Sales and marketing strategies Definitions

  • F

    freemium

    Freemium is a way of promoting services by offering the basic features at no cost, charging a premium only for supplemental features. The term, which is a combination of the words 'free' and 'premium,' was coined by Jarid Lukin of Alacra in 2006 after venture capitalist Fred Wilson came up with the idea... (Continued)

  • G

    go-to-market strategy (GTM strategy)

    A go-to-market strategy (GTM strategy) is an action plan that specifies how a company will reach target customers and achieve competitive advantage.

  • I

    IT reseller

    An IT reseller is an intermediary entity in the distribution channel that purchases software and/or hardware from the manufacturer or some other entity, such as a wholesaler or a distributor, and sells it to consumers.

  • L

    lead generator

    A lead generator is any marketing-related activity intended to publicize the availability of a vendor's product or service...(Continued)

  • M

    market development funds (MDF)

    Market development funds (MDF) are a resource that a vendor grants to its indirect sales channel partners to help the channel with sales and marketing programs.

  • P

    prime contract

    A prime contract is any contract or contractual action that is awarded directly to a contractor by the U.S. Federal Government for the purpose of obtaining equipment, supplies, materials, or services of any kind.

  • proprietary solution

    A proprietary solution is a hardware or software product or combination of products and services that is tied to a specific vendor, to the exclusion of all other vendors... (Continued)

  • R

    Request for Proposal (RFP)

    A request for proposal (RFP) is a document that an organization, often a government agency or large enterprise, posts to elicit a response -- a formal bid -- from potential vendors for a desired IT solution.

  • S

    IT solution

    An information technology (IT) solution is a set of related software programs and/or services that are sold as a single package.

  • sales lead

    A sales lead is a potential sales contact, individual or organization that expresses an interest in your goods or services.

  • sales motion

    A sales motion is the particular sales method an organization uses to deliver a product or a service to its customers.

  • Small Business Innovative Research contract (SBIR contract)

    A type of contract designed to foster technological innovation by small businesses with 500 or fewer employees. The SBIR contract program provides for a three-phased approach to research and development projects: technological feasibility and concept development; the primary research effort; and the conversion of the technology to a commercial application.

  • Small Disadvantaged Business (SDB)

    A Small Disadvantaged Business describes any small business concern that is at least 51 percent owned by one or more individuals who are both socially and economically disadvantaged... (Continued)

  • solution selling

    Solution selling refers to the philosophy or practice of uncovering a customer's pain points and then providing products and services that address the underlying business problem.

  • special purpose acquisition company (SPAC)

    A special purpose acquisition company (SPAC) is a corporation formed by private individuals to facilitate investment through an initial public offering (IPO)... (Continued)

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