Introw Glossary

Deal registration is where a reseller, partner, or salesperson puts a potential sales opportunity into a
digital partner portal.

Deal registration is facilitated by Introw to prevent channel conflict.
Partners can simply share or register leads by entering deal information through a
flexible form in the partner portal; it could be as simple as contact information or an account with the vendor.

Lead distribution is the process of assigning potential customers, or leads, to the most appropriate sales representative,
team, or partner. It involves forwarding inbound leads to ensure they are handled by the right person based on factors like expertise, territory, or priority.
Introw makes lead distribution easy by quickly and efficiently sharing with the right people (partners or sales teams).
By registering leads, syncing them with your CRM, and providing automatic updates, it helps direct the leads to the
right resource for follow-up, all while ensuring that no opportunity is missed or overlooked.

A collaborative strategy developed between brands, retailers, or business partners to align on short- and
long-term goals aimed at improving marketing, sales, and overall business success.
It’s designed to build stronger relationships by defining shared objectives, measurable outcomes, and action plans.

The plan includes clear strategies for execution, go-to-market plans, target account lists, and SWOT analysis,
ensuring both parties are focused on the right tactics to drive growth.

Indirect sales refers to selling products or services through third parties, such as partners, resellers, distributors, or affiliates,
rather than directly to the end customer. In this model, the third party helps to promote, sell, or distribute the product,
often earning a commission or fee for their efforts.

Introw offers a unified platform to manage indirect sales by making it easier for companies to work with these
third parties by integrating with existing sales tools like HubSpot. Introw ensures seamless data synchronization
and real-time updates, allowing sales teams to identify and act on opportunities more effectively.

Indirect distribution is a method of selling products or services where intermediaries handle the distribution,
from wholesalers to retailers, who then sell to the final customer, rather than directly from the company.
In this model, businesses work with external channels to get their products into the hands of end consumers.

Companies benefit from broader market access without the need to set up their own direct sales force.

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A go-to-market (GTM) strategy is a plan that outlines the who, what, and where of launching or expanding an existing product into a new market.
It outlines the actions, resources, and timeline needed to reach the target audience and achieve specific business goals such as revenue targets, market penetration, or brand awareness.

Engagement tracking helps businesses monitor and analyze how users interact with content, platforms, and communications.

Introw tracks partner engagement by monitoring key interactions such as logins, content downloads, and platform usage.
These insights help businesses understand partner activity levels, optimize enablement strategies, and strengthen collaboration.

Enablement content is the strategic information and resources designed to empower sales teams,
partners, and customers to engage effectively, convert prospects, and drive business success.
In today’s digital HQ era, content enablement is more than just providing materials—it’s about delivering the right
content at the right time to support seamless collaboration, informed decision-making, and customer-centric engagement.

A partner ecosystem is a network of organizations—including vendors, distributors, resellers,
and technology providers—that collaborate to create value for each other and their customers.

These partnerships drive innovation, efficiency, and market expansion,
enabling businesses to deliver integrated solutions that meet evolving customer needs.

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A distributor (or distributor partner) is a business that serves as an intermediary between vendors and resellers,
ensuring products move efficiently from manufacturers to the market.
Distributors buy products or product lines, warehouse them, and resell them to retailers, resellers, or even directly to end customers.

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Customer Acquisition Cost or CAC estimates the cost incurred by an organization to gain new customers.
In SaaS organizations, CAC is a crucial metric that indicates the cost on average that the organization incurs to convert a prospect into a paying customer.

It includes costs such as advertisement, content marketing, SEO, and branding.
Sales efforts such as salaries, commission, CRM solutions and even acquisition costs such as discounts and incentives for onboarding.

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Co-selling is a b2b partnership with a sales-driven approach in which two
or more companies work together to position and sell integrated or complementary solutions to a common customer base. Introw simplifies co-selling by making it seamless to collaborate with partners on a single deal. With a shared collaboration view and mutual action plans, everyone stays aligned. Plus, partners receive automatic Slack messages and emails, ensuring smooth communication and no missed updates.

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Co-marketing, also known as collaborative or partner marketing.

It is a strategic approach where two or more brands or organizations expand their reach
by pooling resources, expertise, and audiences to promote their products or services.

The core of successful co-marketing lies in aligning unique selling points and understanding
shared values between the brands. By working together, companies can create compelling joint campaigns,
cross-promotions, or bundled offers, enhancing the value for both brands and their audiences.

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A commission plan is the method by which a firm compensates its salespeople or channel partners for selling.
It usually entails paying a percentage of revenue or profit on each sale, encouraging salespeople to sell more.
Introw enables users to create custom commission plans, allowing partners to see their commissions transparently. This could help drive engagement and trust among partners while ensuring clear incentive structures.

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Channel sales is a B2B sales strategy where a parent company sells its products or services
through third-party partners rather than directly to customers.
This indirect sales model, also known as partner sales, allows businesses to expand
their reach by leveraging the resources, expertise, and networks of channel partners like resellers, distributors, and affiliates.
By using channel sales, companies can access new markets, increase their sales volume,
and scale more efficiently without heavily investing in direct sales efforts.

A channel partner is a standalone company that collaborates with another company to sell and market its product or service through indirect channels.

It is a sales model in which a company collaborates with another company to sell and distribute its products, thus expanding its reach beyond direct sales.

Channel partners can be resellers, distributors, or affiliates, and they can be rewarded with incentives like commissions or discounts for their service.

Introw helps channel partners by making marketing material readily accessible, monitoring performance,
and enabling real-time communication. It also helps in incentive management and offers training materials to
maximize the effectiveness of sales. This leads to increased cooperation and improved sales results.

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Channel management is overseeing and coordinating various sales and distribution channels to optimize a company's reach.

It’s about finding the right marketing techniques and sales strategies to connect with
target customers and deliver products or services effectively. This includes choosing the most suitable communication
methods and ensuring that each channel contributes to overall marketing goals.

Introw helps with channel management by improving communication, tracking performance, and supporting collaboration.
It enables businesses to manage partner relationships, incentives, and training more effectively. This leads to better sales and greater reach.

Channel conflict is any disagreement, argument, or other kind of issue that arises between
two or more channel partners in a distribution channel network.
Since there are various distribution channels competing against one another to sell,
this would create conflict or competition among retailers, wholesalers, manufacturers, or agents.
Introw offers collaborative tools by which various channel partners can work together on joint promotion programs,
sales targets, and advertising initiatives. Introw's tools foster cooperation, not competition, and therefore less conflict. CRM integration with Introw provides a visual representation of opportunities, allowing for quick decision-making on who can sell to a prospect, ultimately reducing channel conflict.

This could be a game-changer for sales teams, ensuring clarity and avoiding duplicate efforts.

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A B2B alliance is a close strategic relationship between a company and other firms, organizations,
or individuals, whereby the objective is to partner and join together to achieve mutual benefits.

These alliances usually involve the exchange of resources, knowledge, or services to
enhance each company's operations, products, or services.

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The visual representation of who key people are within a target company and how they are connected.
Account mapping involves identifying key decision-makers and stakeholders within a target account,
understanding how they are connected, and recognizing their specific challenges and needs.

Introw provides a centralized account view, where all stakeholders, departments, and decision-makers
within a target account are mapped out. This ensures that sales teams and partners can quickly identify whohas which account and who to target within the organization.

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A performance-based marketing strategy, when an affiliate (an influencer, blogger, or business that partners with a company) promotes
another company's products or services and earns a commission for every sale or lead generated through their marketing efforts.

Introw helps businesses effectively manage their affiliate partners by simplifying
the process of tracking, communicating, and collaborating with affiliates.

Deal registration is a process where a reseller, distributor, or partner registers a sales opportunity with a
vendor to gain exclusive rights, pricing advantages, or additional support for closing the deal.
It is commonly used in channel sales programs to incentivize partners and prevent deal conflicts. Introw's deal registration offers a fully automated flow between PRM and CRM, eliminating manual work. Partners can log deals without needing an Introw account by using a public link,
making the process seamless. They can also create forms via a URL, streamlining deal submissions.

Attribution modeling is a business methodology for understanding how different marketing and sales touchpoints contribute to customer conversions. It goes beyond simple lead source tracking by analyzing the complex interplay of interactions across multiple channels, such as website visits, email campaigns, social media engagement and sales calls. By leveraging data analytics and advanced algorithms, attribution models provide insights into the true value of each touchpoint in the customer journey, enabling businesses to optimize marketing spend, refine sales strategies and improve overall return on investment.

Example:

I was reviewing our latest attribution modeling data and it seems that those webinars are actually driving more conversions than we initially thought. Perhaps we should invest more in that channel.


Account-based marketing (ABM) is a strategic approach to B2B marketing that focuses on targeting high-value accounts. Instead of casting a wide net, ABM tailors marketing and sales efforts to the specific needs and interests of each individual account. This personalized approach involves a deep understanding of each target account's business challenges, decision-makers and buying processes. By aligning marketing and sales teams, ABM leverages a combination of targeted advertising, personalized content and direct outreach to build strong relationships and drive meaningful engagement with key accounts

Example:

Account-based marketing approach will allow us to tailor our marketing and sales efforts to the specific needs and priorities of each individual account, resulting in more targeted and impactful interactions.

A graphics processing (GPU) is a specialized processor designed for parallel processing, excelling in tasks that involve simultaneous calculations on large datasets. While initially developed to accelerate the rendering of 3D graphics, GPUs have evolved into powerful engines for a wide range of applications, including artificial intelligence, machine learning, data analytics and high-performance computing.

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Example:

GPUs accelerate AI workloads, like training deep learning models, is revolutionizing how businesses leverage data and make decisions.