Go-to-Market · Referência
Glossário Comercial SaaS
Todos os termos de estratégia, métricas, papéis e modelos de venda — organizados em linha lógica de abordagem.
Modelos de Mercado (Go-to-Market)
Sales-Led Growth
SLGEstratégia
Self-Serve
SS / PLG puroEstratégia
Product-Led Growth
PLGEstratégia
Sales-Assisted
Touch SalesEstratégiaMovimento
Partner-Led Growth
PLG (canal)Estratégia
Community-Led Growth
CLGEstratégia
Movimentos Comerciais
Outbound
Outbound SalesMovimento
Inbound
Inbound Marketing / SalesMovimento
Account-Based Marketing
ABMMovimentoEstratégia
Qualificação de Leads
ICP — Ideal Customer Profile
ICPConceito
Lead
LeadConceito
MQL — Marketing Qualified Lead
MQLMétricaConceito
SQL — Sales Qualified Lead
SQLMétricaConceito
PQL — Product Qualified Lead
PQLMétricaConceito
SAL — Sales Accepted Lead
SALMétricaConceito
Papéis do Time Comercial
LDR — List Development Rep
LDRPapel
SDR / BDR
Sales Development Rep / Business Development RepPapel
AE / Closer
Account Executive / CloserPapel
CS — Customer Success
CS / CSMPapel
AM — Account Manager
AMPapel
Funil e Processo de Vendas
Cadência
CadenceOps
Touchpoint
TouchpointOps
Pipeline
Sales PipelineOpsMétrica
Deal
Deal / OportunidadeOps
Handoff
HandoffOps
Onboarding
OnboardingOps
Upsell
UpsellOpsMétrica
Métricas de Receita
MRR — Monthly Recurring Revenue
MRRMétrica
ARR — Annual Recurring Revenue
ARRMétrica
ACV — Annual Contract Value
ACVMétrica
LTV — Lifetime Value
LTV / CLVMétrica
CAC — Customer Acquisition Cost
CACMétrica
Churn
Churn RateMétrica
NRR — Net Revenue Retention
NRR / NDRMétrica
Payback Period
Payback PeriodMétrica