A common language.
A clearer conversation.

A contract’s value normalised to a one-year period. Teams should state whether their definition includes one-time charges. It answers how large a contract is on an annual basis, which is useful when comparing different contract lengths.

A policy mapping types of decisions and thresholds to the people or roles authorised to approve them. It turns “who needs to sign this off?” into a clear set of rules, including when more than one decision is required.

The annualised value of recurring subscription revenue under a defined reporting policy. It excludes one-time fees in common usage. It helps a team compare the recurring size of subscriptions on a common annual basis, even when customers are billed on different schedules.

A record that helps reconstruct relevant events, decisions, changes and actions. It gives the next reviewer a way to understand what happened and why, without reconstructing the deal from scattered messages.

The account or billing entity used to address and route an invoice. It tells billing where the invoice needs to go so it reaches the right processing team.

The agreed invoicing cadence, such as monthly, quarterly or annually. It describes when invoices are issued, not necessarily how long the customer is committed or how quickly each invoice must be paid.

Arranging for related subscriptions or commitments to end on the same date. It can make renewals easier to manage by bringing additions onto an existing renewal date.

A proposed departure from an applicable commercial policy or standard position. It is a request for a deliberate decision outside the usual rules, not an approval simply because it appears in a quote.

The period for which the contractual commitment applies, as defined by the agreement. It sets the duration of the commitment; invoicing and payment schedules sit alongside it rather than replacing it.

The legal entity that is a party to an agreement. It is the specific organisation named in the documents, not simply the trading name or group shown on a sales record.

Software that helps teams configure an offer, apply pricing rules and prepare a quote. The name stands for configure, price, quote. It helps turn an agreed commercial structure into a consistent offer using the organisation’s product and pricing rules.

A system used to organise customer, contact and sales-opportunity information. It gives the account team a shared record of who the customer is, what opportunity is being pursued and what has happened so far.

Permission for a person or system to perform specified actions within stated limits and conditions. It makes clear what can happen without another approval and when the work must return to a person.

A reduction calculated against an identified price or amount. The reference price matters: a percentage off list price is not the same as a percentage reduction from last year’s negotiated price.

A minimum price permitted under a defined policy, product, segment or approval boundary. It is a boundary for the commercial decision, rather than an automatic statement of the company’s costs or profitability.

The monthly-normalised value of recurring subscription revenue under an agreed reporting policy. It is a way to compare recurring business month by month, rather than a record of how much cash arrived that month.

An agreement setting terms that can govern subsequent orders or services within its defined scope. A master services agreement provides the broader framework, while individual orders usually describe the particular purchase.

A document recording the specific products, scope, pricing, term and other details of an order. It connects the broader contractual framework to what this customer is actually buying.

An account representing a partner involved in a transaction, such as a reseller or referral partner. It identifies the commercial relationship with the partner, which may be separate from the end customer’s account and the party paying the invoice.

The account identified for making or settling payment in a workflow. Its relationship to the contractual payment obligation must be confirmed. It helps operations follow the payment path, but the account label alone does not establish who legally owes the money.

The agreed conditions for payment, including the due-date trigger, time allowed and other relevant requirements. The number of days only makes sense alongside the event that starts the clock and any conditions for a valid invoice.

An adjustment that allocates an amount to a partial period or a change during a billing cycle, using a defined calculation method. It is the calculation used when the customer buys less than a full standard period, or changes the amount of service partway through it.

An identifiable revision of a quote, including the commercial details relevant to a decision. It lets everyone identify the exact proposal being discussed, rather than relying on a filename or an old message.

An increase in a renewal price or recurring value compared with a clearly identified baseline. It should describe a like-for-like change, so changes in quantity or product scope do not get mistaken for a price increase.

The committed value of a contract over its full term, under the organisation’s agreed measurement rules. It shows the size of the whole commitment rather than the annual run rate or the amount currently due.