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Explore our Glossary of common terms in the analytics, product, and growth space.

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Accounts Receivable (AR)

Money owed by customers, its role in cash flow, and how businesses manage and finance receivables
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Annual Contract Value (ACV)

The average annual revenue per customer contract and why it matters for SaaS growth
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Annual Recurring Revenue (ARR)

Predictable subscription revenue and the primary growth metric for SaaS businesses
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Bridge Financing

Short-term financing to cover immediate expenses until long-term solutions are available.
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Buy Now, Pay Later (BNPL)

A financing model that lets customers pay over time while businesses get paid upfront
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Collections

The process of turning outstanding invoices into cash through payment follow-ups
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Configure, Price, Quote (CPQ)

Sales software that automates product configuration, pricing rules, and quote generation
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Covenants (Restrictive Covenants in Financing)

Rules and restrictions lenders impose on borrowers as part of financing agreements
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Customer Acquisition Cost (CAC)

The average cost of acquiring a new customer and a key metric for sustainable growth
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Customer Churn (Churn Rate)

The percentage of customers who cancel and a critical metric for recurring revenue growth
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Customer Lifetime Value (CLTV or LTV)

The total revenue a customer generates over their lifetime and a core profitability metric
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Customer Relationship Management (CRM)

Software and processes used to manage customer data, sales pipelines, and relationships
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Debt Financing

Raising capital by borrowing money that must be repaid with interest over time
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Dilution (Equity Dilution)

The reduction of ownership percentage caused by issuing new equity
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Dunning

The process of recovering failed or overdue payments through automated reminders
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Embedded Financing (Embedded Lending)

Offering financing directly inside the purchase flow instead of through external lenders
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Equity Financing

Raising capital by selling ownership shares to investors
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Factoring (Invoice Factoring / Receivables Financing)

Selling unpaid invoices to get immediate cash instead of waiting for customers to pay
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Go-to-Market (GTM)

The strategy for bringing a product to market, acquiring customers, and driving revenue
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Milestone-Based Billing

A billing model where payments are triggered by completing defined project milestones
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Monthly Recurring Revenue (MRR)

The predictable subscription revenue a business generates each month
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Net Dollar Retention (NDR) / Net Revenue Retention (NRR)

How existing customer revenue grows or shrinks after churn, downsells, and expansions
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Payback Period (CAC Payback)

The time it takes to recover customer acquisition cost through recurring revenue
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Payment Terms (Net Terms)

The conditions that define when and how customers must pay invoices
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Quote-to-Cash (Q2C)

The end-to-end process of turning quotes into signed contracts, billed revenue, and collected cash
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Ratio Boost

An embedded B2B BNPL and quote-to-cash platform that helps sellers close faster and get paid upfront
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Ratio Trade

Upfront capital for SaaS companies by turning recurring revenue contracts into immediate cash
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Renewals

When existing customers continue their subscription or contract for a new term
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Revenue Operations (RevOps)

Aligning marketing, sales, and customer success to drive predictable revenue growth
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Revenue-Based Financing (RBF)

A non-dilutive financing model repaid as a percentage of future revenue
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Risk-Based Pricing

Pricing model where costs adjust based on customer or contract risk
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Underwriting

Pricing model where costs adjust based on customer or contract risk
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Upsell

Pricing model where costs adjust based on customer or contract risk
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Value-Added Reseller (VAR)

A reseller that enhances a product with services, customization, or support
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Venture Debt

A loan for venture-backed startups, often paired with warrants
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Warrants

Rights to purchase company shares at a fixed price in the future
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Working Capital

The short-term capital available to run day-to-day business operations

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