Term | Location | Purpose | Definition |
Account | Salesforce Standard Object | Salesforce Standard Object | An organization, company, or consumer you want to track—a customer, partner, or competitor. Accounts are Salesforce Standard Objects. |
Account Map | Account | Documents Account Contact hierarchy | A Relationship Map related to the Account and accessible from the Account Page. One account can have multiple Account Maps. |
Account Owner | Account |
| The Individual User to whom the Account is assigned. |
Account Plan | Account |
| A detailed strategy for building upon existing Account-wide relationships. Account Plans identify customers' needs, how to deliver the most value, and establish a plan to increase customer lifetime value and likelihood of retention. Account Plans consist of an Account Scorecard and a Whitespace Map. |
Account Plan Scorecard | Account Plan |
| Account Plan Scorecards present a cohesive structure for understanding Account engagement and health. They are presented as a series of questions that provide guidance to help expand business and maintain account retention. |
Account Plan Template | ClosePlan Admin |
| The framework that forms the Account engagement strategy. Account Plan Templates include a Scorecard and/or a Whitespace Map. |
Account Team | Account Plan |
| A group of users who work together on an account. An account team may include an executive sponsor, a dedicated support agent, or a project manager. |
Activity | App-wide |
| An event, a task, a call logged, or an email sent. |
Admin Users | ClosePlan Admin > User Manager |
| One or more individuals in your organization who are given Administrator-level licenses and can configure and customize the application. Users assigned to the System Administrator profile have administrator privileges in the ClosePlan App. They are NOT assigned Admin rights in your Salesforce Org. |
Annexes | Scorecards and Playbooks |
| Links that can be added to Scorecard questions and Playbook events. |
BANT | ClosePlan Admin - Client Sales Methodology |
| A Sales Methodology often used as a basis for Scorecard Templates in the Scorecard module. Budget, Authority, Need, Timeline |
Business Unit | Account Plan |
| Business Units define geographical areas or individual divisions in an Account. |
Business Units Default | Account Plan |
| A List of areas or divisions created for use on an Account Plan, created and accessed in the User Manager under Business Units Default, and available for use in Account Plans. |
ClosePlan | Salesforce |
| A native Salesforce app, with the following modules: Playbooks, Scorecards, Relationship Maps, and Account Plan. |
ClosePlan Overview | Opportunity page Layout |
| A component that can be placed on the Opportunity page layout. It is generally located in the top right column and displays the Opportunity ClosePlan status information. |
Conflict Line | Relationship Map Surface |
| Red lines that indicate conflict or some other negative relationship between Stakeholders on a Relationship Map. Notes can be added to Conflict Lines to define the nature of the conflict. |
Contact | Salesforce Standard Object |
| Individuals associated with your accounts. Contacts are Salesforce Standard Objects. |
Create Snapshot | Opportunity Overview component |
| A snapshot of the deal at a particular moment in time. Create Snapshot is accessed through the ClosePlan Overview module on the Opportunity. It is found under the gear icon. |
Custom Attributes | Account Plan |
| A page found under the ClosePlan admin tab, controlling Product Lines and Metrics in Whitespace, used in Account Plan Templates. |
Dashboard | Account Plan and Opportunity ClosePlan |
| A dashboard shows data from source reports as visual components: charts, gauges, tables, metrics, or Visualforce pages. The components provide a snapshot of your organization's key metrics and performance indicators. Each dashboard can have up to 20 components. |
Decision Status | Stakeholder Information on Opportunity or Account Relationship Map |
| Decision Status is found in the Stakeholder information on an Opportunity or Account Map. Decision Status is a Picklist that indicates the Decision Making influence a Stakeholder has on an Account or Opportunity. Decision Status Picklists are defined in the User Manager > Environment > Picklist Values |
Environment | ClosePlan Admin page |
| A page found under the ClosePlan Admin tab, with seven subtabs that configure the ClosePlan application. |
Event - Playbook | Playbook |
| Events are components of a ClosePlan Playbook and represent best practice tasks required to complete a deal in your organization. Events are displayed in the Playbook in an Event List, the Gantt view, and the Kanban view. |
Event - Salesforce | App-wide |
| An Event is an activity that has a scheduled time, such as a meeting or a scheduled phone call. |
Event Types | Playbook |
| Event Types is a page in the User Manager. Event Types define Events used in the Playbook. |
Export Summary | Opportunity ClosePlan and Account Plan |
| The Export Summary feature is found on the Account Plan and ClosePlan Overview component on the Opportunity. Summary information about the Opportunity ClosePlan or Account Plan is exported as a PDF. |
Field | Salesforce |
| A part of an object that holds specific information, such as a text or currency value. |
Flags | Stakeholder Information |
| Flags appear in Stakeholder tiles on a Map Surface. Flags indicate the level of engagement with the Stakeholder. E.g., Role, Relationship, Decision Status, Support Status |
Full Access | User Manager |
| Full Access is a ClosePlan License type. (Read Only is the other) |
Gantt | Playbook |
| One way to view an Opportunity Playbook is to display Playbook Events on the left displayed against time across the top. Each Playbook Event is represented by a bar; the position and length of the bar reflect the start date, duration, and end date. |
Grant Account Login Access | Salesforce |
| Technical Support may ask for Account Login Access, allowing Support to work inside Client Salesforce Organizations to troubleshoot and resolve issues that may arise. |
Influence Line | Relationship Map Surface |
| Green lines that indicate positive influence or some other positive relationship between Stakeholders on a Relationship Map. Notes can be added to Influence Lines to define the nature of the influential relationship. |
Initiative | Account Plan |
| A defined motion to do something in the Account Plan. Initiatives wrap around and track Potentials and Opportunities. Initiatives introduce and organize Sales activities in Account Planning. They help structure an Account Plan Sales approach and coordinate and track Potentials and Opportunities related to the Account Plan. |
Kanban | Playbook |
| One way to view an Opportunity Playbook, showing Playbook Events as tiles on a grid under the headings: Not Started, In Progress, On Hold, Completed, Cancelled, Not Applicable. Each tile displays information about the status of the Event. |
Lead | Salesforce Standard Object |
| A sales prospect who has expressed interest in your product or company. |
License Management Application (LMA) |
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| The LMA keeps records on installs and licenses and provides basic tools that help you support our customers. Salesforce distributes it as a managed package, and it lives in our Salesforce org. From Salesforce: A free AppExchange app that allows you to track sales leads and accounts for every user who downloads your managed package (app) from the AppExchange. |
Metrics | Account Plan |
| One type of Custom Attribute. Users define Metrics in the Custom Attributes page under the ClosePlan Admin tab. Metrics are the measurable aspects that are most important to your Account Plan strategy, and are displayed in the Account Plan Whitespace Map. Metrics are defined by Users. e.g. Current Annual Revenue, Pipeline, # of seats, ARR, etc. |
MEDDIC (MEDDPICC, MEDPIC, etc.) |
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| A Sales Methodology often used as a basis for Scorecard Templates in the Scorecard module. Modules can include:
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Module | App-wide |
| A software component or part of a program. ClosePlan consists of four modules: Playbooks, Scorecards, Relationship Maps, and Account Plans. |
Object | Salesforce |
| Database tables that store data specific to the organization in Salesforce. There are two types of Objects in Salesforce: Standard and Custom. Standard Objects include Account, Contact, Lead, and Opportunity. ClosePlan Custom Objects include |
Opportunity | Salesforce |
| Deals in progress. Opportunity records track details about deals, including which accounts they're for, who the players are, and the amount of potential sales. |
Opportunity Map | Opportunity |
| A Relationship Map created in ClosePlan on an Opportunity. Opportunities may have only one map. |
Opportunity Owner | Opportunity |
| An opportunity owner is a User assigned primary ownership of an Opportunity. When an Opportunity is created, the User who created the opportunity is assigned as the owner by default. After the Opportunity is created, the Opportunity Owner can be changed to another User. |
Opportunity ClosePlan Template | ClosePlan Admin |
| An Opportunity ClosePlan Template is the framework that forms the Opportunity engagement strategy. Opportunity ClosePlan Templates include a Playbook and/or Scorecard. |
Periods |
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| A Period defines important dates in the Gantt timeline report in Playbook. The most common use case is fiscal quarter end dates. Periods are defined on the Periods page under the ClosePlan admin tab. |
Playbook | Opportunity ClosePlan |
| A ClosePlan Module, composed of Events that are defined in ClosePlan Templates under the ClosePlan admin tab. Playbooks reinforce best practices in the Sales motion and are part of a ClosePlan Template. |
Power | Relationship Map |
| Power is a status of a Stakeholder on a Relationship Map. To differentiate the stakeholders on the map, the tile of a Stakeholder who has been given Power is light yellow. |
Product Line | Account Plan |
| Product Lines are one type of Custom Attribute and are the Products, Services, or groups of Products and Services that your company provides. They are defined in the Custom Attributes page under the ClosePlan Admin tab, displayed in the Account Plan Whitespace Map, and defined by Users. |
Profile | Salesforce |
| Profiles define how Users access objects and data, and what they can do within the Salesforce application. Profile permission sets may interfere with ClosePlan functions. |
Read Only | User Manager |
| Read only is a ClosePlan License type. (Full Access is the other) |
Recalculate Permissions | User Manager |
| A feature found under the gear icon on the ClosePlan Overview component on the Opportunity Page. Recalculate Permissions can establish or repair access to Events in the Playbook for Users involved in the Opportunity, Users who are on the Opportunity Team, or when ownership of the Opportunity changes. |
Redistribute Permissions | User Manager |
| Redistribute Permissions is a feature on the User Manager Page under the ClosePlan admin tab. Redistribute Permissions can correct broken Permission Set Assignments for all Active Users. |
Relation Line | Relationship Map Surface |
| Relation Lines are dotted lines that indicate a relationship between Stakeholders on a Relationship Map. Notes can be added to Relation Lines to define the nature of the relationship. |
Relationship (Stakeholder information) | Stakeholder card |
| Relationships are connections between people, groups, or organizations. In ClosePlan, Relationships are documented in Stakeholder information on Opportunities and ACCOUNT PLAN Relationship Maps. Relationship status helps understand the connections between People that are important to a Deal. |
Relationships (on Maps) | Relationship Map Interface |
| Relationship is a status and is documented on the Stakeholder card in Relationship Maps. Relationship status documents the relationship the User has with the Stakeholder. |
Relationship Map | Opportunity and Account |
| Relationship Maps are a ClosePlan module that can exist on both the Opportunity and the Account. They show the Stakeholders who are important to Opportunities and Accounts. |
Role | Relationship Map Stakeholder Cards, Salesforce, ClosePlan Admin |
| A Role is found in the Stakeholder information on an Opportunity or Account Map. Role is a Picklist that indicates the Role a Stakeholder has on an Account or Opportunity. Role Status Picklists are defined in the User Manager > Environment > Picklist Values. The Role Picklist in ClosePlan may or may not be the same as the Opportunity Contact Roles found in Salesforce. |
Scorecard | Account Plan, Opportunity Template |
| A ClosePlan module found on the Opportunity. (Scorecards can also refer to part of the Account Plan, see: Account Plan Scorecards). Opportunity Scorecards present a cohesive structure to understand Opportunity engagement and health. Opportunity Scorecards are presented as a series of questions that provide guidance and reinforce Sales Methodologies. Opportunity Scorecards are Sales Methodology agnostic and can be created to support any methodology. |
Scorecard Categories | Opportunity and Account Plan Scorecards |
| Scorecard Categories group Deal Scorecard questions together. These questions frame Deal Scorecard reporting and produce a score based on the answers provided. Scorecard Categories are defined in ClosePlan Templates. |
Scoring Tiers | Opportunity and Account Plan Scorecards |
| Scoring Tiers segment scoring into named groups and can be assigned color coding. Scoring Tiers are found on the Scoring Tiers tab on the Account and Opportunity Template Overview page. |
Stakeholder | Relationship Map |
| A Contact that is placed on a Relationship Map. |
Stakeholder Overview | Relationship Map |
| A slide modal that contains information about Stakeholders. Access the Stakeholder Overview by double clicking a Stakeholder Tile or from the Stakeholder list on Opportunity or Account Plan Relationship Map tabs. |
Standard Users | App-wide, User Manager |
| Standard Users are one of two types of License levels for ClosePlan Licenses. Standard Users do not have Administration rights inside ClosePlan. |
Submap | Relationship Manager |
| A Submap is a map from an Account or Opportunity placed on another Account or Opportunity Map. |
Support Status | Opportunity or Account Relationship Map |
| A Picklist that indicates the support a Stakeholder offers on an Account or Opportunity. Support Status Picklists are defined in the User Manager > Environment > Picklist Values |
Task | Playbooks and Scorecards |
| A Task is a 'to-do' that is documented. Tasks are added to Scorecard questions. |
Template | ClosePlan Admin |
| A Template can be created for an Opportunity or an Account Plan. Opportunity Templates can contain Scorecards and/or Playbooks. Account Plan Templates can contain Scorecards and/or Whitespace Map. Opportunity and Account Plan Templates are created and stored under the ClosePlan Admin tab. |
Unknown Contact | Relationship Map |
| An Unknown contact is a Stakeholder on a map whose identity is unknown. For example, if a company is hiring a new CTO, that Stakeholder can be added to a Relationship Map hierarchy and converted to a Contact when the CTO is named. |
User | Salesforce |
| Any individual who uses products from People.ai |
Whitespace Map | Account Plan |
| A component of the Account Plan Module that documents and reveals Account health and customer engagement. |