Glossary

Key terms used throughout Z360 GTM Hub.

A

AE (Account Executive) Mid-level role with permissions to manage campaigns, set targets, and view team data.

ARR (Annual Recurring Revenue) Annualized revenue projection calculated as MRR × 12.

Benchmark Industry standard rate used for comparison. Helps assess if performance is good, average, or poor.

Bounce Rate Percentage of emails that failed to deliver. Calculated as (Bounced / Sent) × 100%.

Campaign Collection of leads organized around a specific outreach initiative or target market.

Cascading Funnel Email metrics model where each rate is calculated from the previous stage (e.g., reply rate is % of opened, not sent).

Conversion When a lead becomes a paying customer. Recorded with revenue data.

Decision Maker Contact with authority to make purchasing decisions. Prioritized by AI Prospecting.

Enrichment Adding missing contact details (email, phone, LinkedIn) to leads.

Evaluator AI agent that scores companies for ICP fit (1-10 scale).

GTM (Go-To-Market) Strategy and activities for bringing products to customers. The focus of this platform.

GTM Health Score Composite metric (0-100) combining velocity, activity, and quality performance.

Harvester AI agent that searches ZoomInfo for companies matching your ICP.

Headhunter AI agent that finds decision-maker contacts at qualified companies.

ICP (Ideal Customer Profile) Description of your perfect customer including industry, size, role, and characteristics.

Lead Potential customer contact captured from ZoomInfo or discovered by AI Prospecting.

MCP (Model Context Protocol) Integration method used for ZoomInfo connection. Enables AI-powered data access.

MRR (Monthly Recurring Revenue) Total monthly subscription revenue from active customers.

North Star Metric Primary outcome metric tracked on dashboard. Default: Meetings Booked.

Orchestrator AI supervisor that coordinates Harvester, Evaluator, and Headhunter agents.

Open Rate Percentage of delivered emails that were opened.

Pro-rating Adjusting targets proportionally for partial periods. Formula: Target × (Working Days / 22).

Reply Rate Percentage of opened emails that received replies. Note: calculated from opened, not sent.

SDR (Sales Development Representative) Entry-level role focused on lead capture and outreach. Limited admin access.

Session Single AI Prospecting run from start to completion.

Super Admin Highest role with full system access including integrations and AI configuration.

Tavily Web research API used by AI Prospecting for enhanced company evaluation.

Target Goal set for a metric per user or team per month.

ZoomInfo B2B database providing company and contact information. Required for AI Prospecting.