As you explore Matrix, you will find many terms and names that may not be familiar to you. To help in understanding some of these terms and labels, we have put together this quick list of definitions to help in clarifying what they mean and represent.
CORE TERMS
Account - Also known as an Advertiser; the company that has purchased advertising from your organization; or a potential prospect.
Activity - A Meeting, Call, or Task that is performed with a Contact, Deal, Agency, or Account.
Agency - A company that assists another company with advertising campaigns.
Booked - Actual revenue in dollars, representing advertising orders that have been billed through the traffic/billing system.
Budget - The sales goal that needs to be achieved.
Bottom Up Budget – Revenue goals for AE’s that are visible to AE’s, their Manager’s and Corporate.
Top Down Budget – Corporate or Station level revenue goals that are only visible to Corporate and Managers. They are not visible to AE’s.
Churn Account - An Account that generated revenue this time last year, but has not generated any revenue for the same period this year.
Contact - A person from an Account or Agency that your team works with regarding advertising sales.
Deal - Where you place your Pending. You can have multiple deals for the same time period for an Account.
Forecast - An amount, representing the sum of Booked and Pending dollars.
LY$ - (Last Year Dollars) – Actual billed revenue dollars from the same period last year, also from the traffic/billing system.
Outlet - The actual “thing” that you're selling. Ex: the TV station WAAA, the website WAAA.com, the publication.
Pacing - Comparison of your sales revenue today, compared to a similar date last year.
Pending - Dollars expected to come in for an Account in the near future. Pending is calculated in Forecast (Booked + Pending = Forecast).
Proposed - Dollars that are pitched to an Account without much expectation of closing the deal. These dollars are not calculated in Forecast.
Project – A specific initiative, often linked to a major event. Example: Tentpole events like NFL, College Football, World Cup or World Series.
Revenue Type (Rev Type) – A Classification of revenue, specific to an Account or Agency. Example: Digital, Digital Political, Linear, Linear Political, etc.
TY$ (This Year Dollars) – Also known as current booked dollars. These are actual billed revenue dollars from the traffic/billing system
ACCOUNT CLASSIFICATIONS
Lead Account – Accounts initially entered in Monarch are classified as Lead Accounts. An account is classified as a Lead when all associated outlets are in the lead stage for a single account/salesperson combo. These are non-billing accounts that have not yet been approved by a Manager.
- Limitations:
- AEs cannot add deals to Lead Accounts.
- The account must be fully qualified with: Address, Contact, and Activity.
- Once qualified, the AE must submit the account for Manager approval.
- A Lead will only be approved as a Prospect once you have made progress on the Account.
Prospect Account – When a Lead Account is approved by a Manager, it is automatically converts to a Prospect Account. Once converted to a Prospect, the account cannot revert back to a Lead account type. Prospects are a claimed, non-billing account, approved by a Manager. AE’s can add deals to Prospect Accounts.
Billing Account – An account becomes a Billing Account when at least one associated Outlet is actively generating revenue through the billing/trafficking system.
Upsell Account – A hybrid account containing a mix of both Billing and Prospect Outlets. Example: Account is billing on AAAA outlet and is a Prospect without billing on BBBB Outlet. This setup supports revenue growth and expansion across Outlets within the same account.
ACTIVITY TYPES
Activity Method – High-level classification that represents how an activity is conducted, the communication channel or format. There are four defined methods : Call, Email, Meeting or Other.
Activity Type – Provides the specific context or purpose of the activity (for example, Prospecting, C.N.A, Presentation, etc.).
DEAL MANAGEMENT & SALES STAGES
Deal – Where pending is entered for an Account or Agency. A deal is tied to one office but can include multiple deal rows for different outlets, report names, revenue types, or projects.
- Open - Pending – Dollars expected to come in soon for an Account or Agency in the near future. These Pending $ are included in your Forecast calculation (Booked + Pending = Forecast). Open Pending is the Default Deal Status when creating a deal.
- Open - Proposed – Dollars that have been pitched but are less likely to close. These dollars are not included in the Forecast and will show under Pipeline when selected in certain Reports/Data Cards. Open-Proposed is an optional deal status that must be selected manually on a deal.
Sales Stages – Stages that represent the progression of a deal through the sales pipeline.