Em Downham

Feb 1, 2022

Can't Tell Your ACV From Your ACL? Not Sure What CRM vs CRR Is? Let's Breakdown The Most Common SaaS Marketing Acronyms πŸ‘‡

New b2b marketers in the SaaS space will quickly learn sales, marketing and GTM teams love themselves an acronym.

There are many - and I mean - many. And sometimes they can be a little confusing.

Don't be afraid to ask whoever you're talking with to explain what the acronym is, but if you would prefer not to, here's a listπŸ‘‡


A

  • ABM: Account Based Marketing

  • ACL: Average Customer Lifespan

  • ACV: Average Contract Value

  • ARPA: Average MRR Per Account (We'll get to MRR below)

  • ARR: Average Recurring Revenue


B

  • B2B: Business to Business

  • B2C: Business to Consumer

  • BDR: Business Development Representative


C

  • CAC: Customer Acquisition Cost

  • CLTV: Customer Lifetime Value

  • CMO: Chief Marketing Officer

  • CPL: Cost Per Lead

  • CRM: Customer Relationship Manager

  • CRR: Customer Retention Rate

  • CTA: Call to Action

  • CX: Customer Experience


E

  • EDM: Electronic Direct Mail


G

  • GTM: Go to Market


I

  • ICP: Ideal Customer Profile

  • ILV: Inbound Lead Velocity

  • IPO: Initial Public Offering


K

  • KPI: Key Performance Indicator


L

  • LTV: Lifetime Value

  • LVR: Lead Velocity Rate


M

  • MAC: Marketing Acquisition Cost

  • MRR: Monthly Recurring Revenue

  • MQL: Marketing Qualified Lead


N

  • NPS: Net Promoter Score


P

  • PMF: Product Market Fit


R

  • R&D: Research and Development

  • RFP: Request for Proposal

  • ROI: Return on Investment


S

  • SaaS: Software as a Service

  • SAL: Sales Accepted Lead

  • SDR: Sales Development Representative

  • SEM: Search Engine Marketing

  • SEO: Search Engine Optimisation

  • SERP: Search Engine Results Page

  • SLA: Service Level Agreement

  • SMB: Small to Medium Sized Business

  • SOM: Serviceable Obtainable Market

  • SQL: Sales Qualified Lead

  • SWOT: Strengths, Weaknesses, Opportunities, Threads


T

  • TAM: Total Addressable Market

  • TCV: Total Contract Value


U

  • USP: Unique Selling Proposition


V

  • VC: Venture Capitalist


What did I forget? Tell me in the thread πŸ‘‡

Em Downham

I'm Em πŸ‘‹. I write about b2b SaaS marketing, ideas and thoughts πŸ’­, all the way to learnings from business & productivity books ✏️.

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