Digital definitions

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Introduction

The advantage of being experienced in online and digital initiatives is finding key success factors that make a huge difference when implementing them early on. One of these is a shared understanding of the nomenclature used internally. 

You can use these definitions as the basis to build your own internal digital and online marketing definitions for common terms and expressions.

If you find this guide helpful, you can download a PowerPoint version that you can easily share with colleagues.

Index

Index

A

A/B testing

Also known as split testing, it is one of the most effective ways to make measurable and scientific improvements to, e.g., your website. A/B testing creates at least two versions of a piece of content, such as a headline or a CTA (call-to-action) button, and shows each version to a different and similarly sized audience to explore which test has the desired response.

Account-based marketing (ABM)

A growth-driven approach where marketing and sales work together to create personalised buying experiences for a select set of high-value companies and individuals.

Actionable analytics

Provides data and insights you can take action on and make fundamental, significant changes based on.

Activity-based selling

The idea is that winning sales results from a cascading chain of controllable activities. But unfortunately, sales reps aren't always sure where to spend their time and get lost in day-to-day "business" rather than the activities that are truly meaningful to the sales process.

Advertising plan

Outlines your approach and tasks to reach your target audience and achieve your advertising goals. In the plan, you'll summarise the touch points you'll use, messaging, and budget — all of the elements, data and information you need to legislate your advertising strategy.

Ad Tech

The umbrella term for the software that helps you target deliver and analyse your digital advertising efforts.

Algorithm

It's a rule-based procedure for making calculations or solving problems. Algorithms are everywhere in computer science and are crucial for leading software. In social media, algorithms are those that determine which content you see. ​

For example, your Facebook newsfeed doesn't show every status update or photo from your friends. Instead, it displays an algorithmically curated set of content that Facebook thinks is most worth seeing. ​

Similarly, Twitter and Facebook use algorithms to define which topics and hashtags are currently trending. Like the algorithms that power search engines, social media algorithms have a massive effect on your brand's online visibility.

Alt-Text (Alternative text)

It is also known as an alt-description, alt-attribute, or alt-tags. It describes an image on a website. This text allows search engines to crawl and rank your website optimally and helps screen-reading tools relate images to visually impaired readers. ​

Amazon

The largest and best online retailer in the world. Amazon also provides a superior cloud service.

API (Application Programming Interface)

API is a series of rules and an information middleman. APIs allow other applications to extract information from a piece of software and use it in their application or sometimes for data analysis. An API is a blueprint enabling "your stuff" to work with and talk to "their stuff." Your stuff, in this case, is called the API endpoint.

API endpoint

The digital destination that an API sends requests for information from a web application or server and where they receive a response and access the resources needed to carry out their function.

API payload

The payload of an API is the data you are interested in transporting to the server when you make an API request. Simply put, it is the body of your HTTP request and response message.

Audience targeting

The method of separating consumers into segments based on interests or demographic data. Marketers should use audience targeting to formulate campaigns that align directly with their consumers' lifestyles.

Author

An author is the creator of any work, such as a blog article or a content offer. Broadly defined, an author is an individual who originated anything and whose authorship determines responsibility for what was created.

B

Back-end developer

In web development, a back-end developer builds and maintains the back end of websites or web applications. B ack end consists of all components a user doesn't interact with — including databases, APIs, servers, and application logic. Back-end developers are creating this infrastructure and work to ensure these components function properly.

B2B

Short for business-to-business. Businesses and organisations exchange goods, products, solutions and services. For example, one company may contract with another firm to provide the raw materials needed to manufacture a product.

B2B Marketing

Any marketing strategy, approach, or content geared towards a business or organisation. Companies that sell products, solutions or services to other businesses or organisations typically use B2B marketing.

B2B sales

The process of selling products, solutions or services from one business to another. The most common type of B2B sale occurs when a company sells a product or service to another company that will use it to help run its business. Business-to-business sales are mainly made through relationships and personal networks.

Big data

Big data is large sets of unstructured data. Traditionally, the data ​we analyse has already been formatted into nice rows and columns. Think of a spreadsheet with a list of customer names and email addresses. The reason why big data is hard to analyse is that the data sets are massive and complex. For example, they might contain the messy natural language we find in tweets and Facebook updates, so the challenge involves sorting, analysing, and processing. But as the data sets are so large and layered with information, sound analysis can reveal surprising insights.​

Best practice

Zooma experiments to create best practices from all perspectives for our customers.
Best practice intends to create standards and guidelines to produce the best possible outcomes if followed. Our best practices are related to how to carry out something, e.g., a campaign, an initiative, a solution, a task, or configuring something. Our best practice guidelines are internal and re-used and refined externally.
 

Bio

A short for biography is a small portion of your online profile that explains who you are. All social media accounts feature a bio as they are valuable in attracting followers with similar interests.

Blockchain

Blockchain is an online ledger that uses an open, distributed record to keep track of transactions. Transactions include actions like sending cryptocurrencies or sharing medical information.​

Bounce rate

The bounce rate of a web page is the percentage of your visitors who leave after viewing that web page. A web page with a high bounce rate is performing poorly. Comparing your high bounce pages to your low bounce pages is a great way to find out what's working for your visitors and what isn't.

Brand

The perceived image of what you offer or the gut feeling.

Brand authenticity and engagement

Ensure that your brand is consistently aligned with (and responsive to) the expectations of today's employees and B2B buyers.

Brand awareness

Brand awareness usually refers to how familiar your target audience and the general public are with your brand. High brand awareness sometimes leads to brands being trending or popular. Brand awareness is essential because customers generally appreciate purchasing from well-known and familiar brands. 

Brand equity

Reveals how much more you earn thanks to your brand. Brand equity is a blend of customer perception, familiarity, quality, consideration, and the resulting value.

Brand extension

Brand extension happens when companies extend their brand to develop new offerings in new industries and markets. And brand extensions allow companies to leverage brand awareness and equity to create more revenue streams and diversify their offerings. 

Brand health

A collection of metrics around your brand representing the customers' perception of your brand, products, solutions and services, public image, and communication. Brand health helps examine if people are happy with your brand, what aspects of it they highlight, and how.

Brand identity

Brand identity is your company's personality and the brand promise you make to your potential and existing customers. After touching or interacting with you and your brand, the brand promise is what you want your customers to walk away with. Therefore, your brand identity comprises your values, how you communicate your offering, and what you want people to feel when they touch or interact with it.

Branding

A practice in which a company creates a name, symbol, or design. That is easily identifiable as belonging to the company. ​

Brand loyalty

In a qualitative definition, brand loyalty is customers who repeatedly purchase from your company, build trust in you and your company and consistently choose you and your company over competitors. Brand loyalty always involves emotional attachment and overall positive affinity. 

Brand management

Refers to the process used to create and maintain your brand. Brand management includes managing the tangible elements of your brand, e.g., style guide, packaging, colour palette, and the intangible brand elements, i.e., how your target groups and customer base perceive it. Your brand is a breathing asset and should always be managed as such.

Brand personality

Human behaviour and characteristics associated with your brand.

Brand pillars

The values and characteristics that set your company apart from your competitors.

Brand positioning

The process of setting your brand and business apart from your competitors in a way that builds preference among your desired audience. Brand positioning aims to associate your company with an idea or category in the minds of potential and existing customers.

Brand positioning statement

The most important message that sets you apart.

Brand promise

The value or the experience your customers can expect every single time they interact with your company. The more you can deliver on that promise, the stronger the value of your brand in the mind of customers and employees.

Brand recognition

How well a customer recognises and can identify your brand without seeing your company name. Brand recognition goes hand-in-hand with brand recall, the ability to think of a brand without visual or auditory identifiers.

Brand refresh

A reimagining of your brand's look and feel. A way to create a new face for the brand that is fundamentally strong but feels stale or outdated. While it usually centres on redesigning visual identity, a brand refresh can also affect company culture, systems, products, solutions, and services.

Brand reputation

Hard to measure by numbers since brand reputation contains many aspects of your company's image. Measuring brand reputation means analysing different metrics that give you an idea of how your customers perceive your brand.

Brand story

A complete picture made up of facts and feelings, told by you and the target groups.

Brand strategy

A tier-two version of your business strategy outlines how your company builds rapport and favorability within the target audience. Your brand strategy aims to provide the foundation for your company to be memorable and that the customers patronise your company over the competition.

Brand tracking

The ongoing measurement of your brand-building efforts against critical metrics, such as brand awareness and perception. Trackers help brand owners to understand brand health and make informed decisions to increase sales, deliver a more significant return on marketing investment, and win market share.

Brand trust

Refers to how strongly customers believe in your brand. Do you deliver on your promises? Does your sales service fulfil the customer's expectations, or do they go above and beyond? Brand trust creates trust among your customers, which is essential in a world where few customers feel confident in large companies. 

Brand valuation

A commercial valuation of your brand is derived from customer perception, recognition, and trust. Brand valuation goes hand-in-hand with brand equity. A compelling brand can be invaluable to investors, shareholders, and potential buyers.

Brand value

The monetary worth of your brand.

Brand voice

Brand voice is the selection of words, values, and your company brand's attitude and uses when addressing the target audience or other stakeholders. Brand voice is how a brand conveys its personality to the external audience.​

Breadcrumbs

A navigational aid allows users to track their current location on a website or interface. For example, a breadcrumb trail displays the page a user is currently on and its relation to the pages they visited before it or the hierarchy of higher-level parent pages above the current page.

Breadcrumbs navigation

It lets the online user quickly navigate to their visit's starting point or earlier pages.

Business blog

A business blog is a content area filled with knowledge content. The content should be objective, relevant, and convincing. It consists of articles and (gated) content offers, and credible authors should create them. The focus should be on the needs of the targeted personas, so this is not the place for advertising or bragging about having the best product in the world. Instead, you want to solve the experienced problems or answer people's questions. Do that, and they will come back searching for more.

Business flywheel

The adaptation of The Flywheel to your company.

Business requirement document (BRD)

A structured and formal description of a project. It explains why a company needs to build, e.g., software or a solution. BRDs also cover the problems projects shall solve and how much money they will bring.

Business strategy

A business strategy is a foundation for the whole company. It includes the why, the vision, the mission, the target groups, the business goals and the guiding principles.

Buyer journey (B2B)

Describes a buyer's path to a B2B purchase. Your potential buyers don't wake up and decide to buy on impulse. Instead, they go through a process to become aware of, consider and evaluate, and choose to purchase a new product or service.

Buzzword 

A snappier version of technical jargon and expressions. It can help anyone sound more relevant and demonstrate expert knowledge when used correctly. However, missing it leads to you'll lose credibility.

C

Campaigns

Organised efforts to promote specific targets, e.g., raising awareness of a product, service or solution, capturing feedback or getting new subscribers. Campaigns typically aim to reach consumers in various ways and involve a combination of touch points and media, e.g., email, landing pages, pay-per-click, and social media.

Capital expenditure (CapEx)

Purchases of significant goods, solutions or services that will be used to improve your company's future performance. CapEx includes the cost of fixed assets and the acquisition of intangible assets such as patents and other forms of technology. Capital expenditures are typically for fixed assets like property, plant, and equipment (PP&E).

Channel marketing

To use indirect distribution channels and partners for marketing your solutions.

Chittabang

The whole picture and how things stand and are related.

Clickbait content-rich result

Visually enhanced search results provide supplemental information to a web page's title, URL, and meta description.

Clickthrough rate (CTR)

The percentage of your online audience clicks through from one part of your website to the next step of your campaign. As an equation, it's the total number of clicks your page or CTA receives divided by the number of opportunities people had to click (ex: number of pageviews, emails sent, etc..

Cloud computing

The use of comprehensive digital capabilities delivered via the internet for companies to operate, innovate, and serve customers. It eliminates the need for companies to host digital applications on their servers.

CLTV: CAC

This statistic tells you the ratio between your Customer Lifetime Value and Customer Acquisition Costs (see below for definitions of these terms). It isn't profitable to spend too much on acquiring new customers (for example, in a ratio of 1:1). However, this doesn't mean that a higher ratio is always better. When the ratio is too high, you might want to spend more on sales and marketing, so they grow faster since you are restraining your growth by under-spending and making it too easy for your competition. To give some context, investors in increasing SaaS companies tend to look for a ratio of about 3:1.

Co-branding

A strategic partnership in marketing and promotion between two brands wherein the success of one brand brings success to its partner brand, too.

Cognitive walkthrough

A usability test identifying flaws in a product, solution or service design. Participants new to the product, solution or service are asked to complete a series of actions and are then judged on whether or not they can complete those actions. This helps companies improve their offers and align their products with customers' needs.

Competitive advantage

A company's characteristics allow it to bring more affordable, higher-quality, or innovative products or services to market than its competitors.

Competitive market analysis

The approach involves researching the major competitors to gain insight into their products, sales, service and marketing tactics. Implementing a more robust business strategy, warding off competitors, and capturing market shares are some benefits of conducting a competitive market analysis.

Contact

An identified email address in your database.​

Contact data

Information about an individual contact, e.g. name, title, company, and a timeline of interactions.

Content

Information with a purpose to people in a form through a channel. Examples of content forms are, e.g., text, audio, images, animations, and video.

Content audit

Collecting and analysing online assets, such as landing pages or blog posts. Content audits keep an inventory of a website and provide insight into which content to create, update, re-purpose, re-write, or delete.

Content creation

Build a content strategy, produce content in different formats, and provide it to your ​targeted audience.​

Content creator

A content creator makes and provides content for digital channels, such as websites and social media, that target a specific end-user or audience.

Content creators can create various materials, from blogs, news reports, images and videos to audio content, emails and social media updates.

Content curation

Find relevant content from various sources to your target audience and share it through your communication channels.

Content governance

The framework and processes your company uses to manage its content and determine how you create, publish, and maintain it. It defines priorities, provides guidelines, and assigns ownership to people within an organisation to execute your company's content strategy.

Content management system (CMS)

Sometimes referred to as web content management system (WCMS). Whether you're running a blog, website, or social media presence, a content management system (CMS) is the backbone of your content. A CMS is an online application allowing you to draft, share, edit, schedule, and index your content. ​Some CMSs use simple editors to create and publish content without requiring coding knowledge. ​

Content manager

A content manager's tasks involve planning, researching, sourcing, writing, and editing exciting content to be published for members and readers. Content managers work with content management software (CMS). The CMS enables the CMS manager to make any needed changes just by clicking a button efficiently.

Content map ​

A plan to provide or deliver the right content to the right people, when and where they want it. Content mapping considers the characteristics of the personas who will consume the content and their lifecycle stage to better meet their challenges and needs with the different types of content they provide.​

Content marketing ​

Aimed to attract and retain customers by creating and distributing relevant and valuable content, e.g. articles, videos, white papers, guides, and infographics. Content created needs to be helpful, answer questions and solve problems, entertain, and educate. Therefore, content marketing is a vital technique for companies of all sizes. ​

Content offer

Valuable, relevant, and consistent content for which the persona will exchange their contact information (by filling out a form ​on your website).​

Content planning

The planning process for content creation. From idea ​through production to publishing.

Content population

Adding content to, e.g., a website. The content population is how your website design helps to deliver your message, textually and visually. One of the most critical aspects of the content population is ensuring that metadata is present, relevant and correct on every web page. Generally, there is a misconception that the content population is an easy copy-and-paste exercise. On the contrary, the content population is a separate phase that requires organisation, preparations, revisions and reviews. As a result, it can be a considerable, labour-intensive, time-consuming, and challenging task.

Content specification

The specification of content offers for each phase of the ​persona's decision journey.​

Conversion

It happens when your online visitor completes the goal of your page, such as clicking a CTA button or purchasing. Depending on your web page and business, you define conversions differently. It could be anything from filling out a form to downloading a content offer to purchasing a product, solution or service.

Conversion rate optimisation (CRO)

The process of improving your web site conversion using design techniques, fundamental optimisation principles, and testing.

Cookies

According to the EU Internet Handbook, a cookie is a small piece of data that a website asks your browser to store on your computer or mobile device. The cookie allows the website to "remember" your actions or preferences over time. Most browsers support cookies, but users can set their browsers to decline them and delete them whenever they like.​

Core values

Defines your strengths, show how you want to treat people, what you need to do to deliver your mission, and follow the vision.

CPIs

Short for customer performance indicators.CPIs are about your customer. They are quantifiable measurements of how well a company performs against the goals most important to the customer. Every customer interaction brings a purpose, problem, challenge, need, intent, or question, along with high expectations for how quickly or easily that outcome will be realised. 

These outcomes must be measured through relevant customer performance indicators (CPIs).

CRM manager

Responsible for the CRM implementation and advancement of strategies, plans, and systems or software to take your relationships with potential and existing customers to desired heights. They put the bits in place that help you gain new customers and oversee the process of retaining your existing ones.

Cross-selling

When you encourage an additional purchase of anything with the primary product, e.g., a mobile phone retailer suggests a customer buy a new case for their new phone.

CSS position property

It is used to specify where an element is displayed on the page. When paired with the top, right, bottom, and left CSS properties, the position property determines the final location of the element.

CSS viewport

The area of a webpage that's visible to the users and fundamental to web development since its dimensions control how page elements appear.

CTA (Call-to-action)

A button you can use on your content to drive potential and existing customers to convert on a form and be added to your contacts database. CTAs should always be attractive, action-oriented, and easy to locate on your pages and emails.

Customer

Your actual, paying customer.​

Customer Acquisition Costs (CAC)

Your CAC is the average amount you spend bringing in one new customer. This is calculated by adding up all your costs for marketing and sales. Make sure to include everything, from salaries and the cost of external agencies to ad spending and software expenses within a given period. You now have your total marketing and sales costs. The number of new customers you've acquired in that period should also be known. Now divide your total costs by the number of new customers you got in that period; your cost per acquisition is what you're left with.

Customer advocacy

A type of customer service where the team is focused on what's best for the customers. Essentially, it's a company's culture shift from company-centric to customer-centric.

Customer case study

Case studies can be in-depth and describe the customer's challenge, the mutual approach and the outcome.

Customer Experience (CX)

The management and curation at every stage of the customer's buyer journey, both on and offline, by any customer-facing function or team.

Customer journey

The process of nurturing existing customers to retain their business.

Customer Lifetime Value (CLTV)

Your CLTV is the total value of a customer for your company. Here you mustn't just think about the initial amount a customer spends, but the value, they bring over the whole relationship.

Customer relationship management (CRM)

A system or software tracking information and interactions between your company and your potential and existing customers. This software or system is usually accessed and edited by numerous people to improve and optimise the customer experience, automate parts of the sales cycle, and improve communication and interaction.

Customer satisfaction

A measure of how a company, its products, and services meet or surpass customers' expectations. Customer satisfaction is defined as the number of customers, or percentage of total customers, whose reported experience with a company, its products, or its services exceeds specified satisfaction goals.​

Customer service

The support you offer your customers — before and after they buy and use your products, solutions or services — that helps them have an easy and enjoyable experience with you.

Customer story

A customer story is an engaging article that integrates testimonial quotes from a happy client or customer praising the work completed.

Customer success

Ensuring your customers achieve desired outcomes when using your products or solutions is less likely to churn.

Customer support

The process of solving any customer challenge and pain point immediately and effectively via phone, email, live chat, tickets, and social media.

CX (Customer experience)

Your potential and existing customers' impression of your brand throughout all aspects of the buyer's journey. It results in their view and gut feeling of your brand and impacts factors related to your bottom line, including revenue.

D

Data literacy

The essential ability to comprehend the importance of data and how to turn it into insights and value. In a business and commercial context, you'll need to be able to access and work with relevant data, find meaning in the numbers, communicate insights to others, and question the data when required.

Data management

The practice of collecting, storing, processing, and protecting data in a way that’s effective and sustainable. The data is usually associated with potential and existing customers, employees, providers, suppliers, deals, accounts, competitors, and finances. When companies effectively manage their data, they gain insights that can drive business decisions.

Data privacy/data governance

GDPR, PECR and all other aspects of best practices around customer data.

Decision maker

The individual who makes the final decision of a purchase. They are usually guarded by at least one gatekeeper.

Decision tree

A flowchart starts with one main idea — or a question — and branches out with the potential outcomes of each decision. By using a decision tree, you can identify the best possible course of action.

Digital

A digitalised format or a process. It describes electronic technology that generates, stores, and processes data. Digital can thus be both online and offline—for example, a digital audio file can be streamed online and stored on a disc or hard drive. ​

Digital creator

Someone who creates content across all digital platforms. The content can be videos, photos, graphics, blog posts, or other forms of media — and the platforms can be YouTube, LinkedIn, TikTok, Instagram, Twitter, a website, or any other digital space. Digital creators produce content meant to engage an audience. Engaging content can include formats like TV show reviews, tutorials, or day-in-the-life vlogs. But no matter what their content looks like, a digital creator must produce high-quality and engaging material.

Digital events

The approach to be successful with conferences, forums, exhibitions and all other event formats held exclusively via digital platforms.

Digital design

Any design that appears in a digital format (e.g. on an app or website) rather than in print (on a physical page) is considered digital design.​

Digitalisation

Digitalisation is the reimagination of business models, industries and societies. Based on new capabilities that digital technology makes available to us. Digitalisation is a fertile ground for innovation and growth, the impact of which can be disruptive. Examples of digitalisation companies at the forefront are Amazon, Facebook, Alibaba, Google, and more.​

Digital literacy

Covering the digital skills needed to work, learn, and navigate our everyday lives in the increasingly digital world. You can interact easily and confidently with technology when you have digital literacy skills. Digital literacy includes skills like:
● Keeping on top of emerging new technologies
● Understanding what tech is available and how you should use it
● Using digital devices, applications, and software – at work, in education, and your everyday life
● Using digital tools when communicating, collaborating, and sharing information with other people
● Staying secure and safe in a digital environment​

Digital nomads

Remote workers work from different locations. They often work in coffee shops and co-working spaces.

Digital sales

A catch-all term that covers any aspects of your sales process conducted digitally. That can include elements like outreach, sales enablement, or any other key sales activities supported by digital mediums like email, social media, and online reviews and testimonials.

Digital strategy

Focuses on using technology to improve your company performance, whether creating new offerings or reimagining processes. The digital strategy is a tier two version of your business strategy. It specifies the direction the organisation will take to develop and complete competitive advantages with technology and its tactics to achieve these changes.

Digital transformation

Digital transformation is building the capability to explore, experiment and exploit new opportunities made available by advancements in digital technology. Many companies have started their digital transformation programmes, focusing on helping them adopt digital practices, processes, technologies, culture and business models. These programmes are typically spurred on by the ambition to increase efficiencies and profit by digitising their existing business. And additionally, to identify new opportunities for growth and competitive advantage through digitalisation.

Digitisation

Digitisation means converting existing products, services, processes or any other analogue format into a digital format. ​The benefits of digitisation are significant: efficiency, operational excellence, predictability and cost-cutting. Digitisation doesn't affect the underlying business model; it merely creates a near-perfect copy of its analogue counterpart that can be stored, processed, and transmitted at near-zero marginal costs.​

Direct marketing

A form of advertising where companies communicate directly to their customers through various mediums, including text messages, email, websites, online ads, and flyers. This approach bypasses intermediaries, such as retailers or television commercials and instead goes straight to the consumer.

Discovery call

The initial call that a sales rep makes to an identified prospect asks them some essential questions to qualify them for the relevant next step.

DRI

DRI stands for directly responsible individual. It's a title given to the person ultimately accountable for a decision or ensuring a project or task is completed.

Drip campaign

A series of messages are sent based on time delays. A typical example is downloading a whitepaper, and a week later, you receive an email asking you to sign up for a webinar. A week after, you receive an email asking you to read a case study, and a week later, an email asking if you want to download a brochure.

Dynamic pricing

Also referred to as demand pricing, surge pricing, or time-based pricing.

A price strategy where companies adjust the prices of their offerings to account for changing demand. For instance, an airline will shift seat prices based on seat type, number of remaining seats, and time until the flight.

E

eCommerce

To buy and sell B2B products, solutions or services online.

Editorial calendar

A visual workflow that helps your content creators schedule daily, weekly, or monthly work. Editorial calendars can help you track content types, promotional channels, authors, and, most importantly, publish dates.

Embedded media

Digital media is displayed within another piece of content outside its native setting. ​

Emotional engagement

Content-led engagement and campaign execution, regardless of channel.

Engagement

Engagement refers to messaging, interacting with or talking to other people, mainly on social media. This term encompasses different types of actions on social media, from commenting on posts to participating in chats. At its simplest, online and digital engagement is any interaction with other accounts and users. ​Engagement is a core part of online and digital; your followers expect you to interact with them. ​

Engagement rate

Engagement rate is the percentage of people actively engaging with your content or functionality, e.g. clicked the link, replied, liked, favourited, and shared. ​Engagement rate can be a valuable metric to help determine the quality and success of your social media messaging, as it indicates how exciting or useful people found the message.

Evergreen content

Content that remains relevant and applicable for more extended periods. Evergreen content is SEO-optimised to drive website or blog traffic, and the content seldom changes.

Eye tracking

Technology that tracks an individual's eye movements. This tech is helping you gain comprehensive insights into where a person is looking, what exactly they're looking at, and for how long.

F

Feature

A function that can solve a potential buyer's need, challenge or pain point; usually, a distinguishing characteristic that helps to boost appeal.​

First response time

A measurement of how long it takes for a company to give the first response to a customer's comment or inquiry. To measure this, this can be a KPI for customer service because even if the issue is not resolved immediately, a quick first response demonstrates that the company is listening and willing to help. ​

Flywheel

How you should conceptualise the buying process and the sales process. The flywheel shows awareness, engagement, and delight during the customer's buying journey. The most effective way to achieve growth is by applying force and removing friction in each phase. ​

Form

A place where your online visitors can supply their data and information in exchange for your offer. This is how those visitors may convert into contacts and leads. As a best practice, only ask for the information you need to effectively follow up with them.

Forum

An online message board where people can hold discussions.​

G

GA4

This is a shortening of Google Analytics 4. It is an analytics service that lets your company measure website traffic and engagement across your websites and apps.

Gamification

In marketing, gamification incorporates common game elements — scoring points, levelling up, or earning virtual currency — into marketing campaigns to boost user engagement and drive conversions.

Gatekeeper

A role or a person enabling or preventing information from getting to another person(s) in a company.

Generative research

Research digging deep into your customers' lives to help you understand their behaviours, experiences, attitudes, and perceptions. You can use this information and input to shape your products, solutions and services.

Geolocation, geotagging

Tagging content with a specific location. GPS-enabled smartphones have made geotagging a core aspect of online. ​

Geotargeting

This online feature allows users to share their content with geographically defined audiences. Instead of sending generic messages and content, you can refine the messaging and language of your content to be more relevant to people in specific countries, regions and cities. You can also filter your audience by language.​

Get onlinified!

One of the most powerful taglines in the world.

Ghostwriting

Writing copy or creating content under someone else's name.

GitHub

An online software platform used for developing, networking, storing, tracking, and collaborating on software projects. GitHub enables developers to upload their code files and collaborate with other developers.

Growth hacking

It is an umbrella term for initiatives focused solely on growth. It is used mainly within early-stage startups that need massive growth in a short time on small budgets.

Growth hacking aims to acquire as many customers as possible while spending as few resources as possible. The term growth hacking was coined in 2010 by Sean Ellis.

Growth marketing

Approach and positioning of marketing as the engine room of business growth. Growth marketing is creating and conducting experiments to optimise and improve the desired results of a target area. For example, if you have a particular metric you want to increase, growth marketing is a method you can utilise to achieve that.

GUI (A graphical user interface)

A digital interface in which the user interacts with graphical components such as icons, buttons, and menus. In a GUI, the visuals displayed in the user interface convey information relevant to the user and actions they can take.

H

Hashtag

An octothorpe. The hashtag is a word and phrase preceded by the '#'-sign. Hashtags are a simple way to mark social media content topics and make them discoverable to people with shared interests.​

On most social networks, clicking a hashtag will reveal all the recently published public messages containing that hashtag. Hashtags first emerged on Twitter as a user-created phenomenon and are now used on almost every social media platform.​​

HubSpot

HubSpot is an American company that develops the best software products for inbound marketing, sales, and customer service. It provides software and tools for social media marketing, content management, web analytics, landing pages, customer support, and search engine optimisation. In addition, HubSpot provides integration features, e.g., salesforce.com, SugarCRM, NetSuite, and Microsoft Dynamics CRM.

HubSpot also provides third-party services such as templates and extensions. Additionally, HubSpot offers consulting services and an academy for learning marketing, sales, service and operational tactics. It also hosts user group conferences and certification programs.

HubSpot promotes its inbound concepts through its marketing and communication and uses itself as the test bed for best practices.

HubSpot CRM

The core of HubSpot is a CRM platform that allows you to track leads and customers at different stages in their journey. HubSpot’s CRM is free and comes with various tools, including live chat, dynamic lists, forms for lead capture and email marketing.

HubSpot CMS Hub

A content management software designed to make website updates, hosting, and infrastructure easy. This easy-to-use platform helps marketers create, update, and optimise website pages independently and allows developers to code sophisticated solutions using their preferred tools. CMS Hub is rooted in our CRM platform, allowing you to build websites with the customer experience in mind.

The CMS Hub is available in three editions: Starter, Professional, and Enterprise. Each plan fits a different budget and includes tools to solve specific customer problems. This means you can find a plan to suit your needs, whether you work for a small business or a booming enterprise.

HubSpot Operational Hub

An operations software designed to help teams connect apps, sync and clean customer data, and automate business processes.

The Operations Hub is available in three editions: Free, Starter, and Professional. Each plan fits a different budget and includes tools to solve specific customer problems. This means you can find a plan to suit your needs, whether you work for a small business or a booming enterprise.

HubSpot Marketing Hub

A marketing automation software designed to help you attract the right audience, convert more visitors into customers, and run complete inbound campaigns at scale. It offers the tools you need to save time, stay organised, and efficiently engage with your potential and existing customers — all on one powerful, easy-to-use platform.

The Marketing Hub is available in three editions: Starter, Professional, and Enterprise. Each edition is designed to fit a different budget and includes tools to solve specific customer problems. This means you can find a plan to suit your needs, whether you work for a small business or a booming enterprise.

HubSpot Sales Hub

A powerful sales CRM software designed to help you close more deals, deepen relationships, and manage your pipeline more effectively. It offers the tools you need to boost productivity, shorten deal cycles, and make the sales process more human — all on one easy-to-use platform.

The Sales Hub is available in three editions: Starter, Professional, and Enterprise. Each plan fits a different budget and includes tools to solve specific customer problems. This means you can find a plan to suit your needs, whether you work for a small business or a booming enterprise.

HubSpot Service Hub

A customer service management software enables you to scale your customer support, unite front-office teams, and provide proactive customer service that delights and retains customers. It gives your company one unified view of each customer interaction – all on one powerful, easy-to-use platform.

Service Hub is available in three editions: Starter, Professional, and Enterprise. Each plan fits a different budget and includes tools to solve specific customer problems. This means you can find a plan to suit your needs, whether you work for a small business or a booming enterprise.

Hybrid events

To explore new formats and technologies to deliver the next generation of events.

Hyperindividualism

People tend to understand themselves as disparate entities rather than primarily as members of collectives or groups.

I

Impressions

The number of times an ad, sponsored update, or promoted post is displayed.​

Inbound

At its most basic level, Inbound is a methodology that forces you to only look from the outside. A philosophical way of thinking about people and how to show respect for who they are, their expectations, needs and challenges.

Inbound marketing

This business-driven methodology attracts potential and existing customers by providing valuable content and experiences tailored to them. Inbound marketing forms the connections you are looking for and have answers to the problems and challenges they have.

Inbound sales

A personalised, helpful, and modern sales methodology. Inbound sales organisations focus on potential and existing customers' pain points, act as trusted consultants, and adapt their sales approach to the buyer journey.

Influencer

An influencer can reach a significant audience and drive awareness about a trend, topic, company, or product. The influencer must also be a credible and passionate brand advocate from a marketing perspective. However, influencers often try to remain impartial toward brands to maintain credibility with their earned audiences. Influencer strategies should involve aligning marketing, sales, customer service, and PR teams.

Influencer marketing

A strategy where companies rely on an influential leader to recommend their product, solution and service to their target audience. These leaders usually have a large social following or captivate a market segment.

Information architecture (AI)

The way you organise and structure the content of your website.

Interactive marketing

Interactive marketing is a tactic that uses visuals or videos to get your audience to engage with your content. This form of marketing captures your audience's attention, delights them, and creatively presents your product or service.

Internet

A system of computer networks, i.e., a network of networks in which online users at any connected device can, if they have access, get information from any other connected device.

Internship

It gives an intern (student) the possibility for career exploration and development and to learn new skills. It offers the employer the chance to bring new ideas and fuel into the culture and the workplace, develop talent and potentially build a pipeline for future employees.

Instagram engagement rate

Quantitative measurement of how users interact with the content on your profile. It takes your number of followers, likes, comments, and shares into account. Engagement rates are calculated by dividing an account's likes and comments by follower count.

J

Java

Sun Microsystems first released a programming language and computing platform in 1995. Java has evolved from humble beginnings to power a large share of the digital world by providing a reliable platform upon which many services and applications are built.

K

KBIs

Short for key behaviour indicators. Tracking behavioural data on how people act and behave, e.g., the time spent at a touchpoint.​

Knowledge base

An online self-serve library of relevant information about a product, service, solution, or topic. It makes it easy for your customers to find the needed information so your team can spend less time answering common questions and more time helping customers succeed. Typically, the contributors to your knowledge base are well versed in the relevant subjects and add content to and expand the knowledge base.

Knowledge leader

Business professionals who have advanced knowledge in a specific field. Authorities in a particular topic or area are uniquely qualified to provide guidance and advice. They are mainly in high demand in companies requiring an approach to change and improved operations, way of working and culture.

Knowledge management

Involves documenting, storing, and organising company knowledge.

Knowledge management system

A software platform to maintain and communicate critical knowledge.

Knowledge manager

Responsible for overseeing and maintaining your company's knowledge base. Knowledge managers also distribute information within the company and to external stakeholders.

KPIs

Short for key performance indicators. Measurement of the progress towards achieving the objectives, e.g., 4,000 MQL.​

L

Landing page

A specific page on your website is used when you want to collect a visitor's contact data in exchange for a resource, like a downloadable presentation. The contact data is collected using a lead-capture form where the visitor enters details like their name, email address, and job title.​

Last touch

The last thing a contact did before converting to a new lifecycle stage, e.g., downloaded a content offer or clicked on a SoMe campaign. ​

Latency

The delay between when the browser sends a request to the server and the server processing the request on a network or Internet connection. Latency is usually measured in milliseconds. ​

Lead generation

Attracting potential customers to your company and increasing their interest through nurturing converts them into customers. Some ways to generate leads are blog articles, coupons, live events, and online content.

Lead nurturing

Develop and maintain relationships with customers at every stage of their buyer journey. Automated lead nurturing uses software to send messages triggered by customer behaviour or predetermined schedules.

Lead qualification

The process to determine if potential customers have the means and motive to purchase your product, solution or service.

Leads 

Potential customers who may be interested in the product, solution or service you are selling. The total aggregated number of Leads, MQLs, and SQLs in the database. ​

Lead scoring

The method of assigning values, often in form of numerical points, to each lead you generate for your company.

Lifecycle stages

Contacts are based on their stage in their decision journey, e.g., Subscriber, Lead, MQL, SQL, Customer and, Promoter.​

Lifecycle stages (Zooma's)

Visitor
A session to .com/.xx.

Subscriber
Subscribing to content (e.g. blog, news, product alerts, etc.).

Lead
Completed a lead form at least one time (e.g. downloaded 1-2 content offers via landing pages. or chatbot, or completed a quiz), viewed a product/services page at least once,
initiated a live chat conversation, or is an offline contact (via import, bcc) that is not in another lifecycle stage.

MQL
Completed a lead form at least three times (controlled in workflow),
completed a qualified lead form at least once (e.g. event registration, webinar registration, configurator), completed a “talk to an expert” form**, or viewed the pricing or buying page at least once.

SQL
Has requested to “talk to sales” (request quote, I want to buy, ask about price etc.).

Opportunity
Qualified to buy/create an estimate in Deals (second deal stage).

Customer
Closed won in Deals or is working for a company that is a paying for the last twelve months.

Evangelist
Have answered 9 or 10 in our NPS survey.

Other
Is looking for a job, is an employee, is an Alumni, is working for a supplier, or is otherwise created as a contact and does not fit in other stages

Like

To like something on social media. Along with shares, comments, and favourites, likes can be tracked as proof of engagement. Social media algorithms adjust individual content feeds based on like patterns, making for interesting results when consciously meddled.

LinkedIn company

A company page allows you to describe your company, for the interested to learn more about your company.​

LinkedIn summary

Often referred to as the LinkedIn bio or the LinkedIn about section. It contains a few text paragraphs before the LinkedIn member's current and prior roles list. LinkedIn gives a limit of up to 2,000 words, but only the first three lines are visible through the desktop before a visitor clicks 'See More.'

Live chat

A tool that connects your potential and existing customers with actual, human support reps. This allows them to resolve issues in real-time. Using live chat, they can get answers quickly. They’ll spend less time waiting to find a solution or help.

Local SEO

The process of improving local search engine visibility for companies, primarily those with brick-and-mortar locations. By following local SEO best practices, companies can improve organic traffic from searches performed by customers in nearby areas.

Lurker

An online user observing and not participating. Lurkers make up a large proportion of all online users.

M

Machine Learning

Machine learning is a type of Artificial Intelligence (AI) that provides computers and software to learn without being explicitly programmed.​

Marketing

The activities a company undertake to promote the buying of a solution, product or service. Marketing includes promotion, advertising, selling, and delivering solutions, products or services through B2B or B2C.

Marketing automation

A technology that enables companies to deliver personalised content to users. Marketing automation is done through various online channels, such as social media, email, and websites. It gives people the information they need and does it consistently at scale when they need it. That's why the 'automation' part is so important. In an ideal system, marketers set up clever logic for categorising and scoring potential customers and the processes for nurturing them with timely content. ​

Then they put their feet up while the technology takes over, moving leads down the marketing funnel towards a purchase.​ Much more complicated in practice, so focus on how social media fits into the equation. A marketing automation system always needs new leads at the top of the funnel—otherwise, there's nobody to nurture. Social media and content marketing strategies can attract new inbound leads, providing essential fuel for the marketing automation engine. Marketers can also make that engine more efficient by using social media data to accurately score their leads.​

Marketing automation tools

Use software to automate repetitive marketing and sales tasks. Some platforms only offer email actions, drip sequences, and CRM updates. Others may help with lead scoring, sales lead rotation, SMS, and more.

Marketing and revenue operations

The skills and knowledge required to develop and optimise marketing technology, align with sales where appropriate, and create a unified view of revenue-related tech.

Marketing myopia

A short-sighted and inward approach to marketing that focuses on your business needs rather than the customer needs.

Martech stack

The management, development and optimisation of the martech software and tools.

Master data

Unique information describing a company's core entities. It is usually referred to as a golden record or the best source of truth. This also means that the master data concept aligns with the single source of truth approach to data management.

M-CAC:S-CAC

This statistic shows the ratio between marketing investments (M-CAC) and sales investments (S-CAC) made when acquiring a new customer. Suppose you have a very complex and lengthy sales process. In that case, your ratio might be 1:9. However, if you have a self-service or a low-touch sales process, this number might get closer to 3:1. But if your goal is to have a low-touch sales process and your ratio is 1:4, you know that something is going wrong, and you might be over-investing in sales.

Mention

The act of tagging other users' handles or account names in a social media message. Mentions trigger notifications and are a vital part of what makes social media 'social'. When properly formatted, a mention also allows your audience to click through to the mentioned user's bio or profile. ​

Metaverse

In the VR space, it refers to a VR world where one can explore, meet people, and build alternate realities, appearances, or lifestyles.

Mission

Define what a company's task or set of tasks is.

Modal

A lightbox or a modal window is a web page element that displays in front of all other page content. To return to the main content, the users must engage with the modal by either completing an action or closing it. Modals are mainly used to direct users' attention to a significant action or piece of information on a website or application.

MQLs

The total number of marketing qualified leads, i.e., potential customer contacts in our database, have downloaded one or more content offers or submitted the 'Tell me more' form.

MQL-to-SQL-rate

The share of total MQLs becomes SQLs.​​

N

NPS

Net Promoter Score is an index ranging from +100 to -100 that measures a person's willingness to recommend a company's products or services to others.

NPS graphic

New sales

Sales to a first-time customer or a customer that has not purchased anything from you in the last five years. ​

Notification

A message or an update sharing a social media activity, e.g., if somebody likes one of your Instagram photos, you can receive a notification on your phone that lets you know. ​

O

Omnichannel

A lead nurturing and user engagement approach in which a company gives access to their products, solutions, and support services to potential and existing customers on all channels, platforms, and devices.

Online

Someone or something connected to the internet.​

Online customer service 

Addressing customer needs through your digital presence. That can include answering questions, solving problems, or providing support. It includes interactive services – like live chat, email, or social media – and passive services, like your website, chatbot, or knowledge base.

Online ROI

A measurement of the effectiveness of an organisation's or company's investment online. Like any metric for 'return on investment', online ROI is calculated by dividing the total benefits of an investment by the sum of its costs. Therefore, it depends on what costs and benefits are factored into the calculation. The metric should align with the business objectives behind an online activity to get relevant value from an ROI calculation. ​​

Online strategy

Adopted by a company to go online and use an online approach for the whole company, including sales, marketing, service and operations. See also digital strategy.

Operational expenses (OpEx)

The costs you are incurring for your company to run its day-to-day operations. Opex must be ordinary and customary costs for the industry in which your company operates.

Organic reach

The number of people recorded as sessions who view your content without paid promotion. The distinction between paid and organic reach is that the latter is free. People come across content through searches, feeds, streams, posts, and their contacts' pages—usually friends, family, colleagues, and trusted brands. ​

Original source

The channel is marked in your database as the origin of contact, e.g., organic search, SoMe, direct traffic, or paid search.

Outbound marketing

A traditional method seeking to push out messaging and suggestions to potential and existing customers. Outbound marketing includes trade shows, seminar series, and cold calling activities. However, it is costly, and the ROI is much lower than inbound marketing.

Outreach

Engaging with prospects or past customers who have gone cold but may become active. Usually done over the phone, via email, or embedded video in email.

Over the top (OTT)

These services refer to any video or streaming media that provides viewers access to movies or TV shows by sending the media directly through the internet. Examples of popular OTT providers are Netflix and Amazon Prime Video.

P

Paid reach

Refers to the number of individuals that viewed your published paid content, e.g., ads, sponsored stories, and promotional material. Paid reach has a much more extensive network than organic reach, so people usually consume the content outside specific contact lists. You can target specific messaging to groups based on commonalities like location and shared interests. ​

Paid social media

The use of social media for ad placements. The most common types are native advertisements such as Ads, Promoted Tweets, Sponsored Updates, and sponsored videos. ​

Partners

Your actual partners. ​

Permalink

The URL address of an individual piece of content. Permalinks are useful because they allow you to reference a specific tweet, update, or blog post instead of the feed or timeline in which you found it. You can quickly find an item's permalink by clicking on its timestamp. ​

Personalisation

To tailor your communications (inbound or outbound) to address individuals' specific needs.

Personas

Realistic representations of your desired target groups, with data about demographics, needs, expectations, and behaviour.​ They help you focus your time and efforts to suit them and align all work across your company (Marketing, sales and service).

Pillar page

A comprehensive page that covers one topic in depth. This page links to high-quality content for supporting subtopic keywords. A pillar page should apply on-page SEO best practices, referencing the topic in the page title, URL, and H1 tag. Content on a pillar page should also be adapted to convert visitors since all your supporting content links back here.

Pipeline value

The total combined value of every opportunity in the sales pipeline at a given time. Although this can be a useful metric, it’s essential to be consistent and distinguish between qualified leads and those who are unlikely to become customers. Otherwise, your calculated pipeline value will be unrealistic.

Pitch (Business pitch)

A presentation of an idea to a group of people who can help make the idea into a reality. You can pitch to an investor who can help fund your idea or customers who will pay for your product, solution or service.

Plugin

A software extension that adds a specific feature to an existing software application. A good example is the Grammarly plugin; this checks your spelling and grammar. You can add it to your browser (Chrome and Safari) to help you write better when you are online, and can also be installed in, for instance, Microsoft Word.​

Podcast

The name originates from iPod and broadcasts and dates back to the 1980s. It was at the time known as audio blogging. Today, podcasts are audio files and videos distributed online, subscribed to, streamed or downloaded through RSS. ​

Podcast host

The person who coordinates the conversation, sometimes referred to the middleman between the guests and the listeners of the podcast. 

Podcast listeners

The total number of listeners to your podcasts.

Positioning

The desired positioning for the brand, and its uniqueness and distinctive vs. competitors.

Positioning statement

The most important message about the company and the offering.

Post

A status update or an item on a blog or forum. ​

Promoter

Contacts advocate for you and/or give your company a 9 or 10 score on your latest NPS.​

Purchase intent

A potential or existing customer's readiness to buy from your company.

Purpose

A purpose statement provides the reason or reasons you exist. It is about why you exist,

Q

QR code (quick response code)

A kind of 2D bar code is used to provide easy access to information through smartphones. Through this process, called mobile tagging, the smartphone owner points the phone at a QR code and opens a barcode reader app which works in conjunction with the phone's camera.

R

Reach

Reach is the metric that determines the potential audience size any given message could reach. It tells you the maximum amount of people your content could potentially reach. Reach is determined by a complex calculation that includes the number of followers, impressions, and shares and the net follower increase over time. Do not confuse it with Impressions or Engagement. ​

Real-time marketing

Developing content on the fly for local online or offline events.

Recommendation (on LinkedIn)

Used to describe a text from another LinkedIn member that aims to reinforce the user's professional expertise or credibility.

Reply

A response to someone. Unlike messaging, replies are public or semi-public. When you click the reply button next to a Tweet, you're ensuring the conversation will be viewable in the public area of your profile.

Responsive design

The goal of responsive (web) design is to have web pages automatically change the layout accordingly and appear in an optimised form on all devices.​

Response rate

An engagement metric to assess how much you interact with your audience. To calculate the response rate, take the number of replies to mentions in a given period, and divide it by the number of mentions you have received.

​Retargeting

Retargeting is an advertising technique targeting online visitors interested in your products or services. When visitors come to your website, you can target them by visiting other websites, including Facebook, news sites, blogs, or other online media. The rationale is that proven visitors are your best chance to do business, so instead of advertising to strangers, you use your budget on prospects who have shown interest. Other advanced uses include;

  • Targeting custom audience segments (using data you've collected from other sources such as a CRM system or Facebook).
  • Offering shoppers who abandoned your check-out a special deal to come back.
  • Building lists of valuable prospects to target (such as visitors who viewed 25+ blog posts and visited specific product pages).

​Return of investment (ROI)

A performance measure that you shall use to evaluate the efficiency or profitability of your investments or when you want to compare the efficiency of several investments. ROI tries to directly measure the return on a particular investment relative to the investment's cost. ROI includes CapEx and Opex.


To calculate ROI, the return of an investment is divided by the cost of the investment. The result is usually expressed as a percentage or a ratio.

Retweet

When a Twitter user sees your tweet and decides to re-share it with his/her followers. Twitter's retweet button allows you to quickly resend the re-shared tweet with attribution to the original sharer's name.

Revenue operations (RevOps)

An operating model that has gained momentum in the last few years. At its core, revenue operations is an end-to-end management process for aligning marketing, sales, and customer service to increase revenue by providing higher customer value.

RSS feed

A group of web feed formats is used when publishing frequently updated content, such as blogs and videos, in a standardised format. Content creators can syndicate a feed when they publish, enabling users to subscribe to content and read it when they want from a location other than the website, e.g., Feedly.

RSS reader

Allowing online users to aggregate articles from multiple websites into one place using RSS feeds. The purpose of these aggregators is to allow more efficient and faster information consumption.

S

SaaS (Software as a Service)

A software distribution model gives customers access to online applications rather than requiring physical media and custom installation. SaaS is centrally hosted by the provider, who automatically maintains and updates the software. The customers access and use them via web browsers and mobile.

Sales (B2B)

A process intended to result in a transaction between two or more companies in which the buyer accepts the offering and the seller gets value in return, usually money.

Sales analysis

Analyse specific trends, parts or components impacting your company's sales operations. Diverse analyses provide an extraordinary insight into the strengths and weaknesses of your company's sales team, individual sales reps, sales management, or overall sales approach and way of working.

Sales enablement

To provide a company's sales organisation with the resources, they need to become more relevant to buyers and close more deals.

Sales funnel

Mirrors are the path your potential customers take to become a customer. It describes discrete stages of the customer journey, from the first touch to the closed deal.

Sales presentation

A slide presentation in, e.g., PowerPoint or Keynote. Mainly used to supplement a sales pitch. The sales pitch given by a sales rep to a potential or existing customer often includes an overview of the product, solution or service, offers a value proposition, and includes examples of success stories from other clients.

Sales pitch

A slide presentation in, e.g., PowerPoint or Keynote. Mainly used to supplement a sales pitch. The sales pitch given by a sales rep to a potential or existing customer often includes an overview of the product, solution or service, offers a value proposition, and includes examples of success stories from other clients.

Sales process

A sales team or rep takes a series of repeatable steps to move potential customers from an early-stage lead to paying customers. A robust sales process helps reps consistently close deals by giving them a framework to follow.

Sales velocity

Measure how quickly sales deals move through your pipeline and generate revenue. A sales velocity equation uses four metrics: number of opportunities, average deal value, win rate, and length of the sales cycle. The equation determines a company's sales velocity and how much revenue it can expect to generate over a certain period.

Sandbox

A software-testing environment that isolates untested code changes and experimentation. This isolation protects live servers and their data from changes that could be damaging.​

Scheduling

Planning content updates and content ahead of time using a publishing tool. Scheduling allows practitioners to save time in their daily workflow by scheduling several messages simultaneously, sometimes as part of a publishing approval process. It enables them to reach audiences in different time zones and organise extended marketing campaigns.

Schema.org

The organisation that creates the standardised language and rules used for structured data. ​

Screenshot

When a photo is taken of screen activity. ​

​Search engine marketing (SEM)

Use paid advertising to ensure your company's products, solutions, or services are visible on search engine results pages (SERPs). When a user types in specific keywords, SEM enables your company to appear as a result of that search query.

Sentiment analysis

Computationally identifying and categorising opinions expressed in a text is primarily used to determine whether the content writer's attitude towards a particular topic, product, etc., is positive, negative, or neutral.

SEO

Search engine optimisation is increasing the 'organic' visibility of web pages in the search engines, such as Google. Although companies can pay to promote their websites on search engine results pages (Search Engine Marketing or SEM), SEO refers to 'free' tactics that enhance the search ranking of pages. ​

SERP (Search engine results page)

A web page that search engines return with the results of their search. The major search engines display three types of listings on their SERPs: 

  • Listings indexed by the search engine's spider
  • Listings indexed into the search engine's directory by a human, and 
  • Listings are paid to be listed by the search engine.

Sessions

A session is a measurement of visitor engagement that combines analytics activities a visitor takes to your website. It expires after thirty minutes of inactivity. ​

Share

When content is reposted on a social media site through another user's account. ​

Share of voice

Share of voice is a metric for understanding how many social media mentions a particular brand receives about its competition–usually measured as a percentage of total mentions within an industry or among a defined group of competitors. ​

Short form videos

A video under 60 seconds is considered short-form, with the optimal length between 31 and 60 seconds.

Single source of truth (SSOT)

A philosophy for collecting data across your enterprise and aggregating it into a central repository.

Slogan

An attention-grabbing statement used to promote or advertise a brand's products, solutions and services. These phrases share the company's reason for existing and overall mission to the public. Companies use slogans to tell customers what they want them to associate their brand with.

Snippet

Snippets are reusable text blocks that you shall use in HubSpot on contact, company, deal and ticket records, email templates, chat conversations, and logging activities or notes.

Social customer service

The practice of identifying and resolving customer service issues on social media. Social customer service should be coordinated internally across departments so that an organisation can respond rapidly to any customer inquiry on any channel. The most effective social customer service is proactive: also, when fielding inbound messages, the organisation monitors social media for keywords that could indicate customer service issues. The organisation then reaches out to resolve the potential problems before escalating, creating higher customer satisfaction and loyalty.​

Social listening

Centralises conversations about your brand so that you can join them.​

Social media (SoMe)

Short for social media.​

Social media audit

A hard look at the data from your social accounts and conversations about your company and competitors.

Social media listening

Finding and assessing what is said about a company, topic, brand, or person on social media channels. ​

Social media management

Business and technology processes for securely managing social media accounts, engaging audiences, and measuring the business results of social media activities. Effective social media management is vital to conducting business on social media. It enables an organisation to keep track of its social media accounts and provides various teams and individuals with the appropriate access levels to these assets. When implemented at scale across departments and regions, coordinated social media management practices allow everyone within the organisation to collaborate and achieve measurable outcomes on social media.​

Social media marketing

Social media increases brand awareness, generates leads, and builds meaningful relationships with prospects and customers. Social media marketing must be well-coordinated with customer service, management, and social selling activities to create a seamless relationship with prospects and customers across their buying process. Social media is just one channel in the overall mix, but social media marketing programs must be fully integrated into multi-channel strategies. ​

Social media monitoring

Listening and responding to brand and keyword mentions on social media. Social media monitoring is crucial to social customer service, social selling, social media marketing, and community management. ​ ​

Social media reach

The total number of followers on our social media touchpoints.​

Social media Service Level Agreement (SLA)

The agreement a company makes to commit to answering social media responses in a specific amount of time.

Social monitoring

Measures reputation from a higher- level perspective.

Social responsibility

Companies show care and value for society and the planet in addition to, or equal to, how much care is shown for their profits and their bottom line.

Social selling

When a salesperson is providing value by offering thoughtful content and answering questions for potential and existing customers.

Or someone that uses social media to increase relations and productivity and generate revenue. Sellers can effectively leverage social media to enhance their reputations, expand their interpersonal networks, and attract new prospects. They can also identify buyers by listening and engaging in online spaces where potential customers conduct research and ask for advice. ​

SoMe-reach-to-visit-rate

The share of visits onsite originates from SoMe.​​

SQLs

The total number of sales qualified leads; contacts shall become real sales opportunities in your CRM. ​

SQL-to-customer rate

The share of total SQLs that becomes customers. ​

Strategy

Google will tell you that a strategy is a plan of action. For Zooma, a strategy is a set of steering principles that provide the foundation for all your decisions, actions and plans.

Subscriber

Contacts who have opted to subscribe to a blog/hub, a newsletter, or any other alert where they need to provide an email address.

Survey

A research method to gather information, data, and feedback from a group of people using a series of targeted questions. Most surveys intend to make assumptions about a larger population. However, surveys can be designed in several ways based on the researcher's goals and topic areas of interest.

T

Tag

A keyword is added to an online or social media post to categorise related content. Tags can also refer to tagging someone in, which creates a link to their profile and associates them with the content. ​

Tagline

A brief phrase used to relay your brand's value. Companies use taglines in campaigns to create a lasting impression on customers. Taglines tell customers about the overall company without mentioning the product, solution or service.

Target groups

The group of potential and existing customers, and other stakeholders we aim for, e.g., marketing, sales and service efforts towards. ​

​Target customer

An individual that's likely to buy your product, solution or service. A target customer is a subset of the target market. If your target market is, for example, male HR managers between the ages of 25 to 45, a target customer could be male hr managers in the specific age range of 25 to 30.

Target market

A group of customers for which your products, solutions and services aim. First defined by industry (i.e., telecom, healthcare, technology, etc.), it represents a specific subset of the broader market the sector covers. It's often based on behavioural tendencies, geographic location, and demographic characteristics.

The Flywheel

A model adapted by HubSpot explains the momentum you will gain when you align your entire company around delivering a remarkable customer experience. It is excellent at storing and releasing energy — and it turns out that's pretty important when thinking about your business approach.

The Pareto principle (The 80/20 Rule)

80% of your results come from 20% of your profits.

Thought leader (a.k.a. Evangelist)

A thought leader is a person whose expertise in a specific area is highly respected and in demand by co-workers, colleagues, clients, customers, and competitors. Thought leadership generally pioneers new ideas or theories rather than following conventional knowledge. One of the most misused formulations in the B2B world.

Thread

Threads are essential to most online communication, e.g., social media, forums, and emails. Putting messages into context or keeping track of ongoing conversations without threads is challenging. ​

Topic clusters

Groups of related web pages that all link to one core pillar page. Organizing your site content into clusters helps search engines distinguish your area of expertise and better understand the relationship between these pages.

Creating a topic cluster involves three main components:

  • A pillar page with a content offer
  • Cluster content or subtopics
  • Hyperlinks 

Topical content

Timely, relevant, and regularly updated. It pertains to events that occurred or insights, experiences, information, and data discovered recently and is an excellent way to capture user attention.

Transformation

To fundamentally change your business operations to align better with your organisation’s overarching goals.

Trend

A topic or a hashtag is popular on social media at a given moment. Trends are highlighted by social networks such as Twitter and Facebook to encourage discussion and engagement among their users. The concept was first popularised by Twitter and has since been adopted by Facebook and other networks. The trends you see on Twitter and Facebook are personalised for you, based on your location, whom you follow, or what pages you like.

U

UI

UI designers are responsible for the look and feel of the product’s interface. This includes the colours, fonts, spacing, and anything you can see and interact with on an interface. UI picks up where UX leaves off by transforming its research and insight into customer needs and into a functional and appealing interface.

UI (User interface) design

Creating the look and feel of the user interface of an application. The user interface (UI) contains an app's appearance and interactivity. The colours users see, the text they read, the buttons they click on, and the animations they interact with are all parts of the application's UI and, thus, the responsibilities of a UI designer.

Upselling

When you encourage customers to purchase a comparable higher-end product than the one in question.

URL

The online location of a page or other resource on the internet/the World Wide Web. This acronym stands for Uniform Resource Locator.​

User-generated content (UGC)

Content created and published online by the users of a social media community or a collaboration platform, often produced in collaboration and in real time by multiple users. ​Many companies embrace and encourage user-generated content to increase brand awareness and brand loyalty. Instagram contests, video contests, and other UGC-based campaigns allow companies to tap into their prospects' and customers' creative energies and use their contributions to fuel marketing strategies. ​

UTM (Urchin Tracking Module) codes

Snippets of text are added at the end of URLs to track where your website traffic comes from if your users click a link to this URL. You shall customise this text to match the webpage. This URL is linked to attribute the success of that campaign to specific pieces of content.

UX

Short for user experience. It is the user's experience with a company, its website, products, solutions and services.

UX Design (User experience design)

Increasing a user’s satisfaction with a product, solution or service by improving its functionality, ease of use and convenience.

V

Video script

Contains the dialogue, plans, and action for your video. It's a crucial tool that gives you and your team colleagues cues and reminders about your video's goal, timeline, and desired results.

Vlog

Short for video logs or video blogs. Instead of using text and images, a video is embedded on a website or uploaded on a video platform.​

Vision

It tells how the company shall be seen in a future business context.

Visits

The total number of visits to a .com /.xx.​

Visit-to-contact-rate

The share of total visits on a website who become contacts.​

Visit-to-MQL-rate

The share of total visits on a website who become MQLs.​

Voice search

A technology that allows the user to use a voice command to perform a search on the Internet, a website or an application.

VR (Virtual reality)

Software immerses a user in a three-dimensional, virtual and interactive environment — usually by a headset with special lenses — to simulate real-life experiences. Most VR experiences take place in 360 degrees.

W

Web3

The third generation of the internet is a vision of a more decentralised web that places the power in the hands of users instead of large tech companies. It’s built on blockchains using existing infrastructure to make the internet more accessible, private, and secure for users.

Web analytics

To understand and optimise web usage, the measurement, collection, analysis, and reporting of web data.​

Web forms

An HTML or web form is where users enter their data and personal information that's then sent to and processed on a server. For example, online users can share their name and email address to sign up for a subscription or place an order.

Website audit

Examine your web page performance before large-scale search engine optimisation (SEO) or a website re-design. Auditing your website determines whether or not it's optimised to achieve your traffic and conversion goals and gives you how and what you should improve to reach those goals.

Website taxonomy

The structure used for a website organises content logically so users can easily navigate the website and understand its purpose. This may look like different sections and pages within a website or categories within a blog.

Whitepaper

An authoritative, sometimes persuasive, in-depth report on a specific topic presenting a problem and providing a solution.

Wireframe

The purpose is to map out the user interface (UI) elements as you plan to display them, see how they relate according to proximity and function, and how they help a user achieve their goals through using your product. The wireframe should help you to focus on what's essential in terms of your design's foundation and empower you to be flexible in moving elements around before committing to specific design elements.

Word-of-mouth marketing (WOMM)

It relies on audiences that organically share the word about brands. WOMM takes many forms. It often includes a customer mentioning a product to friends or a conversation about a brand between family members.

X

XML (eXtensible Markup Language) sitemap

A term for the file that lists all the URLs on your site. This file works like a map that helps search engines crawl your .com/.xx more intelligently. In addition, some plugins can help create an XML sitemap.

XR (cross reality or extended reality)

A catchall term for some different but related technologies; rolling together similar acronyms like VR (virtual reality), AR (augmented reality), and MR (mixed reality). Once you know that tidbit, understanding XR gets a whole lot simpler.

Y

You

You must say ‘you’ and talk directly to your audience, users, and customers in your messages. The message needs to be about them.

YouTube shorts

Vertical, short-form videos that you can create or view on YouTube. You can enhance Shorts with features such as video segmenting, app-based recording, and musical overlays. Shorts must be 60 seconds or less and not disappear like Instagram Reels or Snapchats.

Z

Zooma

To zoom in Swedish! Also, the onlinification and digitalisation agency!​

Zooma packages

Something pre-defined that does not change/alter based on what you want. The scope and the budget is limited, and the timeline is defined.

Zooma services

The services can be adapted, made" bespoke", and adjusted to your wants and needs. We explain how we typically do it, but there is more than one way based on your specific situation.

Zooma solutions

All solutions are needs/challenge based, making it easier for you and your company to do business.

Zoomers

The people who work in Zooma.

 

Want to know more?

Through our digitalisation guide: what, why, when and how to use it, you'll find much more to read!

In this PowerPoint, you can find our digital definitions. Then, you can use it as the basis to build your internal terminology for digital terms and expressions.

Zooma Zoomers sitting at desk writing
Download the complete A-Z guide to digital terms in PPT

Download the complete A-Z guide to digital terms in PPT

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