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Designation used for 10 Gigahertz Unshielded Twisted Pair (UTP) networking cable
Cornerstone of HDBaseT, it is convergence of full HD video, audio, 100BaseT Ethernet, power over cable and various control signals
American Bureau of Shipping. This agency certifies material (including cable) suitable for use aboard ships.
Architects, Consultants and Engineers
Alien Crosstalk Margin Calculation
Adaptive Enclosure Heat Containment
Application Engineering Manager
Audio Engineering Society
Available For Order
Available For Shipment or Sale
Association of High Technology Distribution
Area of Primary Responsibility
After Receipt of Order. This is when the Lead Time actually begins.
Audio Video Bridging. A new IEEE draft standard for 802.1BA for use of Ethernet in the broadcast industry
Audio/Video Sound and Security
American Wire Gauge. A standard for expressing the diameter of the copper in a wire. As AWG increases, the wire diameter decreases.
Business to Business
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.”
Branch Action Plans
Building Automation Systems
- Battle Card
A product “cheatsheet” that outlines features/benefits, sales strategy, competitive analysis, applications, issues, etc.
Bit Error Rate Test
Building Industry Consulting Service International, sets standards for the development and design of structured cabling systems.
- Big Elephants
Large or “trophy” opportunities
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.
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.
Measurement tool (spreadsheet or online) that quickly shows status to KPIs and TTIs. You’re either red or green.. Bad or good!
A Manufacturing/Sales Order software package
(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.
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”
“Bring Your Own Device” is a growing trend where employees use their own tablets, smartphones, etc to perform company work.
Contractors & Systems Integrators
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).
Cooperative Advertising and Promotion
- Cap Ex
To write down or note, such as “let me capture that information and get back to you.”
To forward a message or communication to others.
Category 5 Enhanced 4-pair UTP networking cable. Swept to 100 MHz. Minimally compliant networking cables. Varying grades available.
Category 6 4-pair UTP networking cable. Swept to 250 MHz, this is today’s standard network cable. Varying grades available.
Category 6 Augmented 4-pair UTP networking cable. Swept to 500 MHz, “10 Gig” cable is for cutting edge networks.Cat6a
Carrier Access Television
Commercial Audio/Video, used in the new product/market rollout in 2Q2012.
Customer Collaboration Center in Indianapolis. This new, functional applications lab is ideal to show customers Belden solutions at work.
Government term: Central Contractor Registry. All businesses selling to the US Gov’t are required to be registered.
Coaxial Connectivity Solutions group within ESD, it is comprised of ICM and the Thomas & Betts Communications Products.
Closed Circuit Television
- 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.
Clinical Information Systems. A healthcare term used as hospitals become digital.
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.”
Government term: Contract Line Item Number
Specified for General Building Wiring use, Type CM cables are used in areas other than plenums and risers.
Communications Plenum cable. Can be run in horizontal airshafts (called plenums) between floors in a building.
Communications Riser cable. Used in risers or shafts from floor to floor in a building.
Cost of Goods Sold. To our distributors, this is the invoiced cost of Belden products as opposed to POS (their selling price to users).
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.
Government term meaning: CONtinental US
Moving many separate networks onto one or two single network infrastructures, such as moving IP video onto a security network.
Country of Origin
Specific measureable action item used in SDP/Dpoly to overcome a shortfall in a KPI or TTI bowler. Updated monthly.
Computer Room Air Conditioning
Computer Room Air Handler
Customer Request Date
Customer Relationship Management
Customer Requirement Specification
Case Study document
Customer Service Representative
Develop & Implement. Used in Sales Action Plans.
- Daily Cadence
Daily activities, such as “I’ll build that into my daily cadence.”
Distributed Antenna System. Becoming more and more common in stadiums and venues.
Distribution Center (finished goods warehouse)
Demand Creation Account Mgr
Data Center Infrastructure Management
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.”
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.
Government term meaning: Defense Logistics Agency
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.
Government term meaning: Department of Defense
Name of an online management Strategic Deployment system/tool
Defective Parts Per Million
Distribution Total Available Market. This is usually a smaller figure than TAM, which includes factory direct business.
Digital Video Recorder
Excess & Obsolete
End to end (such as End to End networking project)
Online product catalog
All of the people and resources available to you to help you be successful in your job.
Enterprise Cable and Security Solutions sales group of Anixter.
Electronic Data Interchange. Orders are entered and acknowledged “computer to computer” with no human involvement.
Electronic Distribution Show
Emergency Facility. Refers to an area in a hospital that must be connected via cabling to an ER (Equipment Room).
Europe Middle East and Asia
Electronic Medical Records. A healthcare term especially pertinent as hospitals become digital.
End Of Life
End of Month
End of Row termination strategy used in data centers.
End of Week
End Of Year
End User Agreement. Document to provide a specific price for a specific customer for a specific time period.
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).
Screened Twisted Pair (foil screen around the entire 4 pair core). This particular designation refers to 10Gig cables.
Government term meaning: Federal Acquistion Regulations.
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.
Fire Life Safety
Field Solutions Manager
File Transfer Protocol. A fast and free method of transferring data on the Internet, commonly used to efficiently move large data files.
A WWII term meaning “F-ed Up Beyond All Repair (or Recognition).”
Potential or prospective business a salesperson, region or division are working on and bring to a close.
Government term meaning: Government – Contractors & Systems Integrators.
Government term meaning: Government – CSV (a networking contractor qualified for and seeking government business & projects).
Global Account Manager
Government term meaning: Government Business Development Team.
Group Leadership Team
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.”
General Services Administration. Establishes long term government-wide discounted contracts with commercial companies such as Belden.
Go To Market
Government-Wide Acquisition Contract, usually focused on IT products and product-based services for the government.
High Altitude Exo-Atmospheric Nuclear Survivability.
An interim Ethernet standard in broadcast until the 802.1BA draft standard is finalized. HDBaseT overcomes distance limits of HDMI cables.
High Definition Content Protection. This prevents transmission of protected content.
High Definition Multimedia Interface
Resistance or obstructions to an objective, project, initiative, etc.
High-altitude ElectroMagnetic Pulse. HEMP protection is a hot-point with companies doing work for the government and/or military.
High Available Seamless Ring. A type of redundancy/reliability protocol used in Industrial Networks to insure network uptime.
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.
WESCO’s acronym for its Industrial/Construction division branches.
Infection Control Requirements. A term used in the healthcare industry.
Insulation Displacement Connector
Government term meaning: Indefinite Delivery Indefinite Quantity.
Pronounced “Eye triple E”, this is the Institute of Electrical and Electronic Engineers. IEEE sets all sorts of standards for the industry to follow.
Industrial Ethernet infrastructure
The International Material Data System is the automobile industry’s material data system, standardizing product information.
Internet Protocol. Digital protocol used to connect Industrial, commercial, security, consumer, etc devices to the Internet.
Intelligent Physical-Layer Management Solution
Acronym indicating that cable has individually shielded pairs or triples inside and an overall outer shield for the entire cable.
Inside Sales Representative
“Just Getting ‘Stuff’ Done.”
Jumping Off Point. Value of business at the beginning of a new financial planning period, many times the prior year’s business.
Used as unit of measure, typically used to signify thousands of feet. Alternatively M’ is used.
An industry-standard style of mounting networking jacks into faceplates, patch panels, etc.
Key Performance Indicators
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.
Local Area Network
Local Business Partner, the Emerson designation for its authorized distributors.
Limited Combustible. Material has a 2550 Smoke Index compared to 5550 Smoke Index for plenum.
Label Distribution Protocol. A standardized protocol for managing MPLS (See below) paths.
Business philosophy that systematically eliminates waste of resources and simplifies business processes.
Most commonly used to describe consistent production pattern within a day, week, month, quarter or year.
Learning Management System
Liquified Natural Gas
Low Smoke Zero Halogen
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.
Taking some period of time to review or consider something before replying.
Master Antenna Television
Metal Clad Hazard Location – a type of armored, metal clad cable used extensively in the Oil & Gas industry, both offshore and land based.
Motor Control Center. A device or devices that govern in some predetermined manner the performance of an electric motor.
Thousand Circular Mils. Method of measuring amount of copper by cross section in a cable that is larger than 0000 AWM.
Market Delivery System
Multimedia Digital Video Outlet. Belden proprietary style of mounting networking jacks into faceplates, patch panels, etc.
Government term meaning: MILitary CONstruction
Market Lead Time
Multi National Customer (or Company)
Manufacturing Order Change. Used when change is made to a manufacturing order.
Pronounced “mocha”, it stands for Multi-media over Coaxial Cable. This is the technology Verizon uses for it’s FiOS system.
Minimum Order Quantity
Middle of Row termination strategy used in data centers.
Multiprotocol Label Switching – directs within a network with short path labels rather than long network addresses. MPLS is of interest in PT&D.
Manufacturers’ Representative. Outsourced professional sales organizations.
Maintanence, Repair & Operations.
Multiple Ring Protocol. Used in Industrial Ethernet networks, this provides redundancy if the primary fiber/copper ring is broken.
Multisystem Operator. Examples of MSO’s in our broadband business are DirectTV, Comcast, Time Warner, etc.
Mean Time Between Failures
Month To Date
Multi-Tenant Data Center
Mean Time to Repair
Multi-User Telecommunications Outlet Assembly
National Association of Electrical Distributors. Trade association/show for electrical wholesalers, many of which buy thru redistribution.
National Account Manager
North American Region
Network Address Transfer
New Business Development
Non-cancellable, non-turnable. Custom or special products are usually considered to be NC/NR.
National Electrical Code
No Earlier Than
Near End Cross Talk
No Later Than
New Product Bulletin
New Product Development
“No polish, no epoxy” connector technology for fiber optic cables.
North & South East Asia
Government term for Office of Chief Acquisition Officer.
Government term meaning Outside CONUS (or CONtinental US)
Government term for: Office of Citizen Services and Communications
Original Design Manufacturer
Original Equipment Manufacturer. OEMs build end-products and either buy distributors or factory-direct.
Order Fulfillment Manager. Special liaisons to the plants that deal specifically with quality or delivery issues impacting purchase orders.
Government term for: Office of Government Wide Policy
Open Network Video Interface Forum
- Op Ex
Growth from existing product lines and customers. Inorganic growth comes from products/customers gained via acquisition.
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.
Product Available Market. This is the portion of a Total Available Market a manufacturer can serve with its product line.
Government term for: Public Buildings Service
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.”
To follow-up with someone with a phone call or e-mail.
A global business structure based upon markets, rather than geography.
Product Line Manager. Responsible for particular product line(s).
Performance Management and Development form. A document used in annual performance reviews.
Print on Demand literature is not kept in stock but can be ordered through the fulfillment center at a guaranteed cost.
Power over Ethernet. Total power consumption of devices connected to a PoE switch port cannot exceed 13 Watts.
Power over Ethernet Plus. Higher power capability than PoE, the total power consumption of connected devices cannot exceed 25.5 Watts.
Passive Optical Network
Point of Purchase. This is the selling price from Belden to our distributors. We also refer to this as “Recap”.
Secure areas of websites designated for authorized users. Manufacturers, distributors and customers may all offer portals for their customers.
Point of Sale. This is the selling price from our distributors to their customers and includes the distributor’s margin.
Point of View. A bottom-up estimation of orders expect to book within a given time frame.
Freight Prepaid and Added (to invoice). Commonly seen when distributor requests special freight service, such as overnight delivery.
Parts Per Million
Pre-terminated network cable runs
Parallel Redundancy Protocol. A type of redundancy/reliability protocol used in Industrial Networks to insure network uptime.
Physical Security Interoperability Alliance
Power Tranmission & Distribution. This refers to the electrical utility industry and is an ISD vertical market.
Precision Time Protocol. An Ethernet function/capability that allows extremely precise timing synchronization on a network.
Pan Tilt & Zoom (control of cameras in surveillance or security system).
Power Utility Effectiveness
Quarterly Business Review
Quality of Service
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.
Regional Automation (or Account) Manager
Rockwell Automation On The Move. These are local Rockwell trade shows.
Registered Communications Distribution Designer, this is a BICSI designation for networking design professionals.
Regional Channel Manager
- Reach Out
To contact someone.
To correct a situation, make something right. Also to change or to rectify.
Radio Frequency Identification
Round Gray “Stuff”. This usually refers to round, gray jacketed electronic cables.
Reel-In-A-Box cable packaging method that facilitates cable payout, making installations quicker and easier.
Registered Jack (RJ11 is used for telephone handsets and RJ45 is used for networking).
Returned Material Authorization
Restriction of Hazardous Substances directive that limits use of lead/other toxic materials in electronic components.
Return on Invested Capital
Rough Order of Magnitude (used in quoting)
Return On Time Invested
Regional Sales Director
Regional Sales Manager
Real Soon Now
An extension of Resource Reservation Protocol (RSVP), one of two standardized protocols for managing MPLS paths.
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.”
Overall shield over foil twisted pair (foil screen around each pair and overall shield over core). This designation refers to 10Gig cables.
Strategic Account Manager
Served Available Market. The portion of the Total Available Market for which a company offers a product or services solution.
Serial Advanced Technology Attachment
Share Capture Journal
Server Defined Networks. Removes hardware control of network design and instead uses software for management & control.
Strategic Deployment Process. Includes such things as X-Matrix, KPIs, TTIs, Dploy, etc.
Search Engine Optimization
Pronounced “Soup”, this is a government term for Solutions for Enterprise-Wide Procurement
Salesforce dot com
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.
Short put-up lengths. Example: 875 feet left over from a production run is a short below it’s 1000 feet.
Systems Integrator in Industrial market. Install automation & control systems in factories, refineries, etc.
Security Industry Association
Sales Inventory Operating Plan
Sales Incentive Plan. This has to do with variable compensation and personal objectives.
Sample Inspection Report
Service Level Agreement
Strategic Launch Accelerator Program
Government term meaning: State, Local and Education agencies
Senior Leadership Team (Usually a self-appointed term since many of today’s business “leaders” can lead a group in silent prayer).
Society of Motion Picture and Television Engineers.
A WWII term meaning “Situation Normal, All F-ed Up”
Surveillance, Notification, Access Control, Protection
Standard Operating Procedure
Government term: Statement of Work
Special Price Agreement
Sales Performance (or Person) Incentive Fund. These are used frequently to motivate or reward distributor salespeople.
Sound Signal and Security
A person or group with an interest in a project or that can be affected by an organization’s actions.
Shielded Twisted Pairs.
Government term meaning: Special pricing on specific product set(s) for government fiscal year end spending. “Use it or lose it.”
A competitive position analysis that looks at Strengths, Weaknesses, Opportunities and Threats.
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.
Total Available Market
To call or ask someone for help
To Be Determined
Tray Cable Exposed Run (the ER designation means the cable does have to be run in conduit).
Total Cost of Operation (used in discussions of data centers).
Total Cost of Ownership
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.
Commonly known as Teflon. Used in plenum cable jackets, it is a relatively dense, chemically inert, thermally stable polymer.
Tactical Fiber Optical Cable Assembly
Healthcare Building Cabling Standard developed in 2010. It goes above & beyond scope of general cabling standards (TIA-568-C).
Commercial Building Cabling Standard specifies cabling and terminating standards for general/commercial structures.
Three Letter Acronym
Top of Rack. Term used in data centers for switch to server connections, which are made at the tops of the equipment enclosures/racks.
To contact someone
- Touch Point
A contact within a company. “I have 8 touch points in the engineering department at XYZ Company.”
- Trade Areas
Defined groups of ZIP code area that are used to designate salesperson territories and sales regions.
Technical Support Engineer
Targets To Improve. This is one of the measurement tools of Dpoly and deals primarily with new business and growth.
Foil Twisted Pair networking cable (foil screen around each of the 4 pairs). This particular designation refers to 10Gig cables.
Unshielded Twisted Pairs. This particular designation refers to 10Gig cables.
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.
Utility Sales Manager
Utility Sales Team
Unshielded Twisted Pairs. This is a commonly used term when discussing networking (or “Category”) cables.
Government term meaning: Veteran’s Affairs
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.
Value-Added Reseller. These can be contractors, integrators, etc who buy products and add value to them for their customers.
Variable Frequency Drive
The ratio of revenue of products introduced in the past 3 years to total revenue.
Virtual Local Area Network
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.
Voice of the Customer
Virtual Private Network
Vertical Sales Mgr
Video Sound & Security.
A type of chart showing the cumulative effect of sequentially introduced positive or negative values.
Wire Harness Manufacturer. A type of customer that manufactures custom cable assemblies using bulk cable and various connectors.
“What’s In It For Me?”
Wildly Important Goal
Wireless Local Area Network
“What the f—?”
A planning tool within Dploy to set goals and priorities for the company. KPIs and TTIs are part of the X-Matrix.
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.