What is...

eCommerce through Revenue Management?

ABA

American Bankers Association - A unique, nine (9) digit Bank Identifying Number that directs electronic deposits to the proper bank. This number precedes the account number at the bottom of the check. 

ACH

One of the group of processing institutions that have networked together to exchange (clear and settle) electronic transactions. Also a way of processing payment electronically like an eCheck (Electronic Check) in which the bank’s Routing number and Account Number are required and funds are transferred from the buyer to the seller account electronically. 

Acquirer/Acquiring Bank

The financial institution (or sponsoring bank) accepting the payments from a credit card holder (customer) on behalf of a Merchant. The Acquiring Bank has a contract (merchant account) directly with the Merchant or indirectly through an independent Processor providing the Merchant with a line of credit. 

Add-on

An add-on is a type of quote for a current customer who wants to add a license or product through the end of the current contract. 

ANSI

American National Standards Institute. A non-profit that oversees voluntary consensus standards for US products, processes and systems. Encryption key transfer, storage and injection are subject to ANSI Standards.

API

Software Application Interface. A set of routines, protocols and tools for building software applications.

Approval Process

An approval process automates how records are approved in Salesforce. An approval process specifies each step of approval, including who to request approval from and what to do at each point of the process. 

Approval Request

An approval request is an email, Salesforce app notification, Lightning Experience notification, or Chatter post notifying the recipient that a record was submitted for approval and that his or her approval is requested. 

Approval steps

Approval steps define the chain of approval for a particular approval process. Each step determines which records can advance to that step, who to assign approval requests to, and whether to let each approver’s delegate respond to the requests. The first step specifies what to do if a record doesn’t advance to that step. Later steps specify what happens if an approver rejects the request. 

Approvals in Chatter

If your organization has both Approvals and Chatter enabled, administrators can turn on Approvals in Chatter. Users then receive approval requests as posts in their Chatter feeds. 

Asset

A specific model or type of product that a customer owns. Depending on how your organization uses assets, they can represent your products that the customer has purchased and installed or your competitor’s products that the customer uses.

Authentication

Process of verifying identity of an individual, device, or process.

Authorization

Occurs when a merchant receives transaction approval after the acquirer validates the transaction with the issuer/processor.

Automated Business Solutions

Software tools that gather, store & monitor key customer information, agreement terms and contract status in a centralized repository system. This makes it quick and easy for legal teams to manage contracting, regardless of complexity or volume.

Automated Compliance

The use of standardized workflows and automated contract template generation to ensure contracts meet compliance standards. 

Automated Proposals

The use of software to generate sales proposals and quotes which contributes to shorter sales cycle, improved business process workflow, reduced risk and improved customer experience. 

AVS

Address Verification System - Validates the billing address of the credit card to make certain the ZIP code and/or Street number or other information matches what is on file. This can also decrease credit card fraud if the thief does not have access to the card holder’s actual billing address.

Base Points

The definition of credit card based points is the amount of points you earn based on the dollar amount of a purchase made with your credit card. Points range from one point per every dollar spent to several hundred points per dollar spent.  Hundredth of a Percent. Also abbreviated as BP. Examples: 1 basis point = 0.01% = 0.0001 50 basis points = 0.05% = 0.005 100 basis points = 1% = 0.01 2,000 basis points = 20% = 0.2 30,000 basis points = 300% = 3.0

Batch

All of the credit card transactions (sales) occurring before Settlement (close of batch), which should be done at the close of the business day or when no more transactions are expected for the day. Batch close, also called Settlement, may be set to “Automatic” which is a preset time each day, or “Manual” which requires the Merchant to settle the transactions from the Terminal, software or POS system.

Billing

BILLING is the processing of customer bills. It is often the first step in revenue recognition for a business: a journal entry records revenue from sales on account and posts it to an income statement account, triggering accounting events that affect the balance sheet. 

Billing Terminal

The billing terminal is an innovative remote payment solution that enables businesses to accept payment hassle-free. Businesses do not have to install or maintain expensive hardware or software because our online billing terminal can be utilized through any existing Internet connection. Customers can use our online banking service with Bitcoin, Visa, and MasterCard credit cards. By making payment through this convenient and reputable method, customers will never have to worry about their credit card information falling into the hands of fraudsters and thieves. Plus, payments are approved in a very short time and the money goes directly into the account of your business! 

Billing Management

Billing management refers to orderly and regular review of accounts, inquiries, and payments. The billing management process is intended to ensure that accounts are collected as expected, that payment timetables are met and that accounts receivables do not become overdue. 

Billing Fulfillment

Billing Fulfillment is the process by which a merchant fulfills its merchant billing obligations, including payment of transaction processing fees and commissions due to credit card associations, banks and others. The term also refers to clearinghouse services that provide access to data from all issuing banks for a customer's transactions. 

B2B eCommerce

B2B eCommerce is a means of connecting suppliers (supply side) and customers (demand side, business to business in short) while doing commerce over the Internet. It focuses on the B2B environment and is generally geared towards an enterprise solution. 

B2C eCommerce

B2C eCommerce is a marketing method of selling products to consumers. The term B to C stands for business-to-consumer. The purpose of implementing this type of system in businesses is to establish a long term relationship with consumers who will continuously purchase goods and services of the company. 

B2B2C eCommerce

B2B2C (“B to C”) is a marketing approach that uses the marketing resources of a business entity to target consumers, usually businesses. It is commonly used by businesses or companies with products or services targeting other businesses . Businesses may have one or more products which are marketed and sold directly to consumer, while also selling commercial products which they in turn sell on to consumer. Some businesses use the term B2C2B(Business-to-Consumer-to-Business), when referring to B2B2C type marketing. 

Category Solutions

A label you can apply to a solution to group similar solutions together. Solution categories help customer support representatives find solutions faster when solving cases. If you use the Self-Service portal or public solutions, your customers can browse solutions by category to find what they need. See also Parent Category. 

Cart

An eCommerce cart is a module designed to produce a virtual shopping cart in an internet shopping site. In the past, offline shoppers had to purchase goods physically, and the eCommerce cart gives online shoppers the same experience of adding items to their cart, which is checked out by an employee at a physical shop.

Chargebacks

Fees incurred when your customer refutes the validity of a transaction (by filing a Dispute) with his or her Issuing Bank who then forcibly reverses the transfer of funds. The Merchant may dispute the validity in which case Acquiring Bank and Issuing Bank shall reach an agreement. Technical — Expired authorization, non-sufficient funds or processing error. Clerical — Duplicate billing, incorrect amount billed, or refund never issued. Quality — Consumer claims goods never received as promised at time of purchase. Fraud — Consumer claims they did not authorize purchase or identity theft.

Clone

Clone is the name of a button or link that allows you to create a new item by copying the information from an existing item, for example, a contact or opportunity.

Configuration

Configuration is the process of determining how a system or product is best configured to; meet customer needs, meet legal requirements, meet quality objectives, and/or align with strategic business goals. Configuration management is the discipline used to direct and control this process.

Configurator

product configurators have become an essential part of the customer shopping experience, where customers review complex products, configure them to meet their specific needs, and submit orders online. At their core, product configurators are a tool used to change general product attributes at the most granular level.

Contract Co-term

Contract co-term is a form of an insurance contract where the premium remains fixed for an initial term (co-term) and then there is a resettable premium for the secondary term called post-co. The initial term is a locked in period, which gives the policyholder a sense of certainty with regard to their monthly payments for insurance. The actual time period will depend on the type of insurance, premium rates, and specific policy. 

Contract Co-terming

By definition, contract co-term is the simultaneous termination of existing contracts when entering into a new one. It applies generally to cases where a company wants to purchase materials for production from a supplier on returnable basis, but at the same time, it wants to sell those products with the warranty period. This can be accomplished by creating a new contract (Co-Terming Contract) with your supplier, which has two sub-contracts: one for sales and the other for purchases. 

Contract Pro-rate

Contract pro-rated is one in which each month remaining on the contract is reduced by the specified billing interval, then that reduced amount is multiplied by the cost of the billing cycle. An example: You sign an 18-month cell phone contract with your carrier that has an early termination fee (ETF) of $350 per line. If you cancel after 15 months, you must pay $350 for the two months remaining before you cancel. 

Commerce

Commerce means buying and selling of goods, products, or services. This process allows consumers, businesses and markets to interact socially and economically in an environment of supply and demand. The advent of eCommerce has only added to this as it has exponentially increased access to business ventures for most people, especially for those who could not branch out due to geographic barriers, or political ones. 

Commerce Cloud

A cloud-based, software as a service (SaaS) platform that has been re-engineered to harness the power of the cloud. The Commerce Cloud platform is designed to support the four pillars of commerce: retailers, suppliers, wholesalers, and manufacturers. Commerce Cloud gives you everything you need to manage today's complex global supply chains and gives you the tools to make your business more competitive tomorrow. Commerce Cloud serves as a single platform for all business processes, providing unparalleled visibility into where your business stands in its quest for growth, market share, and profitability.  Also see SAASTEPS Commerce Cloud 

Complex Configuration

A complex configuration is a product built from components assembled into a whole through steps. At the heart of the configuration process is the set of assembly instructions that guide those processes. 

Complex pricing

Complex pricing is simply multiple prices for one product. You can use this to adjust prices in various geographical regions, customize products for different customers or create bundles with a certain price point. 

Coupons

eCommerce coupons are a variety of digital discount offers that can be redeemed at the checkout page in eCommerce stores. Generally, these coupons can be viewed using mobile devices and your computer/ laptop internet browser. 

CPQ

Configure Price Quote (CPQ) definition is the capability of offering a selection of multiple products or services as a single unit for a single price. CPQ does not sell individual items like an e-commerce Web store, instead it only sells groups of items together for a single price. 

CPQ for Salesforce

When customers are looking for a way to configure complex products, they look for a CPQ that works with Salesforce due to all the native benefits that can come from using a Manage Package.  (See Configuration and Configurator for further clarity.)

Credits

Also ‘Refunds.’ A full or partial refund of a sale to the Cardholder for a previous transaction not made during the current Batch. If a refund is needed during the current Batch, a Void must be issued instead, which cancels the transaction as if it never took place. Only the authorization attempt will appear in the cardholder's records.

CRM

Customer relationship management. CRM is the process in which a business organization administers its interactions with customers. CRM software relies on a relational database to store data and enable data to be associated with records, processes and transactions. CRM is the ticker symbol for Salesforce. 

CVV/CVV2

CVV, CVV2, or Card Verification Value. Refers to either magnetic stripe data or printed number security feature located on the back of payment card. If you require this CVV, it will cut down on the use of card numbers stolen from credit card statements or plucked off of the Internet. Of course, if the thief has the actual credit card, then requiring the CVV has no benefit.

Data Silos

Compartmentalized business processes and data sources. Data Silos result in inefficient work processes, increase risk and slow productivity. 

DSS

Data Security Standards - The regulations and practices created and governed by the Payment Card Industry Security Standards Council or (P.C.I.).

Digital eCommerce

Digital eCommerce is the use of digital devices such as mobile phones, personal digital assistants, notebooks and desktop computers to facilitate and conduct business transactions through electronic data interchange over network.  Digital eCommerce applications augment or even replace existing paper-based or oral communication techniques between the end users and merchants through electronic payments, digital catalogs, electronic invoices and other form based services.

Digital Transformation

Digital Transformation is the effort to re-imagine the company, operational model and business model for a digital age. It seeks to offer a unified customer experience across all channels and touch points leveraging technology. Digital Transformation comprises four pillars: Digitize-to-Delight (D2D), Digitize-to-Operate (D2O). 

Discounting

Discounting is a marketing practice in which price is reduced for immediate sale. This price reduction can take different forms, to be more attractive to customers and to ensure maximum sales during the sale period. Discounts are a common way to keep current customers satisfied and attract new customers.

Discount Recommendations

A discount recommendation is the advice of a seller to a customer, to purchase another product or service at a lower price. Benefit: Product sales increase and profit margins decrease. 

Document Automation

Document automation means to create documents by repetitively using template, image and formatting in a software package. Document automation is used for creating standard and custom documents of similar kinds. It provides simple set-up function and enables the users to create a variety of documents with less time and fewer efforts. 

Document Generation

Document generation is the process of creating a document from a small amount of information. By setting up standard templates, repetitive information can be easily inserted into any given document. This saves time and money by not having to repeatedly type out certain information. Using templates also minimizes errors in documenting by forcing all information to come from a centralized location. 

Document Management System

Generally, a Document Management System (DMS) is a software application that automates the management of documents and associated records throughout their life cycle. Thus, the lifecycle phases of a record are managed through an end-to-end process, which can be configured according to the individual needs of the organization. 

Document Repository

A document repository is a system for organizing and storing documents, usually within a company. Document repositories serve multiple purposes, including document management and document control, which requires business processes to be documented. Documentation can help protect intellectual property rights, ensure accountability and reduce legal costs, among other things. 

DTC commerce

(Direct-to-Consumer commerce) are the sales channel in which consumers can directly order products or services from merchants/vendors outside of traditional wholesale, distribution or retail system. DTC commerce also known as B2C business model is used by both small and large companies worldwide, from multiple airline companies to online grocery shopping stores like FreshDirect. Many customers decide to make a purchase through direct sales channels because of the advantages such as bypassing intermediaries, eliminating sales tax, getting a better product service and price, faster delivery, and so forth. 

Effective Rate

A simple but effective benchmark revealing the real, actual percentage of fees that a Merchant is charged on all transactions. It is calculated by dividing the Total Fees Paid by the Total Volume of credit card transactions. (volume ÷ fees)% 

EMV

Europay, Master Card and Visa joint venture which created the original standards used for Smart Card payment transactions.

EFT

Early Termination Fee - ETF is a penalty that Processors charge merchants for cancellation of contract or agreement prior to the expiration of the contract. The reasoning is usually that processors incur substantial expenses in signing up a new merchant including new equipment programming, file setup, billing administration, credit, background and TMF checks and network setup fees plus registration with associations.

Fleet Cards

Fleet Cards are variation of commercial or corporate card to purchase goods and services for automobile/vehicle, aviation, or marine fleets.

Force Credit

A Credit (Refund) applied to a transaction for which a record is not currently accessible or available within the Merchant's records. The transaction ID number or original approval codes may not be known, but the credit can still be applied to the Cardholder's credit card. Note that a Merchant must be approved in advance for this capability and not all Processors support this function.

Gateway

Payment processing gateway is a computer application that provides the interface between a merchant's system and card association networks. It enables credit card payments for customers within an online, mobile or phone environments with or without the use of a shopping cart solution. Its function is to ensure that all transactions comply with the industry security standards. 

GUI

Graphical User Interface. 

Hashing

Process of rendering cardholder data unreadable by converting data into a fixed-length message digest via Strong Cryptography. Hashing is a (mathematical) function in which a non-secret algorithm takes any arbitrary length message as input and produces a fixed length output (usually called a “hash code” or “message digest”).

Headless eCommerce

Headless eCommerce is a new approach to webshop development. With this approach, the customer frontend is built with a modern JavaScript framework, whereas the administration part remains on the established Content Management System (CMS). In this architecture, the CMS is not responsible for customer interaction, which allows you to use a fully featured CMS for managing products. The main advantages are in performance, flexibility, and integration of multiple platforms into one solution. 

HubSpot

HubSpot is a leading inbound marketing software company. The HubSpot software helps businesses attract visitors, convert leads, and close customers by integrating key pieces of internet marketing into one unified system. Our HubSpot Inbound Certification program is an excellent way for you to get started with inbound marketing today. 

HubSpot CRM

HubSpot CRM is a complete customer relationship management (CRM) platform that helps businesses to accelerate sales, increase marketing efficiency and improve customer support. 

Interchange

Interchange is a transaction between an acquirer and a merchant services provider that takes place at the time of every credit card sale. It can be thought of as the fee a merchant pays to the processor for handling each transaction. The PPI is generally expressed as two amounts: one amount is paid by the merchant, corresponding to the discount rate on the transaction; The other amount, called a "merchant fee", is paid by the acquirer, but ultimately reimbursed by the issue. 

Interchange Rates

The definition of Payment Processing Interchange Rates is a set fee that includes the basic cost of processing a credit card transaction and can vary based on the type of transaction. 

Invoicing

Invoicing is a method of sending out orders to customers for products or services that have already been provided. Invoices can be used for purchases, rental agreements, sales of real property, billings for services and other uses. It is an important part of accounting and tracking the flow of business. 

Invoices Merging

Invoices merging it is a method that combines the documents of each product purchased in one invoice. When you purchase several products for resale, the supplier often sends you a separate invoice for each product. Your clients benefit from this practice because they can easily review their outstanding balances with current purchases. While receiving multiple invoices may be time-consuming and impractical when processing large orders, merging these invoices into a single document simplifies the process of managing records. For example, this feature also reduces the volumes of mail you receive every month and helps either buyer or seller streamline their accounts payable process. 

Invoice Reconciliation

An invoice reconciliation is a comparison of bills outstanding against the records to ensure a customer is not over or under billed.  It includes a physical check, or an online search of paperwork and payment history. 

Merchant Account

A merchant account is a dedicated bank account with a merchant account provider (merchant bank), most often, in the United States (but not exclusively), a relationship between a bank and an organization that accepts credit cards and debit cards as payment for goods and services. The fee structure varies by both the card associations and banks, but it is based on transaction amounts, types, and other criteria. A merchant can choose to use an individual account on her own behalf or may hire a salesperson to obtain merchants accounts for his company's accounts. If a salesperson is used, he or she must be approved by the merchant banks involved in order for the transactions to process successfully.  

Order Management

Order management guarantees products reach your customer and are billed correctly. Order management provides a single source for the entire order lifecycle including the order release to multiple fulfillment systems. Combined with CPQ, Order Management enables a seamless flow across the entire revenue lifecycle. 

Offline Sale

Transaction which had already been initiated by Preapproval Authorization, and a Approval Authorization Code has been generated. The transaction is not final until Settlement of the Batch

PAN

Primary Account Number - A numerical code consisting of 14 or 16 digits both embossed on a payment card and encoded on the magnetic strip. It identifies the Issuer of the card, the card holder’s account number, and a check digit for authentication.

Payments

Payments are one of the most important business processes that a company undertakes. From client billing to ensuring the timely payment of employees and taxes, payments play an essential role in the success of any organization. 

Payment Cards

For purposes of PCI DSS, any payment card/device that bears the logo of the founding members of PCI SSC, which are American Express, Discover Financial Services, JCB International, MasterCard Worldwide, or Visa, Inc.

Payment Portal

Payment portal is a web interface that allows the organizations/businesses to receive payments through a secure channel and process the payment according to their business needs in real time. The payment portal can be designed with the features of a shopping website or business application to make it more user-friendly. 

Payment Processing

Payment processing is the activity of receiving and transmitting account information, or credit card data. The majority of retail and ecommerce operations with a business premise need to be enabled for online credit card transactions. Payment processing service enables merchants to accept payments online or over the phone by credit, debit or prepaid cards. In a nutshell, payment processing is the method through which merchants process payments made by customers to their stores or websites. 

PCI

Payment Card Industry - A council made up of terminal manufacturers, processors, card brands and security experts from the payment industry. This group sets all the standards and practices regarding securing payments, applications and networks.

PCI Compliance

Major Issuing Banks created PCI (Payment Card Industry) compliance standards to protect personal information and ensure security when transactions are processed. Due to the acute rise in data breaches, hackers and identity theft prevalent, all processors now charge breach insurance or PCI Compliance fees to insure against such a breach, which could result in hundreds of thousands of dollars in damages and fines.

PCI DSS

Data Security Standard – PCI standards for payment card data security.

PII

(or Personally Identifiable Information) Information that can be utilized to identify an individual including but not limited to name, address, social security number, phone number, etc.

Price

Price is defined as a quantitative expression of the amount of money or some other specific quantity of economic value that must be given in exchange for an economic unit (i.e., a good or service).

Pricing

Pricing refers to the cost of goods or services sold to customers. Pricing can include both fixed and variable costs, dependent on new features and functionality, as well as the level of demand for the product or service.  

Pricing Strategy

Pricing strategies play a key factor in a firm's marketing decision "how" it will position the price of its product or service. Because prices can be stated in different forms, including prices per unit, list prices and market-derived prices, there is risk involved in specifying and implementing a specific pricing strategy. 

Pricing Tiers

Price tiers are a great way to provide context when presenting numbers to the end user, instead of just listing two numbers that could mean very different amounts. Price tiers can be used for comparing two or more products based on price, or for one product that has more than two options inside of it. 

Pricing Ramps

Pricing ramps are pricing programs that have a step - like structure with various price points. It's also known as a multi-tiered pricing structure. Pricing ramps or multi-tiered pricing structure(MTS) help create a logical progression in prices for products or services. Each price point, or tier, has a range of profitability. For example, if you have an MTS with five price tiers the first tier may be $0.00 to $50.00, the next might be $50.00 to 100.00, and so on with increasing prices as you move up to each new tier. The goal of this type of program is usually to ratchet up your profits and expenses over time by improving margins at each higher level of volume. 

Processor

A bridge between your customer’s bank (that issued card) and your business bank account. The Processor must either be or also have an Acquiring Bank if it is a non-Bank Processor, like TransFirst).

Process Management

Process management works to automate all processes across the revenue operations lifecycle such as approvals, workflows and signatures. 

Product

A product can be defined as the first stage of a customer buying process that helps satisfy individual needs and wants. It is also one of the four elements of the marketing mix that product managers manage. There are additional features offered with both products and services, which include performance, reliability, safety, durability and price. If a firm is unable to provide these features, then it will not be able to justify the price it is charging for a good or service. Thus it is essential that firms not only offer appropriate features but also provide a product definition using key brand characteristics to ensure that their products sell well. 

Product Configuration

Product configuration is the act of dividing a product into its essential elements, and arranging those elements in a way that makes the product accessible to customers in their preferred context. In order to define your product configuration, it's important to consider what factors are important to your customers. Ultimately, your goal is to give your customers the best possible experience with your products or services whenever they choose to buy them. 

Product Configuration Management

Product Configuration Management (PCM) is a process for managing the data and documents that define the products in a product line. PCM is applied to formalize, standardize, and automate management of the data required to quickly and efficiently develop and deliver products in order to maximize business value throughout their lifecycle. The end goal of PCM is to enable organizations to realize value quicker by utilizing standards in supporting processes across all facets of operations. 

Product Downgrades

Downgrades are a specific type of product upgrade whereby the core functionality of the original product is preserved, but it has less features and performance enhancements when compared to its predecessor. Examples of product downgrades are models with less features and large price cuts. 

Product Up-Sell

To promote, sell or offer another of similar value. OR Simply put an up-sell is the practice of selling options or upgrades at a point in the sales cycle when buyers are most inclined to purchase and most likely to opt for upgrades or add-ons. Salespeople typically look for ways to make additions that will generate the highest possible profit for the business. 

Product Upgrades

Product upgrades occur when a customer seeks out additional services that have been offered to them by the same company. Most commonly, these are subscriptions, or reoccurring payments that customers must pay in order to continue using a service. 

Promotions

Promotions are the act of doing something special to market a new product. You may've heard the term "special introductory offer" which is where a business tries to capture customer interest by enticing them with an attractive offer. This can help sales numbers early on and create hype around the product. Promotions aren't always limited to just one time offers though, they could be ongoing as long as they're beneficial to the consumer. 

Proposal

A proposal is an offer to perform work, supply materials, and/or equipment for consideration on the part of the organization that submits the proposal in response to an RFP. 

Proposal Management

Proposal Management encompasses all the practices, tools, and processes involved in using the knowledge a company or individual has about its customers to present a proposal for a specific type of work. Proposal Management is concerned with knowing as much as possible about the customer's wants, needs and expectations. Its goal is to determine exactly what information and specifications will best meet customer needs and to organize the proposal accordingly. 

Purchasing Cards

A business to business or business to government card usually used for small purchases which would normally require a Purchase Order, Invoices or Checks, thus saving unneeded paperwork and making companies more efficient.

P2PE

In the payment industry, this refers to Point to Point Encryption. Customer account data is encrypted at the swipe and decrypted at either a retailers switch, a payment gateway or by the processor depending on the scheme. There are several schemes in play using various encryption methods.

QR Code

A Quick Response code. Resembles a barcode and can be imaged by a Smart Phone for advertising or for payment info.

Quote

A precise but nonbinding expression of the cost to produce a quantity or provide a service under stated conditions. 

Quotes

Quotes are one part of the proposal process. The quote is an itemized breakdown of the services that will be provided with a price for each service. Each bid or quote is customized and specific to your business. They are created as an estimate or consultation on your business's specific needs. 

Quotation

A quotation is a binding offer to supply goods or services designated by the offeree for a specified fee. A quotation must be written and signed by an authorized representative of the seller. The seller can apply specified conditions to safeguard its interests in the absence of which, no contract is created. Quotations are issued with a given period of validity, which shall not be less than 30 days from the date of its issuance. 

Quote to Cash

Quote to cash process connects a customer’s intent to buy (the CRM) to a company’s realization of revenue (in the back-end ERP system), encompassing the entirety of your sales, contract, and customer relationship lifecycles. 

Recurring Revenue

Recurring Revenue is the revenue that results from clients whose service contracts or subscription agreements renew automatically. It is easy to recognize when you look at your bank statement; the money keeps flowing in whether you are working or not. Once a client has purchased this type of service and renews, they become more loyal, taking away any chance of them switching over to a competitor.

Renewal

Renewal is the process of selling products to customers who already use your services at an increased price. A common example of this would be a company that offers its customers internet service, and then asks them if they want to increase their service plan to include more bandwidth and better service quality. 

Renewals

Renewals renew or increase your products or services that are about to expire. 

Renewals Management

Renewals Management - Renewals management is a discipline separate from marketing, finance, and accounting. It drives revenue by focusing on the value of current customers, in order to cultivate ongoing relationships with them. It includes activities like cross-, up-, and down- selling and nurturing existing customers through specialized programs such as product credit or financing. 

Renewals Automation

Renewals automation, also known as Renewals Management, is a software for renewals and recurring billing by providing automatic on-line renewal of your products or services via the internet. 

Renewal Merge Opportunities

Renewal merge opportunities (RMO) are agreements which allow multiple opportunities to offer different services and billing options to the same subscriber. 

Revenue

In accounting, revenue is the income that a company receives from its normal business activity, usually from the sale of goods and services to customers. Revenue is also referred to as sales or turnover. Some companies receive revenue from interest, royalties, or other fees. Revenue is a crucial part of financial statement analysis. It is classified as one of the two primary financial statements, which shows how a company derives its operating funds. 

Revenue Lifecycle Management

Revenue lifecycle management (RLM) is increasing importance as the customer life cycle becomes the driver of a customer's full relationship with the CRM. "Revenue" is used here in the broadest sense - it includes everything a customer buys that yields some kind of net income to the company. It even includes intangibles, such as trust and brand loyalty, that cost more to create than to buy. Thus, revenue lifecycle management is managing everything a customer buys over their lifetime --- not just products or services associated with firm offerings and extensions. The revenue stream includes: 1) new sales; 2) upsells; 3) cross-sells; 4) add-ons; 5) live support (artificial intelligence) and training, including self-help tools; 6) after-sales service; 7) upgrades; 8) derivatives and spin-offs from a product line; 9) complimentary products or services that are purchased by customers because they help use the main offering.

Revenue Management

Revenue management (RM) is the process of planning and allocating revenues earned directly by a business. It includes ensuring that the right inventory is available and selling at the right price, while considering the impact on customer satisfaction and overall profitability. Revenue management strategies are implemented using analytical predictive models, which help determine optimal pricing, discounting, and inventory levels based on historical data, current sales levels, margin goals, competitor actions, seasonality and many other factors. 

Revenue Management Lifecycle

Revenue Management Lifecycle is a series of revenue management processes that encompasses all the different revenue management activities and processes, including strategy formulation, revenue management audit, profitability analysis, profit-pooling and booking, yield management planning and control, demand forecast-based accumulation and disaggregation of demand units or data points, supply allocation and yield control, dynamic pricing based on yield rules, segmentation and ability to price, dynamic channel distribution plan with channel selection criteria taking consideration of time zone and competitive advantages. 

Revenue Operations

Revenue operations is a function that includes the planning, developing, and executing of strategies for revenue management for an organization. Revenue operations may make use of a number of solutions such as yield management, capacity control, revenue optimization and revenue policies, demand forecasting and other methods. 

Revenue Ops

Revenue Operations or (RevOps) the alignment of sales, marketing and customer success operations across the full customer life cycle to drive growth through operational efficiency and keep all teams accountable to revenue. 

Revenue Optimization

Revenue Optimization is defined, in the broadest sense, as the application of all possible means to generate revenue. Revenue Optimization encompasses strategies that seek to maximize revenue from existing or new sources and may include multiple elements from various Administrative and Marketing functions. Revenue Optimization focuses on maximizing revenue - not just incremental revenue, but also on maximizing long-term value for the Company. 

Revenue Reports

A revenue report is a summary of the revenue transactions for one or more products or services during a specific time period. It includes gross revenue, net revenue, and can further categorize the transactions by payment type, merchant category codes (MCC), and transaction categories. 

SAASTEPS eCommerce

SAASTEPS eCommerce is a Managed Package that is 100% Native & Lightning to Salesforce that downloads into your Salesforce org. The SAASTEPS eCommerce Cloud platform (Salesforce) is designed to support the four pillars of commerce: retailers, suppliers, wholesalers, and manufacturers. eCommerce Cloud gives you everything you need to manage today's complex global supply chains and gives you the tools to make your business more competitive tomorrow. eCommerce Cloud serves as a single platform for all business processes, providing unparalleled visibility into where your business stands in its quest for growth, market share, and profitability. 

SAASTEPS Payment Processing

SAASTEPS Payment Processing is a Manage Package that is 100% Native and Lightning. We process payment exactly the same way someone would do with Stripe, Authorized.net, and CyberSource. We have pre-built connectors for the additional three gateways listed above. With SAASTEPs Payment Processing we provide the merchant account and the gateway.

SAASTEPS CPQ

SAASTEPS CPQ is a configure, price, quote (CPQ) is a Managed Package 100% Native & Lightning that downloads into your Salesforce org.  You can easily select products, configure options, up-grade, down-grade, manage complex pricing, manage subscriptions, and standardize the way all revenue generating team members sell your products, subscriptions, services and support.  salesforce customers eliminate the need for costly, time-intensive, customizations.

SAASTEPS SPQ

SAASTEPS SPQ is a subscription price quote (SPQ) is a Managed Package 100% Native & Lightning that downloads into your Salesforce org.  Which standardized financial statement that allocates the sales price of a product or service to each element of the product or service. Unlike the single unit price, which is quoted to allocate only the sales price, the SPQ must allocate all costs that pertain to all units, including cost of goods sold. 

SAASTEPS Billing & Invoicing 

SAASTEPS Billing & Invoicing 

SAASTEPS Renewals Management

SAASTEPS Renewals Management

SAASTEPS Revenue Analytics & Reporting

SAASTEPS Revenue Analytics & Reporting

Sales Cycle

The sales process stages from prospective customer to recurring customer. Sales cycles can be automated to increase productivity and deal accuracy. 

Sales Forecast

A sales forecast can help sales teams estimate how much of their product or solution their business is planning to sell during a specific time period. 

Salesforce CPQ

Salesforce CPQ formerly called SteelBrick is a complex product configuration quoting solution which salesforce purchased to sell within their platform that enables you to price, quote and configure products. Also see SAASTEPS CPQ Cloud 

Salesforce CRM

Salesforce CRM is a cloud based service that provides developers with capabilities to build and deploy apps. The platform includes infrastructure, software design components and data integration architecture and components. The platform processes more than 4 billion transactions daily for 150,000+ customers. 

Salesforce Commerce Cloud

Salesforce Commerce Cloud is a unified commerce platform that brings together commerce and marketing applications. Also see SAASTEPs eCommerce Cloud  

Salesforce Marketing Cloud

The Salesforce Marketing Cloud is the complete marketing and sales solution that offers individual marketers and salespeople robust, easily customizable apps to unlock the full value of their data. It's a scalable, flexible and cost-effective solution for any size business looking to build strong customer relationships and maximize revenue. 

Salesforce Revenue Cloud

Salesforce Revenue Cloud is a suite of cloud delivered applications and services. A complete solution for core sales processes, the Suite allows companies to acquire, grow, and retain customers and opens up new channels to sell through marketing, service, and other areas of the business. 

Salesforce Service Cloud

Salesforce Service Cloud is built from the DNA of Service Cloud? and provides an entirely new way for companies to deliver exceptional service interactions. It integrates with the Salesforce CRM and Marketing Cloud products – and aspects of its functionality are also available to customers who use Salesforce Essentials – to give you a seamless customer experience across all channels. 

Salesforce Workflow Automation

Salesforce workflow automation is automated processes like pipeline and contract management, invoicing and billings, and renewals executed in sync with the Salesforce CRM. 

Self-Services Subscription Management

Self-Service Subscription management refers to a system that gives your subscribers the ability to manage their own subscriptions. With this feature, subscribers can easily call or go online to remove themselves from any unwanted newsletters and/or update their own personal information, therefore allowing companies to save money on administrative costs. 

Settlement

All transactions are not final for processing or payment until settlement, which occurs when all credit card transactions in the current Batch have been closed. Usually, a batch begins with the first transaction of the business day, and ends with the last transaction of the day before the Batch is closed (settled). During settlement, a report is electronically submitted to the processor finalizing the day’s sales as complete. Funds are deposited in the merchant’s account usually 48 business hours after the batch settlement. Voids can not be issued after settlement.

Software Downgrades

A downgrade is a change made to an application which causes it to run on an older version. 

Software Upgrades

The term 'software upgrades' is used to describe changes to the software installed on a computer system, ranging from bug fixes to new features. Through this service, customers can confirm what software is running on their computer systems and upgrade it at any point in the future should new features become available. 

Subscription

In the simplest terms, a subscription is a recurring payment for a product or service or for access to digital content. The money received from a subscriber pays for – and entitles them to – ongoing use of that product, access to that service, or ongoing access to that content (e.g., a software subscription). 

Subscription Management

Subscription management is a web-based application that enables corporations and businesses to process subscriptions and recurring billing, on a single platform. Subscription management applications are standalone software solutions that serve both internal purposes of businesses as well as the customers.

Surcharges

On a gross statement refers to the difference between a basic consumer card at its lowest rate (commonly called vanilla or plain card) and the rate of the actual card used.

Workflow Automation

Workflow Automation delivers better insight into workflow and help solve other issues stemming from antiquated and manual processes that teams have grown to accept at the expense of both efficiency and effectiveness. 

Virtual Terminal

See also POS. A credit card terminal run from the computer screen, iPhone or other smartphone or handheld device which runs in a window via web browser or other software application, rather than using dedicated hardware like a physical credit card terminal.

Voice Authorization

A Preapproval Authorization performed over the phone by a Merchant to verify funds on a card holder’s credit card or the validity of a customer credit card prior to charging the transaction.

Void

A void transaction describes a credit card transaction that has been deleted before settlement (close of batch). The transaction amount has only been authorized to the card holder’s account, therefore the cardholder should see that no funds were removed and card holder’s balance will clear the authorization amount within 24-48 hours.

Interested in learning more? Great! We have plenty to share. Feel free to chat with us.

Please let us know below what you’re most interested in and we’ll schedule a day and time that works best for you to answer any questions.