Glossary of B2B Sales & DSR Terms

It replaces scattered email threads and drive links with a single, navigable source of truth for all stakeholders. Buyers and sellers collaborate on content, MAPs (timelines), pricing, approvals, and signatures in one place. Unlike a VDR, a DSR is built to guide multi‑stakeholder decision‑making and next steps, not just store files.

It makes responsibilities explicit on both sides, exposing hidden dependencies early and reducing last‑minute surprises. Also called a Close Plan or Mutual Success Plan, it works best when visible to the entire buying committee. It is the operational backbone of the deal and the reference point for status.

It often spans business, technical, security, and commercial roles, each with distinct needs and concerns. Typical participants include a Champion, Exec sponsor / Economic buyer, Procurement, and domain approvers (e.g., Security, Legal, Finance). Mapping who is involved and what each role needs prevents late‑stage surprises and rework.

Champions shepherd your narrative internally, surface objections early, and coordinate stakeholders across functions. Effective champion enablement equips them with concise talking points, ROI materials, and role‑specific assets they can forward. Treat them like a core team member by giving them easy‑to‑share summaries and answers.

This reduces noise and makes it easier for approvers to find the documents and answers they need quickly. In dealday, these views are automated based on your content and known stakeholders, so setup is minimal. The result is a calmer, clearer experience for non‑sales teams.

This includes checklists, comparison summaries, implementation outlines, and role‑specific content that can be forwarded internally. It anticipates questions from approvers and arms the Champion with short, credible answers. Packaging these in a DSR removes friction from internal selling.

They focus on ROI, risk, and strategic alignment, not implementation details. Clear executive summaries and credible business cases accelerate their approval and remove the need for deep dives. Tie outcomes to the company’s priorities and quantify impact.

They confirm pricing terms, contractual conditions, and vendor risk posture alongside Legal and Security. Supplying a tidy “security and legal pack” up front reduces back‑and‑forth and makes it easy to say yes. Keep your quote, terms, and compliance docs in one place.

It gives teams a common language for assessing deal health: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion, Competition. In a DSR, MEDDICC artifacts can be reflected as explicit next steps, mapped stakeholders, and quantified outcomes. Use it to guide discovery and to de‑risk proposals.

It enforces product/pricing rules, reduces manual errors, and shortens proposal turnaround time. In a DSR, CPQ outputs can be embedded or linked for one‑click buyer access alongside next steps and docs. That keeps pricing in context and cuts revision cycles.

SSO is the pattern; SAML and OAuth/OIDC are common protocols that enterprises expect. Enabling SSO simplifies access and enforces corporate security policies while giving users a familiar sign‑in flow. It’s a must‑have for most mid‑market and enterprise deployments.

SOC 2 evaluates organizational controls (Type I: design at a point in time; Type II: design and operating effectiveness over time). Security teams use it as a baseline trust signal during vendor reviews. Keeping a current report shortens questionnaires and reduces remediation loops.

ISO 27001 specifies requirements for an ISMS that systematically manages risk, policies, and controls. Certification demonstrates ongoing governance, not one‑off hardening. It complements or substitutes for SOC 2 in many regions and industries.

It sets requirements for lawful basis, consent, data subject rights, and cross‑border transfers. Buyers expect clarity on data residency, retention, and sub‑processors before approval. Providing privacy documentation up front streamlines legal review and avoids surprises.

It sets roles and responsibilities between controller and processor, including security measures, breach notification, and approved sub‑processors. A pre‑signed or redline‑ready DPA accelerates negotiations and reduces legal cycles. Keep links to the latest version handy in your DSR.

They process data on our behalf for hosting, email, analytics, and more, and must be disclosed and contractually bound. Keep a current public list with location, purpose, and safeguards for each entry. Link it from your DSR to reduce back‑and‑forth in reviews.

ROI is often expressed as a percentage or payback period and should be grounded in credible assumptions. Strong narratives quantify savings, revenue impact, and risk reduction, tailored per stakeholder. In a DSR, pair ROI with the TCO to give a balanced view.

It includes licenses, implementation, integrations, training, support, and internal effort over time. Considering TCO upfront avoids underestimating downstream costs that derail adoption. Comparing TCO across vendors ensures apples‑to‑apples evaluations.

It keeps both sides synchronized on what is done, what is late, and what is next. In dealday, the timeline updates automatically as tasks progress and stakeholders complete actions. It becomes the heartbeat of execution during evaluation and onboarding.