Definitions: Report terminology, dashboard definitions, abbreviations and other need to knows

Net - The value in this report excludes the reseller margin from its calculations.
New - New company or new product/service
Renewal - Existing account that renewed for the same product/service
Upsell - Existing account that paid more than the expected renewal amount or for additional services
ACV - Annual Contract Value (money we made for a specific calendar year)
TCV - Total Contract Value (total amount of money we made for the contract, includes multiple years)
Bookings - Closed won deals from the current year
Reseller - Deals such as Bitsight or Risk Recon, that have a portion of the work outsourced to another company.
Reseller Margin - How much money we give to the reseller for services provided.
Weighted - Each stage in the pipeline has a different percentage for "likelihood to close". The "weigthed" values, is the deal amount multiplied by the likelihood to close percentage.
Cleared Conversion - A company that previously had another service with us (i.e VSRM or MARRS) and have upgraded their contract to CORL Cleared for this year.

Terminology:

Business Unit - CORL or Meditology
Deal Type - New Service, Upsell, Renewal, or Downsell
Service Line - CORL Cleared, HITRUST, Security Risk Assessment etc. All the services offered by both the CORL and Meditology business units.
Pipeline - Net new or renewal
Active Pipeline - Open deals in either the net new or renewal pipelines.
EOY - End of Year
EOQ - End of Quarter
MoM - Month to Month
Stage - The place the deal exists in the pipeline. For net new these are: Interest, Discover, Confirm, Pricing and Proposal, VOC, Commit, Closed Won, and Closed Lost. For the renewal pipeline these are: Renewal on Track, and Renewal at Risk. (see the articele "Stage Gate Definitions" for more information).
VOC - Vendor of Choice

This is a breakdown of the definitions used throughout the articles housed in this knowledge base. It was also cover terminology from the 2023 company dashboard, CORL Financial Dashboard, and Meditology Financial Dashboard.