

The pipeline is the collection of active sales opportunities progressing through stages from initial engagement to deal closure. It is the primary lens for revenue forecasting and team performance.

The amount of pipeline available relative to a revenue target.

A measure of the quality, balance, and reliability of pipeline needed to hit targets.

The structured process of reviewing open sales opportunities to assess deal health, validate stage progression, identify risks, and determine forecast accuracy.

The ability of revenue teams to track, understand, and act on what is happening within a customer account after the contract is signed.

The Progression analytics view tracks how opportunities move through pipeline stages over time. It is based on forecasting call submissions and helps teams understand deal momentum and identify where deals are advancing or stalling.

Pipeline made up of validated opportunities that meet agreed qualification standards.

Questions in MaxIQ are structured prompts used within playbooks and analytics tools to extract insights, guide sales conversations, or evaluate deal progress against a methodology.

Records are individual instances of a Salesforce Object in MaxIQ. A single Opportunity, Account, or Contact entry in your CRM is a record. Everything in MaxIQ is built around working with records.

Related Fields pull data from connected objects or records within the CRM structure. They let MaxIQ surface context from linked records without requiring users to navigate away from the current view.

A proactive, signal-driven approach to managing customer renewals that uses account health data, engagement patterns, and AI insights to identify at-risk accounts early.

The probability that a customer account will not renew, downgrade, or will require significant intervention to retain, based on observable signals in the account relationship.

The structured rhythm of recurring meetings, reviews, and communication rituals that keep revenue teams aligned, informed, and accountable.

The practice of collecting, connecting, and analyzing data from across the revenue lifecycle using AI to surface insights and actions that improve sales and retention outcomes.

The full path from pipeline creation to closed won, adoption, renewal, and expansion.

The organizational function responsible for aligning sales, marketing, and customer success operations around shared data, systems, and processes to improve efficiency and predictable revenue growth.

Rolled Up is the aggregated set of records for which forecasting calls have already been submitted by sales reps. Managers review and refine these records before finalising the team forecast.

The use of AI and behavioral data to identify specific coaching opportunities for individual sales reps tied to observable patterns.

The process of predicting future revenue based on pipeline, deal status, and expected close timing.

A structured framework that guides how sellers qualify, manage, and advance opportunities.

Self-Service Analytics in MaxIQ lets users explore data, build custom dashboards, and export insights without needing technical expertise or admin support.

A Salesforce Object (SObject) is a core data structure that represents a business entity in Salesforce. MaxIQ uses SObjects to power forecasting, pipeline inspection, and analytics.

The process of identifying, documenting, and tracking the key individuals within a prospect or customer organization who influence or make decisions related to a purchase, renewal, or expansion.

Sub-Categories refine the forecast call by capturing a rep's confidence level for a specific record. They enable individual amount adjustments and improve overall forecast precision.

Tabs are navigation elements in MaxIQ that organise different sections or views within a page or module. They let users move between related content areas without leaving the current context.

A Timeframe is a defined financial or fiscal period used to evaluate pipeline data, forecasts, and performance. Every forecast submission and analytics view in MaxIQ is scoped to a timeframe.

The average time it takes for an opportunity to move from open to closed won.

The period between when a customer signs a contract and when they experience their first meaningful, measurable outcome from the product.

A single view of account data, opportunity status, conversations, risks, and customer history.

A platform that brings together sales, customer success, and RevOps workflows in one place.

Views in MaxIQ organise and separate lists of records. They let users filter records by selected fields and focus on the right data set without scrolling through everything at once.

Feedback and signals from customers that reveal needs, sentiment, risks, and opportunities.

The Waterfall analytics view shows how pipeline value is distributed across deal stages. It gives revenue teams a visual breakdown of pipeline composition and stage contribution for a selected timeframe.

Widgets are UI components in MaxIQ that display specific types of information on the homepage and dashboards, including calendars, task lists, analytics charts, and performance summaries.

A structured practice of analyzing closed deals both won and lost to understand the patterns and reasons behind sales outcomes.

The percentage of qualified opportunities that close successfully.

The Workspace is a record-level interface in MaxIQ that gives users one place to view, edit, and manage all information associated with a specific deal or account. No context switching needed.

Coordination between sales development and closing teams to improve pipeline creation and conversion.

The process of projecting total revenue outcomes as the fiscal year approaches its close.

A revenue operating goal where teams have full visibility into deals, accounts, forecasts, and post-sales risk.