Empiraa Glossary
Clear, practical definitions for the business terms teams use every day, from strategy and execution to sales systems, operations, planning, and performance.
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89 terms
Performance
Balanced Scorecard
The Balanced Scorecard is a strategic performance management framework that measures organisational success across four perspectives: financial, customer, internal processes, and learning and growth.
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Baldrige Excellence
The Baldrige Excellence Framework is a US-developed management model that provides criteria for organisational performance excellence across leadership, strategy, customers, workforce, operations, and results.
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Bass Diffusion Model
The Bass Diffusion Model is a mathematical model that describes how new products or innovations spread through a population, distinguishing between adoption by innovators and adoption by imitators.
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BCG Growth-Share Matrix
The BCG Growth-Share Matrix is a portfolio analysis tool that classifies a company's business units or products into four categories, Stars, Cash Cows, Question Marks, and Dogs, based on market growth and relative market share.
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Benchmarking
Benchmarking is the process of comparing an organisation's performance, practices, or processes against recognised standards or best-in-class competitors to identify gaps and improvement opportunities.
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Blue Ocean Method
The Blue Ocean Method is a strategy framework that helps organisations create uncontested market space, "blue oceans", by offering new value that makes competition irrelevant.
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Business Model
A business model describes how an organisation creates, delivers, and captures value, including who it serves, what it offers, how it operates, and how it generates revenue.
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Business Scope
Business scope defines the boundaries of an organisation, the markets it operates in, the customers it serves, the products or services it offers, and the geographic areas it covers.
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Business Strategy
Business strategy is the plan that defines where a business is going, how it will compete, and what it will focus on to achieve its goals.
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Buying Signals
A buying signal is an observable event or behaviour that suggests a company is more likely to buy right now than it was last week, such as hiring for a relevant role, raising funding, changing leadership or visiting a pricing page.
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Competitive Advantage
Competitive advantage is the set of factors that allow an organisation to outperform its competitors and generate superior value for its customers over a sustained period.
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Core Competency
A core competency is a unique combination of skills, knowledge, and capabilities that gives an organisation a meaningful competitive advantage and is difficult for competitors to replicate.
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All 89 definitions in the Empiraa business glossary, in one list.
B
- Balanced ScorecardThe Balanced Scorecard is a strategic performance management framework that measures organisational success across four perspectives: financial, customer, internal processes, and learning and growth.
- Baldrige ExcellenceThe Baldrige Excellence Framework is a US-developed management model that provides criteria for organisational performance excellence across leadership, strategy, customers, workforce, operations, and results.
- Bass Diffusion ModelThe Bass Diffusion Model is a mathematical model that describes how new products or innovations spread through a population, distinguishing between adoption by innovators and adoption by imitators.
- BCG Growth-Share MatrixThe BCG Growth-Share Matrix is a portfolio analysis tool that classifies a company's business units or products into four categories, Stars, Cash Cows, Question Marks, and Dogs, based on market growth and relative market share.
- BenchmarkingBenchmarking is the process of comparing an organisation's performance, practices, or processes against recognised standards or best-in-class competitors to identify gaps and improvement opportunities.
- Blue Ocean MethodThe Blue Ocean Method is a strategy framework that helps organisations create uncontested market space, "blue oceans", by offering new value that makes competition irrelevant.
- Business ModelA business model describes how an organisation creates, delivers, and captures value, including who it serves, what it offers, how it operates, and how it generates revenue.
- Business ScopeBusiness scope defines the boundaries of an organisation, the markets it operates in, the customers it serves, the products or services it offers, and the geographic areas it covers.
- Business StrategyBusiness strategy is the plan that defines where a business is going, how it will compete, and what it will focus on to achieve its goals.
- Buying SignalsA buying signal is an observable event or behaviour that suggests a company is more likely to buy right now than it was last week, such as hiring for a relevant role, raising funding, changing leadership or visiting a pricing page.
C
- Competitive AdvantageCompetitive advantage is the set of factors that allow an organisation to outperform its competitors and generate superior value for its customers over a sustained period.
- Core CompetencyA core competency is a unique combination of skills, knowledge, and capabilities that gives an organisation a meaningful competitive advantage and is difficult for competitors to replicate.
- Corporate StrategyCorporate strategy defines the overall scope and direction of an organisation, including which markets to compete in, how to allocate resources across business units, and how to create long-term value.
- Cradle to Cradle ConceptThe Cradle to Cradle Concept is a sustainable design and business philosophy that advocates for creating products and systems that can be fully regenerated or safely reused, eliminating the concept of waste.
- CRMCRM stands for Customer Relationship Management, the strategies, systems, and technologies businesses use to manage and improve interactions with customers and potential customers.
- CRM AlternativeA CRM alternative is any tool or approach used to manage customer relationships and sales pipelines outside of a dedicated CRM software platform, including spreadsheets, project management tools, or integrated business platforms.
- CRM SoftwareCRM software is a technology platform that helps businesses manage customer relationships, track interactions, organise the sales pipeline, and analyse customer data to improve sales and retention outcomes.
- Curry's Client PyramidCurry's Client Pyramid is a customer segmentation framework that organises customers into a hierarchy based on their value to the business, from top clients at the peak to inactive former customers at the base.
- Customer Relationship ManagementCustomer Relationship Management (CRM) is a business strategy and set of practices for managing and improving interactions with customers to build loyalty, increase retention, and drive revenue growth.
D
- Deal PipelineA deal pipeline is a view of all active sales opportunities in a business, organised by stage, used to track progress toward closure and forecast revenue.
- Disruptive InnovationDisruptive innovation is a process by which a smaller company with fewer resources successfully challenges established businesses by initially targeting overlooked customer segments with simpler, more affordable, or more convenient offerings.
E
- EFQM ModelThe EFQM Model is a European excellence framework that helps organisations assess their performance, identify areas for improvement, and achieve sustainable success by focusing on purpose, strategy, and results.
- Eight Phases of ChangeKotter's Eight Phases of Change is a widely used change management model that provides a sequential, eight-step process for leading organisational transformation effectively.
- Email SequencingEmail sequencing is the practice of sending a pre-designed series of automated emails to a prospect or lead over a defined period, designed to build relationship, demonstrate value, and advance the sales conversation.
G
- Growth ModelA growth model is a framework that defines the primary mechanisms through which a business will grow its revenue, customers, or market position over time.
H
- Hierarchy of NeedsMaslow's Hierarchy of Needs is a motivational theory that organises human needs into a five-level pyramid, from basic physiological needs at the base to self-actualisation at the top.
- Hofstede's DimensionsHofstede's Dimensions is a framework that identifies six dimensions of national culture that influence how people in different countries think, behave, and make decisions in organisational contexts.
I
- Ideal Customer ProfileAn Ideal Customer Profile (ICP) is a detailed description of the type of customer who would benefit most from your product or service and who is most likely to buy and remain a long-term, high-value customer.
- Industry Cost CurveAn industry cost curve is a chart that ranks all producers in an industry from lowest to highest cost, revealing which players are most competitive and where the cost threshold for viability lies.
K
- KPIA KPI (Key Performance Indicator) is a measurable value that demonstrates how effectively an organisation or team is achieving its most important objectives.
L
- Lead EnrichmentLead enrichment is the process of supplementing basic lead information with additional data, such as company size, industry, role, and contact details, to create a fuller picture of each prospect.
- Lead GenerationLead generation is the process of attracting and identifying potential customers who have expressed interest in a product or service, and capturing their information to begin a sales or marketing engagement.
- Lead QualificationLead qualification is the process of determining whether a lead is a genuine prospect who has the need, authority, budget, and timeline to purchase, filtering out poor-fit opportunities before they consume sales time.
- Lean Six SigmaLean Six Sigma is a combined methodology that integrates Lean's focus on eliminating waste and improving flow with Six Sigma's focus on reducing defects and variation to achieve faster, higher-quality processes.
M
- MABA AnalysisMABA Analysis is a portfolio management tool that evaluates business activities or products by assessing their Market Attractiveness and Business Abilities, helping leaders make informed investment and divestiture decisions.
- Market SegmentationMarket segmentation is the process of dividing a broad target market into smaller, defined groups of customers who share similar characteristics, needs, or behaviours.
- Mission StatementA mission statement is a concise description of an organisation's purpose, why it exists, what it does, and who it serves.
N
- Network AnalysisNetwork analysis is the study of relationships and connections between entities, people, organisations, or processes, to understand how information, value, or influence flows through a system.
O
- OKRAn OKR is a goal-setting method that pairs one Objective, a qualitative statement of what you are trying to achieve, with a small number of Key Results, the measurable outcomes that prove you achieved it.
- Operational StrategyOperational strategy defines how a business will organise and manage its internal processes, resources, and capabilities to deliver on its broader strategic goals.
- Opportunity Segments MappingOpportunity Segments Mapping is a strategic analysis tool that identifies and evaluates customer or market segments based on their attractiveness and the organisation's ability to serve them, revealing where the best growth opportunities lie.
- Organisational ConfigurationOrganisational configuration refers to the particular arrangement of an organisation's structure, coordination mechanisms, and parts that together define how it operates and delivers its strategy.
- Outbound SalesOutbound sales is the practice of proactively reaching out to potential customers through direct contact methods, such as cold email, cold calling, or LinkedIn outreach, rather than waiting for inbound enquiries.
P
- PESTEL AnalysisPESTEL Analysis is a strategic framework that assesses the macro-environmental factors affecting an organisation across six dimensions: Political, Economic, Social, Technological, Environmental, and Legal.
- Pipeline CoveragePipeline coverage is the ratio of open pipeline value to the target for the same period. A team with a $1 million quarterly target and $3 million of open deals has 3x coverage.
- Pipeline ManagementPipeline management is the practice of actively monitoring, maintaining, and optimising the sales pipeline to ensure a consistent flow of opportunities and predictable revenue.
- Porter's Five ForcesPorter's Five Forces is a framework for analysing the competitive intensity and attractiveness of an industry by examining five forces: competitive rivalry, supplier power, buyer power, threat of new entrants, and threat of substitutes.
- Prospect ListA prospect list is a curated database of potential customers who match the ideal customer profile and are targeted for outreach by the sales team.
- Purchasing ModelA purchasing model defines the structure and processes through which an organisation acquires goods and services, including sourcing strategies, supplier relationships, and procurement workflows.
R
- Resource AllocationResource allocation is the process of distributing an organisation's available resources, including budget, people, time, and technology, across competing priorities and initiatives.
- Risk-Reward AnalysisRisk-reward analysis is the process of evaluating potential decisions or investments by comparing the expected benefits against the potential downsides or losses.
S
- Sales AutomationSales automation is the use of technology to automate repetitive, manual sales tasks, such as email follow-ups, data entry, and task reminders, freeing sales teams to spend more time on relationship-building and closing deals.
- Sales CRMA Sales CRM is a customer relationship management platform specifically focused on managing and improving the sales process, including lead tracking, pipeline management, deal progression, and sales team productivity.
- Sales EnablementSales enablement is the process of equipping sales teams with the information, tools, content, and training they need to engage buyers effectively and close more deals.
- Sales EngagementSales engagement refers to the interactions and communications between a salesperson and a prospect or customer across all channels and touchpoints throughout the sales process.
- Sales Follow-UpSales follow-up is the practice of maintaining contact with prospects and customers after an initial interaction to advance the sales conversation, address questions, and move toward a decision.
- Sales ForecastingSales forecasting is the process of estimating future sales revenue over a defined period, used to guide business planning, resource allocation, and performance management.
- Sales FunnelA sales funnel is a model that illustrates the journey a potential customer takes from first becoming aware of a business to making a purchase, with fewer people moving through each successive stage.
- Sales PipelineA sales pipeline is a visual representation of the stages a prospect moves through from initial contact to becoming a customer, used to manage and forecast sales activity.
- Sales ProspectingSales prospecting is the proactive process of identifying and qualifying potential customers, prospects, who meet the profile of an ideal customer and may be interested in a product or service.
- Sales WorkflowA sales workflow is the defined sequence of steps, tasks, and activities that a sales team follows to move a prospect through the sales process from initial contact to closed deal.
- Schein's Three Levels of CultureSchein's Three Levels of Culture is a model developed by Edgar Schein that describes organisational culture as existing at three levels: Artefacts, Espoused Values, and Basic Underlying Assumptions.
- Six SigmaSix Sigma is a data-driven quality management methodology that aims to reduce defects and process variation to achieve near-perfect quality, targeting no more than 3.4 defects per million opportunities.
- Six Sigma CertificationSix Sigma certification is a professional credential that validates an individual's knowledge and proficiency in Six Sigma methodology, tools, and techniques at a specific belt level.
- Six Sigma MethodologySix Sigma methodology is the structured, data-driven approach to process improvement that uses statistical tools and the DMAIC or DMADV frameworks to reduce defects and variation.
- Six Steps of KaizenThe Six Steps of Kaizen is a structured continuous improvement process originating in Japanese management philosophy that guides teams through identifying, analysing, and solving operational problems incrementally.
- Six Thinking HatsSix Thinking Hats is a parallel thinking framework developed by Edward de Bono that uses six coloured hats to represent different modes of thinking, helping groups explore problems from multiple perspectives.
- Stage-Gate ModelThe Stage-Gate Model is a project management and innovation framework that divides the product development process into stages separated by "gates" where decisions are made about whether to continue, modify, or cancel a project.
- Strategic AlignmentStrategic alignment is the degree to which an organisation's goals, activities, people, and resources are all working in the same direction to support its overall strategy.
- Strategic Decision MakingStrategic decision making is the process of identifying and choosing between options that shape the long-term direction and competitive position of a business.
- Strategic DialogueStrategic dialogue is structured, purposeful conversation between leaders and stakeholders that explores strategic questions, challenges assumptions, and builds shared understanding and commitment.
- Strategic GapA strategic gap is the difference between an organisation's current performance or position and the future state it is trying to achieve through its strategy.
- Strategic InitiativeA strategic initiative is a specific, high-priority project or programme of work designed to advance the organisation toward one or more of its strategic goals.
- Strategic LeadershipStrategic leadership is the ability of senior leaders to set a compelling vision, make sound strategic decisions, build organisational capability, and inspire people to achieve long-term goals.
- Strategic ManagementStrategic management is the ongoing process of formulating, implementing, and evaluating decisions that help an organisation achieve its long-term goals.
- Strategic ObjectivesStrategic objectives are the specific, measurable goals that define what an organisation must achieve to execute its strategy and move toward its vision.
- Strategic PartnershipsStrategic partnerships are formal relationships between two or more organisations formed to achieve shared goals that benefit all parties involved.
- Strategic PlanningStrategic planning is the process of defining an organisation's direction and making decisions about how to allocate resources to pursue that direction over the medium to long term.
- Strategic VisionStrategic vision is the long-term picture of what an organisation aspires to become or achieve, a clear and compelling image of a desired future state.
- Strategy Development ModelA Strategy Development Model is a structured process or framework that guides an organisation through the steps of creating, evaluating, and selecting a coherent strategic direction.
- Strategy ExecutionStrategy execution is the work of turning a strategic plan into results: assigning ownership, sequencing the work, measuring progress and adapting as conditions change. It is what happens after the planning is finished.
- SWOT AnalysisSWOT Analysis is a strategic planning tool that evaluates an organisation's Strengths, Weaknesses, Opportunities, and Threats to inform strategic decision-making.
T
- Tactical StrategyTactical strategy refers to the short-term actions and decisions taken to implement a broader strategic plan and achieve specific, near-term objectives.
V
- Value Chain ModelThe Value Chain Model, developed by Michael Porter, is a framework that analyses the activities through which a business creates value for its customers and identifies where competitive advantage can be built or enhanced.
- Value DisciplinesThe Value Disciplines framework, developed by Treacy and Wiersema, proposes that market-leading companies focus on one of three value disciplines: Operational Excellence, Product Leadership, or Customer Intimacy.
- Value PropositionA value proposition is a clear statement that explains how a product or service solves a customer's problem, delivers specific benefits, and why a customer should choose it over alternatives.
- Value Stream MappingValue Stream Mapping is a lean management tool used to visualise and analyse the flow of materials and information required to bring a product or service from start to completion, identifying waste and improvement opportunities.
- Value-Based ManagementValue-Based Management is a management philosophy that focuses all decision-making and performance measurement on creating, sustaining, and growing the long-term value of the organisation.
- Vision StatementA vision statement is a written declaration of an organisation's long-term aspirations, describing the future state the organisation is working toward.
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