Glossary

The Vantegrate glossary from A to Z

Clear definitions of the concepts we use across the site: sales, logistics, foreign trade, AI agents, WhatsApp, Salesforce and Oracle. Each term with its direct answer.

314 terms2 topicsfrom A to Z

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A/B TestingA/B testing is an experiment that compares two versions of an element (A and B), shown at random to equivalent audiences, to measure which one delivers a better result on a defined metric so you can decide with data, not intuition.Abandoned Cart RecoveryAbandoned cart recovery is the set of automatic messages (email, WhatsApp, push) sent to someone who added products to the cart and left without paying, to remind them of the purchase and invite them to pick it up where they left off.ABC Inventory AnalysisABC inventory analysis is a method that classifies products into three groups (A, B and C) by value or importance, so you can focus control and management on the few items that account for most of the total value.Accounts Receivable AgingAccounts receivable aging is a report that classifies receivables by how many days each unpaid invoice is past due (current, 1-30, 31-60, 61-90, 90+), so you can prioritize collections and estimate the risk of bad debt.Agent GraphAn Agent Graph is the representation, as a graph of nodes and connections, of how an AI agent reasons through and executes a task: each node is a step (a decision, a tool call or a response) and the edges define the flow between them.Agent OrchestrationAgent orchestration is the coordination of multiple AI agents so they collaborate on a complex task: a coordinator agent breaks down the goal, assigns subtasks to specialized agents and combines their results into a coherent answer.Agent ScriptAgent Script is Salesforce's declarative language for defining an AI agent's behavior: its instructions, its subagents (formerly called topics) and the actions it can execute. It describes what the agent should do, not how to program it line by line.AgentforceAgentforce is Salesforce's platform for building and deploying autonomous AI agents that reason, decide and carry out tasks (service, sales, marketing) using CRM data, with human oversight and built-in guardrails.Agentforce BuilderAgentforce Builder is Salesforce's visual tool for designing, configuring and publishing AI agents without writing code. It lets you define the agent's subagents (formerly called topics), instructions and actions through a declarative interface, and test it before putting it into production.Agentforce DXAgentforce DX is Salesforce's set of developer tools for building, testing, versioning and deploying Agentforce AI agents through a professional workflow: CLI commands, VS Code extensions, definitions as code and an automated testing framework.Agentforce VibesAgentforce Vibes is Salesforce's AI-assisted development environment that lets you build agents and applications by describing what you want in natural language. It brings vibe coding to the Salesforce ecosystem and generates Apex, LWC and metadata from instructions.Agentic AIAgentic AI is artificial intelligence software that pursues goals autonomously: it reasons, plans steps, uses tools and acts on real systems instead of just generating text. It decides what to do and carries it out with minimal human supervision.Aggregation (Traceability)Aggregation is the parent-child link between the code of a packaging unit and the codes of the units it contains: a case "knows" which units it holds and a pallet which cases. It lets you scan the container and know its entire contents without opening it.AI AgentAn AI agent is a software system that perceives its environment, reasons about a goal and takes actions autonomously to achieve it, using tools and memory without a fixed script or human intervention at every step.AI GuardrailsGuardrails are the safety barriers that limit what an AI system can say or do: they define off-limits topics, blocked actions and filtered responses, so the model operates within controlled, predictable boundaries in production.AI HallucinationAn AI hallucination is when a language model generates false, made-up or inconsistent information but presents it with complete confidence, as if it were true. It happens because the model predicts plausible text; it does not look up verified facts.AI InferenceInference is the phase in which an already trained AI model receives a new input (a prompt, an image, a data point) and generates a response or prediction in real time, applying what it learned without being retrained.AML (Anti-Money Laundering)AML (Anti-Money Laundering) is the set of policies, controls and processes companies use to detect, prevent and report money laundering and terrorist financing, in compliance with standards such as those of the FATF and, in Argentina, the UIF.ApexApex is Salesforce's proprietary, object-oriented programming language, similar to Java, that runs on Salesforce's servers. It lets you add custom business logic (triggers, classes and integrations) when declarative tools such as Flow are not enough.APIAn API (application programming interface) is a contract that lets two software systems exchange data and functions without knowing each other's internal code. It defines, in a standard way, which requests you can make and which responses to expect.API EndpointAn endpoint is the specific URL of an API where a system sends or receives data. It is the point of contact that exposes a concrete function (for example, looking up a customer or creating an order) so that another application can consume it.AppExchangeAppExchange is Salesforce's official marketplace: an online store with apps, components and certified consultants that extend the platform. It lets you install ready-to-use solutions, free or paid, without coding from scratch.ARR (Annual Recurring Revenue)ARR (Annual Recurring Revenue) is the annualized value of a subscription company's recurring, predictable revenue, normalized to twelve months. It counts only contracts that repeat every year and excludes one-time charges such as implementation or professional services.Atlas Reasoning EngineThe Atlas Reasoning Engine is the reasoning engine behind Agentforce, Salesforce's AI layer. It interprets each request, breaks it down into steps, retrieves trusted data and decides which action to take before an autonomous agent responds.Average Order Value (AOV)Average order value (AOV) is the average sales value per transaction: it is calculated by dividing total revenue by the number of transactions (tickets or orders) in a period. It measures how much a customer spends on each purchase.

BANTBANT is a lead qualification methodology that evaluates four criteria: Budget, Authority (decision-making power), Need (a real need) and Timeline (purchase timeframe). It helps you prioritize which prospects are most likely to close.BarcodeA barcode is a visual representation of data in bars and spaces that a scanner reads to identify a product or unit. It encodes a number (such as a GTIN) and speeds up data capture in logistics, retail and traceability.BDR (Business Development Representative)A BDR (Business Development Representative) is the sales rep who prospects accounts cold (outbound): they identify target companies, make the first contact and generate qualified meetings for the account executives who close. Their work is measured in meetings booked and opportunities created.Bill of Lading (B/L)The bill of lading (B/L or BL) is the document an ocean carrier issues that works at the same time as a receipt for the cargo, a contract of carriage and a document of title to the goods shipped.Bounce RateBounce rate is the percentage of visitors who land on a page and leave it without interacting or navigating to another one. It is calculated as single-page sessions over total sessions, and it measures how relevant the content is to the user's intent.BSP (Business Solution Provider)A BSP (Business Solution Provider) is a Meta-authorized partner that gives a company access to the WhatsApp Business API and adds onboarding, support and tools. Meta sets the rules and limits; the BSP makes access easier and applies its own pricing model.Buyer PersonaA buyer persona is a semi-fictional representation of your ideal customer, built from real data and interviews. It summarizes their goals, pain points, buying criteria and objections to guide content, segmentation and marketing and sales messaging.

CAC (Customer Acquisition Cost)CAC (customer acquisition cost) is how much it costs you, on average, to win a new customer. You calculate it by adding up your total marketing and sales spend for a period and dividing it by the number of customers you acquired in that same period.CAC Payback PeriodThe CAC payback period is the time, in months, it takes a company to recover what it spent to acquire a customer. It is calculated by dividing CAC by the monthly gross margin that customer generates. The shorter it is, the healthier the business's economics.Certificate of OriginA certificate of origin is a foreign trade document that proves the country where goods were produced or transformed. It lets the importer apply tariff preferences under trade agreements, and the customs authority of the importing country requires it.ChatbotA chatbot is a program that simulates a conversation with people through text or voice, answering questions automatically. Modern chatbots use artificial intelligence to understand natural language and solve tasks, not just follow a fixed script of options.CheckoutCheckout is the final stage of an online purchase: the step where the customer confirms the order, enters shipping details and completes payment. It is the most critical moment in e-commerce, because that is where the sale closes (or is lost).ChurnChurn is the rate of customers (or revenue) a company loses in a period. It measures how many accounts stop paying or cancel out of the total at the start of the period, and it is key in subscription businesses.CIF (Cost, Insurance and Freight)CIF (Cost, Insurance and Freight) is an Incoterm under which the seller pays for the goods, ocean freight to the port of destination and minimum insurance, but the risk passes to the buyer once the goods are loaded on board the vessel at origin.Click-to-WhatsAppClick-to-WhatsApp is an ad format (on Meta, Google or a website button) whose click opens a WhatsApp chat with the company directly, instead of taking the user to a landing page. It turns an ad impression into a one-to-one conversation.Cold ChainThe cold chain is the temperature control system that keeps a perishable or sensitive product within a defined range at every stage, from origin to consumption, to preserve its quality, efficacy and safety.CollectionsCollections is the process a company uses to manage and recover payment on the invoices its customers owe, before and after the due date. It turns accounts receivable into cash and sustains cash flow.Commercial InvoiceA commercial invoice is the document the seller issues to detail a transaction: which goods are sold, in what quantity, at what price and under what terms. In foreign trade, it is the basis for the customs value and for collecting payment.Container DetentionDetention is the daily charge a shipping line bills the importer or exporter for keeping its container outside the port terminal beyond the agreed free time, until it is returned empty to the designated depot.Context WindowThe context window is the maximum amount of information (measured in tokens) that a language model can process at once, adding up the user's question, the instructions, the attached data and the response it generates.Conversational AIConversational AI is the set of technologies that lets a system understand what a person writes or says, follow the thread of the conversation and reply in natural language. It is the foundation of modern chatbots, voice assistants and AI agents.Conversational BIConversational BI is the ability to ask business questions in natural language and get answers, charts or metrics instantly, without writing queries or knowing SQL. It turns your question into a data query and returns a result you can understand.Conversational CommerceConversational commerce is selling inside a chat conversation (WhatsApp, Instagram, web chat), where the customer discovers, asks, buys and pays without leaving the thread, assisted by a person or an automated agent.Conversion FunnelA conversion funnel is the stage-by-stage journey a person follows from discovering a brand to buying. Each stage filters prospects: many enter at the top and few reach the end, which is why it is drawn as a funnel.Conversion RateConversion rate is the percentage of people who complete a desired action (a purchase, a sign-up, a lead) out of all visitors or contacts. It is calculated as conversions divided by the total, times one hundred, and it measures how efficient a channel or page is.CPC (Cost per Click)CPC (cost per click) is the price an advertiser pays each time someone clicks on their ad. It is a digital advertising billing model: you only pay for a real interaction, not for showing the ad.CPL (Cost per Lead)CPL (cost per lead) is the metric that measures how much you spend on marketing to get one lead. It is calculated by dividing a campaign's total investment by the number of leads it generated in that period.CPQ (Configure, Price, Quote)CPQ (Configure, Price, Quote) is sales software that configures complex products, calculates the right price with discounts and rules, and generates an error-free formal quote, quickly and automatically.Credit NoteA credit note is a tax document the seller issues to cancel all or part of a previous invoice: it corrects amounts, returns, discounts or errors, and reduces both the customer's debt and the VAT the seller reported.Credit ScoringCredit scoring is a numeric score that estimates the probability that a person or company will repay a debt on time. It condenses their financial history and behavior into a single number used to decide whether to grant credit and on what terms.CRMCRM (Customer Relationship Management) is the system that centralizes all data and interactions with customers and prospects (sales, service and marketing) on a single platform, so you can manage relationships, automate sales processes and make decisions with unified information.Cross-DockingCross-docking is a logistics technique in which goods arriving at a distribution center move almost directly from the receiving dock to the shipping dock, with little or no storage in between, to cut lead times and inventory costs.Cross-SellingCross-selling is the technique of offering products or services that complement what a customer already buys, to increase the value of the relationship. Example: adding insurance for someone buying a car.CSATCSAT (Customer Satisfaction Score) is a metric that measures how satisfied a customer is with a specific interaction, product or service. It is calculated as the percentage of positive responses out of the total and ranges from 0 to 100.CTR (Click-Through Rate)CTR (click-through rate) is the metric that measures what percentage of the people who saw an ad, email or search result clicked on it. It is calculated by dividing clicks by impressions and multiplying by 100.Custom ObjectA custom object is a custom table in the Salesforce data model that a company creates to store information the standard objects do not cover. It has its own fields, relationships and permissions, and behaves just like a standard object such as Account or Contact.Customer 360Customer 360 is the single, complete view of a customer that brings together in one profile all their data and interactions (sales, marketing, service, commerce) spread across different systems, so the whole company works from the same information.Customer JourneyThe customer journey is the complete path a person follows from discovering a brand to buying and becoming a loyal customer. It maps every touchpoint, stage and emotion so you can understand and improve the experience.Customer SegmentationCustomer segmentation is the practice of dividing a customer or contact base into homogeneous groups based on shared criteria (demographic, behavioral or value-based), so you can send more relevant messages and offers to each group instead of treating everyone the same.Customer SuccessCustomer success is the B2B discipline that proactively manages the post-sale relationship so the customer achieves the outcome they paid for, maximizing retention, renewals and expansion. It is retention by design, not reactive support.Customs ClearanceCustoms clearance is the procedure with customs that authorizes goods to enter (import) or leave (export) a country. It includes the declaration, tariff classification, valuation, payment of duties and taxes, and inspection before the goods are released.Customs InspectionCustoms inspection is the review that customs carries out on imported or exported goods to verify their declared classification, value, origin and quantity. It can be documentary, physical or automatic, depending on the selectivity channel assigned to the shipment.

DashboardA dashboard is a visual screen that brings a business's most important metrics and KPIs together in charts and panels, updated automatically, so you can monitor performance and make decisions at a glance without building reports by hand.Data 360 (formerly Data Cloud)Data 360 (formerly Data Cloud) is Salesforce's data platform that ingests and unifies information from multiple sources in near real time, builds a single profile of each customer, and powers analytics, segmentation, AI and automation without copying the data.Data CatalogA data catalog is the documented inventory of all of an organization's data assets (tables, databases, files and reports), described with metadata that lets you find, understand and use them with confidence. It works like a library index: it does not store the content.Data ExtractionData extraction is the process of pulling information from sources such as documents, systems, files or web pages and turning it into structured data (fields, rows, values) that a system can store, query and process automatically.Data GovernanceData governance is the framework of policies, roles and responsibilities that defines who can access a company's data, who maintains it and under what rules it is used. It treats data as an asset, with a clear owner for each domain.Data LakeA data lake is a central repository that stores data in its raw format and at any scale, without transforming it on the way in. It holds structured, semi-structured and unstructured data, and applies a schema only at the moment the data is read.Data LineageData lineage is the complete traceability of a piece of data from its origin to its consumption, including every transformation, system and process it passed through. It lets you answer where a number in a report came from, how it was calculated and which sources feed it.Data OntologyA data ontology is a formal model that defines a business's entities, their attributes and the relationships between them, giving information scattered across different systems a shared, machine-readable meaning.Data QualityData quality is the degree to which an organization's data is fit for its intended use. It is measured through dimensions such as accuracy, completeness, consistency, timeliness and uniqueness. When it is high, decisions, reports and AI models can be trusted.Data SynchronizationData synchronization is the process of keeping the same information consistent across two or more systems, propagating every change (create, update or delete) from one to the other so they all reflect the latest version.Data WarehouseA data warehouse is a central repository that brings together data from multiple systems, already cleaned and structured, optimized for analytical queries and reporting. Unlike an operational database, it is designed to answer business questions about historical data.DDP (Delivered Duty Paid)DDP (Delivered Duty Paid) is the Incoterm in which the seller takes on the maximum cost and risk: it carries the goods to the agreed destination in the buyer's country and pays freight, import clearance, duties and taxes.Dealer Management System (DMS)A dealer management system (DMS) is the system that runs a car dealership: it manages vehicle inventory, the service department, parts and invoicing. It is different from the CRM, which manages the leads and the sales relationship with each buyer.Dedicated vs. Shared Phone NumberThe difference between a dedicated and a shared phone number comes down to who owns the line: a dedicated number belongs exclusively to one company, while a shared number is used by several brands at the same time on the same number.Delivery Time WindowA delivery time window is the specific time slot committed for a delivery or pickup, for example from 9 a.m. to 1 p.m. It organizes the last mile, sets a concrete promise for the customer and shapes route planning.DemurrageDemurrage is the charge a shipping line bills when an import container stays inside the port terminal beyond the agreed free days. It is billed per day and per container until the cargo is picked up from the port.Digital OnboardingDigital onboarding is the 100% remote, software-guided process a company uses to sign up and activate a new customer or user: it captures data, verifies identity and gets the account up and running, with no paperwork or branch visit.Document ClassificationDocument classification is the process of automatically identifying and labeling each incoming document (invoice, delivery note, contract) by type, so it can be routed to the right workflow. Modern systems do it with AI models that read the content, not just the file name.Document ValidationDocument validation is the process of verifying that a document (invoice, receipt, contract) meets format rules, has correct data, is authentic and is consistent with other records before you approve it, post it to the books or pay it.DPO (Days Payable Outstanding)DPO (Days Payable Outstanding) is the average number of days a company takes to pay its suppliers. It measures how much of the operation is financed with trade credit: the higher the DPO, the more working capital it frees up, but the greater the strain on supplier relationships.DSO (Days Sales Outstanding)DSO (Days Sales Outstanding) is the average number of days it takes a company to collect its credit sales. It measures how efficient collections are: the lower it is, the faster cash comes in and the better the liquidity.Duty DrawbackDuty drawback is a customs regime that refunds to the exporter the duties and fees it paid when importing inputs, once those inputs leave the country incorporated into an exported product, so that a country does not export its own taxes.Dynamic RoutingDynamic routing is the real-time re-optimization of delivery routes as the day changes: new orders come in, deliveries are canceled, traffic builds up or the customer is not home. Unlike a static plan, it adjusts sequences and ETAs without breaking the constraints already defined.

E-invoicingAn e-invoice is a tax document issued and signed digitally, with the same legal validity as a paper invoice, that the tax authority (in Argentina, ARCA, formerly AFIP) authorizes with an approval code (CAE) before it is delivered to the customer.Einstein Trust LayerThe Einstein Trust Layer is Salesforce's security and trust layer that protects generative AI: it masks sensitive data, does not train the models on your information and logs every interaction for auditing.Electronic Proof of Delivery (ePOD)Electronic proof of delivery (ePOD) is the digital evidence that a shipment was delivered, captured on the spot with a photo, signature, geolocation and date and time stamp. It replaces the paper delivery note and leaves a verifiable record, available instantly.ELT (Extract, Load, Transform)ELT is a data integration approach that extracts information from the sources, loads it raw into the destination, usually a cloud data warehouse, and only then transforms it, using the warehouse's own compute.EmbeddingsEmbeddings are numerical representations (vectors) that encode the meaning of a text, image or data point, so that similar concepts end up close together in space. They let AI measure semantic similarity and search by meaning, not by exact words.Enterprise Asset Management (EAM)Enterprise asset management (EAM) is the practice of managing the lifecycle of a company's physical equipment (machines, vehicles, facilities) to maximize availability, control costs and plan maintenance, repairs and replacement.ETA (Estimated Time of Arrival)ETA (Estimated Time of Arrival) is the estimated time at which a shipment, vehicle or container will reach its destination. It is calculated with route, traffic and GPS position data, and it is updated in real time during the trip.ETLETL (Extract, Transform, Load) is the process that extracts data from several sources, transforms it into a clean, consistent format and loads it into a central destination such as a data warehouse so it can be analyzed reliably.Experience CloudExperience Cloud is the Salesforce platform for building digital portals, sites and communities (for customers, partners or employees) connected directly to CRM data, with login, personalized content and self-service.EXW (Ex Works)EXW (Ex Works) is the Incoterm under which the seller only makes the goods available at its own premises; the buyer takes on costs, risks and formalities from that point, including the entire transport chain and the export clearance.

Factoring (Invoice Factoring)Factoring is a financing tool in which a company sells its outstanding invoices to a financial institution to receive cash upfront, in exchange for a discount or fee, improving its immediate liquidity.Failed Delivery RateThe failed delivery rate is the percentage of shipments that are not completed on the scheduled attempt, out of all attempts. It measures a costly last-mile problem: every failure triggers redeliveries, reverse logistics and complaints. The lower it is, the more profitable the operation.FCA (Free Carrier)FCA (Free Carrier) is an Incoterm under which the seller hands over the goods, already cleared for export, to the carrier nominated by the buyer at an agreed place. From that point, risk and costs pass to the buyer.FCL and LCLFCL (Full Container Load) is booking an entire ocean container for a single shipment, and LCL (Less than Container Load) is consolidating several shipments from different exporters inside one shared container.Few-Shot PromptingFew-shot prompting is a technique that includes a handful of solved examples inside the prompt so a language model learns the pattern of the task without retraining, improving the accuracy and format of its answer.Fill RateFill rate is the percentage of a customer's demand that is delivered in full from available stock, with no shortages. It measures how well inventory covers orders: 100% means everything requested was shipped without stockouts.Fine-TuningFine-tuning is the process of retraining an existing language model on your own examples so it learns a specific style, domain or task. It adjusts the model's internal weights, unlike prompting, which only changes the instructions.First-Time Fix RateThe first-time fix rate (FTFR) is the percentage of service orders resolved on the first technician visit, without a second trip. It measures field service efficiency: the higher the FTFR, the lower the costs, the fewer the delays and the more satisfied the customer.Fleet ManagementFleet management is the set of processes and technology used to run commercial vehicles: location, routes, maintenance, fuel, drivers and costs, with the goal of maximizing availability and lowering the cost per kilometer.FOB (Free On Board)FOB (Free On Board) is the sea freight Incoterm under which the seller delivers the goods loaded on board the vessel at the port of origin. From that point on, the buyer pays the freight and the insurance and bears the risks of the voyage.Forecast AccuracyForecast accuracy is the metric that measures how close a forecast (of demand, sales or revenue) came to the actual value. It is expressed as a percentage and equals 100 minus the percentage error: the higher the accuracy, the better your inventory decisions.Foreign TradeForeign trade is the exchange of goods and services between companies in different countries, subject to customs, tariff and foreign exchange rules. It covers imports, exports and all the paperwork and logistics involved in crossing a border.Freight ConsolidationFreight consolidation is the logistics practice of grouping several small shipments from different customers into the same transport unit, to share the cost of the freight and reduce the cost per unit shipped.Freight ForwarderA freight forwarder is the agent that organizes door-to-door international transport of goods: it books ocean carriers or airlines, handles customs and documentation, and consolidates cargo, without physically owning the transport.

Generative AIGenerative AI is a branch of artificial intelligence that creates new content (text, images, code, audio) from patterns learned from large volumes of data, instead of only classifying or predicting on existing data.GeocodingGeocoding is the process of converting an address or place name into geographic coordinates (latitude and longitude) that a system can place on a map, use to calculate routes and analyze. Reverse geocoding translates coordinates into a readable address.GMROI (Gross Margin Return on Inventory Investment)GMROI (Gross Margin Return on Inventory Investment) is a retail metric that measures how much gross margin each dollar invested in inventory generates. It is calculated as gross margin divided by the average cost of inventory.Governor LimitsGovernor limits are the execution limits Salesforce imposes on each transaction (queries, records processed, API calls, CPU) to protect the shared resources of its multi-tenant architecture, where many customers run on the same infrastructure.GroundingGrounding is the technique that anchors an AI model's answers in real, verifiable data from your company (CRM, documents, databases) instead of letting it make things up, which reduces hallucinations and makes the system more reliable.GS1GS1 is the international organization that defines the global standards for identifying and coding products, locations and logistic units (such as the GTIN, the barcode and the SSCC), so that supply chains around the world speak the same language.GTINGTIN (Global Trade Item Number) is the unique, worldwide numeric identifier that GS1 assigns to a trade item. It is the number encoded in the barcode, and it lets anyone identify the same item at any point in the supply chain.GxP (Good Practices)GxP is the set of regulated Good Practices (GMP, GLP, GDP, GCP, GAMP) that ensure quality, safety and traceability in the pharmaceutical industry. The "x" is a placeholder for the process (Manufacturing, Laboratory, Distribution), and these practices are required by ANMAT, the FDA and the EMA.

HS Code (Tariff Classification)An HS code is the numeric code that classifies goods for international trade under the Harmonized System. It determines the import or export duties, taxes and permits that apply to that product at customs.Human HandoffA human handoff is the controlled transfer of a conversation or task from an AI agent or chatbot to a person on the team, when the case goes beyond what the automated system can resolve well, keeping all the prior context.Human-in-the-LoopHuman-in-the-loop (HITL) is a design in which a person supervises, validates or corrects an AI system's decisions before they are executed, combining the model's speed with human judgment at critical or high-risk steps.Hybrid ReasoningHybrid reasoning is an AI model's ability to choose between answering quickly or stopping to think step by step before responding, depending on how hard the task is, combining speed and depth in a single system.HyperforceHyperforce is Salesforce's infrastructure architecture that runs its platform on public clouds using code instead of hardware. It lets Salesforce deploy the platform by region and gives customers control over data residency based on the country of their org.

ICP (Ideal Customer Profile)An ICP (ideal customer profile) is a description of the company that gets the most value from your product and is the best fit for you as a customer. It defines firmographics, pain points and buying signals to focus prospecting on the accounts most likely to close and stay.ICR (Intelligent Character Recognition)ICR (Intelligent Character Recognition) is a technology that recognizes handwritten text, character by character, using artificial intelligence. It extends classic OCR, which only reads printed text, to digitize forms, checks and documents filled in by hand.Inbound MarketingInbound marketing is a strategy that attracts prospects by creating useful content (articles, guides, case studies) so they find you and reach out on their own initiative, instead of interrupting them with advertising or cold calls.IncotermsIncoterms are standard rules from the International Chamber of Commerce that define, in a foreign trade deal, who pays for transport and insurance, where the risk of the goods passes from seller to buyer and which formalities each party takes on.Intelligent Document Processing (IDP)Intelligent document processing (IDP) is the technology that captures, classifies, extracts and validates data from documents (invoices, delivery notes, contracts) by combining OCR, AI and machine learning to turn paper and PDFs into structured, ready-to-use data.Inventory ReplenishmentInventory replenishment is the process of restocking a point of sale, warehouse or shelf with goods to keep inventory at the right level, avoiding both stockouts and overstock. It defines how much, when and where to restock each product based on its turnover and demand.Inventory TurnoverInventory turnover is a metric that measures how many times a company sells and replenishes its stock over a period. It is calculated by dividing the cost of goods sold by average inventory: the higher the turnover, the more efficiently inventory is being managed.iPaaSiPaaS (Integration Platform as a Service) is a cloud platform that connects applications, data and processes across different systems using prebuilt connectors and flows, without having to code and maintain custom integrations from scratch.ISV (Independent Software Vendor)An ISV (Independent Software Vendor) is a company that builds commercial software on the Salesforce platform and distributes it as a managed package through AppExchange. Customers install it in their own org, where it runs natively alongside the clouds they already use.

JD EdwardsJD Edwards is an Oracle ERP with two lines, EnterpriseOne and World. It joined Oracle in 2005 via the PeopleSoft acquisition and is still common in manufacturing, distribution, agribusiness and construction in Latin America. Modernization means integrating it, rehosting it in the cloud or moving to Oracle Fusion Cloud.

KanbanKanban is a visual workflow management method that uses cards and columns to signal what to produce and when, based on actual demand. It limits work in progress to prevent overproduction and expose bottlenecks.KPIA KPI (key performance indicator) is a quantifiable metric that measures progress toward a specific business goal. It exists to drive decisions: a few well-chosen, actionable KPIs with a clear target are worth more than dozens of loose numbers.KYC (Know Your Customer)KYC (Know Your Customer) is the set of processes used to verify a customer's identity, assess their risk and confirm they are who they say they are, before and during the business relationship.

Landing PageA landing page is a standalone web page designed with a single conversion goal: getting the visitor to take one specific action (leave their details, buy, book a meeting). Unlike the homepage, it removes distractions and focuses on a single offer.Last-Mile DeliveryLast-mile delivery is the final stage of the logistics chain: the leg from the last distribution center to the customer's door. It is the most expensive and complex part of delivery, and the one that most shapes the buyer's experience.LeadA lead is a contact who has shown interest in what you offer (left their details, asked for information or downloaded something) and has not yet been qualified as a sales opportunity. It is the raw material of the sales funnel.Lead NurturingLead nurturing is the process of guiding a contact with relevant, automated content over time until they are ready to buy. Its goal is to build the relationship, educate and keep interest alive without pushing the sale.Lead QualificationLead qualification is the process of evaluating each incoming contact to decide whether it is worth sales' time, based on how well it fits the ideal customer, its level of interest and its real ability to buy.Lead ScoringLead scoring is a method that assigns a score to each lead based on their profile and behavior, to prioritize the ones most ready to buy. The higher the score, the more likely the contact is to move toward a sale.Lean ManufacturingLean manufacturing is a production management philosophy that aims to deliver more value to the customer while using fewer resources. It is built on eliminating the seven wastes in the process (overproduction, waiting, transportation, inventory, motion, overprocessing and defects) through continuous improvement.Lightning Web ComponentsLightning Web Components (LWC) is Salesforce's framework for building reusable user interfaces on modern web standards (JavaScript, HTML and native Web Components), with better performance and an easier learning curve than the earlier Aura model.LLM (Large Language Model)An LLM (large language model) is an artificial intelligence system trained on huge volumes of text that predicts and generates natural language. It is the engine behind chatbots, automated writing and AI agents that can understand and respond in human language.LLM TemperatureTemperature is a parameter that controls how random or predictable an LLM's response is. Low values (close to 0) produce more deterministic, consistent outputs; high values (close to 1 or above) make them more creative and varied.Logistics HubA logistics hub is a central node where goods are received, consolidated, sorted and redispatched to their destination. It concentrates flows from multiple origins to optimize transportation, lower the cost per unit and speed up distribution.Lot and Expiration TrackingLot and expiration tracking is the traceability control that identifies each production batch (lot) and its use-by or expiration date, so a product can be followed from its origin to the end customer and withdrawn precisely if something goes wrong.LTV (Customer Lifetime Value)LTV (customer lifetime value) is the total revenue or margin a customer generates over their entire relationship with the company. It measures how much keeping a customer is worth and guides how much it makes sense to spend to acquire and retain them.LTV:CAC RatioThe LTV:CAC ratio compares customer lifetime value (LTV) with the cost of acquiring that customer (CAC). It shows whether acquisition is profitable: Bessemer Venture Partners recommends investing in acquisition from 3:1, that is, when a customer is worth three times what it cost to win them.

Machine LearningMachine learning is a branch of artificial intelligence in which systems learn patterns from historical data in order to predict or classify, instead of following rules a person programmed by hand.Managed PackageA managed package is a container of Salesforce code and configuration, versioned and distributed through AppExchange, that keeps its intellectual property hidden and is updated in a controlled way in every org that installs it.Marketing AttributionMarketing attribution is the method that assigns credit for a sale or conversion to the touchpoints that influenced it (ads, emails, searches), so you know which channels generate real results and where it pays to invest.Marketing CloudMarketing Cloud is Salesforce's digital marketing platform for creating, automating and personalizing campaigns at scale across email, SMS, web, push and social, segmenting audiences with customer data and orchestrating automated journeys based on behavior.MCP (Model Context Protocol)MCP (Model Context Protocol) is an open standard created by Anthropic that defines how an AI model connects to external tools, data and systems. It works like a universal "USB-C port": one protocol instead of custom integrations.MEDDICMEDDIC is a qualification methodology for complex B2B opportunities that evaluates six criteria: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain and Champion. It reduces forecast risk in long-cycle sales.Meta Business AgentMeta Business Agent is the AI agent Meta offers businesses to reply on WhatsApp, Instagram and Messenger using the company's own information: catalog, hours, prices and policies. Its responses are billed per token.Meta Business PartnerA Meta Business Partner is a company certified by Meta (Facebook, Instagram, WhatsApp) to offer official solutions on its platforms. On WhatsApp, they are usually API providers that help integrate business messaging at scale with verified backing.Meta Business VerificationMeta Business Verification is the process through which a company confirms its legal identity to Meta, with official documentation, in Business Manager. It is a requirement for running the WhatsApp Business Platform at scale: registering numbers and raising messaging limits.Metrics vs. DimensionsThe difference between a metric and a dimension separates what you measure from how you slice it: the metric is the quantitative value being aggregated (how much: sales, sessions) and the dimension is the attribute that value is grouped by (channel, region, date).MiddlewareMiddleware is software that acts as a bridge between two or more systems, translating, orchestrating and routing data so that different applications (for example an ERP and a CRM) can communicate without connecting directly.Modern Trade and Traditional TradeModern trade and traditional trade are the two main sales routes in consumer goods: modern trade is the large supermarket and hypermarket chains with centralized purchasing, and traditional trade is the neighborhood grocery stores, kiosks and small self-service stores served one by one.MQL (Marketing Qualified Lead)An MQL (Marketing Qualified Lead) is a contact who has shown enough interest (downloads, forms, visits) for Marketing to consider them ready for nurturing or for handoff to Sales. They have not bought or spoken with a sales rep yet: it signals intent, not a confirmed sale.MRP (Material Requirements Planning)MRP (material requirements planning) is a method that calculates which materials to buy or produce, in what quantity and when, based on the production plan, the bills of materials and available inventory.MTBF (Mean Time Between Failures)MTBF (Mean Time Between Failures) is the average time a repairable asset operates between one failure and the next. It is calculated by dividing operating hours by the number of failures, and it measures the asset's reliability.MTTR (Mean Time to Repair)MTTR (mean time to repair) is the metric that averages how long it takes to repair an asset or resolve a work order, from the moment the failure is detected until it is back in operation. The lower the MTTR, the less downtime.Multi-TenancyMulti-tenancy is a cloud software architecture in which a single instance of an application serves many customers (tenants) at once, with each one's data logically isolated. It is the foundational model of SaaS and of Salesforce.Multimodal AIMultimodal AI is artificial intelligence that can process and combine several types of data at once (text, images, audio, video and voice) in a single model, instead of understanding text only. It reasons over all of those formats together.

Natural Language Processing (NLP)Natural language processing (NLP) is the branch of AI that lets a computer understand, interpret and generate human language (text or speech), turning words into data a system can process and respond to.NetSuiteNetSuite is a cloud ERP built for midsize and growing companies. It unifies finance, inventory, orders and a basic CRM in a single multi-currency platform, which is also multi-subsidiary with the OneWorld edition. Oracle has owned it since 2016, and it is customized with SuiteScript.NPS (Net Promoter Score)NPS (Net Promoter Score) is a metric that measures customer loyalty with a single question: how likely the customer is to recommend your company, on a scale of 0 to 10. It is calculated by subtracting the percentage of detractors from the percentage of promoters.NRR (Net Revenue Retention)NRR (net revenue retention) is the metric that measures how much the recurring revenue from your existing customers grows or shrinks over a period, adding expansions and subtracting cancellations and downgrades, without counting new customers. It is expressed as a percentage.

OAuthOAuth is an open authorization standard that lets one application access data in another on the user's behalf, without sharing their password. Instead of the password, it exchanges tokens with limited permissions that can be revoked.OCI (Oracle Cloud Infrastructure)OCI (Oracle Cloud Infrastructure) is Oracle's public cloud (IaaS and PaaS): compute, storage, networking and managed services such as Autonomous Database. It competes with AWS, Azure and Google Cloud and is the natural destination for modernizing Oracle workloads without changing applications.OCROCR (optical character recognition) is the technology that turns text in images or scanned documents into editable, searchable digital text, so software can read an invoice, an ID card or a PDF as if it were a data file.OEE (Overall Equipment Effectiveness)OEE (Overall Equipment Effectiveness) is a metric that measures how productive a machine or line is: it combines availability, performance and quality into a single percentage. An OEE of 100% means making only good parts, at maximum speed, with no stops.OmnichannelOmnichannel is a strategy that integrates every contact channel (physical store, website, WhatsApp, social media, call center) into a single continuous experience, where customers switch channels without losing context or repeating information.Omnichannel InboxAn omnichannel inbox is a single interface that brings together conversations from every channel (WhatsApp, email, web chat, social media and phone) in one place, so the same agent can reply without switching apps and see the customer's full history.Open RateOpen rate is the percentage of recipients who open an email out of the total emails delivered. It is calculated as unique opens divided by emails delivered, times one hundred. It shows how well the subject line and deliverability are working.Opt-inOpt-in is the explicit consent a person gives to receive communications from a brand (email, WhatsApp, SMS). Without that recorded permission, sending promotional messages violates data protection rules and each channel's policies.Opt-outAn opt-out is the action by which a person withdraws the consent they gave to receive commercial communications (email, WhatsApp, SMS) and stops receiving them. It is the explicit unsubscribe, the opposite of opt-in, and the brand must process it immediately.Oracle Autonomous DatabaseOracle Autonomous Database is Oracle's self-managing database on OCI: it provisions, patches, backs up and tunes itself using machine learning. It comes in versions for transactional (ATP) and analytical (ADW) workloads and cuts the manual administration a traditional Oracle database requires.Oracle CXOracle CX is Oracle's customer experience suite: sales, customer service and marketing applications on the Fusion cloud. It brings together in-house products and acquisitions such as Siebel and Eloqua, and competes in the same category as Salesforce; the choice usually depends on the stack already in place.Oracle E-Business SuiteOracle E-Business Suite (EBS) is Oracle's classic on-premise ERP: an integrated suite for finance, procurement, manufacturing and inventory that runs on the company's own servers. Many large companies in Latin America have used it for decades and are evaluating how to modernize it toward the cloud.Oracle EPMOracle EPM is Oracle's Enterprise Performance Management suite: financial planning, budgeting, forecasting, financial consolidation and the accounting close, in the cloud. It complements the ERP: the ERP records what already happened, while EPM plans what comes next and consolidates the group's results.Oracle Fusion CloudOracle Fusion Cloud is Oracle's SaaS suite of enterprise applications: ERP, supply chain (SCM), human capital (HCM) and customer experience (CX) on a single cloud platform, with quarterly updates. It is the cloud migration path for E-Business Suite and JD Edwards customers.Oracle HCM CloudOracle HCM Cloud is the human resources suite of Oracle Fusion Cloud: core HR with a single global record per employee, payroll, talent management, recruiting and employee experience. It lets you manage teams in several countries, each with its own labor law, on one cloud system.Oracle IntegrationOracle Integration (OIC) is Oracle's iPaaS: a cloud platform that connects Oracle applications (Fusion Cloud, NetSuite, E-Business Suite) and third-party apps such as Salesforce through prebuilt adapters, visual data mapping and process orchestration, without building each integration from scratch.Oracle SCM CloudOracle SCM Cloud is the supply chain branch of Oracle Fusion Cloud. It brings demand and supply planning, inventory, manufacturing, order management and logistics together in one integrated SaaS suite, with data shared with finance and quarterly updates handled by Oracle.Oracle Transportation ManagementOracle Transportation Management (OTM) is Oracle's transportation management system (TMS). It plans routes and loads, compares carrier rates, executes and monitors shipments, and controls freight costs. Large logistics operations in LATAM use it to move goods by road, sea and air.Oracle WMS CloudOracle WMS Cloud is Oracle's cloud-based warehouse management system, which grew out of its acquisition of LogFire in 2016. It coordinates receiving, locations, picking, packing and shipping from a web browser and mobile devices, without installing servers in the warehouse.Order FulfillmentOrder fulfillment is the set of processes from the moment a customer places an order until they receive it: receiving, storage, order preparation (picking and packing), shipping and returns management. It is the operational execution that keeps the delivery promise.Order StatusOrder status is the current stage of an order within its cycle (received, being prepared, shipped, in transit, delivered). Each status represents a verifiable milestone and lets you know where the order is in real time.OTIFOTIF (On Time In Full) is the logistics metric that measures what percentage of orders are delivered both on time and complete. It combines punctuality and accuracy in a single service indicator: an order only counts as OTIF if it meets both conditions.Outbound SalesOutbound sales is the sales strategy in which the company proactively initiates contact: the sales team goes out to find prospects defined by its ideal customer profile through calls, emails and messages, without waiting for demand to show up.

PackingPacking is the stage of the logistics process in which the items already picked for an order are checked, packaged, weighed and labeled so they are ready for shipping. It happens after picking and before shipment, and it determines the cost and protection of every package.Packing ListA packing list is the foreign trade document that details the physical contents of a shipment: packages, quantities, weights and dimensions per item. It has no commercial value; it is used to check, handle and clear the cargo.Payment GatewayA payment gateway is the service that securely authorizes, encrypts and processes card, bank transfer or digital wallet payments in an online sale, connecting the merchant with banks and networks to approve or decline each transaction in seconds.Payment LinkA payment link is a unique URL you send a customer so they can pay online through a secure gateway, with no terminal and no custom development. You share it by WhatsApp, email or social media, and it lets you get paid by card, bank transfer or digital wallet.Perfect StorePerfect store is the methodology that defines how a brand's ideal point of sale should look and operate: full assortment, correct display, the right price, active promotion and no stockouts, measured and audited by channel.Pharmaceutical TraceabilityPharmaceutical traceability is the ability to follow each medicine by its serialized unit (lot, expiration date, serial number) across the entire chain, from the manufacturer to the patient, to guarantee authenticity and enable recalls.Picking (Order Picking)Picking is the warehouse operation of locating, retrieving and gathering the products for each order from their stock locations to prepare it for shipping. It is the most expensive and labor-intensive task inside a distribution center.Pipeline CoveragePipeline coverage is the ratio between the value of open pipeline and the sales quota for a period. It measures how many times the target is covered by active opportunities. The multiple you need depends on win rate: if you win 1 in 3 opportunities, it is around 3x.Pipeline VelocityPipeline velocity is a metric that estimates how much revenue your sales pipeline generates per unit of time. It combines the number of opportunities, average deal size, win rate and sales cycle length in a single formula to measure how fast revenue is actually being generated.PL/SQLPL/SQL is Oracle Database's procedural language. It extends SQL with variables, flow control and error handling, and lets you write stored procedures, functions, packages and triggers that run inside the database, where many companies with an Oracle ERP keep critical business logic.PlanogramA planogram is the diagram that defines the exact location of each product on a shelf unit: which SKU goes on each shelf, how many facings it takes up and in what order, to maximize sales and availability at the point of sale.Point of Sale (POS)A point of sale (POS) is the hardware and software system where a sale is completed and recorded, whether at a physical register or in an online transaction. It processes payments, issues receipts and captures key data from every transaction.Predictive AnalyticsPredictive analytics is the use of historical data, statistics and machine learning to anticipate what will happen: it estimates the probability of future events (a sale, a stockout, a customer who churns) before they occur.Predictive MaintenancePredictive maintenance is a strategy that uses sensor data and analytical models to anticipate when a piece of equipment is going to fail and repair it just before, avoiding unplanned downtime and premature replacement of parts that are still usable.Proactive NotificationsA proactive notification is an automatic alert a system sends on its own, without the customer asking, when a relevant event happens: a shipment dispatched, a delay, a status change. It answers the question before the user has to ask.Process AutomationProcess automation is the use of software to run repetitive tasks and workflows without manual intervention, following defined rules or logic. It reduces errors, speeds up operations and frees the team from mechanical work.Product AssortmentProduct assortment is the set of products (SKUs) a retailer decides to offer at each point of sale, organized by categories, brands and variants. It defines what is sold, where and with how much depth, based on local demand and available space.Product RecallA product recall is the organized removal of a product from the market when a defect or a health or safety risk is detected. It involves identifying the affected lots, alerting the supply chain and recovering or destroying the compromised units.Profile and Permission SetProfiles and permission sets are the two Salesforce mechanisms that define what a user can see and do. The profile is the required baseline (one per user), and permission sets add extra access without duplicating profiles.PromptA prompt is the natural language input instruction an AI model receives to generate a response. It defines the task, context, format and tone the user expects, and the quality of the result depends directly on how clear it is.Prompt EngineeringPrompt engineering is the practice of designing, structuring and refining the instructions given to a generative AI model so it returns accurate, useful and reliable answers, by adjusting the context, format, examples and constraints.Prompt InjectionPrompt injection is an attack on AI systems in which an attacker hides malicious instructions in the text the model processes, so that it ignores its original rules and executes unauthorized actions, leaks data or generates harmful responses.Proof of Delivery (POD)Proof of delivery (POD) is the evidence that confirms a shipment reached its recipient: a signature, photo, geolocation or OTP that records who received it, where and when, legally closing out the logistics operation.Purchase Order (PO)A purchase order is the document a buyer issues to formally request and authorize goods or services from a supplier, with quantities, prices and terms. It helps control spending and becomes a binding contract once the supplier accepts it.

Quota AttainmentQuota attainment is the percentage of a sales quota that a rep or team actually achieved in a period. It is calculated as actual sales divided by assigned quota, and it measures how close each rep came to their target.Quotation (Sales Quote)A quotation (or sales quote) is the document a seller uses to offer a customer products or services with their quantities, prices, terms and an expiration date. It does not commit the customer to buy: it formalizes the offer before the purchase order.

RAG (Retrieval-Augmented Generation)RAG (retrieval-augmented generation) is a technique that connects a language model to an external data source: it retrieves the relevant fragments and injects them into the prompt so the AI answers with up-to-date, verifiable information instead of making it up.Rate LimitingRate limiting is a technique that caps how many requests a client can make to an API within a defined time period. It protects servers from overload, abuse and outages by returning a 429 error when the allowed quota is exceeded.ReAct PatternThe ReAct pattern (Reasoning + Acting) is a design method for AI agents that alternates explicit reasoning steps with actions (tool calls), observing the result of each action before deciding the next step until the task is solved.Real-Time AnalyticsReal-time analytics is the practice of processing and analyzing data as soon as it is generated, with a latency of seconds or less, to see the current state of the business and react instantly instead of waiting for reports that consolidate what happened hours or days ago.Real-Time TrackingReal-time tracking is continuous, instantly updated visibility into the location and status of orders, vehicles or assets in motion, using GPS, telematics and events so that both the customer and the operation can always see where each shipment is.ReconciliationReconciliation is the process of comparing two records that should match (for example, the bank statement and the books) to detect and explain the differences. It confirms that each transaction is recorded exactly once, with the correct amount and date.RemarketingRemarketing is the digital marketing strategy of showing ads or messages again to people who already interacted with your brand (visited the site, left a cart, opened an email) to win them back and move them closer to conversion.Reverse LogisticsReverse logistics is the set of processes that move products from the end customer back to the company: returns, exchanges, repairs, recycling or reuse of goods and packaging, managing their way back through the supply chain.RevOpsRevOps (Revenue Operations) is the model that unifies marketing, sales and customer success operations under a single structure, with shared data, processes and metrics, so the entire revenue cycle runs in a coordinated, predictable way.ROAS (Return on Ad Spend)ROAS (return on ad spend) is the metric that measures how much revenue each dollar spent on advertising generates. It is calculated by dividing the revenue attributed to a campaign by the ad spend and is expressed as a multiple or ratio.Route OptimizationRoute optimization is the process of calculating the most efficient path for a fleet based on distance, time, delivery windows and capacity, so each vehicle delivers more orders while covering less distance and using less fuel.RPA (Robotic Process Automation)RPA (robotic process automation) is a technology that uses software robots to mimic repetitive human actions on screen, such as copying data, filling in forms and moving files between systems, without changing the applications already in place.

Safety StockSafety stock is the extra inventory you keep as a buffer against demand variability and replenishment delays, to avoid stockouts when consumption or the lead time exceeds what was planned.Sales CadenceA sales cadence is a planned sequence of sales touchpoints (calls, emails, WhatsApp, LinkedIn) organized by channel and timing, which a rep follows to prospect or follow up on a lead until they get a response or close the cycle.Sales CloudSales Cloud is Salesforce's sales CRM product: it centralizes accounts, contacts, opportunities and the pipeline in one place, automates sales tasks and provides forecasts and reports so sales teams can close faster.Sales EnablementSales enablement is the practice of giving the sales team the content, training, tools and data it needs to sell better at every stage of the process, shortening the sales cycle and improving the close rate.Sales ForecastA sales forecast is the estimate of how much a sales team will sell in a future period (month, quarter, year), based on the pipeline, historical data and the reps' judgment. It is used to plan, commit to numbers and catch deviations in time.Sales OpportunityA sales opportunity is an active deal with a real chance of closing, recorded in the CRM with an amount, a stage and an expected close date. It represents a qualified potential sale that moves through the pipeline until it is won or lost.Sales PipelineA sales pipeline is the set of open sales opportunities, organized by stage, that a sales team manages to close deals. It shows how much potential value is in progress and lets you project future revenue based on real data.Sales ProspectingSales prospecting is the process of identifying, researching and contacting companies or people who could become customers. It is the first stage of the B2B sales cycle: it generates qualified opportunities to feed the pipeline before any negotiation starts.Salesforce AdministratorA Salesforce Administrator is the person who configures, maintains and customizes the platform without coding: they manage users, permissions, objects, automations and reports so that sales, marketing and service teams work on reliable data.Salesforce EinsteinSalesforce Einstein is the AI layer built into Salesforce that adds predictions, content generation and autonomous agents to its applications, using CRM data to strengthen sales, marketing, service and commerce.Salesforce FlowFlow is Salesforce's declarative automation tool: it lets you build business processes (updating records, sending alerts, calling logic) with a visual drag-and-drop editor, without writing code, inside the platform.Salesforce ObjectA Salesforce object is a database table that stores one type of record (accounts, contacts, opportunities). It defines the fields, relationships and rules of a set of business data inside the platform.Salesforce OEMIn the Salesforce world, OEM (Original Equipment Manufacturer) is the business model through which an ISV embeds the platform inside its own product and resells it as its own solution, even to customers that do not have Salesforce.Salesforce OrgA Salesforce org (organization) is the isolated, unique instance where everything a company has in Salesforce lives: its data, users, configuration, code and customizations. It is the logical container, identified by its own Org ID, within the multi-tenant cloud.Salesforce ReleaseA Salesforce release is each of the three annual updates Salesforce applies to its entire platform: Spring, Summer and Winter. It brings new features, enhancements and security patches documented in the release notes, and you test it first in a preview sandbox.Salesforce SandboxA Salesforce sandbox is an isolated copy of your production org where you can develop, configure and test changes without affecting real users or live data, before promoting those changes to production in a controlled way.Salesforce Security ReviewThe Salesforce Security Review is the mandatory security audit Salesforce runs on every app before it can be listed on AppExchange, its marketplace. It reviews code, data handling, authentication and integrations to protect customers and the platform.Salesforce ShieldSalesforce Shield is Salesforce's advanced security and compliance bundle, designed for organizations with regulatory requirements. It adds encryption of data at rest, user event monitoring and field history auditing on top of the platform's native controls.SDK (Software Development Kit)An SDK (Software Development Kit) is a set of tools, libraries, documentation and samples that a vendor provides so developers can build applications on its platform faster and with fewer errors.SDR (Sales Development Representative)An SDR (Sales Development Representative) is the sales rep who qualifies the leads that come in through marketing and turns them into meetings for the account executive. The SDR opens the top of the funnel but does not close deals.Self-Service AnalyticsSelf-service analytics is the model in which business users explore data and build their own reports without depending on IT or analysts, using visual tools on top of governed data and a simple access layer.Self-Service BISelf-service BI is the data consumption model in which business users explore, filter and answer their own questions on data that is already prepared and governed, without depending on IT for every report and with less technical skill required.Sell-inSell-in is the sales volume a manufacturer or distributor places with its channels (wholesalers, distributors or retailers), that is, how much product enters the channel. It is measured in units or revenue and comes before end-customer consumption.Sell-outSell-out (also written sell out or sellout) is the sale of a product from the point of sale to the end consumer. It measures what actually moves off the shelf, not what the manufacturer ships into the channel, which is sell-in.Sell-throughSell-through is the percentage of received inventory that actually sold in a given period. It is calculated as units sold divided by units received, times 100. It measures a product's real sales velocity and the health of stock at the point of sale.Semantic LayerA semantic layer is a translation between a company's technical data and the language of the business: it defines metrics, dimensions and rules once so everyone measures the same way, no matter which tool they use.SerializationSerialization is assigning a unique, non-repeating code to each individual unit of a product (not just to the lot), so it can be identified, tracked and verified across the entire supply chain all the way to the end consumer.Service CloudService Cloud is Salesforce's customer service platform: it centralizes cases, channels (phone, email, chat, WhatsApp) and the knowledge base in a single console so agents can resolve inquiries faster and with full context.Share of ShelfShare of shelf is the percentage of display space a brand takes up within a category at the point of sale, measured in facings, linear meters or number of SKUs compared with its competitors.Shopping CartA shopping cart is the temporary space in an online store where the buyer collects the products they plan to pay for before confirming the order. It holds quantities, prices and subtotals until the shopper moves on to checkout or abandons the purchase.Single Source of TruthA single source of truth (SSOT) is the practice of designating, for each piece of business data, a single authoritative system, so every system and team reads the same reliable value instead of scattered copies that contradict each other.SKUA SKU (Stock Keeping Unit) is the unique internal code a company assigns to each sellable product to identify it, control its inventory and track it across inventory, sales and logistics systems. Each company defines its own.SLA (Service Level Agreement)An SLA (Service Level Agreement) is a formal agreement that defines the level of service committed between a provider and a customer, with measurable metrics, compliance deadlines and agreed penalties if the targets are not met.SMED (Single-Minute Exchange of Die)SMED (Single-Minute Exchange of Die) is the lean methodology for cutting a machine's changeover time (switching tooling or product format) to under ten minutes, by separating internal tasks from external ones and converting internal tasks into external ones.SOQLSOQL (Salesforce Object Query Language) is Salesforce's query language for reading data from its objects. It looks like SQL but only queries records (it does not insert or delete) and respects the platform's data model and permissions.SQL (Sales Qualified Lead)An SQL (Sales Qualified Lead) is a lead that sales has validated as a real opportunity: it has the need, the budget and the timing to buy. It marks the handoff from marketing to sales and usually becomes a formal opportunity in the pipeline.SSCC (Serial Shipping Container Code)The SSCC (Serial Shipping Container Code) is an 18-digit GS1 standard code that uniquely identifies each logistic unit (a pallet or a grouped case) so it can be tracked throughout the supply chain.StockoutA stockout is when a product is not available at the moment a customer looks for it, on the shelf, in the warehouse or in an online store. It causes lost sales, frustrates the buyer and wears down the commercial relationship.SuiteScriptSuiteScript is NetSuite's JavaScript-based customization language. It lets you build custom business logic inside the ERP: server-side and client-side scripts, workflows and custom endpoints, under governance limits that protect the performance of the multitenant platform.Supply ChainThe supply chain is the network of companies, processes and information flows that takes a product from raw materials to the end consumer, covering purchasing, production, warehousing, transportation and distribution.System IntegrationAn integration is the technical connection that lets two or more systems (CRM, ERP, e-commerce, etc.) exchange data automatically, without manual entry, so information flows in sync between them in real time or in batches.

Tableau SemanticsTableau Semantics is the Salesforce semantic layer that defines business data once (metrics, dimensions, relationships) so people, AI agents and dashboards can query it with consistent meaning, without recalculating or redefining each metric.Takt TimeTakt time is the pace at which a plant must produce to match customer demand. It is calculated by dividing the available production time by the units ordered in that period, and it sets the beat of the flow.TAM, SAM, and SOMTAM, SAM, and SOM are three levels for sizing a market: TAM is the total possible demand, SAM is the portion your product can serve, and SOM is the realistic share you can capture in the short term.Text-to-SQLText-to-SQL is the technology that translates a question written in natural language into an executable SQL query on a database. It lets anyone get data without knowing how to write code, using a language model as the interpreter.Three-Way MatchThree-way match is the accounts payable control that cross-checks the purchase order, the goods receipt and the supplier invoice to verify that they match before the payment is authorized.TMS (Transportation Management System)A TMS (transportation management system) is the software that plans, executes and controls the movement of goods: it builds routes, assigns the fleet, manages carriers, calculates freight costs and gives visibility into the status of every shipment.TokenA token is the smallest unit of text a language model processes: a piece of a word, a whole word or a symbol. LLMs read, generate and charge by tokens, not by words or characters.Tool CallingTool calling is a language model's ability to invoke external functions (query a database, call an API or run an action) so it can operate on real systems instead of only generating text. It turns a model that talks into an agent that acts.TPM (Total Productive Maintenance)TPM (Total Productive Maintenance) is a management methodology that aims for zero breakdowns, zero defects and zero accidents by involving every employee, not just maintenance, in the autonomous care of equipment to maximize its availability and performance.TraceabilityTraceability is the ability to follow and reconstruct the full journey of a product, lot or document across the supply chain, recording its origin, transformations and destination at each step to answer what, when and where with verifiable data.Trade MarketingTrade marketing is the set of actions a brand deploys across its distribution channels and the point of sale (displays, promotions, assortment and channel incentives) to win visibility and availability on the shelf, where much of the purchase decision is made.

Unstructured DataUnstructured data is information without a predefined model of rows and columns: PDF invoices, emails, photos, audio, contracts and WhatsApp messages. According to IDC, it makes up 90% of the data organizations generate and requires AI to become usable.UpsellingUpselling is the sales technique of offering customers a higher-tier, more complete or more valuable version of the product they are about to buy or already use, to increase the size and profitability of that sale.

Validation RuleA validation rule is a Salesforce condition that checks a record's data when it is saved and blocks the save with an error message if the data does not meet a criterion, ensuring data quality and consistency.Vector DatabaseA vector database is an engine that stores data as numeric vectors (embeddings) and searches them by semantic similarity, not by exact match. It is the piece that lets an AI system find relevant information by meaning.Vehicle Routing Problem (VRP)The VRP (Vehicle Routing Problem) is the mathematical problem of assigning a fleet the optimal routes to visit many destinations at the lowest cost, while respecting real constraints such as capacity, time windows and driver shifts. It is the model behind all routing software.Vibe CodingVibe coding is a way of programming by describing what you want in natural language and letting an AI generate the code, instead of writing it line by line. The human guides, tests and corrects; the AI produces.Visit SchedulingVisit scheduling is the planning and assignment of the visits a technician or sales rep makes in the field, defining which customer to serve, when and in what order, to make the most of their time, keep commitments and cut down on travel.

WebhookA webhook is an automatic HTTP notification that one system sends to another system's URL the moment an event happens, in real time. It lets applications integrate without one having to ask the other for updates every so often.WhatsApp 24-Hour WindowThe 24-hour window is the period during which a company can reply on WhatsApp with free-form messages and no template fee, counted from the customer's last message. Each new message from the user restarts that 24-hour clock.WhatsApp Business APIThe WhatsApp Business API is Meta's official interface that lets mid-sized and large companies connect WhatsApp to their systems (CRM, e-commerce, chatbots) to send messages at scale, automate conversations and serve customers through multiple agents.WhatsApp CatalogA WhatsApp catalog is the product showcase a company sets up inside its WhatsApp Business account: each item has a photo, price, description and link, and it is displayed inside the chat so the customer can browse and buy without leaving the conversation.WhatsApp CoexistenceWhatsApp Coexistence lets you use the same number on the WhatsApp Business app and the API at the same time. The company adds automation and integrations without changing its number or losing its chat history.WhatsApp Delivery RateThe WhatsApp delivery rate is the percentage of sent messages that actually reach the recipient's device, out of the total the platform accepted. It is shown by the double gray check mark and measures whether your messages reach people, not whether they read them.WhatsApp Message Template (HSM)A WhatsApp message template (HSM), also called an approved template, is a message pre-approved by Meta that a business uses to start conversations with customers on the WhatsApp Business API, outside the 24-hour window, with fixed text and editable variables.WhatsApp Messaging Limits (Tiers)The WhatsApp messaging limit (tiers) is the maximum number of unique users a business can reach with messages it initiates in a rolling 24 hours. All numbers in a business portfolio share it; it starts at 250 and moves up in levels (2,000, 10,000, 100,000 and unlimited).WhatsApp PricingWhatsApp pricing is how Meta bills the WhatsApp Business Platform. Meta charges per message: each delivered template is billed separately and service replies get 1,000 free per number per month. It replaced conversation-based pricing, which billed once per 24-hour window and category.WhatsApp Quality RatingThe WhatsApp quality rating is the score (Green, Yellow or Red) that Meta assigns to each API phone number based on how users react to your messages. It determines your sending limits and can lead to the number being blocked.WhatsApp Service MessageA service message is the free-form, non-template reply a business sends on WhatsApp within the 24-hour window the customer opens by writing in. Each number gets 1,000 free per month; after that, they are charged at the utility rate.WhatsApp Template CategoriesWhatsApp template categories are the official classification (Marketing, Utility or Authentication) that Meta assigns to each HSM template. They define what the message can be used for, how it is billed and which approval and opt-in rules apply.Win RateWin rate is the percentage of sales opportunities won out of all opportunities closed (won plus lost) in a period. It measures how effectively the sales team converts qualified deals into customers.Win-Back CampaignWin-back is the marketing and sales strategy that aims to recover inactive or canceled customers with personalized campaigns (email, WhatsApp, offers) that reactivate them at a much lower cost than acquiring new customers.WMS (Warehouse Management System)A WMS (warehouse management system) is the software that directs and optimizes operations inside a warehouse: receiving, putaway, picking, packing and shipping. It controls inventory in real time and guides workers to move goods accurately.Work OrderA work order is the document that authorizes and details a field service task: what to do, where, who does it, with which parts and by when. It is the core unit that organizes field service work.WorkflowA workflow is the ordered sequence of steps, rules and approvals that defines how a business process moves from start to finish, automating repetitive tasks so they run on their own based on predefined conditions.

Zero Data RetentionZero data retention is a contractual and technical guarantee that an AI provider does not store or retain the data you send in your prompts: it is processed to generate the response and then discarded, never kept in logs or used to train models.

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