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- 10GX
Designation used for 10 Gigahertz Unshielded Twisted Pair (UTP) networking cable
- 5Play
Cornerstone of HDBaseT, it is convergence of full HD video, audio, 100BaseT Ethernet, power over cable and various control signals
- A/V
Audio/Visual
- ABS
American Bureau of Shipping. This agency certifies material (including cable) suitable for use aboard ships.
- ACE
Architects, Consultants and Engineers
- ACMC
Alien Crosstalk Margin Calculation
- AEHC
Adaptive Enclosure Heat Containment
- AEM
Application Engineering Manager
- AES
Audio Engineering Society
- AFO
Available For Order
- AFS
Available For Shipment or Sale
- AHTD
Association of High Technology Distribution
- AM
Account Manager
- AN
Application Note
- AP
Action Plan
- APAC
Asia Pacific
- APR
Area of Primary Responsibility
- ARO
After Receipt of Order. This is when the Lead Time actually begins.
- AVB
Audio Video Bridging. A new IEEE draft standard for 802.1BA for use of Ethernet in the broadcast industry
- AVSS
Audio/Video Sound and Security
- AWG
American Wire Gauge. A standard for expressing the diameter of the copper in a wire. As AWG increases, the wire diameter decreases.
- B2B
Business to Business
- BAA
Government term meaning: Buy American Act
- Baked In
Something built into or part of a program or price, etc. “The cost of freight is baked into our selling price.”
- BAP
Branch Action Plans
- BAS
Building Automation Systems
- Battle Card
A product “cheatsheet” that outlines features/benefits, sales strategy, competitive analysis, applications, issues, etc.
- BAV
Broadcast Audio/Video
- BERT
Bit Error Rate Test
- BICSI
Building Industry Consulting Service International, sets standards for the development and design of structured cabling systems.
- Big Elephants
Large or “trophy” opportunities
- BIM
Building Information Management. You may see REVIT as a BIM tool.
- Black Belt
An earned, demonstrated and documented level of mastery.
- Blue Sheet
A planning tool used to help visualize a salesperson’s current strategic position and the actions needed to close a sales opportunity.
- BOM
Bill of Material
- Bonded Pairs
Patented Belden feature where the 2 conductors in a pair in a networking cable are physically bonded, ensuring superior performance.
- Bowler
Measurement tool (spreadsheet or online) that quickly shows status to KPIs and TTIs. You’re either red or green.. Bad or good!
- BPCS
A Manufacturing/Sales Order software package
- Broker
(term used in Europe and Asia; also see Commercial Agents and Manufacturers’ Representatives) Brokers perform similar intermediary functions as commercial agents and manufacturers’ representatives without, however, being permanently under contract to certain business partners.
- Brolog
A combination of a brochure and a catalog
- Brown Field
An opportunity where the business is rework or refurbishment, such as upgrading network cabling in a hospital or hotel.
- Burning Platform
The compelling business reason for making a change, or “the bad things that will happen to us if we don’t change now”
- BYOD
“Bring Your Own Device” is a growing trend where employees use their own tablets, smartphones, etc to perform company work.
- C&I
Contractors & Systems Integrators
- C4ISR
Government term meaning: Command, Control, Communications, Computers, Intelligence, Surveillance and Reconnaisance.
- Call to Action
A new way of stating or defining “to-do” or action item(s).
- CAP
Cooperative Advertising and Promotion
- Cap Ex
Capital expense
- Capture
To write down or note, such as “let me capture that information and get back to you.”
- Cascade
To forward a message or communication to others.
- Cat5e
Category 5 Enhanced 4-pair UTP networking cable. Swept to 100 MHz. Minimally compliant networking cables. Varying grades available.
- Cat6
Category 6 4-pair UTP networking cable. Swept to 250 MHz, this is today’s standard network cable. Varying grades available.
- Cat6a
Category 6 Augmented 4-pair UTP networking cable. Swept to 500 MHz, “10 Gig” cable is for cutting edge networks.Cat6a
- CATV
Carrier Access Television
- CAV
Commercial Audio/Video, used in the new product/market rollout in 2Q2012.
- CCC
Customer Collaboration Center in Indianapolis. This new, functional applications lab is ideal to show customers Belden solutions at work.
- CCR
Government term: Central Contractor Registry. All businesses selling to the US Gov’t are required to be registered.
- CCS
Coaxial Connectivity Solutions group within ESD, it is comprised of ICM and the Thomas & Betts Communications Products.
- CCTV
Closed Circuit Television
- CE
Customer Engagement
- Centers of Gravity
Office location, factory or other company facility.
- Circle the Number
When the sales commitment number for a given month is achieved or exceeded in Salesforce.
- CIS
Clinical Information Systems. A healthcare term used as hospitals become digital.
- Clawback
To rescind or take back funds, such as co-op dollars. “We need to try to clawback $90K in co-op to stay within our budget.”
- CLIN
Government term: Contract Line Item Number
- CM
Specified for General Building Wiring use, Type CM cables are used in areas other than plenums and risers.
- CMP
Communications Plenum cable. Can be run in horizontal airshafts (called plenums) between floors in a building.
- CMR
Communications Riser cable. Used in risers or shafts from floor to floor in a building.
- COGS
Cost of Goods Sold. To our distributors, this is the invoiced cost of Belden products as opposed to POS (their selling price to users).
- COL
Freight collect (freight charges are not included in the invoice and are payable by the distributor or customer)
- Commerical Agents
(term used in Africa, Asia, Australia and Europe; also see Manufacturers’ Representatives) Independent professional providers of field sales and marketing services to manufacturers of suppliers. They typically handle a portfolio of related but non-competitive product lines, working under a contractual arrangement within a defined geographic territory on an exclusive basis.
- CONUS
Government term meaning: CONtinental US
- Convergence
Moving many separate networks onto one or two single network infrastructures, such as moving IP video onto a security network.
- COO
Country of Origin
- Countermeasure
Specific measureable action item used in SDP/Dpoly to overcome a shortfall in a KPI or TTI bowler. Updated monthly.
- CRAC
Computer Room Air Conditioning
- CRAH
Computer Room Air Handler
- CRD
Customer Request Date
- CRM
Customer Relationship Management
- CRS
Customer Requirement Specification
- CS
Case Study document
- CSR
Customer Service Representative
- D&I
Develop & Implement. Used in Sales Action Plans.
- Daily Cadence
Daily activities, such as “I’ll build that into my daily cadence.”
- DAS
Distributed Antenna System. Becoming more and more common in stadiums and venues.
- DC
Data Center
or
Distribution Center (finished goods warehouse)
- DCAM
Demand Creation Account Mgr
- DCIM
Data Center Infrastructure Management
- DDW
Double Design Win
- Dead Cat Bounce
Refers to how a sales territory without a salesperson can continue to produce or even increase sales. “Even a dead cat will bounce.”
- DFAR
Government term meaning: DOD FAR (Department of Defense Federal Acquisition Regulations)
- Digital Cliff
The point where a digital signal cannot be resolved or used by a receiving chip/integrated circuit.
- DLA
Government term meaning: Defense Logistics Agency
- DNO
A term used in VMI, it stands for Do Not Order (or stock) for non-stock items (special or one-off sales) bought and sold by the distributor.
- Dock Date
The date the customer expects or wants their order to arrive at their facility. Must include transit time after ship date from the factory.
- DOD
Government term meaning: Department of Defense
- Dploy
Name of an online management Strategic Deployment system/tool
- DPPM
Defective Parts Per Million
- DS
Data Sheet
- DTAM
Distribution Total Available Market. This is usually a smaller figure than TAM, which includes factory direct business.
- DVR
Digital Video Recorder
- E&O
Excess & Obsolete
- E2E
End to end (such as End to End networking project)
- eCatalog
Online product catalog
- Eco-System
All of the people and resources available to you to help you be successful in your job.
- ECS
Enterprise Cable and Security Solutions sales group of Anixter.
- EDI
Electronic Data Interchange. Orders are entered and acknowledged “computer to computer” with no human involvement.
- EDS
Electronic Distribution Show
- EF
Emergency Facility. Refers to an area in a hospital that must be connected via cabling to an ER (Equipment Room).
- EMEA
Europe Middle East and Asia
- EMR
Electronic Medical Records. A healthcare term especially pertinent as hospitals become digital.
- EO
Equipment Outlet
- EOL
End Of Life
- EOM
End of Month
- EoR
End of Row termination strategy used in data centers.
- EOW
End of Week
- EOY
End Of Year
- ER
Equipment Room
- EUA
End User Agreement. Document to provide a specific price for a specific customer for a specific time period.
- EUM
Unit of measure
- Exit Rate
Exit rate is the income expected in the following period as a result of sales closed in the existing period (assuming no other sales are made).
- F/UTP
Screened Twisted Pair (foil screen around the entire 4 pair core). This particular designation refers to 10Gig cables.
- FAR
Government term meaning: Federal Acquistion Regulations.
- FAS
Government term for: Federal Acquisition Service, which combines the former Federal Supply Service and Federal Technology Service.
- Feed Study
Also called an Engineering Study, this is done by EPCs for end users at beginning of Industrial projects for feasibility, budgetary costs, etc.
- FG
Finished Goods
- FLS
Fire Life Safety
- FSM
Field Solutions Manager
- FTP
File Transfer Protocol. A fast and free method of transferring data on the Internet, commonly used to efficiently move large data files.
- FUBAR
A WWII term meaning “F-ed Up Beyond All Repair (or Recognition).”
- Funnel
Potential or prospective business a salesperson, region or division are working on and bring to a close.
- G-C&I
Government term meaning: Government – Contractors & Systems Integrators.
- G-CSV
Government term meaning: Government – CSV (a networking contractor qualified for and seeking government business & projects).
- GAM
Global Account Manager
- GBDT
Government term meaning: Government Business Development Team.
- GbE
Gigabit Ethernet
- GLT
Group Leadership Team
- GMROI
Gross Margin Return on Inventory (GMROI) is calculated by dividing gross margin dollars by inventory.
- Golden Selling Hours
The hours between 8:30 AM and 5:00 PM that should be used by salespeople for face-to-face meetings with customers & prospects.
- Green Belt
An earned, demonstrated medium level of subject mastery. It is a prerequisite for a Black Belt.
- Green Field
An opportunity where the business is new, such as the building of a new hospital, plant or arena.
- Grid Transformation
A term used by Ericsson as an alternative to “Smart Grid.”
- GSA
General Services Administration. Establishes long term government-wide discounted contracts with commercial companies such as Belden.
- GTM
Go To Market
- GWAC
Government-Wide Acquisition Contract, usually focused on IT products and product-based services for the government.
- HAENS
High Altitude Exo-Atmospheric Nuclear Survivability.
- HD
High Definition
- HDBaseT
An interim Ethernet standard in broadcast until the 802.1BA draft standard is finalized. HDBaseT overcomes distance limits of HDMI cables.
- HDCP
High Definition Content Protection. This prevents transmission of protected content.
- HDMI
High Definition Multimedia Interface
- Headwind
Resistance or obstructions to an objective, project, initiative, etc.
- HEMP
High-altitude ElectroMagnetic Pulse. HEMP protection is a hot-point with companies doing work for the government and/or military.
- HR
Human Resources
- HSR
High Available Seamless Ring. A type of redundancy/reliability protocol used in Industrial Networks to insure network uptime.
- HT
High Temperature
- HVAC
Heating, Ventilation and Air Conditioning system, the set of components used to condition interior air including heating and cooling equipment as well as ducting and related airflow devices.
- I/C
WESCO’s acronym for its Industrial/Construction division branches.
- ICR
Infection Control Requirements. A term used in the healthcare industry.
- IDC
Insulation Displacement Connector
- IDIQ
Government term meaning: Indefinite Delivery Indefinite Quantity.
- IEEE
Pronounced “Eye triple E”, this is the Institute of Electrical and Electronic Engineers. IEEE sets all sorts of standards for the industry to follow.
- IEI
Industrial Ethernet infrastructure
- IMDS
The International Material Data System is the automobile industry’s material data system, standardizing product information.
- IP
Internet Protocol. Digital protocol used to connect Industrial, commercial, security, consumer, etc devices to the Internet.
- IPLMS
Intelligent Physical-Layer Management Solution
- IS/OS
Acronym indicating that cable has individually shielded pairs or triples inside and an overall outer shield for the entire cable.
- ISR
Inside Sales Representative
- IT
Information Technology
- JGSD
“Just Getting ‘Stuff’ Done.”
- JOP
Jumping Off Point. Value of business at the beginning of a new financial planning period, many times the prior year’s business.
- K’
Used as unit of measure, typically used to signify thousands of feet. Alternatively M’ is used.
- Keystone
An industry-standard style of mounting networking jacks into faceplates, patch panels, etc.
- KFC
Keep/Find/Close
- KPI
Key Performance Indicators
- L&L
Lunch & Learn. Method to provide lunch and specific training to distributors or customers. Alternatively LNL is used.
- Lag & Tag
Industrial distributor services in which cable is cut, marked/tagged, kitted, etc for shipment to specific job site or project.
- LAN
Local Area Network
- LBP
Local Business Partner, the Emerson designation for its authorized distributors.
- LC
Limited Combustible. Material has a 2550 Smoke Index compared to 5550 Smoke Index for plenum.
- LDP
Label Distribution Protocol. A standardized protocol for managing MPLS (See below) paths.
- LEAN
Business philosophy that systematically eliminates waste of resources and simplifies business processes.
- Linearity
Most commonly used to describe consistent production pattern within a day, week, month, quarter or year.
- LMS
Learning Management System
- LNG
Liquified Natural Gas
- LSZH
Low Smoke Zero Halogen
- LT
Lead Time
- M’
Used as unit of measure, typically used to signify thousands of feet. Alternatively K’ is used.
- MAC Work
Moves Adds Changes that are typical in network installations. The MAC work is done after the contractor initially installs the project.
- Manufacturers’ Representatives
(term used in Africa, Asia, North America and South America; also see Commercial Agents) Independent professional providers of field sales and marketing services to manufacturers of suppliers. They typically handle a portfolio of related but non-competitive product lines, working under a contractual arrangement within a defined geographic territory on an exclusive basis.
- Marcom
Marketing Communications
- Marinate
Taking some period of time to review or consider something before replying.
- MATV
Master Antenna Television
- MC-HL
Metal Clad Hazard Location – a type of armored, metal clad cable used extensively in the Oil & Gas industry, both offshore and land based.
- MCC
Motor Control Center. A device or devices that govern in some predetermined manner the performance of an electric motor.
- MCM
Thousand Circular Mils. Method of measuring amount of copper by cross section in a cable that is larger than 0000 AWM.
- MDS
Market Delivery System
- MDVO
Multimedia Digital Video Outlet. Belden proprietary style of mounting networking jacks into faceplates, patch panels, etc.
- MILCON
Government term meaning: MILitary CONstruction
- MIMO
Multi-Input/Multi-Output
- MLT
Market Lead Time
- MNC
Multi National Customer (or Company)
- MOC
Manufacturing Order Change. Used when change is made to a manufacturing order.
- MoCA
Pronounced “mocha”, it stands for Multi-media over Coaxial Cable. This is the technology Verizon uses for it’s FiOS system.
- MOQ
Minimum Order Quantity
- MoR
Middle of Row termination strategy used in data centers.
- MPLS
Multiprotocol Label Switching – directs within a network with short path labels rather than long network addresses. MPLS is of interest in PT&D.
- MPQ
Minimum Packing Quantity
- MREP
Manufacturers’ Representative. Outsourced professional sales organizations.
- MRO
Maintanence, Repair & Operations.
- MRP
Multiple Ring Protocol. Used in Industrial Ethernet networks, this provides redundancy if the primary fiber/copper ring is broken.
- MSO
Multisystem Operator. Examples of MSO’s in our broadband business are DirectTV, Comcast, Time Warner, etc.
- MTBF
Mean Time Between Failures
- MTD
Month To Date
- MTDC
Multi-Tenant Data Center
- MTTR
Mean Time to Repair
- MUTOA
Multi-User Telecommunications Outlet Assembly
- NAED
National Association of Electrical Distributors. Trade association/show for electrical wholesalers, many of which buy thru redistribution.
- NAM
National Account Manager
- NAR
North American Region
- NAT
Network Address Transfer
- NBD
New Business Development
- NC/NR
Non-cancellable, non-turnable. Custom or special products are usually considered to be NC/NR.
- NEC
National Electrical Code
- NET
No Earlier Than
- NEXT
Near End Cross Talk
- NLT
No Later Than
- NPB
New Product Bulletin
- NPD
New Product Development
- NPNE
“No polish, no epoxy” connector technology for fiber optic cables.
- NSEA
North & South East Asia
- OCAO
Government term for Office of Chief Acquisition Officer.
- OCONUS
Government term meaning Outside CONUS (or CONtinental US)
- OCSC
Government term for: Office of Citizen Services and Communications
- ODM
Original Design Manufacturer
- OEM
Original Equipment Manufacturer. OEMs build end-products and either buy distributors or factory-direct.
- OFM
Order Fulfillment Manager. Special liaisons to the plants that deal specifically with quality or delivery issues impacting purchase orders.
- OGP
Government term for: Office of Government Wide Policy
- OM
Outbound Marketing
- ONVIF
Open Network Video Interface Forum
- OP
Operating Profit
- Op Ex
Operating Expense
- Organic
Growth from existing product lines and customers. Inorganic growth comes from products/customers gained via acquisition.
- OTD
On Time Delivery
- PA Data
A term used in VMI, it stands for Product Activity Data. This is POS and inventory data sent by the distributor daily to the VMI system.
- PAM
Product Available Market. This is the portion of a Total Available Market a manufacturer can serve with its product line.
- PBS
Government term for: Public Buildings Service
- PD
Powered Devices
- PDBL
Past Due Back Log
- Peanut Butter
To spread something around evenly. “We’ve peanut buttered the PVC cost increases across our entire cable product line.”
- Ping
To follow-up with someone with a phone call or e-mail.
- Platform
A global business structure based upon markets, rather than geography.
- PLM
Product Line Manager. Responsible for particular product line(s).
- PM&D
Performance Management and Development form. A document used in annual performance reviews.
- POD
Print on Demand literature is not kept in stock but can be ordered through the fulfillment center at a guaranteed cost.
- PoE
Power over Ethernet. Total power consumption of devices connected to a PoE switch port cannot exceed 13 Watts.
- PoE+
Power over Ethernet Plus. Higher power capability than PoE, the total power consumption of connected devices cannot exceed 25.5 Watts.
- PON
Passive Optical Network
- POP
Point of Purchase. This is the selling price from Belden to our distributors. We also refer to this as “Recap”.
- Portal
Secure areas of websites designated for authorized users. Manufacturers, distributors and customers may all offer portals for their customers.
- POS
Point of Sale. This is the selling price from our distributors to their customers and includes the distributor’s margin.
- POV
Point of View. A bottom-up estimation of orders expect to book within a given time frame.
- PPA
Freight Prepaid and Added (to invoice). Commonly seen when distributor requests special freight service, such as overnight delivery.
- PPD
Freight Prepaid
- PPM
Parts Per Million
- Pre-Term
Pre-terminated network cable runs
- PRP
Parallel Redundancy Protocol. A type of redundancy/reliability protocol used in Industrial Networks to insure network uptime.
- PSIAq
Physical Security Interoperability Alliance
- PT&D
Power Tranmission & Distribution. This refers to the electrical utility industry and is an ISD vertical market.
- PTD
Precision Time Protocol. An Ethernet function/capability that allows extremely precise timing synchronization on a network.
- PTZ
Pan Tilt & Zoom (control of cameras in surveillance or security system).
- PUE
Power Utility Effectiveness
- QBR
Quarterly Business Review
- QoS
Quality of Service
- R&I
Refine & Implement. Used in Sales Action Plans.
- Radio Silence
What you have when someone doesn’t return or respond to repeated phone calls or e-mails.
- RAM
Regional Automation (or Account) Manager
- RAOTM
Rockwell Automation On The Move. These are local Rockwell trade shows.
- RCDD
Registered Communications Distribution Designer, this is a BICSI designation for networking design professionals.
- RCM
Regional Channel Manager
- Reach Out
To contact someone.
- Recalibrate
To correct a situation, make something right. Also to change or to rectify.
- RFID
Radio Frequency Identification
- RGS
Round Gray “Stuff”. This usually refers to round, gray jacketed electronic cables.
- RIB
Reel-In-A-Box cable packaging method that facilitates cable payout, making installations quicker and easier.
- RJ
Registered Jack (RJ11 is used for telephone handsets and RJ45 is used for networking).
- RMA
Returned Material Authorization
- RoHS
Restriction of Hazardous Substances directive that limits use of lead/other toxic materials in electronic components.
- ROIC
Return on Invested Capital
- ROM
Rough Order of Magnitude (used in quoting)
- ROTI
Return On Time Invested
- RSD
Regional Sales Director
- RSM
Regional Sales Manager
- RSN
Real Soon Now
- RSVP-TE
An extension of Resource Reservation Protocol (RSVP), one of two standardized protocols for managing MPLS paths.
- Runway
The length of time a company has until it runs out of cash or money to spend. “We’re trying to get more runway with XXX for connectivity.”
- S/FTP
Overall shield over foil twisted pair (foil screen around each pair and overall shield over core). This designation refers to 10Gig cables.
- SA
Strategic Account
- SAM
Strategic Account Manager
or
Served Available Market. The portion of the Total Available Market for which a company offers a product or services solution.
- SATA
Serial Advanced Technology Attachment
- SCJ
Share Capture Journal
- SDN
Server Defined Networks. Removes hardware control of network design and instead uses software for management & control.
- SDP
Strategic Deployment Process. Includes such things as X-Matrix, KPIs, TTIs, Dploy, etc.
- SE
Systems Engineer
- SEO
Search Engine Optimization
- SEWP
Pronounced “Soup”, this is a government term for Solutions for Enterprise-Wide Procurement
- SFDC
Salesforce dot com
- SFP+
Small Form-factor Pluggable (SFP) Plus. High-density/high-bandwidth interconnect system used between servers and switches in data centers.
- Ship & Debit
Distributor buys inventory at normal price, debits Belden for reduced cost for meet comps or other special resale price quotes.
- Shorts
Short put-up lengths. Example: 875 feet left over from a production run is a short below it’s 1000 feet.
- SI
Systems Integrator in Industrial market. Install automation & control systems in factories, refineries, etc.
- SIA
Security Industry Association
- SIOP
Sales Inventory Operating Plan
- SIP
Sales Incentive Plan. This has to do with variable compensation and personal objectives.
- SIR
Sample Inspection Report
- SLA
Service Level Agreement
- SLAP
Strategic Launch Accelerator Program
- SLED
Government term meaning: State, Local and Education agencies
- SLT
Senior Leadership Team (Usually a self-appointed term since many of today’s business “leaders” can lead a group in silent prayer).
- SMPTE
Society of Motion Picture and Television Engineers.
- SNAFU
A WWII term meaning “Situation Normal, All F-ed Up”
- SNAP
Surveillance, Notification, Access Control, Protection
- SOP
Standard Operating Procedure
- SOW
Government term: Statement of Work
- SPA
Special Price Agreement
- SPIF
Sales Performance (or Person) Incentive Fund. These are used frequently to motivate or reward distributor salespeople.
- SSS
Sound Signal and Security
- Stakeholder
A person or group with an interest in a project or that can be affected by an organization’s actions.
- STP
Shielded Twisted Pairs.
- SURGE
Government term meaning: Special pricing on specific product set(s) for government fiscal year end spending. “Use it or lose it.”
- SWOT
A competitive position analysis that looks at Strengths, Weaknesses, Opportunities and Threats.
- TAA
Government term meaning: Trade Agreements Act.
- Take or Pay
An agreement to take $X of product over a specified period of time. You either take the product committed to or pay the agreed upon price.
- TAM
Total Available Market
- Tap
To call or ask someone for help
- TB
Technical Bulletin
- TBD
To Be Determined
- TC
Tray Cable
- TC-ER
Tray Cable Exposed Run (the ER designation means the cable does have to be run in conduit).
- TCO
Total Cost of Operation (used in discussions of data centers).
- TCO
Total Cost of Ownership
- Telepresence
Set of technologies which allow a person to feel as if they were present or to give the appearance of being present at a remote location.
- TFE
Commonly known as Teflon. Used in plenum cable jackets, it is a relatively dense, chemically inert, thermally stable polymer.
- TFOCA
Tactical Fiber Optical Cable Assembly
- TIA-1179
Healthcare Building Cabling Standard developed in 2010. It goes above & beyond scope of general cabling standards (TIA-568-C).
- TIA-568-C
Commercial Building Cabling Standard specifies cabling and terminating standards for general/commercial structures.
- TLA
Three Letter Acronym
- ToR
Top of Rack. Term used in data centers for switch to server connections, which are made at the tops of the equipment enclosures/racks.
- Touch
To contact someone
- Touch Point
A contact within a company. “I have 8 touch points in the engineering department at XYZ Company.”
- TR
Telecom Room
- Trade Areas
Defined groups of ZIP code area that are used to designate salesperson territories and sales regions.
- TSE
Technical Support Engineer
- TTI
Targets To Improve. This is one of the measurement tools of Dpoly and deals primarily with new business and growth.
- U/FTP
Foil Twisted Pair networking cable (foil screen around each of the 4 pairs). This particular designation refers to 10Gig cables.
- U/UTP
Unshielded Twisted Pairs. This particular designation refers to 10Gig cables.
- UL
Underwriters Laboratories
- UnReel
Cable packaging option designed to save installation time, cut product & labor costs, and eliminate need for dereeling eqt on job site.
- Up Jacket
A cable with two jackets, usually used in Industrial applications, and many times with a foil shield between the two jackets.
- USM
Utility Sales Manager
- UST
Utility Sales Team
- UTP
Unshielded Twisted Pairs. This is a commonly used term when discussing networking (or “Category”) cables.
- VA
Government term meaning: Veteran’s Affairs
- VAN
A term used in VMI, it stands for Value Added Network. This is a seldom used method of sending data back and forth. FTP is the preferred method.
- VAR
Value-Added Reseller. These can be contractors, integrators, etc who buy products and add value to them for their customers.
- VFD
Variable Frequency Drive
- Vitality
The ratio of revenue of products introduced in the past 3 years to total revenue.
- VLAN
Virtual Local Area Network
- VM
Voice Mail
- VMI
Vendor Managed Inventory. Inventory replenishment arrangement whereby the supplier either monitors the customer’s inventory with own employees or receives stock information from the customer. The vendor then refills the stock automatically, without the customer initiating purchase orders.
- VOC
Voice of the Customer
- VPN
Virtual Private Network
- VSM
Vertical Sales Mgr
- VSS
Video Sound & Security.
- Waterfall
A type of chart showing the cumulative effect of sequentially introduced positive or negative values.
- WHM
Wire Harness Manufacturer. A type of customer that manufactures custom cable assemblies using bulk cable and various connectors.
- WIFM
“What’s In It For Me?”
- WIG
Wildly Important Goal
- WLAN
Wireless Local Area Network
- WP
White Paper
- WTF
“What the f—?”
- X-Matrix
A planning tool within Dploy to set goals and priorities for the company. KPIs and TTIs are part of the X-Matrix.
- YTD
Year To Date
- Z Model
Sales opportunity classification model used to maintain focus on those that maximize growth and new business.
- Z1 opportunity
Involves selling Existing Product to Existing Customers. For the most part, this can be considered to be flow, or repetitive, business.
- Z2 opportunity
Involves selling New Products to Existing Customers. Since we already know the customer, we’re growing by getting more share of their wallet.
- Z3 opportunity
Involves selling Existing Product to a New Customers. Market share growth by taking business away from a competitor.
- Z4 opportunity
Involves selling New Product to New Customers. Good deal of risk in chasing Z4 and you’re probably better off chasing Z2 or Z3 opportunities.